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- Article
The Persuasive 'Power' of Stigma?
By: Michael I. Norton, Elizabeth W. Dunn, Dana R. Carney and Dan Ariely
We predicted that able-bodied individuals and white Americans would have a difficult time saying no to persuasive appeals offered by disabled individuals and black Americans, due to their desire to make such interactions proceed smoothly. In two experiments, we show... View Details
Keywords: Persuasion; Stigma; Interactions; Interracial Relations; Power and Influence; Personal Characteristics; Interpersonal Communication; Attitudes
Norton, Michael I., Elizabeth W. Dunn, Dana R. Carney, and Dan Ariely. "The Persuasive 'Power' of Stigma?" Organizational Behavior and Human Decision Processes 117, no. 2 (March 2012): 261–268.
- 2007
- Working Paper
The Persuasive Appeal of Stigma
By: Michael I. Norton, Elizabeth W. Dunn, Dana R. Carney and Dan Ariely
Norton, Michael I., Elizabeth W. Dunn, Dana R. Carney, and Dan Ariely. "The Persuasive Appeal of Stigma." Harvard Business School Working Paper, No. 07-103, June 2007.