Self-Confidence and Persuasibility in Marketing: A Reappraisal
Open Access
- 1 May 1969
- journal article
- research article
- Published by SAGE Publications in Journal of Marketing Research
- Vol. 6 (2) , 146-154
- https://doi.org/10.1177/002224376900600202
Abstract
Two marketing studies that investigated relationships between self-confidence and persuasibility are reanalyzed. It is shown that the results of these studies are mostly contradictory, that some conclusions drawn by the investigators are wrong, that other conclusions are dubious, and that, in all, self-confidence is not an important determinant of persuasibility.Keywords
This publication has 19 references indexed in Scilit:
- Criteria for Measures of AssociationAmerican Sociological Review, 1965
- Self-Confidence and Persuasibility in WomenPublic Opinion Quarterly, 1964
- The influence of self-esteem on rate of verbal conditioning and social matching behavior.The Journal of Abnormal and Social Psychology, 1962
- Conforming behavior under two conditions of conflict in the cognitive field.The Journal of Abnormal and Social Psychology, 1957
- Personality Characteristics Related to Susceptibility to Influence by Peers or Authority FiguresJournal of Personality, 1957
- Anxiety indices related to susceptibility to persuasion.The Journal of Abnormal and Social Psychology, 1955
- The Relation Between Group Members' Self-Confidence and Their Reactions to Group Pressures to UniformityAmerican Sociological Review, 1954
- Rorschach correlates of response to suggestion.The Journal of Abnormal and Social Psychology, 1954
- The effect of prior reinforcement on the interaction of observer pairs.The Journal of Abnormal and Social Psychology, 1954
- Effects of success and failure on "suggestibility" in the autokinetic situation.The Journal of Abnormal and Social Psychology, 1950