Persuade him by email, but see her in person: Online persuasion revisited Export

@article{citeulike:1228083, abstract = {This study replicated and expanded on earlier research on gender differences in the evaluation of computer-mediated persuasive messages. Participants discussed a counter-attitudinal topic with a same-gender confederate. Those participants made to feel a sense of shared identity (high oneness) with the communicator were the most favorable toward the proposal whereas those participants made to feel a distinct identity (low oneness) were the least favorable. However, the results were different for men and women depending on communication modality. Cognitive responses indicated that men engaged in a more rational evaluation of the persuasive message in the email condition, even when the communicator and recipient did not share an identity. Thus, one implication of this research is that email may be an effective route for men to use for interacting with one another if they share no mutual identity.}, author = {Guadagno, Roasanna E. and Cialdini, Robert B.}, citeulike-article-id = {1228083}, journal = {Computers in Human Behavior}, keywords = {gender, persuasion}, month = {March}, number = {2}, pages = {999--1015}, posted-at = {2007-04-15 19:44:22}, priority = {5}, title = {Persuade him by email, but see her in person: Online persuasion revisited}, volume = {23}, year = {2007} }

TY - JOUR ID - citeulike:1228083 L3 - citeulike-article-id:1228083 N2 - This study replicated and expanded on earlier research on gender differences in the evaluation of computer-mediated persuasive messages. Participants discussed a counter-attitudinal topic with a same-gender confederate. Those participants made to feel a sense of shared identity (high oneness) with the communicator were the most favorable toward the proposal whereas those participants made to feel a distinct identity (low oneness) were the least favorable. However, the results were different for men and women depending on communication modality. Cognitive responses indicated that men engaged in a more rational evaluation of the persuasive message in the email condition, even when the communicator and recipient did not share an identity. Thus, one implication of this research is that email may be an effective route for men to use for interacting with one another if they share no mutual identity. IS - 2 JF - Computers in Human Behavior EP - 1015 TI - Persuade him by email, but see her in person: Online persuasion revisited VL - 23 SP - 999 KW - gender KW - persuasion AU - Guadagno, Roasanna AU - Cialdini, Robert PY - 2007/03// ER -