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  • Organizational Behavior and Human Decision Processes

The Persuasive 'Power' of Stigma?

By: Michael I. Norton, Elizabeth W. Dunn, Dana R. Carney and Dan Ariely
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Abstract

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 that members of stigmatized groups have a peculiar kind of persuasive "power" in face-to-face interactions with non-stigmatized individuals. In Experiment 1, wheelchair-bound confederates were more effective in publicly soliciting donations to a range of charities than confederates seated in a regular chair. In Experiment 2, whites changed their private attitudes more following face-to-face appeals from black than white confederates, an effect mediated by their increased efforts to appear agreeable by nodding and expressing agreement. This difference was eliminated when impression management concerns were minimized—when participants viewed the appeals on video.

Keywords

Persuasion; Stigma; Interactions; Interracial Relations; Power and Influence; Personal Characteristics; Interpersonal Communication; Attitudes

Citation

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.
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About The Author

Michael I. Norton

Negotiation, Organizations & Markets
→More Publications

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More from the Authors
  • When Alterations Are Violations: Moral Outrage and Punishment in Response to (Even Minor) Alterations to Rituals By: Daniel H. Stein, Juliana Schroeder, Nicholas M. Hobson, Francesca Gino and Michael I. Norton
  • Policy Stringency and Mental Health During the COVID-19 Pandemic: A Longitudinal Analysis of Data from 15 Countries By: Lara B. Aknin, Bernardo Andretti, Rafael Goldszmidt, John F. Helliwell, Anna Petherick, Jan-Emmanuel De Neve, Elizabeth W. Dunn, Daisy Fancourt, Elkhonon Goldberg, Sarah P. Jones, Ozge Karadag, Elie Karam, Richard Layard, Shekhar Saxena, Emily Thornton, Ashley Whillans and Jamil Zaki
  • Consumers Value Effort over Ease When Caring for Close Others By: Ximena Garcia-Rada, Mary Steffel, Elanor F. Williams and Michael I. Norton
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