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date: 15 December 2019

Abstract and Keywords

This chapter reviews research on resistance to influence, active or passive processes that reduce the impact of a potential source of social influence. This chapter begins with a discussion of the antecedents of resistance: characteristics of the influence target (strong attitudes, demographics, and personality), perceived aspects of the influence attempt (manipulative intent, threats to freedoms), or counterinfluence messages from a third party (forewarning, inoculation, stealing thunder, the poison parasite defense, resistance to social engineering) that motivate resistance. The chapter proceeds to a discussion of internal mechanisms of resistance (counterarguing, bolstering initial attitudes, derogating the source, attributing negative affect to the message or source, attempting to correct for bias) and external mechanisms of resistance (interpersonal strategies of communicating resistance and issuing refusals) and concludes with a discussion of the consequences of resistance for attitudes and relationships.

Keywords: resistance, forewarning, inoculation, stealing thunder, counterarguing, refusals, politeness theory, boomerang effect

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