When tactical pronouncements of change become real change: The case of reciprocal persuasion.

Abstract

In 3 experiments, Ss'public statements of attitude change conformed to the norm of reciprocity, in that the most change on a topic was accorded to a persuader who had yielded to the S's earlier persuasive attempt on a prior topic, and the least such change was accorded to a persuader who had resisted the S's persuasive attempt. This tendency was unaffected by perceptions of the persuader's likability and intelligence, personal relevance of the topic, and strength of the arguments