Review paper

You and I have nothing in common: The role of dissimilarity in interpersonal influence

Volume: 151, Pages: 49 - 60
Published: Mar 1, 2019
Abstract
Source characteristics are a key determinant of preferences and choice in the interpersonal influence process. Extant literature documents the positive impact of similarity between oneself and an opinion provider on advice taking, but much less is known about how dissimilarity affects choice. While earlier research assumed that people ignore or discount the opinions of dissimilar others, we argue that dissimilarity can lead to preference and...
Paper Details
Title
You and I have nothing in common: The role of dissimilarity in interpersonal influence
Published Date
Mar 1, 2019
Volume
151
Pages
49 - 60
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