Publication: Involvement Practices in Persuasive Service Encounters: The Case of Home Security Advice
Involvement Practices in Persuasive Service Encounters: The Case of Home Security Advice
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Dolata, M., & Schwabe, G. (2017, June 10). Involvement Practices in Persuasive Service Encounters: The Case of Home Security Advice. 25th European Conference on Information Systems (ECIS), Guimarães.
Abstract
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Abstract
Advisors providing non-commercial service encounters are neither trained nor explicitly incentivized to persuade the advisee. However, a whole range of encounters may benefit from enhanced persuasiveness to prevent the advisee from taking counterproductive decisions. Persuasion literature from the field of social psychology points to the persuadee’s involvement as a central factor of persuasive effect. Never- theless, little is known on how persuader addresses persuadee’s involvement and how those efforts can be supported by means of
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- Dolata, Mateusz
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Citations
Dolata, M., & Schwabe, G. (2017, June 10). Involvement Practices in Persuasive Service Encounters: The Case of Home Security Advice. 25th European Conference on Information Systems (ECIS), Guimarães.
