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Don't you know that you want to trust me? Subliminal goal priming and persuasion

Abstract : We investigated the effect of goal priming on the processing of a persuasive message. Before reading a persuasive message about tap water consumption, participants were subliminally primed (or not) with the goal “to trust”. Subsequently, they completed a questionnaire about their perception of the message, the source of the message, and tap water consumption intentions. The results indicated that non-conscious activation of the goal “to trust” leads to a better evaluation of the message, increases behavioral intentions in accordance with the message, and positively influences the assessment of the source.
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Jean-Baptiste Légal, Julien Chappé, Viviane Coiffard, Audrey Villard-Forest. Don't you know that you want to trust me? Subliminal goal priming and persuasion. Journal of Experimental Social Psychology, Elsevier, 2012, 48 (48), pp.358-360. ⟨10.1016/j.jesp.2011.06.006⟩. ⟨hal-01052957⟩

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