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This chapter discusses empirical research designed to validate the primary components of Regulatory Theory of Social Influence (RTSI): trust, the link between trust and coherence, and the importance of the issue. The results of several experiments support the principles of RTSI and shed light on how model’s primary variables interact to shape processes of social influence.
KeywordsAssumption of coherence Benevolence Coherence Competence Distrust Experiments Importance of the issue Morality Opinions Trust Trustworthiness
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