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The Susceptibility to Persuasion Strategies Among Arab Muslims: The Role of Culture and Acculturation

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posted on 2021-10-05, 02:50 authored by M Alnunu, A Amin, Hisham Abu-RayyaHisham Abu-Rayya
This study is set forth to explore whether the susceptibility to persuasion—as articulated by Cialdini’s persuasion strategies—could vary with culture and acculturation. We examined individuals from the Arabic culture and their susceptibility to persuasion, according to the following strategies: reciprocity, commitment, liking, scarcity, consensus, and authority. The study involved 1,315 Arab Muslims between 18 and 60 years old (Mean = 34.65, SD = 9.16). The respondents were recruited from among residents of the Arab region (n = 507), immigrant Arabs in non-Arabic Muslim countries (n = 361), immigrant Arabs in East Asian countries (n = 85), and immigrant Arabs in Western countries (n = 362). Respondents completed an online Qualtrics survey. Controlling for socio-demographic variables (age, gender, income, education, and length of residence), our results indicated that susceptibility to the strategies differed significantly among Arab Muslims in the Arab region, with reciprocity being the highest and authority the lowest prevailing strategies. The same pattern of susceptibility emerged among immigrant Arab Muslims, regardless of their host country and the acculturation mode (integration, assimilation, separation, and marginalization) they endorse. These findings suggest that there is a consistent persuasion susceptibility pattern in the Arabic Muslim culture that does not seem to be modified by immigration and acculturation modes. Our findings are contrasted with the scarce research on cross-cultural differences in susceptibility to Cialdini’s persuasion strategies.


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Frontiers in Psychology



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Frontiers Media S.A.



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© 2021 Alnunu, Amin and Abu-Rayya. This is an open-access article distributed under the terms of the Creative Commons Attribution License (CC BY). The use, distribution or reproduction in other forums is permitted, provided the original author(s) and the copyright owner(s) are credited and that the original publication in this journal is cited, in accordance with accepted academic practice. No use, distribution or reproduction is permitted which does not comply with these terms.

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