Meaning Moderates the Persuasive Effect of Physical Actions: Buying, Selling, Touching, Carrying, and Cleaning Thoughts as If They Were Commercial Products
Meaning Moderates the Persuasive Effect of Physical Actions: Buying, Selling, Touching, Carrying, and Cleaning Thoughts as If They Were Commercial Products
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DOI：
10.1086/693561
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发表时间：
2017-09
影响因子：
2.6
通讯作者：
P. Briñol;R. Petty;David Santos;Joana Mello
中科院分区：
文献类型：
--
作者：
P. Briñol;R. Petty;David Santos;Joana Mello
我们回顾的研究表明，身体动作的意义很重要，意义可以变化，影响判断的关键因素是思想的感知有效性。本文首先描述了具身说服的研究，其中改变行为的意义也改变了该行为对态度的影响。第二，本文着重于人们穿戴的物品对他们的判断的影响。最后一节涵盖了一个范式，在这个范式中，思想被当作消费品来对待（例如，买与卖的想法）。在这三个部分中，我们认为，与智力、权力和幸福等概念相关的物理行为和物理对象有关的判断效应都可以通过相同的机制起作用。也就是说，重要的因素是这些因素对一个人思想的有效性的影响。
We review research showing that the meaning of physical actions matters, that meaning can vary, and that the key element of meaning to affect judgments is the perceived validity of the thoughts. This article first describes studies on embodied persuasion for which changing the meaning of a behavior also changes the effect of that behavior on attitudes. Second, this article focuses on the impact of objects that people wear on their judgments. The last section covers a paradigm in which thoughts are treated as if they were consumer products (e.g., buying vs. selling thoughts). Across these three sections, we argue that judgmental effects having to do with the physical actions and physical objects associated with concepts such as intelligence, power, and happiness, all can work by the same mechanism. That is, the important factor concerns the impact each of these has on the perceived validity of one’s thoughts.