Discrete emotions and persuasion: The role of emotion-induced expectancies
Discrete emotions and persuasion: The role of emotion-induced expectancies
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DOI：
10.1037/0022-3514.86.1.43
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发表时间：
2004-01-01
影响因子：
7.6
通讯作者：
Braverman, J
中科院分区：
文献类型：
--
作者：
DeSteno, D;Petty, RE;Braverman, J
作者认为，特定的情绪可以改变信息的说服力，作为说服力诉求的情感框架的函数。因为特定的情绪会膨胀对具有匹配情绪色彩的事件的期望（D。德斯特诺河E.佩蒂，D. T. Wegener，& D. D. Rucker，2000年）。作者预测，当信息的框架带有与接收者的情绪状态相匹配的情绪暗示时，说服的尝试会更成功，并且这些变化会通过情绪引起的偏见来调节，这些偏见涉及对信息中包含的论点的期望。两项研究操纵离散的负面情绪状态和信息框架（即，悲伤和愤怒证实了这些预测。这种情绪匹配的偏见与情绪引起的处理差异和基于价的态度变化的研究方法的局限性平行的功能也被认为是。
The authors argue that specific emotions can alter the persuasive impact of messages as a function of the emotional framing of persuasive appeals. Because specific emotions inflate expectancies for events possessing matching emotional overtones (D. DeSteno, R. E. Petty, D. T. Wegener, & D. D. Rucker, 2000). the authors predicted that attempts at persuasion would be more successful when messages were framed with emotional overtones matching the emotional state of the receiver and that these changes would be mediated by emotion-induced biases involving expectancies attached to arguments contained in the messages. Two studies manipulating discrete negative emotional states and message frames (i.e., sadness and anger) confirmed these predictions. The functioning of this emotion-matching bias in parallel with emotion-induced processing differences and the limitations of a valence-based approach to the study of attitude change are also considered.