Overt head movements and persuasion: A self-validation analysis
Overt head movements and persuasion: A self-validation analysis
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DOI：
10.1037/0022-3514.84.6.1123
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发表时间：
2003-06-01
影响因子：
7.6
通讯作者：
Petty, RE
中科院分区：
文献类型：
--
作者：
Briñol, P;Petty, RE
作者报告了3个实验，研究了一种新的机制，通过这种机制，头部的明显运动可以影响态度的变化。在每一个实验中，参与者在听一个有说服力的信息时被诱导点头或摇头。当信息论据很强时，点头比握手更能产生说服力。当论据薄弱时，情况正好相反。当阐述程度较高时，这些影响最为明显。这些发现与“自我确认”假说相一致，该假说假定头部运动要么增强（点头）要么破坏（摇晃）一个人对信息的想法的信心。在第四个实验中，作者将这一结果扩展到另一个明显的行为（用惯用手或非惯用手书写）和不同的态度领域（自尊）。
The authors report 3 experiments that examine a new mechanism by which overt head movements can affect attitude change. In each experiment, participants were induced to either nod or to shake their heads while listening to a persuasive message. When the message arguments were strong, nodding produced more persuasion than shaking. When the arguments were weak, the reverse occurred. These effects were most pronounced when elaboration was high. These findings are consistent with the "self-validation" hypothesis that postulates that head movements either enhance (nodding) or undermine (shaking) confidence in one's thoughts about the message. In a 4th experiment, the authors extended this result to another overt behavior (writing with the dominant or nondominant hand) and a different attitude domain (self-esteem).