The Impact of Affective States on Persuasion Processes

本研究将评估情感的动机和认知后果对有效说服过程的影响。从加工的角度来看，说服可以建模为一个以态度判断为高潮的信息加工序列。这种判断是由子过程决定的，这些子过程对一些可用的态度相关信息子集进行编码、细化和整合。从加工角度看，情感状态具有影响编码、细化程度和效价的认知和动机后果；和整合，因此说服。过去在这一领域的研究主要从三个方面展开：(a)调查了情感状态对接受和整合过程以及阐述的影响，(b)对认知和动机变量作为情感状态、说服子过程之间关系中介的作用的具体测试，(c)将加工视角扩展到消极（悲伤）情绪影响的研究。第一组被提议的实验评估了情感对接受的性质和程度的影响，以及它对态度改变的伴随效应。第二组的实验考察了影响影响阐述从而说服的动机和认知机制。第3组的实验开始探讨情感状态对态度判断整合过程的影响。这项研究将增加我们对情感对说服的影响的理解。

ABSTRACT This research will assess the impact of the motivational and cognitive consequences of affect on the processes underlying effective persuasion. From a processing perspective, persuasion can be modelled as an information processing sequence that culminates in an attitude judgment. That judgment is determined by subprocesses that encode, elaborate on, and integrate some subset of the attitude-relevant information available. From the processing approach, affective states have cognitive and motivational consequences that influence the extent and valence of encoding, elaboration; and integration, and thus of persuasion. Past research in this domain is extended in three directions: (a) the impact of affective states on reception and integration processes as well as on elaboration is investigated, (b) specific tests of the role of cognitive and motivational variables as mediators of the relationship between affective states, persuasion subprocesses, and persuasion are performed and (c) the processing perspective is extended to the investigation of the impact of negative (sad) affect. The first set of proposed experiments assesses the impact of affect on the nature and extent of reception, and its concomitant effect on attitude change. Experiments in Set 2 examine the motivational and cognitive mechanisms through which affect influences elaboration and thus persuasion. The experiments in Set 3 begin to explore the impact of affective states on integration processes in attitudinal judgments. This research will add to our understanding of the impact of affect on persuasion.