The Impact of Affective States on Persuasion Processes

摘要 这项研究将评估动机和 情感对潜在过程的认知后果 有效的说服。 从处理的角度来看，说服 可以被建模为信息处理序列， 在态度判断中达到高潮。 这一判断是确定的 通过编码、阐述和整合一些 可用的态度相关信息的子集。 从 处理方法，情感状态有认知和 影响程度和效价的动机后果 编码、加工和整合， 说服力 过去在这一领域的研究是在三个扩展 方向：（a）情感状态对接收的影响， 整合过程以及对阐述进行了研究， (b)认知和动机作用的具体测试 变量作为情感之间关系的中介 执行状态、说服子流程和说服， (c)加工视角扩展到调查 负面（sad）影响。 第一组 拟议的实验评估影响的性质 和接受程度，及其对态度的伴随影响 变化 第二组的实验考察了动机和 情感影响加工的认知机制 从而说服他们。 集合3中的实验开始探索 情感状态对整合过程的影响 态度判断 这项研究将增加我们的 理解情感对说服力的影响。

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.