Emotion and reason in persuasion

Buck, Ross; Anderson, Erika; Chaudhuri, Arjun; Ray, Ipshita

doi:10.1016/s0148-2963(02)00308-9

Cited by 92Psychology of Social InfluenceBehavioral Health and InterventionsDecision-Making and Behavioral Economics

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Emotion and reason in persuasion

Buck, Ross, Anderson, Erika, Chaudhuri, Arjun, Ray, Ipshita·2004·Journal of Business Research

DOI 10.1016/s0148-2963(02)00308-9

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If emotional persuasion is based on holistic syncretic cognition, then rational persuasion is based on linear and sequential analytic cognition.
“By extension, if emotional persuasion is based on holistic syncretic cognition, then rational persuasion is based on linear and sequential analytic cognition (Buck et al. 2004).”
From Misleading Consumers with Green Advertising? An Affect–Reason–Involvement Account of Greenwashing Effects in Environmental Advertising (2018) · cites this paper as Buck et al. 2004
The ARI model postulates that attitude formation emerges from two qualitatively different but simultaneous mechanisms of persuasion: rational cognition and affect.
“The model is based on the ARI model, which postulates that attitude formation emerges from two qualitatively different but simultaneous mechanisms of persuasion: rational cognition and affect (Buck et al. 2004; Buck and Chaudhuri 1994).”
From Misleading Consumers with Green Advertising? An Affect–Reason–Involvement Account of Greenwashing Effects in Environmental Advertising (2018) · cites this paper as Buck et al. 2004
Perceived greenwashing in response to deceptive claims can guide consumers' attitude formation and negatively influence their perceptions of ads and the brands that such ads advertise.
“Perceived greenwashing in response to deceptive claims can guide consumers' attitude formation and negatively influence their perceptions of ads and the brands that such ads advertise (Buck and Chaudhuri 1994; Buck et al. 2004; Newell, Goldsmith, and Banzhaf 1998).”
From Misleading Consumers with Green Advertising? An Affect–Reason–Involvement Account of Greenwashing Effects in Environmental Advertising (2018) · cites this paper as Buck et al. 2004
The ARI model considers the subjective experience of emotion, or affect, as a type of cognition, specifically as a type of knowledge, which is not inferior to rational cognition.
“whereas the ARI model considers the subjective experience of emotion, or affect, as a type of cognition-specifically, as a type of knowledge-which is not inferior to rational cognition.”
From Misleading Consumers with Green Advertising? An Affect–Reason–Involvement Account of Greenwashing Effects in Environmental Advertising (2018) · cites this paper as Buck et al. 2004
The paper developed a theoretical model that is the first to consider both rational and affective persuasion mechanisms as mediators of the effects of greenwashing ads on consumers' evaluations of ads and brands depending on the characteristics of consumers and the advertising messages.
“Drawing from the ARI model (Buck and Chaudhuri 1994; Buck et al. 2004), we developed a theoretical model that is the first to consider both rational and affective persuasion mechanisms as mediators of the effects of greenwashing ads on consumers' evaluations of ads and brands depending on the characteristics of consumers and the advertising messages.”
From Misleading Consumers with Green Advertising? An Affect–Reason–Involvement Account of Greenwashing Effects in Environmental Advertising (2018) · cites this paper as Buck et al. 2004

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Authors: Buck, R., Anderson, E., Chaudhuri, A., & Ray, I.
Affiliations: University of Connecticut (US)
University of Southern Maine (US)
Fairfield University (US)
Corresponding author: Buck, Ross
ORCID: Buck, Ross
Venue: Journal of Business Research
Publisher: Elsevier BV
Published: 2004-06
Volume: 57
Issue: 6
Pages: 647-656
ISSN: 0148-2963 (ISSN-L)
DOI: 10.1016/s0148-2963(02)00308-9
OpenAlex: W2168475774
Cited by: 92
References: 33
Citations by year: 2026: 4 · 2025: 4 · 2024: 2 · 2023: 3 · 2022: 2 · 2021: 4 · 2020: 3 · 2019: 5 · 2018: 6 · 2017: 7 · 2016: 3 · 2015: 6 · 2014: 10 · 2013: 3 · 2012: 4
FWCI: 3.71
Type: journal article
Language: en
Open access: closed
Licence: www.elsevier.com/tdm/userlicense/1.0/ (tdm)
Locations: Journal of Business Research (publishedVersion)
RePEc: Research Papers in Economics (submittedVersion)
Topics: Social Sciences › Psychology › Social Psychology › Psychology of Social Influence
Social Sciences › Psychology › Applied Psychology › Behavioral Health and Interventions
Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
Keywords: reason and emotion, persuasion, emotions, cognitive processes, central route processing, emotional processing, triune brain theory, prosocial emotions, social emotions, cognitive emotions, consumer involvement, consumer goods, condom use, advertising

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