The DOI matches its Crossref record; 7 of the 7 references it cites were found in a registry or an index.
Discrete Emotions and Persuasion: The Role of Emotion-Induced Expectancies.
Abstract
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.
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Citations
Cites
The Elaboration Likelihood Model of Persuasion
Petty, R. E., & Cacioppo, J. T. (1986) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60214-2 · Cited by 8,822
Self-citationCacioppo, J. T., & Petty, R. E. (1982) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.42.1.116 · Cited by 5,359
Self-citationOn the practice of dichotomization of quantitative variables.
MacCallum, R. C., Zhang, S., Preacher, K. J., & Rucker, D. D. (2002) · Psychological Methods · doi:10.1037/1082-989x.7.1.19 · Cited by 3,538
Self-citationMood and judgment: The affect infusion model (AIM).
Forgas, J. P. (1995) · Psychological Bulletin · doi:10.1037/0033-2909.117.1.39 · Cited by 3,470
Cacioppo, J. T., Petty, R. E., Feinstein, J. A., & Jarvis, W. B. G. (1996) · Psychological Bulletin · doi:10.1037/0033-2909.119.2.197 · Cited by 2,517 · cited 1×
“Therefore, given the known plasticity in processing levels among low-NC individuals in response to situational influences (Cacioppo et al., 1996), one might expect that low-NC angry participants would devote less effort to consideration of the tax appeal than would low-NC sad participants.”
BackgroundSelf-citationWolf, F. (1986) · doi:10.4135/9781412984980 · Cited by 784
Fear-Arousing Persuasive Messages
Boster, F. J., & Mongeau, P. (1984) · Annals of the International Communication Association · doi:10.1080/23808985.1984.11678581 · Cited by 271
Cited by
Barrett, L. F. (2006) · Perspectives on Psychological Science · doi:10.1111/j.1745-6916.2006.00003.x · Cited by 1,859
Lodge, M., & Taber, C. S. (2005) · Political Psychology · doi:10.1111/j.1467-9221.2005.00426.x · Cited by 588
Horberg, E. J., Oveis, C., & Keltner, D. (2011) · Emotion Review · doi:10.1177/1754073911402384 · Cited by 339
Emotion and persuasion: Cognitive and meta-cognitive processes impact attitudes
Petty, R. E., & Briñol, P. (2015) · Cognition and Emotion · doi:10.1080/02699931.2014.967183 · Cited by 336
Self-citationThe Case for Rage: Why Anger Is Essential to Anti-Racist Struggle
Cherry, M. (2021) · doi:10.1093/oso/9780197557341.001.0001 · Cited by 269
Metadata
- Authors
- DeSteno, D., Petty, R. E., Rucker, D. D., Wegener, D. T., & Braverman, J.
- Venue
- Journal of Personality and Social Psychology
- Published
- 2004-01
- Volume
- 86
- Issue
- 1
- Pages
- 43-56
- ISSN
- 0022-3514 (ISSN-L)
- 1939-1315
- OpenAlex
- W2118903758
- Cited by
- 352
- References
- 7
- FWCI
- 41.79
- Type
- journal article
- Language
- en
- Open access
- closed
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- DeSteno, D., Petty, R. E., Rucker, D. D., Wegener, D. T., & Braverman, J. (2004). Discrete Emotions and Persuasion: The Role of Emotion-Induced Expectancies. Journal of Personality and Social Psychology. https://doi.org/10.1037/0022-3514.86.1.43
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
