Emotion and persuasion: Cognitive and meta-cognitive processes impact attitudes
Open accessAbstract
This article addresses the multiple ways in which emotions can influence attitudes and persuasion via primary and secondary (meta-) cognition. Using the elaboration likelihood model of persuasion as a guide, we review evidence for five fundamental processes that occur at different points along the elaboration continuum. When the extent of thinking is constrained to be low, emotions influence attitudes by relatively simple processes that lead them to change in a manner consistent with the valence of the emotion. When thinking is constrained to be high, emotions can serve as arguments in favour of a proposal if they are relevant to the merits of the advocacy or they can bias thinking if the emotion precedes the message. If thinking is high and emotions become salient after thinking, they can lead people to rely or not rely on the thoughts generated either because the emotion leads people to like or dislike their thoughts (affective validation) or feel more confident or doubtful in their thoughts (cognitive validation). When thinking is unconstrained, emotions influence the extent of thinking about the persuasive communication. Although prior theories have addressed one or more of these fundamental processes, no other approach has integrated them into one framework.
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High arousal emotions like fear and excitement influence how a persuasion message is processed.
“High arousal emotions like fear and excitement influence how a persuasion message is processed (Petty and Briñol 2015).”
From Profiling consumers who reported mass marketing scams: demographic characteristics and emotional sentiments associated with victimization (2024) · cites this paper as Petty and Briñol 2015
The “PETTY AND BRIÑOL” section (p. 15) says arousal has been proposed to increase or decrease processing of persuasive messages, depending on the circumstances. It does not establish the claim specifically for fear and excitement, and it says the mechanism by which arousal affects thinking remains unclear. (LLM, conf=0.82)
Experimental — accuracy not yet measured
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“High arousal emotions like fear and excitement influence how a per-suasion message is processed (Petty and Briñol 2015).”
- Authors
- Petty, R. E., & Briñol, P.
- Affiliations
- The Ohio State University (US)
- Universidad Autónoma de Madrid (ES)
- Corresponding author
- Petty, Richard E.
- Venue
- Cognition and Emotion
- Publisher
- Informa UK Limited
- Published
- 2014-10-10
- Volume
- 29
- Issue
- 1
- Pages
- 1-26
- ISSN
- 0269-9931 (ISSN-L)
- 1464-0600
- OpenAlex
- W2031835292
- Cited by
- 336
- References
- 155
- Citations by year
- 2026: 30 · 2025: 35 · 2024: 30 · 2023: 40 · 2022: 53 · 2021: 22 · 2020: 31 · 2019: 19 · 2018: 25 · 2017: 15 · 2016: 21 · 2015: 13 · 2012: 1
- FWCI
- 5.39
- Type
- journal article
- Language
- en
- Open access
- green
- hdl.handle.net
- Licence
- other-oa
- Locations
- Cognition & Emotion (publishedVersion)
- PubMed (publishedVersion)
- LA Referencia (Red Federada de Repositorios Institucionales de Publicaciones Científicas) (acceptedVersion, other-oa)
- Hispana (acceptedVersion)
- Tesis Doctorals en Xarxa (Consorci de Serveis Universitaris de Catalunya) (acceptedVersion)
- Biblos-e Archivo (Universidad Autónoma de Madrid) (submittedVersion, public-domain)
- Topics
- Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
- Social Sciences › Sociology and Political Science › Psychology of Social Influence
- Social Sciences › Psychology › Applied Psychology › Behavioral Health and Interventions
- Keywords
- attitudes, elaboration likelihood model, metacognition, emotional valence
- MeSH terms
- Attitude, Cognition, Emotions, Humans, Models, Psychological, Persuasive Communication, Likelihood Functions
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