The Essentialized Self: Implications for Motivation and Self‐Regulation

Persuasion attempts are more likely to stick and less likely to be counterargued if they fit the ways people naturally make sense of themselves and their world. One way to do that is to yoke persuasion to the social categories people experience as “true” and “natural.” Gelman and Echelbarger's (2019) integrative review of essentialism outlines the emergence of essentialism in children's reasoning. Connecting their discussion with identity‐based motivation theory (D. Oyserman, 2015) and a culture‐as‐situated cognition (D. Oyserman, 2017) perspective, this commentary addresses how an essentialized self can facilitate or impair motivation and self‐regulation and potentiate or undermine persuasive efforts.     

Anxiety,Sophistication, and Resistance to Persuasion: Evidence from a Quasi‐Experimental Survey on Global Climate Change

Our contribution deals with the emotional and cognitive foundations of resistance to persuasive information. We rely on an original quasi‐experimental protocol that simulates the flow of information and the respondents' reactions to persuasive arguments on global climate change. Respondents in a representative sample (N = 604) were asked if they supported reduction of economic activity to reduce climate warming and were then provided, based on their support or disapproval for this first argument, with counterattitudinal arguments to test their resistance to persuasion. This article highlights that sophistication strengthens resistance to persuasion, whereas anxiety has a double effect: directly, it decreases resistance; indirectly, it interacts with political sophistication and makes sophisticates less likely to resist persuasion when facing arguments inconsistent with their previous beliefs. Nonanxious citizens, in turn, are more likely to resist persuasion when their political sophistication increases. We also provide evidence that the joint effect of anxiety and sophistication is moderated by the ideological identification of respondents.     

Brand placement disclosure effects on persuasion: The moderating role of consumer self‐control

The inclusion of branded products in media entertainment has become a popular marketing strategy, because viewers are less likely to recognize the persuasive intent of sponsored content as compared with traditional advertising. To guarantee fair communication and protect consumers against unobtrusive persuasion attempts, European media policy has obligated broadcasters to disclose the presence of brand placement in their television shows. Recent studies demonstrate that disclosures raise viewers' persuasion knowledge; however, the circumstances under which brand placement disclosures may affect brand evaluations and resistance to the persuasive impact of brand placement are still unclear. In two experiments, we uncovered self‐control depletion as an important moderator of disclosure effects on brand evaluations and resistance to brand placement influence. Whereas disclosures increase resistance and decrease persuasion for viewers not depleted of their self‐control, disclosures do not affect resistance and even result in more favorable brand evaluations when viewers' self‐control is depleted by a previous self‐control task. Because a state of self‐control depletion can be perceived as the “couch‐potato” mindset in which people expose themselves to entertaining television content, our findings imply that instead of protecting consumers from hidden persuasion, disclosures may unintentionally increase the persuasive effects of brand placement. We discuss several possible mechanisms that could explain our findings. Copyright © 2016 John Wiley & Sons, Ltd.     

Distinct pathways to persuasion: The role of affect in message‐framing effects

Health‐promoting messages can be framed in terms of the gains that are associated with healthy behaviour (gain frame) or the losses that are associated with unhealthy behaviour (loss frame). In the present research, we examined the role of positive and negative affect in the persuasive effects of gain‐ and loss‐framed health‐promoting information. Experiment 1 (N = 98) showed that gain‐framed information resulted in higher levels of information acceptance than loss‐framed information and that this effect was mediated by positive affect. The results of Experiment 2 (N = 129) showed that gain‐framed information resulted in higher levels of information acceptance and attitude, an effect that was again mediated by positive affect. In addition, loss‐framed information resulted in more negative affect than gain‐framed information and negative affect increased participants' intention to engage in the healthy behaviour. These results suggest that affect may be of great importance in the persuasion process and may be particularly helpful to explain the underlying mechanisms of message framing effects. The findings also suggest that gain‐ and loss‐framed messages offer distinct pathways to persuasion. Copyright © 2009 John Wiley & Sons, Ltd.     

To trust or not to trust: How self‐construal affects consumer responses to interpersonal influence

Although people generally prefer persuasive messages that align with their self‐construal, the present research explores a seemingly paradoxical situation wherein mismatched message that does not align with people's self‐construal is positively received. Given sufficient cognitive capacity to trigger persuasion knowledge—the knowledge of persuasion tactics that are encountered in the marketplace, the use of an individually focused persuasion attempt on consumers with an interdependent self‐construal results in greater levels of trust in the sales agent. In contrast, consumers with an independent self‐construal respond similarly to different types of persuasion attempts. Persuasion knowledge is a mechanism for variations in trust. The findings replicate those of prior work, and the robustness of the effects is confirmed via small‐scale meta‐analysis.     

The Persuasive Effects of Metaphor: A Meta‐Analysis

Empirical investigations of metaphor's persuasive effects have produced mixed results. In an effort to integrate the literature, we present a review and meta‐analytic summary of existing studies. Six explanations for the potential suasory advantage of metaphor over literal language were reviewed: (a) pleasure or relief, (b) communicator credibility, (c) reduced counterarguments, (d) resource‐matching, (e) stimulated elaboration, and (f) superior organization. Next, a meta‐analysis was conducted and the impact of seven moderator variables was tested. The overall effect for the metaphor‐literal comparison for attitude change was r = .07, which supported the claim that metaphors enhance persuasion. The effect rose to r = .42 under optimal conditions, when a single, nonextended metaphor was novel, had a familiar target, and was used early in a message. Metaphor appeared to exert a small effect on perceptions of source dynamism (r = .06), but showed no demonstrable impact on competence (r =?.01) or character (r =?.02). Of the six theories considered, the superior organization explanation of metaphor's persuasive impact was most supported by the results.     

Tailoring the Mode of Information Presentation: Effects on Younger and Older Adults' Attention and Recall of Online Information

Previous studies have mainly focused on tailoring message content to match individual characteristics and preferences. This study investigates the effect of a website tailored to individual preferences for the mode of information presentation, compared to 4 nontailored websites on younger and older adults' attention and recall of information, employing a 5 (condition: tailored vs. text, text with illustrations, audiovisual, combination) × 2 (age: younger [25–45] vs. older [≥65] adults) design (N = 559). The mode‐tailored condition (relative to nontailored conditions) improved attention to the website and, consequently, recall in older adults, but not in younger adults. Younger adults recalled more from nontailored information such as text only or text with illustrations, relative to tailored information.     

Mindless resistance to persuasion: Low self‐control fosters the use of resistance‐promoting heuristics

In our consumer society, people are confronted on a daily basis with unsolicited persuasion attempts. The present research challenges the prevailing view that resisting persuasion is more likely to fail when consumers have low self‐control. Four experiments tested the hypothesis that impaired self‐regulation may actually facilitate resistance to persuasion when the influence context contains resistance‐promoting heuristics. Indeed, participants with low self‐control were less likely to comply with a persuasive request (Experiments 1 and 3), reported a less favourable attitude towards an advertised product (Experiment 2), and generated more negative responses towards a persuasive message (Experiment 4) than participants with high self‐control, when they could rely on resistance‐promoting heuristics: a violation of the norm of reciprocity (Experiments 1 and 3), an advertisement disclaimer (Experiment 2), or negative social proof (Experiment 4). Together, these studies demonstrate that contextual cues can bolster resistance when one does not carefully scrutinize an influence attempt.     

An intra‐individual test of the demands‐control model: A weekly diary study of psychological strain in portfolio workers

Twenty‐five years of research on Karasek's job strain model has produced evidence that jobs involving high demands, low control and low social support may produce psychological strain. The present study takes this research in a new direction by using a time‐sampling methodology with a group of portfolio workers (self‐employed individuals who work for multiple clients) to examine whether working weeks that involve more of these characteristics are associated with greater psychological strain. The study also examines whether workers' optimism moderates the intra‐individual relationship between job characteristics and strain. Every week for 26 weeks, 65 portfolio workers completed a diary containing measures of work demands, job control, social support and strain. Multi‐level analyses supported the additive but not the interactive form of the job strain model. However, differences in portfolio workers' optimism moderated an interactive effect of weekly demands and control on anxiety and depression, such that the highest levels of strain were experienced by pessimists under conditions of low control and high demands. The results suggest that psychological strain can vary with temporal variations in job characteristics and that a person‐situation approach is appropriate for understanding these dynamics.     

Self-Discrepancies and Involvement Moderate the Effects of Positive and Negative Message Framing in Persuasive Communication

One individual difference that is conceptually closely related to the positive and negative framing of outcomes in persuasive communications is the person's self-discrepancy. It was expected that a match between a person's self-discrepancy and framing will lead to more persuasion, under the condition that the information is processed centrally (high involvement). Two experiments were conducted to test this expectation, one through the Internet among obese people and one in the laboratory among students. Both experiments showed that only among those with high involvement—assessed as an individual difference—participants with an ideal-discrepancy were persuaded the most by the positively framed information, whereas participants with an ought-discrepancy were persuaded the most by the negatively framed information.     

Temporal delay,type of forewarning,and resistance to influence

Previous researchers have manipulated forewarning by providing premessage information about the topic and position of the upcoming communication, or the communicator's persuasive intent. Subjects in the present experiment were force-warned either 10 min prior to the communication, or just before the message began of the speaker's topic and position, persuasive intent, or topic only. As hypothesized, forewarning of the communicator's persuasive intent inhibited persuasion regardless of the length of the delay period, but forewarning of the topic and position required a delay in order to confer resistance to subsequent persuasion, suggesting that although both manipulations have been called “forewarning they may lead to reduced persuasion through different mechanisms. Foreknowledge of the source's topic, but not his position also increased resistance to persuasion when followed by a delay period. The results were discussed in terms of both cognitive and motivational mechanisms that may underly the persuasion inhibiting effects of forewarning.     

Mitigating Psychological Reactance: The Role of Message‐Induced Empathy in Persuasion

This article examines the role of message‐induced state empathy in persuasion. Message‐induced empathy is conceptualized as a perception–action process that consists of affective, cognitive, and associative components. Twenty professionally produced public service announcements (PSAs) were used as stimuli messages in a 2 (high vs. low empathy) × 2 (antismoking vs. drunk driving) × 5 (messages) mixed‐design quasi‐experimental study. The 289 participants were randomly assigned to each cell and watched five PSAs presented in a random sequence. Results showed that state empathy has unique contribution to predicting persuasion outcomes above and beyond the individual's affective and cognitive responses to the messages. In addition, state empathy also has an indirect effect on persuasion via mitigating psychological reactance.     

Transformed Social Interaction,Augmented Gaze,and Social Influence in Immersive Virtual Environments

Immersive collaborative virtual environments (CVEs) are simulations in which geographically separated individuals interact in a shared, three‐dimensional, digital space using immersive virtual environment technology. Unlike videoconference technology, which transmits direct video streams, immersive CVEs accurately track movements of interactants and render them nearly simultaneously (i.e., in real time) onto avatars, three‐dimensional digital representations of the interactants. Nonverbal behaviors of interactants can be rendered veridically or transformed strategically (i.e., rendered nonveridically). This research examined augmented gaze, a transformation in which a given interactant's actual head movements are transformed by an algorithm that renders his or her gaze directly at multiple interactants simultaneously, such that each of the others perceives that the transformed interactant is gazing only at him or her. In the current study, a presenter read a persuasive passage to two listeners under various transformed gaze conditions, including augmented gaze. Results showed that women agreed with a persuasive message more during augmented gaze than other gaze conditions. Men recalled more verbal information from the passage than women. Implications for theories of social interaction and computer‐mediated communication are discussed.     

Affect and persuasion: Mood effects on the processing of message content and context cues and on subsequent behaviour

Two experiments are reported examining the impact of recipients' mood on the processing of simple, everyday persuasive communications and on subsequent behaviour. Consistent with the general assumption that affective states may inform an individual about the state of its current environment, it was found that positive (as compared to neutral or negative) mood reduced subjects' motivation to systematically process both content information and contextual cues. Specifically, Experiment I demonstrated that, in a field setting, the behaviour of subjects who had been put in a good mood was less likely to reflect differences in message content than the behaviour of neutral mood subjects. Experiment 2 replicated and extended these findings, showing that good mood subjects' behaviour was uninfluenced by content as well as context information, whereas bad mood subjects did make use of both types of information. Subject's cognitive responses and evaluations paralleled the behavioural data. The results are discussed in terms of their compatibility with contemporary models of persuasion, and their implications for future research on mood and persuasion and on the interplay of affect and cognition in general are considered.     

Motivation Gains in Computer‐Supported Groups1

One challenge in computer‐supported groups is the maintenance of high performance motivation of group members because face‐to‐face interaction and social control are restricted. Based on research on the Kohler effect (Hertel, Kerr, & Messe, 2000), we expected high motivation of group members when their individual effort is highly instrumental for the group's success. First, a task paradigm was developed and validated to measure motivation in a computer task. Then, this paradigm was used to explore group members’ motivation in computer‐supported dyads without face‐to‐face contact. Consistent with our expectations, motivation (and performance) of the group members was high and even exceeded the baseline of individual work (thus revealing motivation gains) when the individual's contribution was highly instrumental for the dyad's success (i.e., weaker coworker under conjunctive task demand). When instrumentality was low (i.e., weaker coworker under additive task demand), inconclusive results were obtained. Overall, the results demonstrate that motivation gains can be produced in computer‐supported dyads, even without face‐to‐face interaction.     

Implicit Theories of Persuasion

This research explores whether individuals have implicit theories of persuasion. The first study sought to understand how persuasive strategies are cognitively represented. Using multidimensional scaling, two dimensions were identified. The first dimension distinguishes the types of tactics used to bring about attitude change. The second dimension differentiated the social acceptability of the persuasive strategies. The second stage of this research explored the nature of people's implicit theories of persuasion. Experiment 1 demonstrated that implicit theories of persuasion are sensitive to the operation of multiple goals in a situation. Experiment 2 found that implicit theories of persuasion reflect the audience's familiarity with the topic. In Experiment 3, implicit theories were demonstrated to be sensitive to the topic-relevant knowledge of the communicator.     

Biassed processing of persuasive information: on the functional equivalence of cues and message arguments

Research on persuasion has shown that inferences based on heuristic or peripheral cues can bias the subsequent processing of persuasive messages. Two studies (total N = 296) examined the additional possibilities that a message argument can serve as a biassing factor and cue‐related information can serve as the target of processing bias. It was demonstrated that a message argument can bias (a) the processing of subsequent other message arguments (Study 1) and (b) the processing of subsequent cue information (Study 2). Results are discussed within dual‐process models and the recently developed unimodel of persuasion. Copyright © 2007 John Wiley & Sons, Ltd.     

Transportation and Need for Affect in Narrative Persuasion: A Mediated Moderation Model

Two experiments investigated the idea that individual differences in need for affect are critical for narrative persuasion. Need for affect, that is, the disposition to approach emotions, was assumed to facilitate the experience of being transported into the mental world of the narrative. An intense experience of transportation, in turn, should enhance the persuasive impact of narrative information on readers' beliefs. A mediated moderation analysis was used to test these assumptions. In both experiments (N = 314), need for affect (approach) and transportation moderated the persuasive effects of a fictional narrative compared to a belief-irrelevant control story (Experiment 1) and the persuasive effects of a story with high emotional content compared to a story with low emotional content (Experiment 2). The moderator effects of need for affect were shown to be mediated by the moderator effects of transportation. In sum, the magnitude of a person's need for affect determines whether and to what extent the person experiences transportation into the story world and is persuaded by the information presented in the narrative.     

Persuasive Effects of Fictional Narratives Increase Over Time

Fact-related information contained in fictional narratives may induce substantial changes in readers' real-world beliefs. Current models of persuasion through fiction assume that these effects occur because readers are psychologically transported into the fictional world of the narrative. Contrary to general dual-process models of persuasion, models of persuasion through fiction also imply that persuasive effects of fictional narratives are persistent and even increase over time (absolute sleeper effect). In an experiment designed to test this prediction, 81 participants read either a fictional story that contained true as well as false assertions about real-world topics or a control story. There were large short-term persuasive effects of false information, and these effects were even larger for a group with a 2-week assessment delay. Belief certainty was weakened immediately after reading but returned to baseline level after 2 weeks, indicating that beliefs acquired by reading fictional narratives are integrated into real-world knowledge.     

Sexuality and meaning in Freud and Merleau‐Ponty

This article analyzes the links between the conception of the body and of sexuality found in Freud and Merleau‐Ponty. The French philosopher refers to Freud in various of his works, and performs a reading of Freud through which he rescues the meaning that the latter gives to sexuality as he integrates it into the totality of the person, without making it into a blind or merely instinctive force. As a consequence of this integration, the notions of the unconscious and of instinct or drive are interpreted in the light of the meaning or signification that they have in the person's behavior. Merleau‐Ponty's notion of pre‐reflective knowledge plays a decisive role in this understanding of meaning. In the same way, it allows important contemporary analysts to use these studies in their therapeutic work and also in psychological studies.