When emotions get the better of us: the effect of contextual top‐down processing on matching fingerprints

Twenty‐seven participants made a total of 2,484 judgments whether a pair of fingerprints matched or not. A quarter of the trials acted as a control condition. The rest of the trials included top‐down influences aimed at biasing the participants to find a match. These manipulations included emotional background stories of crimes and explicitly disturbing photographs from crime scenes, as well as subliminal messages. The data revealed that participants were affected by the top‐down manipulations and as a result were more likely to make match judgments. However, the increased likelihood of making match judgments was limited to ambiguous fingerprints. The top‐down manipulations were not able to contradict clear non‐matching fingerprints. Hence, such contextual information actively biases the ways gaps are filled, but was not sufficient to override clear bottom‐up information. Copyright © 2005 John Wiley & Sons, Ltd.     

Values-based Political Messages and Persuasion: Relationships among Speaker, Recipient, and Evoked Values

The persuasive power of values-based political messages may depend on recipients having (1) shared values with the speaker (a type of personal identity match ); (2) shared political party identifications with the speaker (a type of social identity match ); and/or (3) expectations about values traditionally associated with different political parties (an expectancy violation/confirmation ). The independent and joint effects of these factors on the success of a persuasive message were examined, using the theoretical framework of dual-process models of persuasion. Participants (N = 301), classified according to their party identifications and primary value orientations, read a political speech that varied by argument quality, speaker party, and values evoked. Results indicated that value matching promotes close attention to the message, while party mismatching increases message rejection. These effects depend to some extent, however, on expectancies about values traditionally associated with different parties. Participants especially rejected messages from rival party members when the speaker evoked unexpected values. Results are discussed in terms of their implications for the efficacy of values-based political communication.     

Personalized persuasion: tailoring persuasive appeals to recipients' personality traits

Persuasive messages are more effective when they are custom-tailored to reflect the interests and concerns of the intended audience. Much of the message-framing literature has focused on the advantages of using either gain or loss frames, depending on the motivational orientation of the target group. In the current study, we extended this research to examine whether a persuasive appeal's effectiveness can be increased by aligning the message framing with the recipient's personality profile. For a single product, we constructed five advertisements, each designed to target one of the five major trait domains of human personality. In a sample of 324 survey respondents, advertisements were evaluated more positively the more they cohered with participants' dispositional motives. These results suggest that adapting persuasive messages to the personality traits of the target audience can be an effective way of increasing the messages' impact, and highlight the potential value of personality-based communication strategies.     

Cognitive Processing and the Functional Matching Effect in Persuasion: The Mediating Role of Subjective Perceptions of Message Quality

In two experiments, we examined the hypothesis that subjective perceptions of message quality mediate the functional matching effect in persuasion. In Experiment 1, participants whose attitudes and behaviors serve primarily a value-expressive function (i.e., low self-monitors) or a social-adjustive function (i.e., high self-monitors) were exposed to persuasive messages that contained value-expressive, social-adjustive, or both types of arguments in favor of voting. Functionally-relevant messages (i.e., the social-adjustive message for high self-monitors and the value-expressive message for low self-monitors) produced enhanced perceptions of message quality and persuasiveness, more positive attitudes, and more message-related behavior than functionally nonrelevant messages. Functionally mixed messages were generally more effective than messages containing only functionally nonrelevant arguments, but less effective than messages containing only functionally relevant arguments. Path analyses indicated that the influence of functional relevance on attitudes and behavior was significantly mediated by subjective perceptions of the quality of the message. In Experiment 2, we exposed participants to a functionally relevant or nonrelevant voting appeal five days before a presidential election. Results replicated those of Experiment 1; functionally relevant messages produced more favorable attitudes, and this effect was mediated by enhanced perceptions of message quality. Finally, postmessage attitudes exerted a significant influence on whether participants voted in the election, and this effect was mediated by voting intentions. Discussion focuses on the subjective nature of message evaluation and on the cognitive processes underlying the functional matching effect in persuasion.     

Making message recipients "feel right": how nonverbal cues can increase persuasion

Nonverbal cues are an inherent component of most persuasive appeals. We use regulatory-fit theory as a framework for understanding the effect of nonverbal cues on a message's effectiveness, and as a foundation for developing a new persuasion technique. We propose that when the nonverbal cues of a message source sustain the motivational orientation of the recipient, the recipient experiences regulatory fit and feels right, and that this experience influences the message's effectiveness. Experimental results support these predictions. Participants experiencing regulatory fit (promotion-focus participants viewing messages delivered in an eager nonverbal style, prevention-focus participants viewing messages delivered in a vigilant nonverbal style) had more positive attitudes toward a message's topic and greater intentions to behave in accordance with its recommendation than did participants experiencing nonfit. Feeling right was also greater for participants experiencing fit than for those experiencing nonfit and was associated with greater message effectiveness. Regulatory-fit theory provides a framework for making precise predictions about when and for whom a nonverbal cue will affect persuasion.     

Selective self-categorization: meaningful categorization and the in-group persuasion effect

Research stemming from self-categorization theory (Turner et al., 1987) has demonstrated that individuals are typically more persuaded by messages from their in-group than by messages from the out-group. The present research investigated the role of issue relevance in moderating these effects. In particular, it was predicted that in-groups would only be more persuasive when the dimension on which group membership was defined was meaningful or relevant to the attitude issue. In two studies, participants were presented with persuasive arguments from either an in-group source or an out-group source, where the basis of the in-group/out-group distinction was either relevant or irrelevant to the attitude issue. Participants' attitudes toward the issue were then measured. The results supported the predictions: Participants were more persuaded by in-group sources than out-group sources when the basis for defining the group was relevant to the attitude issue. However, when the defining characteristic of the group was irrelevant to the attitude issue, participants were equally persuaded by in-group and out-group sources. These results support the hypothesis that the fit between group membership and domain is an important moderator of self-categorization effects.     

Value Priorities and Organ Donation in Young Adults

This research identifies major personal values among American university students that predict organ-donation registration with the Department of Motor Vehicles. Participants responded to a factual test of their knowledge about organ donation, indicated whether or not they had registered as posthumous donors, and filled out a personality inventory measuring their personal values (Schwartz, 1992, 1994). The data indicated a high level of factual knowledge about organ donation; and the greater the level of knowledge, the more likely participants were registered to donate their organs. Also, participants higher in benevolence, universalism, achievement, and stimulation were more likely to have registered to donate their organs. The results are discussed in terms of the need to develop more effective health-communication campaigns by using specific health-education messages tailored to students majoring in different disciplines or to people in various occupations as a means of increasing their willingness to donate.     

On Different Sides: Investigating the Persuasive Effects of Anger Expression in Political News Messages

Anger expression is increasingly prevalent in political news messages. However, the persuasive effects of expressing anger in a political context have received scant attention from researchers. We conducted two experiments to investigate the hypothesis that anger expression is detrimental to persuasion because it runs counter to well‐established social norms for the polite expression of opinions. We created political news messages including a persuasive appeal by a politician that was supported either with an expression of anger or with an expression of nonemotional disagreement. The results of Experiment 1 (N = 120) showed that anger messages were perceived as less appropriate than control messages, and that politicians expressing anger were perceived as less likable and less competent than politicians who disagreed in nonemotional terms. In Experiment 2 (N = 1,005), the negative effects of anger expression on perceived likability and competence were replicated. Also in line with Experiment 1, anger messages were perceived as less appropriate, but this time only for those with negative a priori attitudes toward the advocated position. In contrast, those with positive a priori positions toward the advocated position perceived anger messages as more appropriate than the control messages.     

The cultural congruency effect: Culture, regulatory focus, and the effectiveness of gain- vs. loss-framed health messages

The present study contributes a cultural analysis to the literature on the persuasive effects of matching message frame to individuals’ motivational orientations. One experiment examines how members of cultural groups that are likely to differ in their regulatory focus respond to health messages focusing on either the benefits of flossing or the costs of not flossing. White British participants, who had a stronger promotion focus, were more persuaded by the gain-framed message, whereas East-Asian participants, who had a stronger prevention focus, were more persuaded by the loss-framed message. This cultural difference in persuasion was mediated by an interaction between individuals’ self-regulatory focus and type of health message. Thus health messages framed to be culturally congruent led participants to have more positive attitudes and stronger intentions to perform the health behaviors, and the interaction between self-regulatory focus and message frame emerged as the pathway through which the observed cultural difference occurs. Discussion focuses on the integration of individual difference, socio-cultural, and situational factors into models of health persuasion.     

The Use of Deception as a Compliance-Gaining Strategy

This study argues that the persuasive message behaviors of truthful and deceptive communicators may differ strategically. Participants (N = 283) responded to three interpersonally oriented persuasive situations and wrote out instances of compliance-gaining messages. Approximately half the respondents were required to use deception in their persuasive messages. A comparison of truthful and deceptive compliance-gaining messages revealed significant differences in the types of persuasive messages generated: Truthful persuaders composed messages involving positive and negative sanctions; deceptive persuaders composed messages based on rationale or explanation.     

Individualism–collectivism and organ donation intentions

This article investigates the impact of individualism–collectivism on a person's willingness to donate organs. In Study 1, an online survey showed that individualism–collectivism was significantly and positively associated with participants' willingness to register as organ donors while perceived benefit mediated this relationship. Study 2 demonstrated the causal effect of individualism–collectivism on organ donation intentions using a priming technique. Participants primed with collectivism were more likely to register as organ donors than those primed with individualism. Our findings provide unique insights into whether cultural values (i.e., individualism–collectivism) can predict people's organ donation intentions.     

Discrete emotions and persuasion: the role of emotion-induced expectancies

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.     

Promoting drivers' compliance with speed limits: Testing an intervention based on the theory of planned behaviour

The efficacy of a theory of planned behaviour (TPB)‐based intervention to promote drivers' compliance with speed limits was tested. Participants (N=300) were randomly assigned to an experimental condition, and received persuasive messages designed to change beliefs as specified in the TPB, or a control condition. Baseline and follow‐up (1 month post‐baseline) measures of TPB variables and behaviour were collected using postal questionnaires. Results showed that the intervention had a significant effect on one control belief, and significantly increased perceived behavioural control and reported behaviour. Mediation analyses confirmed that the control belief change generated the perceived behavioural control change and that the perceived behavioural control change generated the behaviour change. Implications for promoting road safety are discussed.     

Biases and their impact on opinions of transgender bathroom usage

The relationship between personality traits and biased assimilation, evaluating arguments, and persuasive messages more favorably if supporting pre-existing attitudes, lacks adequate research. Research suggests that higher narcissistic traits are associated with biased reactions. Additionally, research suggests that people with greater scientific reasoning abilities have more biased reactions to information that challenges their attitude, as they more easily locate flaws on topics that oppose their beliefs. Participants (N = 260) completed measures to identify their views on trans bathroom use, as well as other personality and attitude measures. They were randomly assigned to read one of the two articles using fake scientific data that either supported trans people using a bathroom reflecting their gender identity or that they should use a bathroom matching their sex-assigned at birth. Participants rated the quality of the article significantly higher when their opinion on bathroom use was congruent with the article than when it was incongruent. We used regression analyses with participants' perceptions of the quality of the article as the outcome variable and scientific reasoning scores, narcissism personality index scores, open-mindedness scores as predictor variables. In the mismatch group, the higher the scores on scientific reasoning, the lower the ratings of the quality of the opinion incongruent article. In the match group, the higher the scores on open-mindedness, the lower the ratings of the quality of the opinion congruent article. This research suggests that bias reduction is necessary to function in a world where scientific facts are called into question on a consistent basis.     

Ease of imagination moderates reactions to differently framed health messages

Three studies test the hypothesis that the subjective ease of symptom imagination moderates the impact of differently framed messages on attitudes toward performing health behaviours. By drawing on the simulation heuristic, it is argued that the vividness of information is reflected in the subjective ease with which people can imagine having symptoms of an illness. This state of mind can be more or less congruent with the theme of a message, accentuating certain health‐related outcomes more than others. The results show that negatively framed messages are more persuasive when symptom imagination is relatively easy and that positively framed messages are more effective when symptom imagination is relatively difficult. Consistent with a dual‐process view, Study 3 showed a stronger impact of ease of imagination when relevance was low rather than high. Copyright © 2004 John Wiley & Sons, Ltd.     

Motivational Incentives Improve Unfamiliar Face Matching Accuracy

Unfamiliar face matching is the process of simultaneously verifying the equivalence of two faces. Accuracy within this task is crucial given its importance and prevalence in security domains. However, research has consistently demonstrated that unfamiliar face matching is error prone, suggesting the need for improvement techniques. Motivational incentives have been shown to reliably enhance performance on a wide array of cognitive tasks. Therefore, the current study examined the effect of motivational incentives on unfamiliar face matching. Experiment 1 showed increased accuracy in mismatch trials with the addition of a motivational incentive. The improvement was associated with an increase in reaction time and bias towards making a mismatch response. This bias, however, did not produce a decrease in accuracy on match trials. Experiment 2 replicated this result with a more ecologically valid methodology. The results suggest motivational incentives to be effective at improving performance on mismatch trials, arguably the most important aspect of real‐world unfamiliar face matching. Copyright © 2013 John Wiley & Sons, Ltd.     

社会知觉视角下道德诉求方式如何提升劝捐效果

如何有效地引导个体“慷慨解囊”一直是理论和实践都关注的热点。基于道德基础理论和刻板印象内容模型, 研究考察了在不同社会知觉(温暖型vs.能力型)的劝捐主体中, 两种道德诉求方式(个体人道诉求vs.群体规范诉求)对劝捐效果的影响及其内在机制。3个实验的结果显示：温暖型(能力型)劝捐主体与个体人道诉求(群体规范诉求)更为契合, 更有利于提升劝捐效果; 温暖型劝捐主体进行个体人道诉求主要通过唤起个体的自我效能而提升劝捐效果, 而能力型劝捐主体进行群体规范诉求则主要通过增强个体的反应效能而提升劝捐效果。     

Matching Messages to Motives in Persuasion: A Functional Approach to Promoting Volunteerism1

This study examined a functional strategy for investigating audience responses to motivationally-based persuasive appeals. It was predicted that people exposed to advertisements informing them how they could satisfy personally relevant motivations through volunteering (i.e., functionally matched messages) would judge these ads to be more persuasive, more emotionally positive, and would report being more likely to volunteer than people exposed to advertisements unrelated to their personally relevant motivations (i.e., functionally mismatched messages). These predictions were confirmed in an experiment wherein participants whose attitudes toward volunteerism served a Social Adjustive, Value Expressive, Utilitarian, Knowledge, or Ego Defensive function viewed advertisements promoting volunteerism that either matched or mismatched their personally relevant motivations. Results confirmed predictions as participants responded more favorably to the functionally matched than mismatched messages. The implications of this research for understanding the mechanisms by which functionally matched messages exert persuasive influence and the ramifications of the research for the practice of volunteerism are discussed.     

Listening to Reporters or Engineers? How Instance‐Based Messages About Building Design Affect Earthquake Fatalism1

Attributions are shaped by information about the causal mechanisms that produce outcomes. Two studies examined the effect of mechanism information on attributions for earthquake damage and judgments that the damage could be prevented. Scenarios based on actual reports of earthquakes compared 2 messages about the building design of damaged buildings. Accurate rate‐based messages stated that well‐designed buildings were resilient, whereas fatalistic, instance‐based messages stated that well‐designed buildings were damaged. In Study 2, to vary source credibility, the message source was either an engineer or a reporter. Participants made less fatalistic inferences and attributions with rate‐based messages than with instance‐based messages, regardless of the source. These findings show that rate‐based messages are likely to reduce fatalism about earthquakes and other risks.