The interplay of persuasion inference and flow experience in an entertaining food advergame

Increasingly, unhealthy food is being advertised through online games known as advergames. The advergame is designed for entertaining fun to promote the brand featured in the game. But what happens if the food advertised is healthy or the source of the game is non‐commercial? This study examines how people's entertainment (flow experience) interacts with their inference about the persuasion impact of food brands featured in an advergame, which vary according to their persuasion knowledge about the source (e.g., non‐commercial versus commercial) and the perceived persuasion effect on self (e.g., beneficial versus harmful). Results of an experiment show that flow is positively associated with persuasion effects of the advergame. Brand attitudes and purchase intentions were the most favorable for non‐commercial brands with perceived benefits (healthy food) followed by commercial brands (healthy food) and commercial brands with harmful effects (less healthy food). However, persuasion effects for purchase intention were mitigated when participants were immersed in a flow state. Ramifications for persuasion and health promotions are discussed. Copyright © 2016 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.     

Understanding Self‐Effects in Social Media

The aim of this article is to improve understanding of self‐effects in social media, and to compare self‐effects with reception effects. Self‐effects are the effects of messages the cognitions, emotions, attitudes, and behaviors of the message creators/senders themselves. A total of 4 theories have tried to explain self‐effects in offline environments: self‐persuasion, self‐concept change, expressive writing, and political deliberation. The article reviews research into online self‐effects that evolved from each of these theories, and argues why self‐effects may be stronger online than offline. Based on this review, a model is introduced that helps explain how online self‐ and reception effects may coalesce and amplify each other. The article ends by presenting some suggestions for future research.     

Political Party, Strength of Identification, and Knowledge and Evaluation of Bush v. Gore

Two studies examined knowledge of and attitudes toward Bush v. Gore , the Supreme Court decision that ended Election 2000, to examine the effects of a strong counterattitudinal message about a high-relevance issue. Republicans reported the most positive attitudes, while high-identification Democrats possessed the most accurate knowledge (Study 1); high-identification participants rated Bush v. Gore as more important and personally relevant than those less identified. Upon persuasion, high-identification Republicans maintained positive attitudes unrelated to knowledge and issue importance, while Democrats and low-identification Republicans reported negative attitudes predicted by persuasion (Study 2). High-identification Republicans reported more positive and fewer negative emotions upon persuasion, with emotions most predictive of attitudes. Implications for the role of emotions in resistance to persuasion are discussed.     

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.     

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.     

Evaluating a Contextual Model of Responses to Relational Uncertainty Increasing Events

This study formulates and tests a contextual model of communication about events that increase relational uncertainty within courtship (N = 278 participants). Intimacy is examined as a feature of the distal context, and appraisals and emotions are investigated as features of the proximal context. As expected, intimacy coincided with positively‐valenced behaviors (Hypothesis 1). Appraisals also explained variance in behaviors (Hypothesis 2), especially attentional activity, relevance, obstacle, power, and legitimacy (Research Question 1). With some exceptions, emotions predicted behaviors beyond the effects of appraisals (Hypothesis 3, Research Question 2). Emotions partially mediated the association between appraisals and behaviors (Hypothesis 4), but intimacy, appraisals, and emotions were all unique predictors of behaviors (Hypothesis 5), and intimacy did not moderate the effects of appraisals or emotions on behaviors (Research Question 3). Although the pattern of covariation was consistent across the self‐reported and hypothetical events, the self‐reported events generated more negatively‐valenced appraisals, emotions, and behaviors than the hypothetical events (Research Question 4). The discussion examines how knowledge can accumulate by assimilating features of the distal and proximal contexts.     

Adolescents' self‐attributed moral emotions following a moral transgression: Relations with delinquency,confidence in moral judgment and age

The study investigates adolescents' self‐attributed moral emotions following a moral transgression by expanding research with children on the happy‐victimizer phenomenon. In a sample of 200 German adolescents from Grades 7, 9, 11, and 13 (M = 16.18 years, SD = 2.41), participants were confronted with various scenarios describing different moral rule violations and asked to judge the behaviour from a moral point of view. Subsequently, participants' strength of self‐evaluative emotional reactions was assessed as they were asked to imagine that they had committed the moral transgression by themselves. Results indicate that the intensity of self‐attributed moral emotions predicted adolescents' self‐reported delinquent behaviour even when social desirability response bias was controlled. Further, as adolescents' metacognitive understanding of moral beliefs developed, self‐attributed moral emotions and confidence in moral judgment became more closely associated. No general age‐related change in adolescents' self‐attributed moral emotions was found. Overall, the study provides evidence for a coordination process of moral judgment and moral emotion attributions that continues well beyond childhood and that corresponds with the more general notion of the formation of a moral self in adolescence.     

Reciprocal Relations Between Emotional Self‐Efficacy Beliefs and Ego‐Resiliency Across Time

The present study examined the longitudinal relations of adolescents' self‐reported ego‐resiliency to their emotional self‐efficacy beliefs in expressing positive emotions and in managing negative emotions as they moved into early adulthood. Participants were 239 females and 211 males with a mean age of 17 years (SD = .80) at T1, 19 years (SD = .80) at T2, 21 years (SD = .82) at T3, and 25 years (SD = .80) at T4. A four‐wave cross‐lagged regression model and mediational analyses were used. In a panel structural equation model controlling for the stability of the constructs, reciprocal relationships across time were found between ego‐resiliency and emotional self‐efficacy beliefs related to the expression of positive emotions and to the management of negative emotions. Moreover, the relation between ego‐resiliency assessed at T1 and T3, and ego‐resiliency assessed at T2 and T4, was mediated through emotional self‐efficacy beliefs (at T2 and T3, respectively), and vice versa. The posited conceptual model accounted for a significant portion of variance in ego‐resiliency and has implications for understanding the development of ego‐resiliency.     

Interdependent self‐construal moderates coping with (but not the initial pain of) ostracism

Ostracism – being excluded and ignored – can cause psychological distress. There has been little research examining how a person's concept of self might influence the effects of ostracism. In the current study, we sought to examine the effect of self‐construal on the distress created by ostracism. Specifically, we assessed the potential moderating effects of self‐construal on both the initial distress of ostracism and the coping process. Participants, recruited in China, completed a self‐construal measure and were either included or ostracized in an online ball‐tossing game. They then reported need‐satisfaction both immediately following the game and after a filler task. Interdependent self‐construal facilitated participants' recovery from some of the negative effects of ostracism, but did not have an impact on the initial pain.     

Being Emotional about the Past: On the Nature and Role of Past‐Directed Emotions*

We sometimes experience emotions which are directed at past events (or situations) which we witnessed at the time when they occurred (or obtained). The present paper explores the role which such “autobiographically past‐directed emotions” (or “APD‐emotions”) play in a subject's mental life. A defender of the “Memory‐Claim” holds that an APD‐emotion is a memory, namely a memory of the emotion which the subject experienced at the time when the event originally occurred (or the situation obtained) towards which the APD‐emotion is directed. On this view, APD‐emotions might play an important role in our acquiring knowledge about our own past emotions, which renders the view rather attractive. However, as I show in the present paper, none of the various possible versions of the Memory‐Claim are tenable. This leaves us with the “Universal‐New‐Emotion‐Claim”, according to which all APD‐emotions are new emotional responses to the past events (or situations) towards which the relevant APD‐emotions are directed. Further consideration of the “Universal‐New‐Emotion‐Claim” shows that while APD‐emotions do not play the epistemological role they could have played had some version of the Memory‐Claim turned out to be true, a subject's APD‐emotions nevertheless do play a vital role in a subject's mental life: they help the subject to develop a balanced sense of self.     

Designing Health Communications: Harnessing the Power of Affect,Imagery, and Self‐Regulation

We review recent advances in self‐regulation theory and research, highlighting implications for communication strategies aimed at persuading individuals to adopt health‐protective behaviors. We focus on the role of affect and imagery processes in health persuasion, reviewing research on how fear arousal and imagery influence health information processing and decision‐making. Despite ongoing controversy over the use of fear‐arousing appeals, considerable empirical evidence supports their efficacy. Such threat appeals can backfire, however, if they fail to address key aspects of self‐regulation processes. Research on the cognitive and emotional influences of imagery and other concrete‐perceptual stimuli points to strategies for integrating them into health persuasion efforts. Mental simulation techniques represent another promising avenue for communications aimed at fostering health behavior change. New directions of inquiry include research on appeals that arouse emotions other than fear (e.g., positive emotions), more nuanced applications of fear arousal in communications, and applications for computer‐based and Internet communications.     

Compared to whom? The impact of status on third person effects in advertising persuasion in a South African context

• In an experiment conducted in South Africa, we show that perceptual differences between the self and other that underlie third person effects have not only magnitude (e.g., third person effects increase as perceived self‐other differences increase), but also valence. Specifically, individuals contrast themselves against lower status others, resulting in greater third person effects, but compare themselves favorably with higher status others, resulting in smaller third person effects. High status others serve as a norm against which people gauge their own and others' responsiveness to persuasion attempts like advertising. Implications for third person effects, status and the construal of the ‘other,’ and the socio‐cultural context of advertising are discussed. Additionally, we describe managerial considerations regarding branding and target marketing that diverge from Western assumptions about persuasion knowledge and receptivity toward advertising.

Copyright © 2007 John Wiley & Sons, Ltd.     

How the Consideration of Positive Emotions Influences Persuasion: The Differential Effect of Pride Versus Joy

Although pride and joy are both positive emotions, we expected their consideration to affect persuasion differently because of the different perspectives (near vs. distant) and level of abstractness they involve, with pride being more abstract than joy. Therefore, we predicted that when the attitude object is construed at a high level rather than a low level, the consideration of pride is likely to promote more persuasion than the consideration of joy. In three studies, we found that the consideration of pride, when featured in the persuasion message (Studies 1a and 1b) or incidentally (Study 2), increased persuasion more than did the consideration of joy, when the persuasion object was temporally distant compared with temporally near (Studies 1a and 1b) or construed as a high‐level category compared with a more concrete individual (Study 2). These findings advance our understanding of the ways in which specific emotions may affect persuasion, beyond valence. Copyright © 2014 John Wiley & Sons, Ltd.     

SELF‐DECEPTION ABOUT EMOTION

In this paper, I address an ignored topic in the literature on self‐deception—instances in which one is self‐deceived about their emotions. Most discussions of emotion and self‐deception address either the contributory role of emotion to instances of self‐deception involving beliefs or assume what I argue is an outdated view of emotion according to which emotions just are beliefs or some other type of propositional attitude. In order to construct an account of self‐deception about emotion, I draw a distinction between two variants of self‐deception about emotion: cognitively motivated self‐deception and phenomenologically motivated self‐deception. After providing an account of each variant, I discuss the importance of the role that perception plays in cases of self‐deception about emotion. I conclude with a comment on the relevance of this discussion for contemporary debates in moral theory.     

Deservingness,liking relations,schadenfreude, and other discrete emotions in the context of the outcomes of plagiarism

This study investigated effects of like/dislike relations on schadenfreude and other discrete emotions in the context of plagiarism. The predicted emotions were derived from a structural analysis of how the appraisal of deservingness affects emotional reactions to positive or negative outcomes for self or other. One hundred forty‐six undergraduate participants responded to scenarios in which either hypothetical self or other (a classmate) plagiarised information from the internet for a class assignment and either received a high grade (undeserved outcome) or a penalty (deserved outcome). Hypothetical self was represented as either high or low in self‐esteem, other as liked or disliked. As predicted, liking relations moderated perceived deservingness. Schadenfreude (or pleasure) occurred when the disliked classmate received a deserved penalty for detected plagiarism but not when he/she suffered an undeserved positive outcome. This difference was reversed for the emotion of disappointment. Effects on other discrete emotions such as guilt and resentment are also reported.     

Self‐reported emotional intelligence: Construct similarity and functional dissimilarity of higher‐order processing in Iran and the United States

This study employed the Trait Meta‐Mood Scale (TMMS) to assess self‐reported emotional intelligence cross‐culturally as an input (attention to emotions), process (clarity of emotions), and output (repair of emotions) information‐processing system. Iranian (N = 231) and American (N = 220) university students responded to the TMMS along with measures of alexithymia, public and private self‐consciousness, depression, anxiety, self‐esteem, and perceived stress. Negative correlations with alexithymia and expected linkages with all other variables documented the validity of the TMMS in both cultures. Most of the other measures correlated similarly in the two samples. However, private and public self‐consciousness displayed a stronger positive association in Iran. These two scales were also more predictive of adjustment in Iran and of maladjustment in the United States. This difference perhaps reflected a poorer integration of the two dimensions of self‐consciousness within a presumably more individualistic American society. Confirmatory factor analyses and measurement invariance procedures revealed cross‐cultural similarities in the fit of an a priori higher‐order factor structure to the obtained data, but subsequent structural equation modelling techniques uncovered cross‐cultural dissimilarities in the actual processing of emotional information. Specifically, the higher‐order factors of emotional intelligence were similar, but the interrelationships among those higher‐order factors were not. As expected, Iranians displayed positive relationships among the input, processing, and output activities of the information‐processing model. For the Americans, however, greater input was associated with diminished processing and output. This unanticipated relative contrast seemed congruent with speculation that the historical American emphasis on the self and individualism promotes positive, optimistic thinking. Overall, these data most importantly suggested that subtle cultural differences might exist in the processing of emotional information.     

Positive academic emotions moderate the relationship between self‐regulation and academic achievement

Background. Research has shown how academic emotions are related to achievement and to cognitive/motivational variables that promote achievement. Mediated models have been proposed to account for the relationships among academic emotions, cognitive/motivational variables, and achievement, and research has supported such mediated models, particularly with negative emotions. Aims. The study tested the hypotheses: (1) self‐regulation and the positive academic emotions of enjoyment and pride are positive predictors of achievement; and (2) enjoyment and pride both moderate the relationship between self‐regulation and achievement. Sample. Participants were 1,345 students enrolled in various trigonometry classes in one university. Methods. Participants answered the Academic Emotions Questionnaire‐Math (Pekrun, Goetz, & Frenzel, 2005) and a self‐regulation scale (Pintrich, Smith, Garcia, & McKeachie, 1991) halfway through their trigonometry class. The students’ final grades in the course were regressed to self‐regulation, positive emotions, and the interaction terms to test the moderation effects. Results and Conclusions. Enjoyment and pride were both positive predictors of grades; more importantly, both moderated the relationship between self‐regulation and grades. For students who report higher levels of both positive emotions, self‐regulation was positively associated with grades. However, for those who report lower levels of pride, self‐regulation was not related to grades; and, for those who reported lower levels of enjoyment, self‐regulation was negatively related to grades. The results are discussed in terms of how positive emotions indicate positive appraisals of task/outcome value, and thus enhance the positive links between cognitive/motivational variables and learning.     

Death with a Story

This study investigates how game playing experience changes when a story is added to a first‐person shooter game. Dependent variables include identification, presence, emotional experiences and motivations. When story was present, game players felt greater identification, sense of presence, and physiological arousal. The presence of story did not affect self‐reported arousal or dominance. This study clearly demonstrates that story is something that video game players enjoy; it helps involve them in the game play, makes them feel more immersed in the virtual environment, and keeps them aroused. The greater character identification may be especially worrisome, as past research has shown that justified media violence disinhibits actual aggression on the part of the audience.     

Self‐focused cognitive emotion regulation style as associated with widespread diminished EEG fractal dimension

The cognitive regulation of emotions is important for human adaptation. Self‐focused emotion regulation (ER) strategies have been linked to the development and persistence of anxiety and depression. A vast array of research has provided valuable knowledge about the neural correlates of the use of specific self‐focused ER strategies; however, the resting neural correlates of cognitive ER styles, which reflect an individual's disposition to engage in different forms of ER in order to manage distress, are largely unknown. In this study, associations between theoretically negative ER style (self‐focused or not) and the complexity (fractal dimension, FD) of the resting EEG at frontal, central, parietal, and occipital regions were investigated in 58 healthy volunteers. The Cognitive Emotion Regulation Questionnaire was used as the self‐report measure of ER style. Results showed that a diminished FD over the scalp significantly correlated with self‐focused ER style scores, even after controlling for negative affect, which has been also considered to influence the use of ER strategies. The lower the EEG FD, the higher were the self‐focused ER style scores. Correlational analyses of specific self‐focused ER strategies showed that self‐blaming and rumination were negatively associated with diminished FD of the EEG, but catastrophizing and blaming others were not. No significant correlations were found for ER strategies more focused on situation or others. Results are discussed within the self‐organized criticality theory of brain dynamics: The diminished FD of the EEG may reflect a disposition to engage in self‐focused ER strategies as people prone to ruminate and self‐blame show a less complex resting EEG activity, which may make it more difficult for them to exit their negative emotional state.