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1.
Drawing upon the multiple roles of affect posited by Elaboration Likelihood Model, the current paper examines the effectiveness of message-relevant affect. Specifically, humourous and fear-evoking anti-drink driving messages are examined in terms of perceptions of relative influence on self and others (i.e., the third-person effect) and their performance on a range of persuasion outcomes. The influence of involvement, response efficacy, and gender on persuasion outcomes is also examined. Participants (N = 201) viewed two advertisements and completed two questionnaires: the first, assessed pre-exposure attitudes and behaviour and immediate-post exposure attitudes and intentions; the second, 2–4 weeks later, assessed attitudes and behaviour. The results revealed, as predicted, interactions of the key variables and evidence of the greater persuasiveness of negative appeals immediately after exposure whilst greater improvement of positive appeals over time. The findings highlight the importance of continuing the exploration of positive appeals as a persuasive alternative to negative appeals.  相似文献   

2.
As intergenerational interactions increase due to an ageing population, the study of emotion-related responses to the elderly is increasingly relevant. Previous research found mixed results regarding affective mimicry – a measure related to liking and affiliation. In the current study, we investigated emotional mimicry to younger and older actors following an encounter with a younger and older player in a Cyberball game. In a complete exclusion condition, in which both younger and older players excluded the participant, we expected emotional mimicry to be stronger for younger vs. older actors. In a partial inclusion condition, in which the younger player excluded while the older player included the participant, we predicted that the difference in player behaviour would lead to a difference in liking. This increased liking of the older interaction partner should reduce the difference in emotional mimicry towards the two different age groups. Results revealed more mimicry for older actors following partial inclusion especially for negative emotions, suggesting inclusive behaviour by an older person in an interaction as a possible means to increase mimicry and affiliation to the elderly.  相似文献   

3.
    
Fear arousal is widely used in persuasive campaigns and behavioral change interventions. Yet, experimental evidence argues against the use of threatening health information. The authors reviewed the current state of empirical evidence on the effectiveness of fear appeals. Following a brief overview of the use of fear arousal in health education practice and the structure of effective fear appeals according to two main theoretical frameworks—protection motivation theory and the extended parallel process model—the findings of six meta‐analytic studies in the effectiveness of fear appeals are summarized. It is concluded that coping information aimed at increasing perceptions of response effectiveness and especially self‐efficacy is more important in promoting protective action than presenting threatening health information aimed at increasing risk perceptions and fear arousal. Alternative behavior change methods than fear appeals should be considered.  相似文献   

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For more than 20 years, scholars have used the term “attitude strength” to refer to the durability and impactfulness of attitudes, and a large literature attests to the important leverage that this concept offers for understanding and predicting behaviour. Despite its prominence, however, a number of fundamental questions remain regarding the structure and function of attitude strength. In this chapter we draw on a wide range of evidence to clarify the nature of attitude strength. Rather than conceiving of attitude strength as a meaningful psychological construct, we argue that it is better conceptualised as an umbrella term that refers in only the most general way to multiple, separable classes of attitude outcomes, instigated by different antecedents and produced by distinct psychological processes. Although strong attitudes share a set of general qualities—resistance to change, persistence over time, impact on thought and behaviour—there are many distinct routes by which attitudes come to possess these qualities, and many diverse ways in which these qualities manifest themselves. Our analysis shifts the focus away from the structural properties of attitude strength and towards a fuller appreciation of the distinct sources from which attitudes derive their strength. We argue in particular for the value of attending more closely to the social bases of attitude strength, and we illustrate the value of this approach by reviewing several lines of research.  相似文献   

6.
How can we be more successful in persuading others and increase the odds of behavioral compliance? We argue that when a verbal influence strategy is embedded in a nonverbal style that fits its orientation, this boosts the strategy's effectiveness, whereas a misfit attenuates its impact. In field-experiment 1, agents tried to persuade participants in buying a candybox by using an approach-oriented strategy (Door-In-The-Face, DITF). An eager nonverbal style increased the impact of the DITF, whereas vigilant nonverbal cues rendered it ineffective. Conversely, field-experiment 2 showed that an avoidance-oriented strategy (Disrupt-Then-Reframe) benefited from being presented in a vigilant, rather than an eager nonverbal style, which similarly attenuated its impact. Hence, eager nonverbal cues promote the effectiveness of approach-oriented influence strategies whereas vigilant cues do the opposite and increase the impact of avoidance-oriented influence strategies.  相似文献   

7.
Negative acknowledgement is an impression management technique that uses the admission of an unfavourable quality to mitigate a negative response. Although the technique has been clearly demonstrated, the underlying process is not well understood. The current research identifies a key mediator and moderator while also demonstrating that the effect extends beyond the specific acknowledged domain to the overall evaluation of a target object. The results of study 1 indicate that negative acknowledgement works through mitigating negatively valenced cognitive responses. People who are presented with a negative acknowledgement are less likely to counterargue when forming an evaluation. The results of study 2 reveal that individual differences in need for structure impact the effectiveness of the technique. People who are high in need for structure are more susceptible to the effect presumably because of their desire for easy-to-use information that aids the formation and maintenance of simple knowledge structures.  相似文献   

8.
We hypothesize that people at risk of exclusion from groups will engage in actions that can socially reconnect them with others and test the hypothesis in four studies. We show that participants at risk of exclusion reciprocated the behavior of an unknown person (Study 1a) and a potential excluder (Study 1b) more compared to two control groups (people who received a non-social negative feedback and people who were actually excluded). Study 2 replicated the results of Study 1a with trust as the dependent variable. Study 3 showed that people who were at risk of exclusion took less general risk compared with both control groups. These results demonstrate socially adaptive responses of people who are at risk of social exclusion.  相似文献   

9.
    
This study presents the stress and sharing model, which was developed in order to predict the extent to which patients anticipating cardiac surgery, share their emotions. The model hypothesizes that preoperative sharing of emotions mediated by need, is positively related to surgery-related stress measured independently, and in comparison to the roommates. The model was tested for surgery-related and surgery-unrelated feelings. One hundred and fifty-seven Greek patients participated in the study. The variables included in the model were measured daily, using self-reports. Results show a good fit of the model only for surgery-related feelings (χ2=4.688, p=0.321). The study shows that patients anticipating surgery share their emotions in the same way as patients recovering from stressful or traumatic events. Stressed patients experience the need to focus on the threat (verbally) and not to be ‘distracted’ by talking about irrelevant topics. These findings have important implications for the design of preparatory interventions for surgical patients.  相似文献   

10.
Previous research has demonstrated that ostracism (to be excluded and ignored) leads to detrimental effects on four human needs (belonging, control, self-esteem, and meaningful existence; Williams, 2001). These detrimental effects, however, may be more pronounced, or more prolonged, in particular individuals (see Williams & Zadro, 2001). In the present study, we examined the persistence of the detrimental effects of ostracism in high and low socially anxious participants. The results show that being ostracized affected both groups at the immediate test, and that the high socially anxious participants recovered their primary needs more slowly. The results also show that being ostracized affects personality/attractiveness ratings of sources of ostracism, and increases the likelihood of interpreting ambiguous situations in a threatening manner. Overall, the study illustrates that a comprehensive understanding of ostracism, and the effects of moderating factors such as social anxiety, requires assessing the effects across time rather than only focusing on immediate reactions.  相似文献   

11.
Research has systematically documented the negative effects of social exclusion, yet little is known about how these negative effects can be mitigated. Building on the approach-inhibition theory of power (Keltner, Gruenfeld, & Anderson, 2003), we examined the role of power in facilitating social connection following exclusion. Four experiments found that following exclusion, high power (relative to low power) individuals intend to socially connect more with others. Specifically, following exclusion, individuals primed with high power sought new social connections more than those primed with low power (Studies 1–4) or those receiving no power prime (Study 1). The intention to seek social connection as a function of power was limited to situations of exclusion, as it did not occur when individuals were included (Studies 3 and 4). Approach orientation mediates the effect of power on intentions to connect with others (Studies 2 and 4).  相似文献   

12.
The current research presents a new type of social context effect on attitude certainty. It is proposed that when people receive persuasive messages, they appraise their attitudes not only in terms of whether they are shared or not shared by others, but also in terms of whether they are based on similar or dissimilar assessments of the information presented. In two experiments, participants were presented with persuasive messages. In Experiment 1, they were induced to perceive that they responded favorably (persuasion) or unfavorably (resistance) to the message arguments. In Experiment 2, they were allowed to vary in their actual message responses. In both experiments, message response similarity—the degree to which people perceived that their evaluations of persuasive arguments were shared or unshared by others—moderated the classic effect of attitude similarity on attitude certainty. In particular, attitude similarity only affected attitude certainty under conditions of message response similarity. When message responses were believed to be dissimilar, attitude similarity had no effect on attitude certainty.  相似文献   

13.
    
In the current research, we examined whether re‐inclusion (i.e. the change from a previous state of exclusion to a new state of inclusion) was perceived differently by people with individualistic and collectivistic cultural backgrounds. Individualists (German and Austrian participants) but not collectivists (Chinese participants) experienced re‐inclusion differently than continued inclusion: While collectivistic participants did not differentiate between both kinds of inclusion, individualistic participants showed reduced fulfilment of their psychological needs under re‐inclusion compared to continued inclusion. The results moreover revealed that only participants from individualistic cultures expressed more feelings of exclusion when re‐included than when continually included. These exclusionary feelings partially mediated the relationship between the different states of inclusion and basic need fulfilment.  相似文献   

14.
Studies using facial emotional expressions as stimuli partially support the assumption of biased processing of social signals in social phobia. This pilot study explored for the first time whether individuals with social phobia display a processing bias towards emotional prosody. Fifteen individuals with generalized social phobia and fifteen healthy controls (HC) matched for gender, age, and education completed a recognition test consisting of meaningless utterances spoken in a neutral, angry, sad, fearful, disgusted or happy tone of voice. Participants also evaluated the stimuli with regard to valence and arousal. While these ratings did not differ significantly between groups, analysis of the recognition test revealed enhanced identification of sad and fearful voices and decreased identification of happy voices in individuals with social phobia compared with HC. The two groups did not differ in their processing of neutral, disgust, and anger prosody.  相似文献   

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A 9-item questionnaire was designed to measure rumination. This questionnaire measures three distinct facets of rumination: emotionality, motivation, and distraction. Together, these factors measure the extent to which people engage in thoughts regarding their progress toward their goals. In Study 1, an exploratory factor analysis of an initial 28 items was used to reveal the underlying structure of the rumination construct. In Study 2, a confirmatory factor analysis revealed support for the hypothesized factor structure proposed by Study 1. Following the suggestions of PROC CALIS (SAS) for model modification, an acceptable model was found that retained 9 items (3 on each factor). Studies 3 and 4 demonstrate the predictive validity of the rumination inventory. Study 3 provides evidence of a correlation between distraction by ruminative thoughts and low scores on a statistics examination. Study 4 shows a negative correlation between distraction by ruminative thoughts and time taken to learn to solve a geometric puzzle.  相似文献   

17.
    
Recent research suggests that eye-gaze direction modulates perceived emotional expression. Here we explore the extent to which emotion affects interpretation of attention direction. We captured three-dimensional face models of 8 actors expressing happy, fearful, angry and neutral emotions. From these 3D models 9 views were extracted (0°, 2°, 4°, 6°, 8° to the left and right). These stimuli were randomly presented for 150 ms. Using a forced-choice paradigm 28 participants judged for each face whether or not it was attending to them. Two conditions were tested: either the whole face was visible, or the eyes were covered. In both conditions happy faces elicited most “attending-to-me” answers. Thus, emotional expression has a more general effect than an influence on gaze direction: emotion affects interpretation of attention direction. We interpret these results as a self-referential positivity bias, suggesting a general preference to associate a happy face with the self.  相似文献   

18.
In this article, we examined the role of anger in the link between social exclusion and antisocial behavior. We compared the effects of anger to another negative emotion, sadness. In Study 1, social exclusion was associated with feelings of anger, and anger was associated with antisocial behavior. In contrast, sadness was not associated with antisocial behavior. In Study 2, feelings of anger were manipulated by excluding participants for either a fair or unfair reason. Unfairly excluded participants were more angry and were more likely to engage in antisocial behavior than fairly excluded participants. Implications for the study of emotions in the context of social exclusion are discussed.  相似文献   

19.
Although a great deal is now known about how people mentally represent individuals and groups, less attention has been paid to the question of how interpersonal relationships are represented in memory. Drawing on principles of categorization, this paper reports an investigation into how we mentally represent the relationships of others. In three experiments, evidence for assimilation effects following social exclusion (and subsequent categorization) is found. Experiment 1 uses a judgment paradigm to demonstrate that social exclusion influences the perception of interpersonal closeness. Experiments 2 and 3 employ a memory confusion paradigm to establish that representations of relationship partners are assimilated following the exclusion of a third party.  相似文献   

20.
This paper draws from a larger research project about the post high school transitions of young people who were at school during New Zealand’s neoliberal reforms. Our participants included a group of four young men excluded from school and redirected to an Alternative Education programme. Their accounts of their experiences at school differed starkly from what they said about their Alternative Education programme. The emotional content of their accounts reveals how the social and material practices of these respective education sites are constituted differently. Alternative Education operated as a space of refuge from alienation experienced in mainstream schooling as well as a site of containment, separating Alternative Education students from their mainstream peers. Focusing on the emotional geography of one Alternative Education programme offers insight into the emotional geographies of mainstream schooling and, more broadly, of neoliberal education reforms. Drawing on ideas from Massey and Bondi, we demonstrate how alienation is produced and manifested on different scales: teacher–student interactions, school exclusions and policies establishing Alternative Education. The Alternative Education programme discussed here provides a barometer of the broader emotional geographies of New Zealand’s neoliberal education reforms.  相似文献   

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