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.     

Indiscriminable shades and demonstrative concepts

Virtue ethicists argue that modern ethical theories aim to give direct guidance about particular situations at the cost of offering artificial or narrow accounts of ethics. In contrast, virtue ethical theories guide action indirectly by helping one understand the virtues—but the theory will not provide answers as to what to do in particular instances. Recently, this had led many to think that virtue ethical theories are self-effacing the way some claim consequentialist and deontological theories are. In this paper I defend virtue ethics against the charge of self-effacement. I distinguish between modestly self-effacing theories, immodestly self-effacing theories and theories that recommend indirect guidance. Though all self-effacing theories are indirect, not all indirect theories are self-effacing. I argue that virtue ethics is not self-effacing, but rather indirectly action-guiding. The response I articulate draws on the distinctive virtue ethical mode of action-guidance: namely, that thinking hard about virtue and what kind of person one aims to be offers the kind of guidance we want (or should want) as we face practical moral problems.     

幽默的社会理论及其应用研究

幽默的社会理论强调幽默在社会交往情境中娱乐基础上的交际功能,可更好地解释人们日常生活中的幽默现象。根据幽默的社会理论,研究者从幽默发出者的幽默创作、幽默接收者的幽默理解以及各种社会交往情境的幽默应用等角度来探讨幽默。文化背景对幽默的创作和理解具有重要影响,中西方幽默存在文化差异。最后指出社会理论框架下的幽默研究的不足并提出一些建议。     

The sensitization of humor responses to cartoons

It was hypothesized that a humor response to a cartoon in a series depends upon arousal or increased salience, both of which may be produced by preceding cartoons. A humor response, however, should eventually decline owing to habituation. Three experiments were conducted in order to determine if responding to cartoons with the same theme depends upon the cartoon's serial position. Facial responses and ratings of funniness increased over the first few cartoons, reflecting the effect of arousal or salience. It appears that the initial cartoons make the person more sensitive to later cartoons. A downward trend in responding was more apparent for facial responses than for funniness ratings. The evidence for habituation was weak, however, and did not seem occur to the experimenter-defined cartoon theme. Cartoons even representing the same theme may be too variable to permit habituation. It was suggested that cartoon researchers be aware of the effect of a cartoon's serial position on humor responses.The investigators would like to thank Michael Davis, Michael Mullins, and Elizabeth Weaver for their assistance in data collection and analyses.     

Satisfaction and the Use of Humor by Physicians and Patients

The current study investigated the extent to which various types of humor are associated with high- and low-satisfaction doctor visits and whether male and female physicians and patients differ in their use of humor. A humor coding scheme, capable of distinguishing three categories (negative, positive, and general) and ten sub-types of humor, was validated against 92 audiotaped physician-patient primary care visits, half rated high and half rated low in satisfaction. Results revealed that physicians and patients used more light humor, more humor that relieves tension, more self-effacing humor, and more positive-function humor in high satisfaction than in low-satisfaction visits. In addition, the patients of female physicians used more humor than the patients of male physicians across levels of satisfaction. The results indicate a strong association between humor and satisfaction, and suggest ways in which humor and laughter help to maintain rapportin the physician-patient relationship.     

The Effects of Argument Quality and Involvement Type on Attitude Formation and Attitude Change: A Test of Dual‐Process and Social Judgment Predictions

Involvement has long been theoretically specified as a crucial factor determining the persuasive impact of messages. In social judgment theory, ego‐involvement makes people more resistant to persuasion, whereas in dual‐process models, high‐involvement people are susceptible to persuasion when argument quality is high. It is argued that these disparate predictions might be reconciled by either different involvement types (i.e., value relevant vs. outcome relevant) or different attitude modification processes (i.e., attitude change vs. attitude formation). An experiment (N = 684) varying topic, position advocated, outcome relevance, and argument quality tested these moderators. The data were consistent with existence of two different types of involvement, but none of the theoretical predictions were consistent with the data. Instead, a main effect for argument quality had the largest impact on attitude change. Regardless of value‐relevant involvement, outcome‐relevant involvement, and attitude modification process, participants were more persuaded by high‐ rather than low‐quality arguments, with boomerang effects observed for low‐quality arguments. These findings highlight the importance of sound message design in persuasion.     

Sex of subject and gender identity as factors in humor appreciation

Appreciation of cartoon humor was examined in male and female college students who had been categorized into one of four gender identity groups (masculine, feminine, androgynous, undifferentiated) on the basis of Bem's Sex Role Inventory. Results indicated that males preferred sexual humor more than absurd humor, while females showed the reverse pattern. Furthermore, gender identity was related to humor appreciation only for females. While feminine females preferred absurd humor more than sexual humor, masculine and androgynous females were more appreciative of sexual humor. Finally, masculine, feminine, and undifferentiated males, as well as masculine and androgynous females, showed greater appreciation of sexual humor which portrayed females, as opposed to males, as the sex object or brunt of the joke.     

Liking Violence and Action: An Examination of Gender Differences in Children's Processing of Animated Content

It is widely assumed that children like violence in cartoons, but this assumption has not been supported in existing studies that show nonviolent programs are liked just as much or more than violent programs. The present experiment extended enjoyment of media violence research by testing whether violence and action (independently manipulated) influenced children's liking of slapstick cartoons. We also proposed a path model to test potential indirect effects of violence and action on liking. Using animation software, four versions of a slapstick cartoon were created that varied in terms of violence (present, absent) and action (high, low). A total of 128 elementary school children watched one of the four versions of the program. Violence had no direct effect on the liking of the cartoon, but did indirectly decrease liking for males by decreasing boys' wishful identification with the anthropomorphized characters. Action increased liking for males but not for females.     

Preliminary Validation of a Multidimensional Model of Wittiness

ABSTRACT Past research on wittiness has found that ( a ) self-ratings and peer ratings of wittiness are highly correlated, but neither type of rating is appreciably correlated with measured humor production, and ( b ) sociability is correlated with both types of wittiness ratings but not with humor production. An interpretation of these findings was provided by a multidimensional model of wittiness that conceptualizes wittiness as a factorially complex dimension shaped by three component traits: humor motivation, humor cognition, and humor communication. We conducted three correlational studies to test the hypotheses, derived from the theory, that ( a ) wittiness ratings are influenced by humor motivation and humor communication, whereas humor production taps only humor cognition, and ( b ) sociability is positively correlated with humor motivation and humor communication but unrelated to humor cognition. Results were consistent across studies and generally confirmed the predictions.     

建言类型对领导者建言采纳的影响：面子与幽默的作用

以说服和面子理论为基础,通过两个研究探讨领导者建言采纳行为的影响因素及作用机制。结果发现：相对于促进型建言,抑制型建言给领导带来的面子威胁更大,且领导者感知面子威胁在建言类型与建言采纳之间起部分的中介作用。而幽默类型与水平影响领导者感知面子威胁的程度,积极幽默水平越高,领导者感知面子威胁的程度越低,其建言采纳可能性越高。这表明领导者感知面子威胁在建言类型与建议采纳间起中介作用,幽默调节了此中介效应。     

An online measure of thought suppression

An online thought-suppression paradigm was developed to test predictions of ironic process theory. Participants concentrated on or suppressed a particular semantic category. Semantic activation was indexed by the latency to name words from the category. In Experiments 1 and 2, an analog intrusion was introduced while participants were trying to suppress the information. Results consistent with ironic process theory were observed using words with polar opposites in Experiment 1 and words without polar opposites in Experiment 2. To determine whether these effects were dependent on the analog intrusion, Experiment 3 replicated Experiment 1 without the intrusion. Concentration generated semantic activation, but suppression exacerbated this activation. The data imply that hyperaccessibility results from efforts to suppress, whereas the processes of thought suppression identified by ironic process theory require the presence of material inconsistent with a desired cognitive state.     

A new measure for assessing executive function across a wide age range: children and adults find happy-sad more difficult than day-night

Two experiments examined 4- to 11-year-olds' and adults' performance (N = 350) on two variants of a Stroop-like card task: the day-night task (say 'day' when shown a moon and 'night' when shown a sun) and a new happy-sad task (say 'happy' for a sad face and 'sad' for a happy face). Experiment 1 featured colored cartoon drawings. In Experiment 2, the happy-sad task featured photographs, and pictures for both measures were gray scale. All age groups made more errors and took longer to respond to the happy-sad versus the day-night versions. Unlike the day-night task, the happy-sad task did not suffer from ceiling effects, even in adults. The happy-sad task provides a methodological advance for measuring executive function across a wide age range.     

The Effects of Source Credibility in the Presence or Absence of Prior Attitudes: Implications for the Design of Persuasive Communication Campaigns

Most theories of persuasion predict that limited ability and motivation to think about communications should increase the impact of source credibility on persuasion. Furthermore, this effect is assumed to occur, regardless of whether or not the recipients have prior attitudes. In this study, the effects of source credibility, ability, and motivation (knowledge, message repetition, relevance) on persuasion were examined meta-analytically across both attitude formation and change conditions. Findings revealed that the Source Credibility × Ability/Motivation interaction emerged only when participants lacked prior attitudes and were unable to form a new attitude based on the message content. In such settings, the effects of source credibility decayed rapidly. The implications of these findings for applied communication campaigns are discussed.     

Creative Pseudo-Reality as a Defensive Factor in Jewish Wit: A Dialectical Perspective

Theoretical dynamics of ethnic humor are juxtaposed with Jewish wit, showing that there is a distinct factor which operates in the Jewish humor response to oppression. Drawing from Ziv's (1986) rich anthology of research and case studies, this factor is conceptualized as creative pseudo-reality. It is hypothesized that Jewish wit features this element of self-effacing humor besides the factors which it shares with the ethnic humor of other marginal groups. The implicit ability to construct a perceived environment which is bound neither to reason nor to logic, is seen as the last line of defense for an oppressed minority whose other options have been denied. Irony and triumph, suggested as key elements in this factor, are illustrated in annotated stereotypical excerpts of Jewish wit. Throughout the analysis, the dialectic principle—maintaining the co-existence of inconsistent dynamics—is highlighted in contrast to the reductionistic either/or approach commonplace in psychological and sociological discourse.     

Virtue ethics is self-effacing

An ethical theory is self-effacing if it tells us that sometimes, we should not be motivated by the considerations that justify our acts. In his influential paper ‘The Schizophrenia of Modern Ethical Theories’ [1976], Michael Stocker argues that consequentialist and deontological ethical theories must be self-effacing, if they are to be at all plausible. Stocker's argument is often taken to provide a reason to give up consequentialism and deontology in favour of virtue ethics. I argue that this assessment is a mistake. Virtue ethics is self-effacing in just the same way as are the theories that Stocker attacks. Or, at the very least: if there is a way for virtue ethics to avoid self-effacement then there are ways for its rivals to avoid self-effacement too. Therefore, considerations of self-effacement provide no reason to prefer virtue ethics to its major rivals.     

Mixing emotions: The use of humor in fear advertising

Fear is used to advertise many products, services, and causes such as antismoking, sunscreen usage, and safe driving. Past research indicates that high levels of fear tension arousal can prompt defensive responses in the audience, which, in turn, can reduce the persuasive effect of the ad. We show in two studies that humor can reduce these defensive responses and hence increase the persuasiveness of fear advertising. Specifically, we show that increasing the level of fear tension arousal decreases persuasion when humor is absent but increases persuasion when humor is present. Further, this interaction of humor and fear tension arousal is mediated by defensive responses related to message elaboration and vulnerability to threat. Our results suggest that the effectiveness of fear advertising can be increased by adding an element of humor to the ad. Copyright © 2012 John Wiley & Sons, Ltd.     

Is Virtue Ethics Self-Effacing?

Thomas Hurka, Simon Keller, and Julia Annas have recently argued that virtue ethics is self-effacing. I contend that these arguments are rooted in a mistaken understanding of the role that ideal agency and agent flourishing (should) play in virtue ethics. I then show how a virtue ethical theory can avoid the charge of self-effacement and why it is important that it do so.     

竞技运动中自我控制的逆效应

自我控制的逆效应是指在高压力下,在进行努力地自我控制的过程中产了与意愿相反的心理状态的现象。文章介绍了逆加工理论的双过程模型,评论了与竞技运动相关的动作控制、情绪控制、消极表象抑制、放松和集中注意的心理控制的逆加工效应研究,并指出竞技运动中自我控制的逆加工效应研究存在三方面的局限：缺乏生态学效度、心理控制的逆效应的测量不够客观和应对策略研究不足,未来的研究应该在这三个方面有所改进     

False physiological feedback and persuasion: Effect of fear arousal vs. fear reduction on attitude change

Two experiments tested the hypothesis that increases in false physiological feedback of fear arousal will enhance persuasion and that reduction in the arousal feedback is unnecessary for increased persuasion to occur. Prior research has usually found a positive relation between level of arousal and persuasion, but support for the drive reduction hypothesis is tenuous. However, Harris and Jellison (1971) claimed support for such a hypothesis. They manipulated subjects' fear arousal cognitively via false physiological feedback while the subjects listened to a persuasive communication. The present experiments used a similar procedure in an attempt to test an "arousal only" against an "arousal reduction" hypothesis. Subjects listened to a persuasive speech while receiving false feedback via a meter concerning their fear arousal. In Experiment I half of the subjects received high arousal and half received moderate arousal information. Within each of these conditions half of the subjects had their arousal reduced, and the other half did not. In Experiment II subjects received either low arousal, high arousal, or high then low arousal feedback while listening. The results of the two studies generally provided support for the "arousal only" hypothesis. An interpretation in terms of Bem's attribution theory was tentatively suggested.     

The bicoherence theory of situational irony

Situational irony concerns what it is about a situation that causes people to describe it as ironic. Although situational irony is as complex and commonplace as verbal and literary irony, it has received nowhere near the same attention from cognitive scientists and other scholars. This paper presents the bicoherence theory of situational irony, based on the theory of conceptual coherence (Kunda & Thagard, 1996; Thagard & Verbeurgt, 1998). On this theory, a situation counts as ironic when it is conceived as having a bicoherent conceptual structure, adequate cognitive salience, and evokes an appropriate configuration of emotions. The theory is applied to a corpus of 250 examples of situational ironies gathered automatically from electronic news sources. A useful taxonomy of situational ironies is produced, new predictions and insights into situational irony are discussed, and extensions of the theory to other forms of irony are examined.