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- When thinking is unconstrained, emotions influence the extent of thinking about the persuasive communication.
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- Richard E. Petty1 and Pablo Briñol2
- THE IMPACT OF EMOTIONS ON PRIMARY COGNITION
- DISTINGUISHING BETWEEN PRIMARY AND SECONDARY COGNITION
1Department of Psychology, Ohio State University, Columbus, OH, USA 2Department of Psychology, Universidad Autónoma de Madrid, Madrid, Spain This article addresses the multiple ways in which emotions can influence attitudes and persuasion via primary and secondary (meta-) cognition. Using the elaboration likelihood model of persuasion as a guide, w...
The ELM describes four ways in which emotions, like any other variable present in the persuasion setting (e.g., a credible source), can influence attitudes by impacting primary cognition. These processes are described next along with the con-ditions under which they operate. A fifth mech-anism is described in the subsequent section on secondary cog...
In addition to identifying thought confidence as a mediator of the impact of emotion on judgement under certain circumstances, prior work on self-validation processes has also pointed to specific moderators of this meta-cognitive process. In this section, we specify the two most studied variables that influence the operation of self-validation proc...
Mar 1, 2021 · Emotions following (vs. preceding) processing affect thought usage. The present research demonstrates for the first time that the very same emotion can influence information processing and persuasion depending on the appraisal of the emotion that is highlighted.
- Maria Stavraki, Grigorios Lamprinakos, Pablo Briñol, Richard E. Petty, Kalipso Karantinou, Darío Día...
- 2021
Aug 3, 2023 · Eliciting emotions is key to persuasion because attitudes have a cognitive and emotive component, with predictable physiological outcomes that make messages more resonant and impactful on behaviour, supporting policy objectives.
Nov 17, 2014 · Despite a long-standing interest in the intrapersonal role of affect in persuasion, the interpersonal effects of emotions on persuasion remain poorly understood—how do one person’s emotional...
Mar 15, 2018 · This research examined the possibility that people possess a learned association between emotion and persuasion that spontaneously shifts their language toward more emotional appeals, even when such appeals may be suboptimal.
Sep 26, 2022 · The PCM proposes processing fluency and emotional experience as specific mechanisms that may influence a message’s persuasiveness especially if people do not engage in argument scrutiny. But the PCM does more than that.
