Positive Mood and Persuasion: Different Roles for Affect Under High- and Low-Elaboration Conditions
Two experiments examined the processes by which positive mood influences attitude change under high and low message elaboration conditions. To examine elaboration, Experiment 1 included individuals who differed in their need for cognition, and Experiment 2 manipulated the relevance of the message. I...
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| Veröffentlicht in: | Journal of personality and social psychology 1993-01, Vol.64 (1), p.5-20 |
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| container_title | Journal of personality and social psychology |
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| creator | Petty, Richard E Schumann, David W Richman, Steven A Strathman, Alan J |
| description | Two experiments examined the processes by which positive mood influences attitude change under high and low message elaboration conditions. To examine elaboration, Experiment 1 included individuals who differed in their need for cognition, and Experiment 2 manipulated the relevance of the message. In each study, Ss were exposed to a persuasive communication following a positive or neutral mood induction. In both studies, positive mood produced more positive attitudes toward the advocacy, but positive mood influenced the positivity of Ss' thoughts only under high-elaboration conditions. Path analyses showed that positive mood had a direct effect on attitudes in the low-elaboration conditions but influenced attitudes indirectly by modifying the positivity of thoughts in the high-elaboration conditions. |
| doi_str_mv | 10.1037/0022-3514.64.1.5 |
| format | Article |
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To examine elaboration, Experiment 1 included individuals who differed in their need for cognition, and Experiment 2 manipulated the relevance of the message. In each study, Ss were exposed to a persuasive communication following a positive or neutral mood induction. In both studies, positive mood produced more positive attitudes toward the advocacy, but positive mood influenced the positivity of Ss' thoughts only under high-elaboration conditions. Path analyses showed that positive mood had a direct effect on attitudes in the low-elaboration conditions but influenced attitudes indirectly by modifying the positivity of thoughts in the high-elaboration conditions.</description><identifier>ISSN: 0022-3514</identifier><identifier>EISSN: 1939-1315</identifier><identifier>DOI: 10.1037/0022-3514.64.1.5</identifier><identifier>CODEN: JPSPB2</identifier><language>eng</language><publisher>Washington, DC: American Psychological Association</publisher><subject>Attitude Change ; Behavior. 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| source | Sociological Abstracts; EBSCOhost APA PsycARTICLES; Periodicals Index Online; Applied Social Sciences Index & Abstracts (ASSIA) |
| subjects | Attitude Change Behavior. Attitude Biological and medical sciences Emotional States Emotions Factors Fundamental and applied biological sciences. Psychology Human Moods Personality Persuasion Persuasive Communication Psychology Psychology. Psychoanalysis. Psychiatry Psychology. Psychophysiology Social psychology Social research |
| title | Positive Mood and Persuasion: Different Roles for Affect Under High- and Low-Elaboration Conditions |
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