DeSteno David, Petty Richard E, Rucker Derek D, Wegener Duane T, Braverman Julia
Department of Psychology, Northeastern University, Boston, MA 02115, USA.
J Pers Soc Psychol. 2004 Jan;86(1):43-56. doi: 10.1037/0022-3514.86.1.43.
The authors argue that specific emotions can alter the persuasive impact of messages as a function of the emotional framing of persuasive appeals. Because specific emotions inflate expectancies for events possessing matching emotional overtones (D. DeSteno, R. E. Petty, D. T. Wegener, & D. D. Rucker, 2000), the authors predicted that attempts at persuasion would be more successful when messages were framed with emotional overtones matching the emotional state of the receiver and that these changes would be mediated by emotion-induced biases involving expectancies attached to arguments contained in the messages. Two studies manipulating discrete negative emotional states and message frames (i.e., sadness and anger) confirmed these predictions. The functioning of this emotion-matching bias in parallel with emotion-induced processing differences and the limitations of a valence-based approach to the study of attitude change are also considered.
作者认为，特定情绪能够根据有说服力诉求的情感框架情感框架改变信息的说服效果。由于特定情绪会提升对具有匹配情感色彩事件的预期（D. 德斯特诺、R. E. 佩蒂、D. T. 韦格纳和D. D. 拉克尔，2000年），作者预测，当信息的框架带有与接收者情绪状态相匹配的情感色彩时，说服尝试会更成功，并且这些变化将由情绪引发的偏差所介导，这些偏差涉及对信息中包含的论点的预期。两项操纵离散负面情绪状态和信息框架（即悲伤和愤怒）的研究证实了这些预测。本文还考虑了这种情绪匹配偏差与情绪引发的加工差异并行发挥作用的情况，以及基于效价的态度改变研究方法的局限性。
