Add to ORKGThis research tests the hypothesis that attitudes and people with cognitive or affective orientations are differentially susceptible to persuasive messages framed as reflecting the message source's thoughts or feelings, even when there are no substantive differences in the messages themselves. In three studies, the exact same arguments were more persuasive when their framing (e.g., "I think…" vs. "I feel…") matched rather than mismatched the cognitive/affective orientation of the target attitude or message recipient. Moreover, this effect was mediated by processing fluency. Message recipients found it easier to process matched compared to mismatched messages, and this fluency increased persuasion
The paper addresses the question of whether matching a persuasive message to a recipient’s self-conc...
Research on the effect of message framing upon persuasion is a relatively new but emerging stream of...
Research on the effect of message framing upon persuasion is a relatively new but emerging stream of...
Several researchers have pursued the question of whether affective or cognitive persuasion appeals a...
Several researchers have pursued the question of whether affective or cognitive persuasion appeals a...
Schwarz N, Bless H, Bohner G. Mood and persuasion: affective states influence the processing of pers...
Three experiments tested the hypothesis that need for affect and need for cognition influence recept...
Three experiments tested the hypothesis that need for affect and need for cognition influence recept...
Three experiments tested the hypothesis that need for affect and need for cognition influence recept...
beverage (i.e., its low caloric intake). This difference in focus illustrates a long-standing distin...
Two experiments were conducted to examine whether attitudes based on affect or cognition were more s...
beverage (i.e., its low caloric intake). This difference in focus illustrates a long-standing distin...
beverage (i.e., its low caloric intake). This difference in focus illustrates a long-standing distin...
Researchers argue that the effectiveness of cognitive versus affective persuasive appeals de-pends i...
The paper addresses the question of whether matching a persuasive message to a recipient's self-conc...
The paper addresses the question of whether matching a persuasive message to a recipient’s self-conc...
Research on the effect of message framing upon persuasion is a relatively new but emerging stream of...
Research on the effect of message framing upon persuasion is a relatively new but emerging stream of...
Several researchers have pursued the question of whether affective or cognitive persuasion appeals a...
Several researchers have pursued the question of whether affective or cognitive persuasion appeals a...
Schwarz N, Bless H, Bohner G. Mood and persuasion: affective states influence the processing of pers...
Three experiments tested the hypothesis that need for affect and need for cognition influence recept...
Three experiments tested the hypothesis that need for affect and need for cognition influence recept...
Three experiments tested the hypothesis that need for affect and need for cognition influence recept...
beverage (i.e., its low caloric intake). This difference in focus illustrates a long-standing distin...
Two experiments were conducted to examine whether attitudes based on affect or cognition were more s...
beverage (i.e., its low caloric intake). This difference in focus illustrates a long-standing distin...
beverage (i.e., its low caloric intake). This difference in focus illustrates a long-standing distin...
Researchers argue that the effectiveness of cognitive versus affective persuasive appeals de-pends i...
The paper addresses the question of whether matching a persuasive message to a recipient's self-conc...
The paper addresses the question of whether matching a persuasive message to a recipient’s self-conc...
Research on the effect of message framing upon persuasion is a relatively new but emerging stream of...
Research on the effect of message framing upon persuasion is a relatively new but emerging stream of...