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Please use the following Persistent Identifier (PID) to cite this document:
https://doi.org/10.3389/fpsyg.2015.01324

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The asymmetrical force of persuasive knowledge across the positive-negative divide

[journal article]

Nordmo, Mads
Selart, Marcus

Abstract

In two experimental studies we explore to what extent the general effects of positive and negative framing also apply to positive and negative persuasion. Our results reveal that negative persuasion induces substantially higher levels of skepticism and awareness of being subjected to a persuasion at... view more

In two experimental studies we explore to what extent the general effects of positive and negative framing also apply to positive and negative persuasion. Our results reveal that negative persuasion induces substantially higher levels of skepticism and awareness of being subjected to a persuasion attempt. Furthermore, we demonstrate that in positive persuasion, more claims lead to stronger persuasion, while in negative persuasion, the numerosity of claims carries no significant effect. We interpret this finding along the lines of a satiety-model of persuasion. Finally, using diluted, or low strength claims in a persuasion attempt, we reveal a significant interaction between dispositional reactance and dilution of claims on persuasion knowledge. The interaction states that diluted claims increase the awareness of being subjected to a persuasion attempt, but only for those with a high dispositional level of reactance.... view less

Keywords
attitude change; communication; corporate social responibility; persuasion; attitude formation; stimulus

Classification
Social Psychology
Marketing

Free Keywords
negativity bias; persuasion knowledge; attribute framing; numerosity; dilution effect

Document language
English

Publication Year
2015

Journal
Frontiers in Psychology, 6 (2015)

ISSN
1664-1078

Status
Published Version; peer reviewed

Licence
Creative Commons - Attribution-ShareAlike


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GESIS LogoDFG LogoOpen Access Logo
Home  |  Legal notices  |  Operational concept  |  Privacy policy
© 2007 - 2025 Social Science Open Access Repository (SSOAR).
Based on DSpace, Copyright (c) 2002-2022, DuraSpace. All rights reserved.