Positive mood and persuasion : different roles for affect under high- and low-elaboration conditions.

Author(s)
Petty, R. E. Schumann, D. W. Richman, S. A. & Strathman, A. J.
Year
Abstract

Two experiments examined the processes by which positive mood influences attitude change under high and low message elaboration conditions. To examine elaboration, Experiment I 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. (Author/publisher)

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Publication

Library number
20072236 ST [electronic version only]
Source

Journal of Personality and Social Psychology, Vol. 64 (1993), No. 1, p. 5-20, ref.

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