Affect as information in persuasion: a model of affect identification and discounting.
Three studies examined the implications of a model of affect as information in persuasion. According to this model, extraneous affect may have an influence when message recipients exert moderate amounts of thought, because they identify their affective reactions as potential criteria but fail to discount them as irrelevant. However, message recipients may not use affect as information when they deem affect irrelevant or when they do not identify their affective reactions at all. Consistent with this curvilinear prediction, recipients of a message that either favored or opposed comprehensive exams used affect as a basis for attitudes in situations that elicited moderate thought. Affect, however, had no influence on attitudes in conditions that elicited either large or small amounts of thought.
Albarracín
Dolores
D
Department of Psychology, University of Florida, Gainesville 32611, USA. dalbarra@ufl.edu
Kumkale
G Tarcan
GT
D000339:Affect; D000704:Analysis of Variance; D005260:Female; D006801:Humans; D008297:Male; D008960:Models, Psychological; D009042:Motivation; D010565:Persuasive Communication; D012933:Social Identification; D014481:United States