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Mood and persuasion: Affective states influence the processing of persuasive communications

Mood and persuasion: Affective states influence the processing of persuasive communications,G. Bohner

Mood and persuasion: Affective states influence the processing of persuasive communications   (Citations: 89)
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Published in 1991.
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    • ...For instance, affective states may influence the depth of information processing (eg, Schwarz, Bless, & Bohner, 1991), and inferential processes may to some extent shape emotional reactions to the emotions of others (eg, when one realises that another person's anger is directed at the self, stronger negative emotional reactions may arise than if the anger were directed at some object)...

    Gerben A. Van Kleefet al. Emotion is for influence

    • ...Disconfirmation bias occurs because challenges to one's existing attitudes create negative affect (that is, concern or anxiety) that intensifies cognitive processing (Schwarz, Bless, and Bohner 1991; Ditto and Lopez 1992; Ditto et al...

    T. Clark Durantet al. ALTRUISM, RIGHTEOUSNESS, AND MYOPIA

    • ...Overall, their investigations and others have shown that affect does play a role, with positive affect having a facilitative influence and negative affect demonstrating more mixed results (Isen, 2001; Martin, Ward, Achee, & Wyer, 1993; Schwarz, Bless, & Bohner, 1991)...

    Amanda D. Angieet al. The influence of discrete emotions on judgement and decision-making: A...

    • ...Various studies have determined that positive moods are linked with peripheral or heuristic processing, whereas negative moods are linked with systematic or cognitive processing (for reviews, see Bohner & Schwarz, 1993; Isen, 1987; Schwarz, 1990; Schwarz, Bless, & Bohner, 1991)...

    Brian J. Householderet al. Mood State or Relational Closeness: Explaining the Impacts of Mood on ...

    • ...In contrast, positive affect indicates that the situation is satisfactory and that extensive message elaboration is unnecessary, which encourages heuristic modes of processing (see Schwarz, 1990; Schwarz et al, 1991)...

    Chingching Chang. The effects of ad-induced and context-induced affect on online and off...

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