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Persuasion, Emotion, and Language: The Intent to Persuade Transforms Language via Emotionality.

Author: Matthew D Rocklage; Derek D Rucker; Loran F Nordgren
Publisher: [Place of publication not identified] : SAGE, .
Edition/Format:   Downloadable article : Document   Computer File : English
Publication:Psychological science
Summary:
Persuasion is a foundational topic within psychology, in which researchers have long investigated effective versus ineffective means to change other people’s minds. Yet little is known about how individuals’ communications are shaped by the intent to persuade others. This research examined the possibility that people possess a learned association between emotion and persuasion that spontaneously shifts their  Read more...
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Material Type: Document, Internet resource
Document Type: Internet Resource, Article, Computer File
All Authors / Contributors: Matthew D Rocklage; Derek D Rucker; Loran F Nordgren
ISSN:1467-9280
OCLC Number: 1051856585
Notes: In: Psychological science volume 29 issue 5 page 749.
Description: 1 online resource

Abstract:

Persuasion is a foundational topic within psychology, in which researchers have long investigated effective versus ineffective means to change other people’s minds. Yet little is known about how individuals’ communications are shaped by the intent to persuade others. This research examined the possibility that people possess a learned association between emotion and persuasion that spontaneously shifts their language toward more emotional appeals, even when such appeals may be suboptimal. We used a novel quantitative linguistic approach in conjunction with controlled laboratory experiments and real-world data. This work revealed that the intent to persuade other people spontaneously increases the emotionality of individuals’ appeals via the words they use. Furthermore, in a preregistered experiment, the association between emotion and persuasion appeared sufficiently strong that people persisted in the use of more emotional appeals even when such appeals might backfire. Finally, direct evidence was provided for an association in memory between persuasion and emotionality.

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