Expanding Language Expectancy Theory: The Suasory Effects of Lexical Complexity and Syntactic Complexity on Effective Message Design

Averbeck, Joshua M.; Miller, Claude H.

doi:10.1080/10510974.2013.775955

Cited by 40 publications

(45 citation statements)

References 23 publications

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“…In contrast, those with lower levels of expertise (novices) are bounded by those normative expectations and do not have the advantage of promoting their thoughts with plethora of expressive, emotional language (see Burgoon et al., ). The expectancy violation made by novices leads to a derogation of their persuasion attempts, referred to as source discounting (Averbeck & Miller, ). Source discounting occurs when a message is evaluated less favorably based on an assessment of the sender's credentials, and has been documented in the literature.…”

Section: Study 1: Nvee and Reviewer Expertisementioning

confidence: 99%

“…Message structure is another element, and it can determine if emotional expressions inhibit or enhance persuasion. One specific type of message structure is language complexity, which refers to longer sentences, unique words, and technical terms that comprise a message (Averbeck & Miller, ). Previous research has shown a considerable impact on the persuasiveness of a message when complex versus a simpler or more common language has been used (Blankenship & Craig, ; Bradac, Bowers, & Courtright, ; Eisend, ).…”

Section: Study 2: Language Complexitymentioning

confidence: 99%

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The Effects of Negatively Valenced Emotional Expressions in Online Reviews on the Reviewer, the Review, and the Product

Folse

Porter

Godbole

et al. 2016

Psychology and Marketing

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The authors examine the effects of negatively valenced emotional expressions (NVEE; e.g., intense language, all caps, exclamation points, emoticons) in online reviews and reveal important boundary conditions for their effects. Specifically, Study 1 showed that NVEE directly promote review helpfulness and damage attitude toward the product when used by experts. In contrast, for novices, their use of NVEE was considered a poor reflection on them and failed to directly affect attitude toward the product. Further, attributions of reviewer rationality and trustworthiness were positively associated with review helpfulness and attitude toward the product. Interestingly, language complexity is a trigger to reverse the effects, as found in Study 2. For novices (experts), the adverse effect on trustworthiness is eliminated (introduced) but the adverse effect on attitude toward the product is introduced (eliminated) when they include more complex language accompanied by NVEE in their online reviews. Both studies uncover when source discounting is active for experts and novices, making them equally influential in some cases. Theoretical and managerial implications are provided.

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Section: Study 1: Nvee and Reviewer Expertisementioning

confidence: 99%

Section: Study 2: Language Complexitymentioning

confidence: 99%

The Effects of Negatively Valenced Emotional Expressions in Online Reviews on the Reviewer, the Review, and the Product

Folse

Porter

Godbole

et al. 2016

Psychology and Marketing

View full text Add to dashboard Cite

show abstract

“…Determining language expectations from relevant personality variables has been advocated as a useful tool to assess the effectiveness of certain language strategies (Averbeck & Miller, 2014). In the present study, one's patient-physician orientation proved a useful variable to determine the expectations for controlling language use during doctor-patient interactions.…”

Section: Discussionmentioning

confidence: 90%

“…Recently, Averbeck and Miller (2014) addressed this problem by arguing future research should identify a personality variable that would be predictive of language expectations. For example, individuals who enjoy thinking on an abstract level would expect and appreciate messages that are more abstract rather than concrete (Averbeck & Miller, 2014). The present study adds to this important insight by examining the effect of one's patient-provider orientation on controlling language use in doctor-patient interactions.…”

Section: Language Expectancy Theorymentioning

confidence: 99%

Patient–Provider Orientation as a Language Expectancy Origin for Controlling Language in Doctor–Patient Interactions

Averbeck

2014

Communication Reports

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The use of controlling language by physicians is examined to further understand congruence between doctor and patient language use. Language expectancy theory (LET) provides the framework for making predictions about expectations for controlling language. This study adds to our understanding of LET by examining personality variables to predict language expectations. Effects of interactions between expectancy violations and patientphysician orientation on anger, behavior change, source credibility, and controlling language are predicted. Positively violating expectations for controlling language use resulted in less anger, negative behavior change, and higher ratings of controllingness. Future directions are offered studying controlling language in doctor-patient interactions.

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“…Additionally, Averbeck () found that ironic messages mitigated criticism relative to literal messages delivering compliments. Most recently, Averbeck and Miller () demonstrated LET's versatility by examining interactions between cognitive complexity and lexically complex or simple messages, and Averbeck () reported interactions between expectancy violations of a physician's controlling language and patients’ anger and behavior change.…”

Section: Theoretic Rationalementioning

confidence: 99%

When Does a Presidential Candidate Seem Presidential and Trustworthy? Campaign Messages Through the Lens of Language Expectancy Theory

Clementson¹,

Pascual‐Ferrá²,

Beatty³

2016

Pres Stud Q

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Presidential candidates use different language intensity in different situations. However, the literature is unclear as to when they should use low‐ or high‐intensity language. We applied language expectancy theory and Edwards’ theory of presidential influence to situations varying in circumstances during a presidential campaign. Results indicated significant interactions between language intensity and economic conditions. In support of theories of persuasion applied to presidential campaign contexts, the effects of language intensity and circumstances each depend on the other. During exigent economic times, people consider a presidential candidate to have more presidentiality and trustworthiness when using high‐ instead of low‐intensity language. And during stable economic times, people consider a presidential candidate to have more presidentiality and trustworthiness when using low‐ instead of high‐intensity language.

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Expanding Language Expectancy Theory: The Suasory Effects of Lexical Complexity and Syntactic Complexity on Effective Message Design

Cited by 40 publications

References 23 publications

The Effects of Negatively Valenced Emotional Expressions in Online Reviews on the Reviewer, the Review, and the Product

The Effects of Negatively Valenced Emotional Expressions in Online Reviews on the Reviewer, the Review, and the Product

Patient–Provider Orientation as a Language Expectancy Origin for Controlling Language in Doctor–Patient Interactions

When Does a Presidential Candidate Seem Presidential and Trustworthy? Campaign Messages Through the Lens of Language Expectancy Theory

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