Mood-Related Persuasion Depends on (Mis)Attributions

Sinclair, Robert C.; Mark, Melvin M.; Clore, Gerald L.

doi:10.1521/soco.1994.12.4.309

Cited by 195 publications

(143 citation statements)

References 2 publications

Supporting

Mentioning

126

Contrasting

Unclassified

Order By: Relevance

“…Wegener et al, 1995). Additionally, in line with the feelings-as-information framework from which our model is derived, it is also predicted that these interactive effects of mood and message framing should be eradicated (or overcorrectively inverted) when the positive and negative affective states driving them are rendered irrelevant by the provision of source cues (Sinclair, Mark, & Clore, 1994).…”

Section: Future Directionssupporting

confidence: 53%

“…For instance, in the domain of persuasion, it has been repeatedly demonstrated that individuals in bad moods exhibit more attitude change in response to strong, rather than weak, arguments, whereas those in good moods exhibit moderate and equal attitude change irrespective of argument quality (Bless, Bohner, Schwarz, & Strack;1990;Bless, Mackie, & Schwarz, 1992;Sinclair, Mark, & Clore, 1994). Consistent with the feelings-as-information approach, these findings suggest that negative affective states, such as bad moods, relative to positive affective states, such as good moods, increase the motivation to engage in effortful information processing, in this case leading to greater elaboration of the content of persuasive messages.…”

mentioning

confidence: 99%

See 1 more Smart Citation

Interactive Effects of Mood and Task Framing on Creative Generation

Friedman

Förster

Denzler

2007

Creativity Research Journal

View full text Add to dashboard Cite

This study introduced a motivational compatibility account for the influence of mood on creative generation. Building upon the feelingsas-information framework, it was proposed that positive moods signal to individuals that they are safe, motivating them to take advantage of this presumed safety by seeking stimulation and incentives (i.e., having fun), whereas negative moods signal to individuals that there are problems at hand, motivating them to solve these problems. Based on these assumptions, it was predicted that positive and negative moods should enhance effort on creative generation tasks construed as compatible with the motivational orientations they respectively elicit. Specifically, positive, relative to negative, moods were predicted to enhance effort on tasks construed as fun and silly, whereas negative, relative to positive, moods were predicted to bolster effort on tasks construed as serious and important. Evidence for this model, and several of its underlying assumptions, was adduced in 3 experiments in which mood was manipulated and participants completed creative generation tasks that were framed as either fun or serious. Results are discussed with an eye toward addressing alternative theoretical explanations.

show abstract

Section: Future Directionssupporting

confidence: 53%

mentioning

confidence: 99%

Interactive Effects of Mood and Task Framing on Creative Generation

Friedman

Förster

Denzler

2007

Creativity Research Journal

View full text Add to dashboard Cite

show abstract

“…All studies demonstrated that participants, who saw positive affective cues, were persuaded by strong and weak arguments, whereas those, who saw negative affective cues, were only affected only by strong arguments. Studies that influenced the experienced affect showed the same pattern of results (Sinclair, Mark, & Clore, 1994). Further, Friedman and Förster (2000), Study 7) demonstrated that negative affective cues facilitated analytical reasoning.…”

Section: Discussionmentioning

confidence: 74%

Negative affective environments improve complex solving performance

Barth

Funke

2010

Cognition & Emotion

View full text Add to dashboard Cite

Based on recent affectÁcognition theories (Bless et al., 1996;Fiedler, 2001;Sinclair, 1988), the present study predicted and showed a differentiated influence of nice and nasty environments on complex problem solving (CPS). Environments were constructed by manipulating the target value ''capital'' of a complex scenario: Participants in the nice environment (N042) easily raised the capital and received positive feedback, whereas those in the nasty environment (N042) hardly enhanced the capital and got negative feedback. The results showed that nasty environments increased negative and decreased positive affect. The reverse was true for nice environments. Furthermore, nasty environments influenced CPS by leading to a higher information retrieval and a better CPS performance. Surprisingly, the influence of environment on CPS was not mediated through affect (cf. Soldat & Sinclair, 2001), as recent affectÁcognition theories suggest. The missing influence of affect and the strong impact of environment are discussed.

show abstract

“…Compared to neutral and pleasant moods, sad moods have been found to increase the care with which people process substantive information in persuasion (Bless, Bohner, Schwarz, & Strack, 1990;Sinclair, Mark, & Clore, 1994), decrease the reliance on general knowledge structures such as scripts and stereotypes (Bless, Schwarz, Clore, Golisano, & Rabe, 1996;Bodenhausen, Kramer, & Suesser, 1994), increase the ability to estimate covariation from scatter plot data (Sinclair & Mark, 1995), reduce the susceptibility to halo effects (Sinclair, 1988), reduce fundamental attribution errors (Forgas, 1998), and increase the transitivity of preferences (Fiedler, 1988). Overall, temporary sad moods seem to trigger a more systematic, data-driven, and analytical form of reasoning.…”

Section: Effects Of Incidental Affect On Judgment and Decision Processesmentioning

confidence: 99%

The Nature and Role of Affect in Consumer Behavior

Cohen

Pham

Andrade

Handbook of Consumer Psychology

233

287

View full text Add to dashboard Cite

research in consumer behavior dealing with affect has exploded, making it one of the field's central research topics. Within psychology more generally, Schimmack and Crites (2005) located 923 references to affect between 1960 and 1980 and 4,170 between 1980 and 2000. Since research on affect has become more specialized, this chapter will concentrate on the various ways affect influences judgment and choice rather than on broader and historical perspectives.These will include the role of affect in information retrieval, differential processing of affectively colored information (including the role of affect in strengthening mental associations and memory consolidation), how and when affect provides information that influences judgments and decisions, and the motivational role of affect in guiding behavior and signaling the need for changes in vigilance, intensity, and direction. We begin, however, with some essential definitions. THE NATURE AND STRUCTURE OF AFFECT On Affect: Feelings, Emotions, and Moods What Affect MeansThere is still some carryover from the use of the term "affect" to also refer to what is, in essence, the evaluative aspect of attitudes. This stems from the classic tri-partite depiction of attitudes: cognitive, affective, and conative (see Eagly & Chaiken, 1993) and a failure to adequately differentiate between evaluative measures (e.g., favorable/unfavorable) and antecedent or subsequent processes, which might be feeling-based. Consistent with most recent 3 scholarly discussions, we reserve the term "affect" to describe an internal feeling state. One's explicit or implicit "liking" for some object, person, or position is viewed as an evaluative judgment rather than an internal feeling state. As Russell and Carroll (1999a) put it:"By affect, we have in mind genuine subjective feelings and moods (as when someone says, 'I'm feeling sad'), rather than thoughts about specific objects or events (as when someone calmly says, 'The crusades were a sad chapter in human history')." This chapter maintains the separation of affect as a feeling state that is distinct from either liking or purely descriptive cognition. So when we use the term "affect" to describe stimuli, internal and overt responses, it is only in relation to evoked feeling states. Imagine, in contrast, an advertisement whose words or images connote a happy (i.e., successful) outcome.Affective processes cannot merely be assumed. Alternative explanations (e.g., the advertised product seems likely to produce favorable outcomes) for so-called "affective" influences on subsequent evaluations and behavior must be ruled out before implicating affect. These include semantically associated changes in object meaning or construct accessibility.This definition also raises both philosophical and empirical questions about whether such a feeling state must be consciously experienced or whether we can be unaware that we are experiencing affect. Research where subliminally presented smiling or frowning faces were used to prime affect (outside of awarenes...

show abstract

Mood-Related Persuasion Depends on (Mis)Attributions

Cited by 195 publications

References 2 publications

Interactive Effects of Mood and Task Framing on Creative Generation

Interactive Effects of Mood and Task Framing on Creative Generation

Negative affective environments improve complex solving performance

The Nature and Role of Affect in Consumer Behavior

Contact Info

Product

Resources

About