“Think” Versus “Feel” Framing Effects in Persuasion

Mayer, Nicole D.; Tormala, Zakary L.

doi:10.1177/0146167210362981

Cited by 128 publications

(139 citation statements)

References 45 publications

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“…Prior works have shown that product category (Johar and Sirgy 1991), consumer trait (Fabrigar and Petty 1999;See et al 2008), and message framing (Mayer and Tormala 2010) could moderate these effects. This article demonstrates that construal level moderates these effects as well.…”

Section: Discussionmentioning

confidence: 98%

“…In fact, a mere perception concerning one's attitude could influence one's interest for affective-or cognitive-related information (See et al 2008). Finally, different message framing (e.g., "I feel…" vs. "I think…") could also influence the persuasion effectiveness such that feel (vs. think) framing is more persuasive for consumers who are affectively (vs. cognitively) oriented (Mayer and Tormala 2010).…”

Section: Theoretical Backgroundmentioning

confidence: 99%

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The moderating role of construal level on the evaluation of emotional appeal vs. cognitive appeal advertisements

Septianto

Pratiwi

2014

Mark Lett

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This article proposes that construal level moderates consumer evaluation of different appeals (emotional vs. cognitive appeals) in advertisements. Low-level construal is associated with close psychological distance; this condition implies that people with low-level construal can feel an emotion more intensely than those with high-level construal. Consequently, consumers with low-level construal could positively relate with the emotional appeal ad, and they would evaluate an ad with emotional appeal more favorably than an ad with cognitive appeal. However, this effect does not occur among consumers who construe information at high-level, due to the fact that they are able to focus on the central and positive features of different appeals.

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Section: Discussionmentioning

confidence: 98%

Section: Theoretical Backgroundmentioning

confidence: 99%

The moderating role of construal level on the evaluation of emotional appeal vs. cognitive appeal advertisements

Septianto

Pratiwi

2014

Mark Lett

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“…Aristotle proposed three modes of persuasion: pathos (appealing to the target's emotions), logos (applying a logical argument), and ethos (affect of the 'persuader's' perceived authority) [40,41]. There is evidence for the importance of emotion and logic in the formation of opinion [42,43]. Indeed, it has been argued that all three are present in any effective form of persuasive discourse [41].…”

Section: Modeling Authoritymentioning

confidence: 99%

A model of the effects of authority on consensus formation in adaptive networks: Impact on network topology and robustness

Prettejohn¹,

Berryman²,

McDonnell³

2013

Physica A: Statistical Mechanics and its Applications

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Opinions of individuals in real social networks are arguably strongly influenced by external determinants, such as the opinions of those perceived to have the highest levels of authority. In order to model this, we have extended an existing model of consensus formation in an adaptive network by the introduction of a parameter representing each agent's level of 'authority' based on their opinion relative to the overall opinion distribution. We found that introducing this model, along with a randomly varying opinion convergence factor, significantly impacts the final state of converged opinions and the number of interactions required to reach that state. We also determined the relationship between initial and final network topologies for this model, and whether the final topology is robust to node removals. Our results indicate firstly that the process of consensus formation with a model of authority consistently transforms the network from an arbitrary initial topology to one with distinct measurements in mean shortest path, clustering coefficient, and degree distribution. Secondly, we found that subsequent to the consensus formation process, the mean shortest path and clustering coefficient are less affected by both random and targeted node disconnection. Speculation on the relevance of these results to real world applications is provided. AbstractOpinions of individuals in real social networks are arguably strongly influenced by external determinants, such as the opinions of those perceived to have the highest levels of authority. In order to model this, we have extended an existing model of consensus formation in an adaptive network, by the introduction of a parameter representing each agent's level of 'authority', based on their opinion relative to the overall opinion distribution. We found that introducing this model, along with a randomly varying opinion convergence factor, significantly impacts the final state of converged opinions and the number of interactions required to reach that state. We also determined the relationship between initial and final network topologies for this model, and whether the final topology is robust to node removals. Our results indicate firstly that the process of consensus formation with a model of authority consistently transforms the network from an arbitrary initial topology, to one with distinct measurements in mean shortest path, clustering coefficient, and degree distribution. Secondly, we found that subsequent to the consensus formation process, the mean shortest path and clustering coefficient are less affected by both random and targeted node disconnection. Speculation on the relevance of these results to real world applications is provided.

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“…In certain forms (e.g., I feel) the word feel represents a disclosing speech act with closer association to inner emotional experiences than other more cognitively symbolic representatives like the words think or believe (Fiehler, 2002;Mayer & Tormala, 2010). In fact, Mayer & Tormala (2010) determined that feel and think leave distinctly different impressions on the listener. Due to its emotional connotation, it is presumed that feel does not align itself with the rational-professional discourse.…”

Section: Emotional Expression and The Workplacementioning

confidence: 99%

Perceptions of the Use of the Word “Feel” in the Workplace

Doell¹

2013

IJEL

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This study explored attitudes toward the deployment of the word feel in workplace communication. A discourse analysis of this emotionally declarative word across three types of workplace relationships revealed a set of social rules guiding how emotional self-disclosure is managed. Participants outlined how resistance to these rules put social or professional capital at risk but it was deemed necessary in order to maintain or restore equilibrium between well-being and job performance. Although status stratification in the workplace functions to maintain productivity, participants revealed an ongoing tension between performance and authentic emotional expression. The effects of this tension, examined through beliefs about of the word feel, are discussed for its role in workplace well-being.

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“Think” Versus “Feel” Framing Effects in Persuasion

Cited by 128 publications

References 45 publications

The moderating role of construal level on the evaluation of emotional appeal vs. cognitive appeal advertisements

The moderating role of construal level on the evaluation of emotional appeal vs. cognitive appeal advertisements

A model of the effects of authority on consensus formation in adaptive networks: Impact on network topology and robustness

Perceptions of the Use of the Word “Feel” in the Workplace

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