怒りと恐怖がもたらす説得効果  [in Japanese] The effects of anger and fear on persuasiveness  [in Japanese]

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Author(s)

    • 唐沢 かおり KARASAWA Kaori
    • 名古屋大学環境学研究科:(現)東京大学大学院人文社会系研究科 Graduate School of Environmental Studies, Nagoya University

Abstract

Past research based on the unrelated-affect paradigm has demonstrated that distinct emotions exert specific influences on cognition (e.g., Keltner, Ellsworth, & Edwards, 1993). This study investigated the effects of anger or fear on the perceived persuasiveness of an unrelated statement. Under anger, fear, or neutral conditions, participants read two statements, one critical and the other threatening, regarding a bad debt situation. The participants then made judgments about the pursuasiveness of these statements. As predicted, anger enhanced the persuasiveness of the critical statement by increasing the tendency to think that justice had been violated, whereas fear enhanced the persuasiveness of the threatening statement by increasing the tendency to think there would be negative repercussions. These results suggest that emotions increase the persuasive impact of affect-arousing communication by producing specific cognitive tendencies.

Journal

  • Japanese Journal of Social Psychology

    Japanese Journal of Social Psychology 22(2), 155-164, 2006

    The Japanese Society of Social Psychology

Codes

  • NII Article ID (NAID)
    110004862716
  • NII NACSIS-CAT ID (NCID)
    AN10049127
  • Text Lang
    JPN
  • ISSN
    0916-1503
  • NDL Article ID
    8553735
  • NDL Source Classification
    ZE1(社会・労働--社会科学・社会思想・社会学)
  • NDL Call No.
    Z6-2798
  • Data Source
    NDL  NII-ELS  J-STAGE 
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