TY - JOUR
AU - Hendrick, Clyde
AB - Conducted 2 experiments to test the hypothesis that false feedback of high arousal, whether labeled as affectively positive or negative, enhances persuasion. In Exp I with 100 female undergraduates, the affective label attributed to the arousal state was manipulated by instructions describing the arousal Ss experienced as either "pleasant" or "unpleasant." Arousal intensity was manipulated by presenting either "high" or "low" false physiological feedback to Ss while they listened to a communication. Feedback of high arousal enhanced persuasion, and this relationship was not influenced by the affective label attributed to the arousal state. In Exp II with 149 female undergraduates, 1 group was given low-fear feedback, and 2 groups were given high-fear feedback during a warm-up period. During the communication, feedback remained low for the low-fear warm-up group, remained high for 1 high-fear warm-up group, and was reduced to low for the 2nd high-fear warm-up group. Results show that Ss were more persuaded when they received high- than low-arousal feedback during the communication, and this was true even though they differentially attributed the cause of their arousal. (17 ref)
TI - Effects of false positive and negative arousal feedback on persuasion
JF - Journal of Personality and Social Psychology
DO - 10.1037/h0037032
DA - 1974-10-01
UR - https://www.deepdyve.com/lp/american-psychological-association/effects-of-false-positive-and-negative-arousal-feedback-on-persuasion-4A8WHraxt7
SP - 449
EP - 457
VL - 30
IS - 4
DP - DeepDyve
ER -