TY - JOUR
AU1 - Petty, Richard E.
AU2 - Schumann, David W.
AU3 - Richman, Steven A.
AU4 - Strathman, Alan J.
AB - Two experiments examined the processes by which positive mood influences attitude change under high and low message elaboration conditions. To examine elaboration, Experiment 1 included individuals who differed in their need for cognition, and Experiment 2 manipulated the relevance of the message. In each study, Ss were exposed to a persuasive communication following a positive or neutral mood induction. In both studies, positive mood produced more positive attitudes toward the advocacy, but positive mood influenced the positivity of Ss’ thoughts only under high-elaboration conditions. Path analyses showed that positive mood had a direct effect on attitudes in the low-elaboration conditions but influenced attitudes indirectly by modifying the positivity of thoughts in the high-elaboration conditions.
TI - Positive Mood and Persuasion: Different Roles for Affect Under High- and Low-Elaboration Conditions
JF - Journal of Personality and Social Psychology
DO - 10.1037/0022-3514.64.1.5
DA - 1993-01-01
UR - https://www.deepdyve.com/lp/american-psychological-association/positive-mood-and-persuasion-different-roles-for-affect-under-high-and-p2vzaBfD9V
SP - 5
EP - 20
VL - 64
IS - 1
DP - DeepDyve
ER -