Is a mean machine better than a dependable drive? it's geared toward your regulatory focus

2.50
Hdl Handle:
http://hdl.handle.net/10547/251192
Title:
Is a mean machine better than a dependable drive? it's geared toward your regulatory focus
Authors:
Scott, Graham G.; Sereno, Sara C.; O'Donnell, Patrick J.
Abstract:
While many studies have investigated the role of message-level valence in persuasive messages (i.e., how positive or negative message content affects attitudes), none of these have examined whether word-level valence can modulate such effects. We investigated whether emotional language used within persuasive messages influenced attitudes and whether the processing of such communications could be modulated by regulatory focus. Using a 2 (Message: Positive, Negative) × 2 (Words: Positive, Negative) design, participants read car reviews and rated each on a series of semantic differentials and product recommendations. While positive messages were always rated higher than negative ones, the valence of a message's component words differentially impacted attitudes toward distinct aspects of the product. On promotion-focus features, messages containing negative words produced higher ratings; for prevention-focus aspects, those with positive words resulted in higher ratings. We argue that adopting a prevention- or promotion-focused stance can influence the interpretation of emotion words in relation to overall message comprehension.
Affiliation:
Department of Psychology, University of Bedfordshire
Citation:
Scott G., Sereno S. and O’Donnell P. (2012) Is a Mean Machine Better than a Dependable Drive? It's Geared Toward Your Regulatory Focus. Frontiers in Psychology 3:268.
Publisher:
Frontiers Research Foundation
Journal:
Frontiers in psychology
Issue Date:
Aug-2012
URI:
http://hdl.handle.net/10547/251192
DOI:
10.3389/fpsyg.2012.00268
PubMed ID:
22891062
Additional Links:
http://www.ncbi.nlm.nih.gov/pubmed/22891062
Type:
Article
Language:
en
ISSN:
1664-1078
Appears in Collections:
Research Centre for Applied Psychology

Full metadata record

DC FieldValue Language
dc.contributor.authorScott, Graham G.en_GB
dc.contributor.authorSereno, Sara C.en_GB
dc.contributor.authorO'Donnell, Patrick J.en_GB
dc.date.accessioned2012-11-06T12:32:01Z-
dc.date.available2012-11-06T12:32:01Z-
dc.date.issued2012-08-
dc.identifier.citationScott G., Sereno S. and O’Donnell P. (2012) Is a Mean Machine Better than a Dependable Drive? It's Geared Toward Your Regulatory Focus. Frontiers in Psychology 3:268.en_GB
dc.identifier.issn1664-1078-
dc.identifier.pmid22891062-
dc.identifier.doi10.3389/fpsyg.2012.00268-
dc.identifier.urihttp://hdl.handle.net/10547/251192-
dc.description.abstractWhile many studies have investigated the role of message-level valence in persuasive messages (i.e., how positive or negative message content affects attitudes), none of these have examined whether word-level valence can modulate such effects. We investigated whether emotional language used within persuasive messages influenced attitudes and whether the processing of such communications could be modulated by regulatory focus. Using a 2 (Message: Positive, Negative) × 2 (Words: Positive, Negative) design, participants read car reviews and rated each on a series of semantic differentials and product recommendations. While positive messages were always rated higher than negative ones, the valence of a message's component words differentially impacted attitudes toward distinct aspects of the product. On promotion-focus features, messages containing negative words produced higher ratings; for prevention-focus aspects, those with positive words resulted in higher ratings. We argue that adopting a prevention- or promotion-focused stance can influence the interpretation of emotion words in relation to overall message comprehension.en_GB
dc.language.isoenen
dc.publisherFrontiers Research Foundationen_GB
dc.relation.urlhttp://www.ncbi.nlm.nih.gov/pubmed/22891062en_GB
dc.rightsArchived with thanks to Frontiers in psychologyen_GB
dc.subjectemotionen_GB
dc.subjectwordsen_GB
dc.subjectmessagesen_GB
dc.subjectregulatory focusen_GB
dc.subjectattitude changeen_GB
dc.titleIs a mean machine better than a dependable drive? it's geared toward your regulatory focusen
dc.typeArticleen
dc.contributor.departmentDepartment of Psychology, University of Bedfordshireen_GB
dc.identifier.journalFrontiers in psychologyen_GB
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