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The reactance decoy effect: How including an appeal before a target message increases persuasion.
Journal of Personality and Social Psychology ( IF 8.460 ) Pub Date : 2020-08-01 , DOI: 10.1037/pspa0000192
Birga M Schumpe 1 , Jocelyn J Bélanger 1 , Claudia F Nisa 1
Affiliation  

We propose and demonstrate in 11 studies, including more than 4,700 observations, that the persuasiveness of a target message can be increased by the inclusion of a reactance decoy. A reactance decoy is a persuasive message presented before the target message and includes an attitude measurement toward the decoy object. The effect can be explained with reactance theory: The decoy message is presented to create reactance and expressing their attitude toward the decoy object gives participants the opportunity to vent, that is, to reestablish their threatened freedom. This reduces reactance toward the subsequently presented target message, positively influences participants' willingness to buy the target object (Studies 1, 4a and 4b, 7, and 8), their attitudes toward it (4a and 4b, 5, 7, and 8), their willingness to pay (Study 7), as well as behavioral measures such as time spent looking at the target object description (Study 7) and paying money to enter a raffle for the chance to win the target object (Studies 5 and 6). Moreover, forewarning participants of the persuasive intent of a subsequent message produced greater reactance, which was then vented on the decoy, and in turn increased the valuation of the target object (Study 1). By interchanging the products used as decoy or target objects, we also demonstrate experimentally that the reactance decoy effect occurs independently of the concrete stimuli being used (Study 3). In sum, the reactance decoy effect is a new theoretical framework that also bears important practical applications for many areas of social influence. (PsycInfo Database Record (c) 2020 APA, all rights reserved).

中文翻译:

电抗诱饵效果:如何在目标消息之前包含上诉,以增加说服力。

我们提出并在11项研究(包括4,700多次观察)中证明,通过包含电抗诱饵,可以提高目标信息的说服力。电抗诱饵是在目标消息之前显示的有说服力的消息,并且包括对诱饵对象的姿态测量。可以用电抗理论来解释这种效果:呈现诱饵消息以创建电抗,并表达他们对诱饵对象的态度,使参与者有机会发泄,即重新建立他们受到威胁的自由。这减少了对随后呈现的目标消息的反应,积极地影响了参与者购买目标对象的意愿(研究1、4a和4b,7和8),他们对目标对象的态度(4a和4b,5、7和8)。 ,他们的付款意愿(研究7),以及行为指标,例如花费时间查看目标对象的描述(研究7)和花钱进入抽奖活动以获得赢得目标对象的机会(研究5和6)。此外,对后续消息有说服力的参与者进行预警会产生更大的反抗力,然后将其释放到诱饵上,进而增加目标物的价值(研究1)。通过互换用作诱饵或目标物体的产品,我们还通过实验证明了电抗诱饵效果的发生与所使用的混凝土刺激无关(研究3)。总之,电抗诱饵效应是一个新的理论框架,在许多社会影响领域也具有重要的实际应用。(PsycInfo数据库记录(c)2020 APA,保留所有权利)。
更新日期:2020-08-01
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