To what extent does numbering the reasons for a negative decision influence the persuasive force of the text? That is the focus of this study, in which we report an experiment (with 265 participants) wherein the direct effects and the indirect effects of numeral markings are analyzed in two linguistic contexts: in the introduction of the upcoming enumeration of reasons (the so-called ‘trigger’) and in the lead-ins of the successive reasons of the enumeration itself. The experiment was conducted within the framework of the Elaboration Likelihood Model (Petty and Cacioppo, 1984) and the Schematic Text Structural Expectations Hypothesis (Sanders and Noordman, 2000; Mulder, 2008). Adding numeral markers in both trigger and lead-ins turns out to enhance the persuasiveness of the text in several ways. It stimulates readers to elaborate more on the content of the reasons. It helps readers to scrutinize the reasons and stimulates recall, which contributes to a more balanced judgment. The markings also have a direct positive effect on persuasiveness, which points to an effect on low elaborating readers. Furthermore, inconsistent implementation of numeral markings (the combination of a numeral trigger with non-numeral lead-ins or a non-numeral trigger with numeral lead-ins) has a negative indirect effect on persuasiveness via text evaluation. This effect is explained by assuming that the Schematic Text Structural Expectations Hypothesis not only applies to text processing, but to text evaluation as well.

中文翻译：

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数字说服力：坏消息中论点的数字标记如何影响说服力？

编号否定决定的原因在多大程度上会影响文本的说服力？这是本研究的重点，在该研究中，我们报告了一个实验（有265名参与者），其中在两种语言环境中分析了数字标记的直接影响和间接影响：在介绍即将进行的原因枚举（即-称为“触发”），并在枚举本身的连续原因中引入。实验是在细化可能性模型（Petty和Cacioppo，1984）和图解文本结构期望假说（Sanders和Noordman，2000； Mulder，2008）的框架内进行的。事实证明，在触发器和导入中都添加数字标记可以以多种方式增强文本的说服力。它激发读者更多地阐述原因的内容。它可以帮助读者仔细检查原因并激发回忆，从而有助于做出更平衡的判断。标记还对说服力产生直接的积极影响，这表明对精打细算的读者有影响。此外，数字标记的不一致实现（数字触发器与非数字导入的组合或非数字触发器与数字导入的组合）会对通过文本评估的说服力产生负面的间接影响。通过假定“示意性文本结构期望”假说不仅适用于文本处理，而且也适用于文本评估来解释这种效果。标记还对说服力产生直接的积极影响，这表明对精打细算的读者有影响。此外，数字标记的不一致实现（数字触发器与非数字导入的组合或非数字触发器与数字导入的组合）会对通过文本评估的说服力产生负面的间接影响。通过假设“示意性文本结构期望”假说不仅适用于文本处理，还适用于文本评估来解释这种效果。标记还对说服力产生直接的积极影响，这表明对精打细算的读者有影响。此外，数字标记的不一致实现（带非数字导入的数字触发器或带数字导入的非数字触发器的组合）会对通过文本评估的说服力产生负面的间接影响。通过假设“示意性文本结构期望”假说不仅适用于文本处理，还适用于文本评估来解释这种效果。数字标记的不一致实现（带非数字导入的数字触发器或带数字导入的非数字触发器的组合）会对通过文本评估的说服力产生负面的间接影响。通过假定“示意性文本结构期望”假说不仅适用于文本处理，而且也适用于文本评估来解释这种效果。数字标记的不一致实现（带非数字导入的数字触发器或带数字导入的非数字触发器的组合）会对通过文本评估的说服力产生负面的间接影响。通过假设“示意性文本结构期望”假说不仅适用于文本处理，还适用于文本评估来解释这种效果。