No full-text available
To read the full-text of this research,
you can request a copy directly from the authors.
Affective Responses to Counter-Attitudinal Testimonials Drive Persuasive Effects: The Case of Physician-Assisted Suicide
Communication Research
Abstract
Overtly persuasive narratives such as testimonials pose significant challenges for theories of narrative persuasion. Such theories argue that overt persuasive intent diminishes entertainment and entertaining narratives reduce counterarguing. We propose that testimonial narratives instead have persuasive advantages through their ability to arouse message-consistent emotions and reduce affective reactance to the messages. Participants (n = 1478) were randomly assigned to read a testimonial narrative or a non-narrative article about physician-assisted suicide. Articles were perceived as highly persuasive and low in entertainment intent; the testimonial was higher than the non-narrative in perceived eudaimonic intent. As predicted, testimonials reduced counterarguing via increased meaningful affect and decreased affective reactance to the message. Interaction tests showed that these effects were stronger in counterattitudinal participants. Theoretical implications for understanding the effects of testimonial narratives, particularly when the narratives are eudaimonic, are discussed, as are innovations for measuring counterarguing and perceived message intent.
... Research on narrative persuasion has gained attention recently, exploring how narratives, compared to other non-narrative formats, uniquely influence psychological processes (Busselle & Bilandzic, 2012;Dal Cin et al., 2004;Green et al., 2019;Green & Brock, 2000). Narratives are increasingly used as persuasive tools in health improvement (Green, 2006;Kim et al., 2020;Watts et al., 2023), prejudice reduction (Banas et al., 2020;Igartua & Guerrero-Martín, 2022;Zhuang & Guidry, 2022), and even scientific knowledge transmission (Dahlstrom, 2014). This study focuses on testimonial narratives, characterized by presenting a before-and-after sequence of events in a protagonist's life (Igartua & Cachón-Ramón, 2023;Igartua & Guerrero-Martín, 2022). ...
... The manipulation of these devices triggers dynamic psychological effects, where parallel mechanisms interact, influencing persuasive power (e.g., Wojcieszak et al., 2020). In addition, this narrative format challenges theoretical models of narrative persuasion, employing an over approach compared to entertaining narratives (Watts et al., 2023; also, se below). Therefore, it is essential not only to recognize the potential effects of testimonial narratives (e.g., Braddock & Dillard, 2016), but also to understand how and when they operate and produce these effects, considering their boundary conditions (Green, 2021). ...
... Certain models, such as Slater and Rouner's (2002), designed with entertainment as a fundamental goal, may be counterproductive for testimonial narratives, where overt persuasion attempts are prevalent (Watts et al., 2023). Unlike models emphasizing emotional mechanisms, we consider identification with the protagonist as the primordial mechanisms in testimonials due to its role in increasing absorption and concentration (Ratcliff & Sun, 2020), while potentially leading recipients to stronger psychological reactions and self-transcendence (Moyer-Gusé & Wilson, 2023). ...
While narratives play a ubiquitous role in human life, there has been a recent surge in theoretical and empirical attention dedicated to understanding their impact on varied psychological outcomes. Despite previous attempts to explore the devices that influence narrative effectiveness (e.g., framing, the group cue or narrative voice) and the mechanisms they operate through (e.g., identification or emotional processes), there remains a gap in systematic and simultaneous tests in large samples. In this study, we focus on testimonial narrative messages, employing a pre-registered online experiment in Spain (N = 1502) and replicating it in Hungary (N = 960), examining the impact of narrative frames (immigrant as a profiteer vs victim vs hero), immigrant origin stigma (high vs low), and narrative voice (first- vs third-person) on participants' attitudes and helping intentions towards immigrants. Framing a testimonial in terms of victimization or heroism (compared to profiteering), improved recipients’ attitudes and helping intentions towards immigrants, and produced ripple effects. These effects manifested, primarily, through heightened psychological identification with the protagonist, resulting in increased meaningful affect and cognitive elaboration, alongside decreased counterarguing. These findings offer insights into the dynamics of narrative persuasion models and underscore the significance of testimonial messages in addressing social issues.
... Moreover, the immersive experience of narrative engagement occupies individuals' cognitive resources as they simulate the story world and imagine themselves in the roles of the characters, subsequently diminishing their urge and capacity to formulate counterarguments (Moyer-Gusé & Nabi, 2010). Empirical studies have consistently documented the power of narratives in eliciting emotional responses (e.g., Kang et al., 2020;Murphy et al., 2013;Watts et al., 2023) and reducing counterarguments (e.g., Moyer-Gusé & Nabi, 2010;Ratcliff & Sun, 2020). ...
... Understanding the interplay of these three concepts can also enrich our theoretical knowledge of the key mechanisms of narrative persuasion and its boundary conditions. Prior literature has generally agreed that the psychological mechanisms of narrative persuasion are associated with their ability to engage audiences emotionally (Green & Brock, 2000;Kang et al., 2020;Murphy et al., 2013;Watts et al., 2023). Aligning with the notion that the affective aspects of attitudes (i.e., general feelings or evaluations) are more likely to be influenced by emotional stimuli (Fabrigar & Petty, 1999), meta-analytic evidence suggests that narratives are particularly effective in influencing the persuasion outcomes governed by affective responses (Zebregs et al., 2015). ...
This study investigates the impact of narratives, message sidedness, and psychological uncertainty on promoting updated COVID-19 vaccination. A 2 (narrative vs. non-narrative) × 2 (one-sided vs. two-sided) × 2 (high vs. low uncertainty) between-subjects online experiment ( N = 600) revealed significant three-way interaction effects between narratives, sidedness, and uncertainty on vaccination attitudes and intentions. Specifically, when participants were primed to experience high uncertainty, the one-sided narrative was more persuasive than both the two-sided narrative and the one-sided nonnarrative message. Yet, under conditions of low uncertainty, distinct message types did not show differential persuasive effects. Moreover, the three-way interaction effects were mediated by emotional responses and counterarguing. Theoretical implications for narrative persuasion and practical implications for campaign message design are discussed.
... As they immerse themselves in the vivid, emotionally-charged experiences of the characters (Kim, 2022;Shen et al., 2017;Vafeiadis et al., 2020, they are more likely to accept the persuasive message embedded in the narrative. This immersion reduces the likelihood of reactance, counterargument, or scrutinizing the message (Moyer-Gusé, 2008; Watts et al., 2023). The degree to which individuals engage with the storyinvesting attention in the plot and characters-can alter their real-world beliefs and attitudes (Murphy et al., 2013). ...
Despite a growing number of studies in corporate social advocacy (CSA), little is known about the role of demographic and message factors in shaping consumer reactions toward corporate initiatives. Through a 2 ( gender : male vs. female) × 3 ( age group : 18–34, 35–54, 55+) × 2 ( message strategy : informational vs. narrative) online, between-subjects experiment ( N = 528), we demonstrated that individual factors and message format can influence CSA outcomes. Findings suggested that, after reading a CSA message, males and younger consumers reported higher advocating, megaphoning, purchasing, and brand preference intentions than females and older consumers. Subsequent analyses also revealed that transportation and identification mediated the relationship between message strategy and the outcome variables. Further, the mediation found that male participants and older consumers showed distinct patterns in how transportation and identification influenced their reactions. The implications of these results provide strategic insights to corporate management to design effective CSA messages.
... Counterarguing was measured by asking individuals to respond to three statements on a scale of 1 (strongly disagree) to 7 (strongly agree). Each of the items were designed to tap into counterarguing the content of the message as opposed to the source or message presentation (for a review of the measure, see Watts et al., 2023). The statements were as follows: "I sometimes felt like I wanted to 'argue back' with what was being said in the post," "This post did not line up with my beliefs about COVID-19," and "While I was reading this post, I found myself disputing with the author had to say about COVID-19" (M = 2.28, SD = 1.84, α = .95). ...
Two online experimental studies ( n study1 = 318, n study2 = 462) were conducted to examine whether social media informant type (celebrity influencer vs. expert) and presentation type (numeric vs. generic information) influenced behavioral intentions. Results from Study 1 found that expert-authored posts with numeric information were more persuasive for credibility assessments and, in turn, intentions to obtain the COVID-19 booster vaccine. In Study 2, we retest our hypotheses in the context of support for police reform. Contrary to expectations, neither message manipulation persuaded individuals. Partisanship, however, played a key role in behavioral intentions.
... Lastly, it is possible that the perception of persuasive intent in some narrative contexts does not necessarily lead to reactance. For example, Watts and colleagues (Watts et al., 2023) found that testimonial narratives that were perceived to be highly persuasive still led to reduced counterarguing and affective reactance compared to a non-narrative persuasive message. ...
Persuasive testimonials are common in commercial, nonprofit, and public health contexts. They pose challenges to existing theories of narrative persuasion because they are typically both narrative and overtly persuasive. Prior research has suggested testimonials may be effective with counter-attitudinal recipients by decreasing negative affective responses and increasing meaningful affect. Often, however, testimonials may address behaviors that are anxiety provoking rather than counter-attitudinal; prior research provides little theoretical or empirical guidance concerning message influence in the face of such anxiety. An experiment comparing a testimonial versus a non-narrative message advocating end-of-life conversations found that the testimonial message increased behavioral intentions via meaningful affect and self-efficacy. The testimonial did not decrease anxiety, and there was no differential impact on high versus low anxiety recipients. The authors conclude that a eudaimonic testimonial may serve as a motivator of behavior regardless of anxiety concerning the message topic, as well as a means of increasing self-efficacy.
Previous studies have shown that identification and self-referencing can both function as mechanisms of narrative persuasion. However, it is not yet clear whether they are compatible and can work together in bringing about persuasive effects of narratives, or not. Therefore, this study examines both identification and self-referencing and studies their relation and effects. A 2x2 between-subjects experiment was conducted among 185 student participants, with the factors ‘perspective’ (1st vs. 3rd person) to influence identification and ‘similarity’ (young student protagonist vs. older working protagonist) to influence self-referencing. Results showed that identification mediated indirect effects of perspective on story-consistent belief and self-referencing mediated indirect effects of similarity on story-consistent belief. Moreover, identification and self-referencing serially mediated indirect effects on story-consistent belief. These results indicate that identification and self-referencing are compatible processes which can work together as mechanisms of narrative persuasion.
Scholars have increasingly explored the ways that media content can touch, move, and inspire audiences, leading to numerous beneficial outcomes including increased feelings of connectedness to and heightened motivations for doing good for others. Although this line of inquiry is relatively new, sufficient evidence and patterns of results have emerged such that a clearer picture of the inspiring media experience is coming into focus. This article has two primary goals. First, we seek to synthesize the existing research into a working and evolving model of inspiring media experiences reflecting five interrelated and symbiotic elements: exposure, message factors, responses, outcomes, and personal/situational factors. The model also identifies theoretical mechanisms underlying the previously observed positive effects. Secondly, the article explores situations in which, and precipitating factors present, when these hoped-for outcomes either fail to materialize or result in negative or maladaptive responses and outcomes. Ultimately, the model is proposed as a heuristic roadmap for future scholarship and as an invitation for critique and collaboration in the emerging field of positive media psychology.
This work addresses the study of factors that increase the persuasive efficacy of testimonial messages aimed at improving intergroup attitudes. The results of two online experiments ( N = 840) on the effect of empathy with, and similarity to, the protagonist in personal stories designed to improve attitudes towards immigrants are presented. In both studies, participants were given instructions to induce a certain exposure condition (empathy vs. an objective or distanced perspective) immediately before reading a narrative whose protagonist was an immigrant with high or low similarity to the audience. The results of mediation analysis show that both empathy and similarity increased identification and narrative transportation, which in turn reduced counterarguing, thus resulting in a more positive attitude towards the outgroup and lower threat perception. The results are discussed in the context of research on narrative persuasion and the design of campaigns to reduce racism and xenophobia.
Narrative messages are increasingly being used in the field of tobacco prevention. Our study is based on narrative persuasion and aims to analyze the psychological mechanisms that explain why the narrative voice is relevant to promote persuasive impact. An online experiment with a 2 (narrative voice) × 2 (message) factorial design was carried out. Participants (525 adult smokers) were randomly assigned to two experimental conditions (first-person versus third-person narrative message). To increase the external validity of the study, two different messages were used within each condition. After reading the narrative message the mediating and dependent variables were evaluated. Participants who read the narrative in the first person experienced greater identification. Moreover, mediational analysis showed that both counterarguing and cognitive elaboration played a significant role in the relationship between narrative voice, identification, and persuasive impact. This study confirm that narrative voice is not only an anecdotal formal choice but that it indirectly affects variables related to tobacco prevention, due to the fact that first-person messages activate a mechanism of affective connection with the message (increasing the identification with the protagonist) that decreases resistance to prevention (the counterarguing process) while simultaneously stimulating reflection or cognitive elaboration.
To understand the mechanisms underlying narrative persuasion, a growing body of theoretical and empirical work suggests that narratives reduce audience resistance, possibly via narrative engagement. To synthesize this research, we performed a two-part meta-analysis using three-level random-effects models. Part I focused on experimental studies that directly compared narratives and non-narratives on resistance. Based on 15 effect sizes from nine experimental studies, the overall effect size was d = −.213 (equivalent r = −.107; p < .001), suggesting that narratives generated less resistance than non-narratives. Part II was a synthesis of studies of the relationship between narrative engagement and resistance, consisting of 63 effect sizes from 25 studies. Narrative engagement and resistance were negatively correlated (r = −.131; p < .001), and this relationship was moderated by narrative message characteristics, including genre, length, medium, and character unit. Implications of our findings and directions for future research are discussed.
This study focuses on smoking prevention using narrative messages. In particular, the role of two narrative attributes that can indirectly influence the intention to quit smoking, self-efficacy expectations and the perceived effectiveness of the preventive response were analysed. An experimental study was carried out (N = 680, 50% women and age range 18-55 years) with a 2 (narrative voice: first-vs. third-person message) x 2 (audience-protagonist similarity: low vs. high) between-subjects factorial design. Results showed that the optimal reception condition (first-person narrative with a highly similar protagonist to the audience) induced the highest levels of identification with the protagonist (a former smoker who described the process of quitting smoking and subsequent the improvements he has experienced). Mediational analyses showed that the optimal reception condition exerted significant indirect effects on the dependent variables, due to the increase in identification and reactance reduction. In addition, the optimal reception condition also exerted a significant indirect effect on the perceived effectiveness of the preventive response that was explained by stronger identification and weaker counterarguing. The present study opens an innovative line of research on the construction of narrative messages for smoking prevention. The relevance of the characteristics of these messages is highlighted in order to activate mediating processes that facilitate persuasion.
This study focuses on smoking prevention using narrative messages. In particular, the role of two narrative attributes that can indirectly influence the intention to quit smoking, self-efficacy expectations and the perceived effectiveness of the preventive response were analysed. An experimental study was carried out (N = 680, 50% women and age range 18-55 years) with a 2 (narrative voice: first- vs. third-person message) x 2 (audience-protagonist similarity: low vs. high) between-subjects factorial design. Results showed that the optimal reception condition (first-person narrative with a highly similar protagonist to the audience) induced the highest levels of identification with the protagonist (a former smoker who described the process of quitting smoking and subsequent the improvements he has experienced). Mediational analyses showed that the optimal reception condition exerted significant indirect effects on the dependent variables, due to the increase in identification and reactance reduction. In addition, the optimal reception condition also exerted a significant indirect effect on the perceived effectiveness of the preventive response that was explained by stronger identification and weaker counterarguing. The present study opens an innovative line of research on the construction of narrative messages for smoking prevention. The relevance of the characteristics of these messages is highlighted in order to activate mediating processes that facilitate persuasion.
Psychological reactance, or simply reactance, has become a major concept of interest in communication research. Although this spike in scholarly attention has greatly advanced our understanding of reactance as a communication effect, its growing popularity has been accompanied by lack of conceptual and operational precision and agreement. This review characterizes the wide spectrum of approaches to defining, labeling, and examining reactance in communication research, summarizing major areas of variability. The overall landscape suggests that greater methodological consensus is needed, and there is opportunity to build on prior explications to hone the best approaches to measuring this phenomenon. Ideas for future research are offered to help guide (1) refinement and expansion of current prevailing methodologies, (2) development of measures appropriate to a broader range of communication contexts, and (3) use of more precise and consistent reactance terminology in the communication literature.
Prior research has indicated that narratives are more persuasive than nonnarrative messages. One of the reasons for this effectiveness is that the narratives' intention to persuade is often not explicit, thus making them less likely to be disputed. The goal of this research is to examine the moderating role of persuasive intent in narrative persuasion. To do so, we conducted a 2 (Message format: narrative vs. nonnarrative messages) × 2 (Persuasive intent: intent vs. no intent) experiment with a factorial design among 205 participants on the effects of health narrative messages. Results indicated that persuasive intent undermined the effects of health narratives on persuasion by reducing believability and increasing reactance. Both believability and reactance partially mediated the effects of the narrative messages on attitudes and behavioral intention.
This article assesses the mechanisms whereby first‐person narratives featuring stigmatized immigrants improve outgroup attitudes and encourage intergroup contact among prejudiced individuals. We rely on a 2 (imagined contact vs. control) × 2 (similar vs. dissimilar message protagonist) experiment on a systematic sample of native British adults. Results show that encouraging imagined contact prior to reading a short testimonial featuring an immigrant protagonist who is similar to the recipients in terms of social identity enhances identification with the protagonist, thereby improving outgroup attitudes and encouraging intergroup contact, and especially strongly among those who are prejudiced toward immigrants (i.e., high on modern racism). Theoretical and practical implications of the findings for the work on imagined contact, narrative persuasion, and identification, as well as for public communication campaigns, are discussed.
This experiment, using excerpts from three Hollywood films, indicates that eudaimonic (meaningful) narratives increase willingness to accept delayed rewards (i.e., reduce delay discounting) and acceptance of death, mediated by the effect of eudaimonic narratives on perceived closeness to future self. Our findings provide support for the argument, and its derivation from socio-emotional selectivity theory, that the vicarious experience of life’s transience and sources of meaning in eudaimonic narratives has an impact parallel to that of lived experience, which we call the mediated wisdom of experience. We did not find support for proposed interactions with a written reflection exercise.
Entertainment persuasion theory was applied to investigate how an epilogue to a dramatic episode with an educational subtext about bipolar disorder affected viewer processing and response. In an experiment, viewers (N = 89) were randomly assigned to watch the episode either with or without an epilogue. Exposure to the epilogue increased recognition of the subtext. It also increased counterarguing against the subtext, but only among viewers less involved with the episode’s story. The epilogue decreased social distance for people with bipolar disorder and decreased their belief that bipolar disorder is not treatable. These findings speak to the utility of epilogues as a tool to both reinforce intended entertainment–education messages and to combat misinformation. This function is particularly useful for entertainment portrayals of stigmatized conditions, which are at greater risk of being misunderstood. To avoid viewer reactance, epilogues should be paired with highly involving narratives.
Theories of eudaimonic entertainment and destigmatization concur to suggest that empathic feelings elicited by portrayals of Paralympic athletes can increase audience interest in para-sports and can lead to prosocial attitude change toward persons with disabilities in general. Three experiments were conducted to examine this dual, mutually reinforcing function of empathy in promoting public awareness and destigmatization. Participants watched television spots about the Paralympics that elicited different levels of empathy. As expected, structural equation modeling revealed indirect effects of empathy on audience interest, attitudes, and behavioral intentions that were mediated by elevation and reflective thoughts (Studies 1 and 2), and by feelings of closeness, elevation, and pity (Study 3). Mediation effects were positive for reflective thoughts, elevation, and closeness, but were negative for pity. Results are discussed with regard to problematic effects of pity, and concerns that elevating “supercrip” narratives might lead to negative perceptions of persons with disabilities in general.
Feelings-as-information theory conceptualizes the role of subjective experiences – including moods, emotions, metacognitive experiences, and bodily sensations – in judgment. It assumes that people attend to their feelings as a source of information, with different feelings providing different types of information. Whereas feelings elicited by the target of judgment provide valid information, feelings that are due to an unrelated influence can lead us astray. The use of feelings as a source of information follows the same principles as the use of any other information. Most important, people do not rely on their feelings when they (correctly or incorrectly) attribute them to another source, thus undermining their informational value for the task at hand. What people conclude from a given feeling depends on the epistemic question on which they bring it to bear; hence, inferences from feelings are contextsensitive and malleable. In addition to serving as a basis of judgment, feelings inform us about the nature of our current situation and our thought processes are tuned to meet situational requirements. The chapter reviews the development of the theory, its core propositions and representative findings
The question is addressed whether identification with a story character can evoke emotions that subsequently influence the audience's attitude. Study 1 (N = 145) manipulated identification and found it to influence the evoking of emotions as well as the audience's attitude. Study 2 (N = 115) examined whether emotions are evoked by the extent to which the story's outcome is perceived as just. The main character's culpability was manipulated thereby influencing the extent to which a bad ending was considered just. Mediation analyses attested to the greater importance of identification for evoking emotions compared to the perception of justice. The studies reveal the mediating role of emotions in narrative persuasion as well as how identification can evoke these emotions.
Fictional narratives can have strong effects on people's real world opinions, attitudes, and behavior. Given the far-reaching implications these effects may have, understanding when and how narratives can have such effects is important. One frequent claim about narrative impact is that stories can disable people's ability to critically evaluate the issue. In an experiment, optimal conditions were created to assess whether readers came up with issue-relevant thoughts and to what extent such thoughts influenced the participants’ attitude. The impact of issue-relevant thoughts was compared to that of another mechanism of narrative persuasion: identification. Participants (N = 138) read a story including a discussion scene on a personally relevant issue. The manipulation consisted of the main character being in favor of or against a certain issue. Participants identified more strongly with the main character than with the antagonist. A mediation analysis revealed that identifying with the character being in favor of the issue yielded a more positive attitude toward the issue. A considerable number of participants generated issue-relevant thoughts that proved predictive of the attitude. The experiment provides further evidence for the identification mechanism while revealing insights into how integration of explicit argumentative content into a narrative can influence issue-relevant thinking.
Two experiments investigated the idea that individual differences in need for affect are critical for narrative persuasion. Need for affect, that is, the disposition to approach emotions, was assumed to facilitate the experience of being transported into the mental world of the narrative. An intense experience of transportation, in turn, should enhance the persuasive impact of narrative information on readers' beliefs. A mediated moderation analysis was used to test these assumptions. In both experiments (N = 314), need for affect (approach) and transportation moderated the persuasive effects of a fictional narrative compared to a belief-irrelevant control story (Experiment 1) and the persuasive effects of a story with high emotional content compared to a story with low emotional content (Experiment 2). The moderator effects of need for affect were shown to be mediated by the moderator effects of transportation. In sum, the magnitude of a person's need for affect determines whether and to what extent the person experiences transportation into the story world and is persuaded by the information presented in the narrative.
This article describes a Narrative Engagement Framework (NEF) for guiding communication-based prevention efforts. This framework suggests that personal narratives have distinctive capabilities in prevention. The article discusses the concept of narrative, links narrative to prevention, and discusses the central role of youth in developing narrative interventions. As illustration, the authors describe how the NEF is applied in the keepin' it REAL adolescent drug prevention curriculum, pose theoretical directions, and offer suggestions for future work in prevention communication.
To provide a causal test of identification as a mechanism of narrative persuasion, this study uses the perspective from which a story is told to manipulate identification experimentally and test effects on attitudes. In experiment 1, 120 participants read a story that was told either from the perspective of one character or another character, with both characters having opposing goals. Results showed that perspective influenced identification and story consistency of attitudes. Moreover, identification with one of the characters mediated the effect of perspective on attitudes. In experiment 2, 200 participants read a different story that was told from one of two perspectives, with both characters having opposing opinions. Results showed that identification with both characters mediated the effect of perspective on attitudes. The results of these experiments indicate that identification can be a mechanism of narrative persuasion.
This study of persuasion processes in a value-relevant context tests effects of the presence or absence of statistical evidence and the presence or absence of anecdotal evidence, crossed across three base messages regarding different alcohol use issues. Results suggest that a variant of central processing as described by Petty and Cacioppo (1986) was used: Involvement predicted greater message-relevant responses only when the message was congruent with recipients' own values regarding alcohol use. Among recipients for whom the message was value-congruent, messages with statistical evidence were rated more persuasive, more believable, and better written; anecdotal evidence had no effect. Among recipients for whom the message was value-discrepant, messages with anecdotal evidence were rated more persuasive, more believable, and (marginally) better written, and statistical evidence had no effect. Path analyses also suggest that peripheral-processing strategies are employed when the message is value-discrepant, and central-processing strategies are used when the message is value-congruent.
This research was designed to assess the effects of contemporary political humor on information processing and persuasion, focusing specifically on two competing processes: processing motivation/counterargument distraction and message discounting. In Study 1, 212 undergraduates read one of four monologues by political comedian Bill Maher. Correlations and path modeling suggested that, in general, humor associated with greater source liking, closer information processing, and reduced counterargument, but also with greater message discounting. In Study 2, 204 undergraduates read one of four versions of a message based on the comedy of Chris Rock, manipulated to be more or less funny and attributed to the comedian or not. Results largely replicated those from Study 1. In addition, the humorous messages promoted more discounting than the serious messages, though they were processed with comparable depth. Although no more likely to be persuasive in the short run, the comedic transcript evidenced a sleeper effect after one week. In sum, the data were consistent with the notion that humorous messages might be processed carefully (but not critically) yet simultaneously discounted as irrelevant to attitudinal judgments. Implications for humor research and the sleeper effect are discussed.
We experimentally examined whether giving or receiving self-disclosure leads to greater liking and other positive impressions (e.g., closeness) in initial interactions. We also contributed to a recent debate about the familiarity-attraction link by examining whether knowledge about another leads to greater (or lesser) degrees of liking and perceived similarity. Pairs of unacquainted undergraduates completed a structured self-disclosure task. We randomly assigned one participant to disclose while the other listened in a first interaction; participants switched roles for a second interaction. After the first interaction, listeners (vs. disclosers) reported more liking and other positive interpersonal impressions. These differences disappeared after participants switched roles in the second interaction. Furthermore, listening was associated with greater degrees of perceived similarity.
Reactance theory might be profitably applied to understanding failures in persuasive health communication but for one drawback: The developer of the theory contends that reactance cannot be measured. Rejecting this position, this paper develops four alternative conceptual perspectives on the nature of reactance (i.e., combinations of cognition and affect), then provides an empirical test of each. Two parallel studies were conducted, one advocating flossing the other urging students to limit their alcohol intake In both cases, a composite index of anger and negative cognitions fully mediated the effects of threat-to-freedom and trait reactance on attitude and intention. The data showed that, in fact, reactance can be operationalized as a composite of self-report indices of anger and negative cognitions. The implications for persuasive communication, in general, are considered as well the specific findings for flossing and drinking.
The purpose of this article is to examine the experience of appreciation to media entertainment as a unique audience response that can be differentiated from enjoyment. To those ends, the first section provides a conceptualization of appreciation in which we outline how we are using the term and how it is distinct from questions of emotional valence. The second section discusses the types of entertainment portrayals and depictions that we believe are most likely to elicit feelings of appreciation. Here, we suggest that appreciation is most evident for meaningful portrayals that focus on human virtue and that inspire audiences to contemplate questions concerning life’s purpose. In the final section we consider the affective and cognitive components of appreciation, arguing that mixed-affective responses (rather than bi-polar conceptualizations of affective valence) better capture the experience of appreciation and its accompanying feelings states such as inspiration, awe, and tenderness.
Objective: Examine the longitudinal effects of personal narratives about mammography and breast cancer compared with a traditional informational approach. Methods: African American women (n = 489) ages 40 and older were recruited from low-income neighborhoods in St. Louis, Missouri, and randomized to watch a narrative video comprised of stories from African American breast cancer survivors or a content-equivalent informational video. Effects were measured immediately postexposure (T2) and at 3- (T3) and 6-month (T4) follow-up. T2 measures of initial reaction included positive and negative affect, trust, identification, and engagement. T3 message-processing variables included arguing against the messages (counterarguing) and talking to family members about the information (cognitive rehearsal). T4 behavioral correlates included perceived breast cancer risk, cancer fear, cancer fatalism, perceived barriers to mammography, and recall of core messages. Structural equation modeling examined interrelations among constructs. Results: Women who watched the narrative video (n = 244) compared to the informational video (n = 245) experienced more positive and negative affect, identified more with the message source, and were more engaged with the video. Narratives, negative affect, identification, and engagement influenced counterarguing, which, in turn, influenced perceived barriers and cancer fatalism. More engaged women talked with family members more, which increased message recall. Narratives also increased risk perceptions and fear via increased negative affect. Conclusions: Narratives produced stronger cognitive and affective responses immediately, which, in turn, influenced message processing and behavioral correlates. Narratives reduced counterarguing and increased cognitive rehearsal, which may increase acceptance and motivation to act on health information in populations most adversely affected by cancer disparities.
Including narratives in health-care interventions is increasingly popular. However, narrative information may bias individual's decision making, resulting in patients making poorer decisions. This systematic review synthesises the evidence about the persuasiveness of narrative information on individuals' decision making. Seventeen studies met the review criteria; 41% of studies employed first person narration, 59% third person. Narrative information influenced decision making more than the provision of no additional information and/or statistically based information in approximately a third of the studies (5/17); studies employing first person narratives were twice as likely to find an effect. There was some evidence that narrative information encouraged the use of heuristic rather than systematic processing. However, there was little consistency in the methods employed and the narratives' content to provide evidence on why narratives affect the decision process and outcome, whether narratives facilitate or bias decision making, and/or whether narratives affect the quality of the decision being made. Until evidence is provided on why and how narratives influence decision making, the use of narratives in interventions to facilitate medical decision making should be treated cautiously.
This study aims to test the relative effectiveness of testimonials compared to simple informational health messages, presented both through different modalities and to recipients with different levels of involvement. Results of the three independent experiments demonstrate that testimonials are more persuasive when presented through the audio mode rather than when presented through the written mode. Also, the informational messages are more persuasive when perceived by individuals characterized by high rather than low involvement and high rather than low need for cognition. The results are explained in terms of the Elaboration Likelihood Model. The interactive effect of transportation and involvement on persuasion is further examined. The findings help in the development of more efficient message targeting. The highest level of efficiency can be achieved if the appropriate media modality and message format are used for recipients with certain initial involvement or need for cognition.
Transportation was proposed as a mechanism whereby narratives can affect beliefs. Defined as absorption into a story, transportation entails imagery, affect, and attentional focus. A transportation scale was developed and validated. Experiment 1 (N = 97) demonstrated that extent of transportation augmented story-consistent beliefs and favorable evaluations of protagonists. Experiment 2 (N = 69) showed that highly transported readers found fewer false notes in a story than less-transported readers. Experiments 3 (N = 274) and 4 (N = 258) again replicated the effects of transportation on beliefs and evaluations; in the latter study, transportation was directly manipulated by using processing instructions. Reduced transportation led to reduced story-consistent beliefs and evaluations. The studies also showed that transportation and corresponding beliefs were generally unaffected by labeling a story as fact or as fiction.
Self-disclosure is pervasive on social media and has significant implications for psychological well-being. In this review we synthesize recent research on the motivations, mechanisms and effects of self-disclosure on well-being and then propose a framework that highlights the bidirectional relationship between self-disclosure and well-being. The framework details the mechanisms by which self-disclosure on social media can influence well-being and how self-disclosure fulfills particular needs of individuals with different well-being characteristics. We call for future research to examine the proposed bi-directional relationship, especially studies designed to tease out causal effects.
Identifying causal mechanisms has become a cornerstone of experimental social psychology, and editors in top social psychology journals champion the use of mediation methods, particularly innovative ones when possible (e.g. Halberstadt, 2010, Smith, 2012). Commonly, studies in experimental social psychology randomly assign participants to levels of the independent variable and measure the mediating and dependent variables, and the mediator is assumed to causally affect the dependent variable. However, participants are not randomly assigned to levels of the mediating variable(s), i.e., the relationship between the mediating and dependent variables is correlational. Although researchers likely know that correlational studies pose a risk of confounding, this problem seems forgotten when thinking about experimental designs randomly assigning participants to levels of the independent variable and measuring the mediator (i.e., "measurement-of-mediation" designs). Experimentally manipulating the mediator provides an approach to solving these problems, yet these methods contain their own set of challenges (e.g., Bullock, Green, & Ha, 2010). We describe types of experimental manipulations targeting the mediator (manipulations demonstrating a causal effect of the mediator on the dependent variable and manipulations targeting the strength of the causal effect of the mediator) and types of experimental designs (double randomization, concurrent double randomization, and parallel), provide published examples of the designs, and discuss the strengths and challenges of each design. Therefore, the goals of this paper include providing a practical guide to manipulation-of-mediator designs in light of their challenges and encouraging researchers to use more rigorous approaches to mediation because manipulation-of-mediator designs strengthen the ability to infer causality of the mediating variable on the dependent variable.
The study of narrative persuasion has increased dramatically in the past decade. Whereas much of this research focuses on story and character involvement, the role of emotion—and emotional flow specifically—has been understudied. In this article, we explore the multiple ways that the desire for and the experience of emotional shifts may promote the persuasive influence of narratives. First, we propose that the desire for an emotional shift (e.g., mood management) can guide message selection. Then, the emotional flow, or the series of emotional shifts in response to the unfolding story, may promote and sustain continued engagement with the narrative world. As such, influence of the narrative is likely enhanced. We then argue that the heightened state of narrative engagement and its associated emotional states have implications for post-message attitudes, both short-term attitude change as well as over-time change via emotion-driven topic involvement and social sharing. A research agenda for greater integration of emotion into narrative research is proposed.
This study synthesized components of the elaboration likelihood model with recent theorizing on persuasion through narrative. Specifically, it examines the relationship of perceived salience, transportation, and character identification with respect to narrative, argument, and combination (narrative +argument) messages. Two hundred fifty-five university students were randomly assigned to 1 of the 3 conditions, read a blog about the institution of an exit exam policy at an unnamed university, and filled out an online questionnaire. As anticipated, salience was found to mediate the relationship between transportation and acceptance of the message when narrative messages were followed by epilogues. Participants in the narrative condition were more accepting of the message than participants in the argument condition.
In this article I argue that although the notion of identification with media characters is widely discussed in media research, it has not been carefully conceptualized or rig- orously tested in empirical audience studies. This study presents a theoretical discus- sion of identification, including a definition of identification and a discussion of the consequences of identification with media characters for the development of identity and socialization processes. It is suggested that a useful distinction can be made be- tween identification and other types of reactions that media audiences have to media characters. A critical look at media research involving identification exposes the in- herent conceptual problems in this research and leads to hypotheses regarding the antecedents and consequences of identification with media characters. The impor - tance of a theory of identification to media research and communication research, more broadly, is presented. When reading a novel or watching a film or a television program, audience members often become absorbed in the plot and identify with the characters portrayed. Unlike the more distanced mode of reception—that of spectatorship—identification is a mechanism through which audience members experience reception and interpreta- tion of the text from the inside, as if the events were happening to them. Identification is tied to the social effects of media in general (e.g., Basil, 1996; Maccoby & Wilson, 1957); to the learning of violence from violent films and television, specifically (Huesmann, Lagerspetz, & Eron, 1984); and is a central mechanism for explaining such effects. As Morley (1992) said: "One can hardly imagine any television text having any effect whatever without that identification" (p. 209). The most promi-
"Transportation into a narrative world" (Green & Brock, 2000, 2002) has been identified as a mechanism of narrative impact. A transported individual is cognitively and emotionally involved in the story and may experience vivid mental images. In the study reported here, undergraduate participants (N = 152) read a narrative about a homosexual man attending his college fraternity reunion, rated their transportation into the story, rated the perceived realism of the story, and responded to statements describing story-relevant beliefs. Transportation was positively correlated with perceived realism. Furthermore, individuals with prior knowledge or experience relevant to the themes of the story (e.g., had homosexual friends or family members, were knowledgeable about American fraternities) showed greater transportation into the story. Highly transported readers showed more story-consistent beliefs, and the positive relationship between transportation and story-consistent beliefs held for those both with and without previous relevant experience.
Recent research highlights the superior influence of affect over cognition in health decision making. The present study examined the independent and combined effects of 2 message characteristics that are thought to tap into the cognition-affect distinction: message format (rhetorical vs. testimonial) and argument type (instrumental vs. affective). In this 2 × 2 experiment, 81 college students were randomly assigned to 1 of 4 health messages discouraging binge drinking. The results indicated that messages containing affective arguments were judged more positively and perceived as more effective than were messages containing instrumental arguments. The results further revealed an interaction effect between message format and argument type. Testimonials were more persuasive when they contained affective arguments than when they contained instrumental arguments. Type of arguments did not influence the efficacy of rhetorical messages. Mediation analyses revealed that instrumental arguments reduce the efficacy of testimonials because they prevent individuals from being transported into the story, and increase psychological reactance. In conclusion, testimonial messages more effectively discourage binge drinking among college students when they contain affective, as opposed to instrumental, arguments.
Research suggests that testimonials, or first-person narratives, influence health behavior and health-related decision making, but few studies have examined conceptual factors that may be responsible for these effects. In the current study, older adults who were due for colorectal cancer screening read a message about screening that included a testimonial from a similar other who had previously made the screening decision. We assessed participants' identification with the testimonial character and the degree to which they found the message to be vivid. We explored associations between these factors and participants' knowledge following the message, mood, certainty about screening, and their behavioral intentions to look for more information about screening and to have a test in the next year. In bivariate analyses, identification and vividness were both significantly, positively associated with knowledge and behavioral intentions to have screening in the next year. However, multivariate analyses revealed that only vividness remained significantly associated with knowledge and intentions to be screened.
Provides an intuitive introduction to the key elements of the authors' theory, the Transportation-Imagery Model, and presents the postulates and their implications. Next, this chapter compares the Transportation-Imagery approach to persuasion with dual-process models of rhetorical persuasion, specifically it contrasts the authors' theory with the Elaboration-Likelihood Model. Selected research implications are discussed. This chapter concludes with a discussion of possible areas in which the ideas of narrative persuasion can be applied. (PsycINFO Database Record (c) 2012 APA, all rights reserved)
The purpose of this research is to broaden the conceptualization of entertainment selection to identify not only pleasure-seeking (hedonic concerns) as a motivator, but to also recognize that individuals may choose media as a means of “truth-seeking” (eudaimonic concerns). This article conceptualized and developed measures to illustrate that entertainment can be used as a means of experiencing not only enjoyment, but also as a means of grappling with questions such as life's purpose and human meaningfulness. Four studies were conducted in the development of these measures, providing evidence for their validity in terms of entertainment preference and individual differences, and illustrating how these motivations predict preferences for entertainment that elicits unique affective experiences.
Research has examined the ability of entertainment-education (E-E) programs to influence behavior across a variety of health and social issues. However, less is known about the underlying mechanisms that account for these effects. In keeping with the extended elaboration likelihood model (E-ELM) and the entertainment overcoming resistance model (EORM), we examined how story features, such as narrative transportation and involvement with characters, may reduce three forms of resistance to persuasion - reactance, counterarguing, and perceived invulnerability. In a between-subjects experiment, 367 undergraduates viewed either a dramatic narrative or a nonnarrative program about the difficult consequences of an unplanned teen pregnancy. Participants completed a questionnaire assessing their reactions to the program immediately after viewing and again 2 weeks later. Consistent with predictions derived from the EORM and E-ELM, the dramatic narrative reduced reactance by fostering parasocial interaction with characters and decreasing perceptions of persuasive intent. Also as expected, identification with characters in the narrative reduced counterarguing and increased perceived vulnerability to unplanned pregnancy - although the latter occurred only at the delayed posttest 2 weeks after exposure. Unexpectedly, transportation into the dramatic narrative was associated with greater counterarguing. Taken together, this research demonstrates that investigating narrative influence from the perspective of overcoming resistance is a useful approach. Findings also suggest important differences in how individuals process narrative and nonnarrative messages.
In persuasion and message effects research, involvement is simultaneously one of the most theoretically and empirically useful concepts, and among the most problematic. Involvement is typically invoked to characterize audience members' relationship to the content of a message as well as to explain how that relationship influences their processing of that message, thereby determining message effects. The problem of audience members' relationship to message content and its processing consequences is here recast in terms of the active audience. Audience members are assumed to be goal-directed in exposing themselves to and in processing messages. Six typical goals and associated message-processing strategies —patterns of response to various elements of message presentation and content, source attributes, and persuasive intent—are described, and their implications for predicting message effects and persuasion outcomes are illustrated. The utility of this approach for integrating audience-centered perspectives with empirical persuasion and message effects research and for integrating persuasion research with other message and media effects research contexts is discussed.
The impact of entertainment—education messages on beliefs, attitudes, and behavior is typically explained in terms of social cognitive theory principles. However, important additional insights regarding reasons why entertainment—education messages have effects can be derived from the processing of persuasive content in narrative messages. Elaboration likelihood approaches suggest that absorption in a narrative, and response to characters in a narrative, should enhance persuasive effects and suppress counterarguing if the implicit persuasive content is counterattitudinal. Also, persuasion mediators and moderators such as topic involvement should be reduced in importance. Evidence in support of these propositions are reviewed in this article. Research needed to extend application of these findings to entertainment—education contexts, to further develop theory in the area of persuasion and narrative, and to better account for other persuasive effects of entertainment narrative, such as those hypothesized in cultivation theory, are discussed.
This article elaborates upon the notion of media enjoyment in the context of film viewing by proposing a complementary type of gratification that we conceptualize as appreciation. Three studies were conducted to tap into the multidimensionality of viewers' entertainment gratifications with a special focus on the domain of more serious, poignant, and pensive media experiences typically associated with genres such as drama, history, documentary, or art films. These studies provide evidence of and measurement for gratifications related to fun and suspense, but also gratifications related to moving and thought-provoking entertainment experiences, with all three gratifications leading to perceptions of entertainment having a more long-lasting or enduring effect. The results are discussed with regard to the theoretical conceptualization of entertainment gratification.
A growing body of research indicates that entertainment-education programming can be an effective way to deliver prosocial and health messages. Some have even speculated that entertainment-education may be more effective than overtly persuasive messages in certain circumstances. Despite empirical advances in this area, more work is needed to understand fully what makes entertainment-education unique from a message-processing standpoint. To this end, the present article has three objectives. First, the article examines the involvement with narrative storylines and characters that is fostered by entertainment programming. This includes a much-needed explication and separation of several related constructs, such as identification, parasocial interaction, similarity, and others. Second, the article reviews and synthesizes existing theories that have addressed entertainment-education message processing. Third, the article builds on these theories, presenting an expanded theoretical framework. A set of propositions is advanced and directions for future research are discussed. In total, the article offers a clarification of existing concepts that are critical to the study of entertainment-education, a synthesis of relevant theory, and a set of propositions to guide future research in entertainment-education message effects.
On the basis of the familiarity-empathy assumption that self-disclosure evokes empathy for the speaker, it was predicted that a victim's self-disclosure would inhibit aggression against the victim. Female Japanese subjects were asked to give electric shocks to a female victim who disclosed information about herself, was not given an opportunity to do so, or rejected disclosure. Independently of self-disclosure, another empathy arousal was introduced, that is, whether or not the victim expressed her fear of shocks before they were delivered. Consistent with our hypothesis, subjects selected less severe shocks when the victim disclosed information about herself than when she was not given an opportunity to do so or when she rejected self-disclosure. The victim's expression of fear was also very effective in reducing subjects' aggression, suggesting that drawing subjects' attention to the victim's negative emotional state evoked empathy for her and reduced their aggression.
Constructing a TPB questionnaire: Conceptual and methodological considerations
- I Ajzen
Ajzen, I. (2002). Constructing a TPB questionnaire: Conceptual and methodological considerations. http://people.umass.edu/aizen/pdf/tpb.measurement.pdf
One or two processes? Challenges of theoretical and empirical integration between the E-ELM and dual-process models of hedonic and eudaimonic entertainment
- A Bartsch
- Bartsch A.
Bartsch, A. (2022, May). One or two processes? Challenges of theoretical and empirical integration between the E-ELM and dual-process models of hedonic and eudaimonic entertainment [Paper presentation]. Symposium Challenges in Eudaimonic Entertainment Research:
From Reflective Processes to Unconscious Impact, Paris, France.
Gallup poll social series: Values and beliefs
Gallup News Service. (2019). Gallup poll social series: Values and beliefs. https://news.gallup.
com/file/poll/257882/190529MoralIssues.pdf