Σχολή Διοίκησης Επιχειρήσεων

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Η Σχολή Διοίκησης Επιχειρήσεων περιλαμβάνει τα Τμήματα: - Τμήμα Οργάνωσης και Διοίκησης Επιχειρήσεων - Τμήμα Μάρκετινγκ και Επικοινωνίας - Τμήμα Λογιστικής και Χρηματοοικονομικής - Τμήμα Διοικητικής Επιστήμης και Τεχνολογίας.

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Emotions and cognition. The multiple roles of anger, surprise and awe in persuasive communication
Lamprinakos, Grigorios; Λαμπρινάκος, Γρηγόριος; Athens University of Economics and Business, Department of Marketing and Communication; Μπάλτας, Γεώργιος; Δημητριάδης, Σέργιος; Σκαρμέας, Διονύσιος; Αργουσλίδης, Παρασκευάς; Καραντινού, Καλυψώ; Σταυράκη, Μαρία; Briñol, Pablo
Τhe new theoretical models examining the effects of emotions on persuasion had to integrate numerous apparently contradictory results, as well as to account unitarily for the diversity of processes and consequences involved in persuasive phenomena (for a historical review of the evolution of the theoretical models in persuasion, see Petty & Briñol, 2008). Among the different models developed in this regard, the present doctoral thesis is based on the Elaboration Likelihood Model (ELM, Petty & Cacioppo, 1986, Petty & Wegener, 1999, Petty & Briñol, 2012) as a conceptual framework, to examine the psychological mechanisms through which emotions influence attitude change.Scholars of emotion have noted that emotional states are typically associated with a diversity of appraisals (e.g., Keltner, Ellsworth, & Edwards, 1993; Lerner & Keltner, 2000). For example, happiness is a pleasant emotion associated with confidence, whereas sadness is an unpleasant emotion associated with doubt (Clore, Gasper, & Garvin, 2001). Importantly, the pleasantness and confidence appraisals associated with emotions do not always correspond in valence. For example, anger is a negative, unpleasant emotion, which is associated with feelings of confidence (Humrichouse & Watson, 2010; Tiedens & Linton, 2001). In contrast, awe and surprise are relatively more pleasant emotions than anger, associated with doubt rather than confidence (Keltner & Haibt, 2003; Smith & Ellsworth, 1985).In three studies, using a 2 × 2 × 2 between-subjects factorial experimental design, we applied a multiple appraisals perspective on emotions to predict and show how the same emotion induced before or after a persuasive message can affect evaluative judgments through different psychological processes. Specifically, we compare anger to awe and surprise and show how the same emotion induced before or after generating thoughts in response to an emotion irrelevant task can lead to very different attitudes by either increasing or decreasing reliance on those thoughts. That is, participants that are induced to generate positive or negative thoughts in response to a proposal, when experience feelings of anger surprise or awe they come to rely more or less on those thoughts when asked to form attitudes. As explained further shortly, whether thought use is increased or decreased depends on the particular appraisal of the emotion that is momentarily salient.

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Πλοήγηση Σχολή Διοίκησης Επιχειρήσεων ανά Επιβλέπων "Briñol, Pablo"