Exploring physiologic reactions to persuasive information.

Autor: Spelt HAA; Digital Engagement, Cognition and Behavior Group, Philips Research, Eindhoven, The Netherlands.; Human-Technology Interaction Group, Faculty Industrial Engineering & Innovation Sciences, Eindhoven University of Technology, Eindhoven, The Netherlands., Asta L; Human-Technology Interaction Group, Faculty Industrial Engineering & Innovation Sciences, Eindhoven University of Technology, Eindhoven, The Netherlands., Kersten-van Dijk ET; Human-Technology Interaction Group, Faculty Industrial Engineering & Innovation Sciences, Eindhoven University of Technology, Eindhoven, The Netherlands., Ham J; Human-Technology Interaction Group, Faculty Industrial Engineering & Innovation Sciences, Eindhoven University of Technology, Eindhoven, The Netherlands., IJsselsteijn WA; Human-Technology Interaction Group, Faculty Industrial Engineering & Innovation Sciences, Eindhoven University of Technology, Eindhoven, The Netherlands., Westerink JHDM; Digital Engagement, Cognition and Behavior Group, Philips Research, Eindhoven, The Netherlands.; Human-Technology Interaction Group, Faculty Industrial Engineering & Innovation Sciences, Eindhoven University of Technology, Eindhoven, The Netherlands.
Jazyk: angličtina
Zdroj: Psychophysiology [Psychophysiology] 2022 Jun; Vol. 59 (6), pp. e14001. Date of Electronic Publication: 2022 Jan 23.
DOI: 10.1111/psyp.14001
Abstrakt: Persuasion aims at changing peoples' motivations and/or behaviors. This study explores how and when physiology reflects persuasion processes and specifically whether individual differences in motivations and behaviors affect psychophysiologic reactions to persuasive information. Participants (N = 70) with medium or high meat consumption patterns watched a persuasive video advocating limited meat consumption, while their electrodermal and cardiovascular physiology was measured. Results indicated that the video increased participants' moral beliefs, perceived behavioral control, and reduction intentions. This study also found an increase in physiologic arousal during the persuasive video and that people with motivations less aligned to the persuasion objective had more physiologic arousal. The findings encourage further psychophysiologic persuasion research, especially as these insights can potentially be used to personalize persuasive messages of behavior change applications.
(© 2022 Philips Research, Netherlands. Psychophysiology published by Wiley Periodicals LLC on behalf of Society for Psychophysiological Research.)
Databáze: MEDLINE
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