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Number 1/2007
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Are we in danger of the greenhouse effect? The influence
of the dynamics of emotions on acceptance of persuasive arguments
Katarzyna Gusztyla
Institute of Psychology, University of Maria Curie - Skłodowska
Abstract |
Two studies investigated connections between the emotional see - saw and
the effectiveness of persuasion. In both experiments a sudden interruption of
emotion influenced compliance towards attempts to direct opinions. Experiment 1
showed an interesting example of an opposing effect of the emotional see - saw.
In the case when subjects were presented with convincing arguments that the
greenhouse effect would have negative consequences on the environment, a sudden
withdrawal of the source of emotion increased the certainty that pro - ecological
actions should be undertaken. In the second condition, the subjects were expected
to express their own opinions about climate warming. In this case the emotional
see - saw reduced the above certainty. Experiment 2 proved that the emotional
see - saw increased the acceptance of persuasive arguments only when they came
from a high reliability source.
Key words: emotional see - saw, persuasion, compliance, reliability of the source
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