Affect and persuasion: mood effects on the processing of message content and context cues and on subsequent behavior

Es werden zwei Experimente vorgestellt, die den Einfluß der Stimmung eines Rezipienten auf die Verarbeitung der alltäglichen Kommunikation und sein späteres Verhalten untersuchen. Es zeigt sich, daß eine positive Stimmung die Motivation einer Person verringert, systematisch den Inhalt einer Mitteilung als auch damit im Zusammenhang stehende Informationen zu verarbeiten. Ihr Verhalten widerspiegelt weniger die Differenzierungen im Mitteilungsinhalt als das Verhalten von Personen in neutraler Stimmung. (psz)'Two experiments are reported examining the impact of recipient's mood on the processing of simple, everyday persuasive communications and on subsequent behavior. Consistent with the general assumption that affective states may inform an individual about the state of its current environment, it was found that affective states may inform an individual about the state of its current environment, it was found that positive (as compared to neutral or negative) mood reduced subjects' motivation to systematically process both content information and contextual cues. Specifically, experiment 1 demonstrated that, in a field setting, the behavior of subjects who had been put in a good mood was less likely to reflect differences in message content than the behavior of neutral mood subjects. Experiment 2 replicated and extended this finding, showing that good mood subject's behavior was uninfluenced by content as well as context information, whereas bad mood subjects did make use of both types of information. Subject's cognitive responses paralleled the behavioral data. The results are discussed in terms of their compatibility with contemporary models of persuasion, and their implications for future research on mood and persuasion and on the interplay of affect and cognition in general are considered.' (author's abstract

[Avian cytogenetics goes functional] Third report on chicken genes and chromosomes 2015

High-density gridded libraries of large-insert clones using bacterial artificial chromosome (BAC) and other vectors are essential tools for genetic and genomic research in chicken and other avian species... Taken together, these studies demonstrate that applications of large-insert clones and BAC libraries derived from birds are, and will continue to be, effective tools to aid high-throughput and state-of-the-art genomic efforts and the important biological insight that arises from them

Salience of rape affects self-esteem: Individual versus collective self-aspects

Bohner G, Erb H-P, Raaijmakers Y. Salience of rape affects self-esteem: Individual versus collective self-aspects. Group Processes and Intergroup Relations. 1999;2(2):191-199

Intuitive and heuristic judgment - Different processes? Presentation of a German version of the rational-experiential inventory and of new self-report scales of heuristic use

In this paper we present a German scale assessing intuitive and rational processing (a translation of the Rational-Experiential Inventory [REI]; Epstein, Pacini, Denes-Raj & Heier, 1996) as well as new scales assessing the use and evaluation of various persuasion heuristics. The German REI is shown to have good item characteristics and high reliability and to replicate the two-dimensional structure of the original scale with its subscales faith in intuition and need for cognition. Both dimensions are independent of social desirability, and correlations with various personality traits speak to their construct validity. Further results indicate differences in the self-reported use of different persuasion heuristics contingent on the need for cognition and faith in intuition that hint at a differentiation of associative and rule based heuristic processes. In addition, the correlational patterns suggest a conceptual distinction between heuristic and intuitive processing

Priming and persuasion: Influences of activation of personality traits on processes of attitude change and on the evaluation of the communicator

Bohner G, Erb H-P, Crow K. Priming und Persuasion: Einflüsse der Aktivierung verschiedener Persönlichkeitsdimensionen auf Prozesse der Einstellungsänderung und auf die Beurteilung des Kommunikators. Zeitschrift für Sozialpsychologie. 1995;26:263-271

Choice preferences without inferences: subconscious priming of risk attitudes

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When expertise backfires: Contrast and assimilation effects in persuasion

Bohner G, Ruder M, Erb H-P. When expertise backfires: Contrast and assimilation effects in persuasion. British Journal of Social Psychology. 2002;41(4):495-519.It was proposed that source cues bias message processing in a direction opposite to cue valence if message content violates cue-based expectancies (contrast hypothesis), but consistent with cue valence if message content is ambiguous (bias hypothesis). In line with these hypotheses, students (N = 123) reported less favourable thoughts and attitudes after reading weak arguments presented by a high (vs. low) expertise source (Expts I and 2), and reported more favourable thoughts after reading strong arguments presented by a low (vs. high) expertise source (Expt 2). Conversely, students' thoughts and attitudes were more (less) favourable when a high (low) expertise source presented ambiguous arguments (Expt 2). Results are discussed in relation to dual- vs. single-process accounts of persuasion and models of assimilation and contrast in social judgment

Social influence and persuasion: Recent theoretical developments and integrative attempts

Erb H-P, Bohner G. Social influence and persuasion: Recent theoretical developments and integrative attempts. In: Fiedler K, ed. Social communication. Frontiers of social psychology. New York: Psychology Press; 2007: 191-221

Sozialer Einfluss durch Mehrheiten und Minderheiten

Erb H-P, Bohner G. Sozialer Einfluss durch Mehrheiten und Minderheiten. In: Frey D, Irle M, eds. Theorien der Sozialpsychologie. Vol 2: Gruppen-, Interaktions- und Lerntheorien. 2., vollständig überarbeitete u. erweiterte Aufl. Bern: Huber; 2003: 47-61