说服效应的理论模型、影响因素与应对策略

心理科学进展 ›› 2012, Vol. 20 ›› Issue (5): 735-744.

说服效应的理论模型、影响因素与应对策略

马向阳;徐富明;吴修良;潘靖;李甜

(¹华中师范大学心理学院暨湖北省人的发展与心理健康重点实验室, 武汉 430079)
(²中国科学院心理研究所, 北京 100101)

收稿日期:2011-11-03 修回日期:1900-01-01 出版日期:2012-05-15 发布日期:2012-05-15
通讯作者: 徐富明

Theoretical Models, Influencing Factors and Coping Strategies of the Persuasion Effect

MA Xiang-Yang;XU Fu-Ming;WU Xiu-Liang;PAN Jing;LI Tian

(¹School of Psychology, Central China Normal University, and Hubei Human Development and Mental Health Key Laboratory, Wuhan 430079, China)
(²Institute of Psychology, Chinese Academy of Sciences, Beijing 100101, China)

Received:2011-11-03 Revised:1900-01-01 Online:2012-05-15 Published:2012-05-15
Contact: XU Fu-Ming

摘要/Abstract

摘要： 说服效应是指面临说服性信息时, 个体态度发生转变并影响其决策行为的一种现象, 该现象普遍存在于政治选举、生活消费及商业广告等领域, 具有重要的应用价值。说服效应的两个主要理论模型包括双加工模型和自我功效理论。信息源的可信度、情绪、信息框架、社会网络、事件卷入度等是影响说服效应的主要因素。说服效应的应对策略包括公开承诺和自我控制。未来的研究应该从说服效应的产生根源、特征成分及应用领域等方面进行深入地探讨。

关键词: 说服效应, 精细可能性模型, 自我功效理论, 公开承诺

Abstract: Persuasion effect was defined as a phenomenon that individual changes his attitude and behavioral decision when faced with persuasive information. This phenomenon has important application value and is universal in political elections, consumption and commercial advertising. The dual process model and self-validation hypothesis are two theoretical models of the persuasion effect, namely. The influential factors of persuasion effect include credibility of sources, emotions, message framing, social networks and issue involvement. The effective strategies of persuasion effect contain public commitment and self-control. The deficiencies existing in current research are discussed and the directions for future research on persuasion effect are suggested.

Key words: persuasion effect, the elaboration likelihood model, self-validation theory, public commitment

马向阳;徐富明;吴修良;潘靖;李甜. (2012). 说服效应的理论模型、影响因素与应对策略. 心理科学进展 , 20(5), 735-744.

MA Xiang-Yang;XU Fu-Ming;WU Xiu-Liang;PAN Jing;LI Tian. (2012). Theoretical Models, Influencing Factors and Coping Strategies of the Persuasion Effect. , 20(5), 735-744.