Interpersonal Consequences of Deceptive Expressions of Sadness

Emotional expressions evoke predictable responses from observers; displays of sadness are commonly met with sympathy and help from others. Accordingly, people may be motivated to feign emotions to elicit a desired response. In the absence of suspicion, we predicted that emotional and behavioral responses to genuine (vs. deceptive) expressers would be guided by empirically valid cues of sadness authenticity. Consistent with this hypothesis, untrained observers (total N = 1,300) reported less sympathy and offered less help to deceptive (vs. genuine) expressers of sadness. This effect was replicated using both posed, low-stakes, laboratory-created stimuli, and spontaneous, real, high-stakes emotional appeals to the public. Furthermore, lens models suggest that sympathy reactions were guided by difficult-to-fake facial actions associated with sadness. Results suggest that naive observers use empirically valid cues to deception to coordinate social interactions, providing novel evidence that people are sensitive to subtle cues to deception.

Factors in the effectiveness of anticipatory guilt and shame appeals on health communications: The role of self-construal, regulatory focus and personal cultural orientation

<p>Negative emotional appeals are commonly used in health messages to cut through the clutter and promote health behaviour change. A research gap exists as to how the emotions of guilt and shame and respective arousals to these emotions act to influence compliance with health messages. Research rarely distinguishes between guilt and shame appeals, different emotional and psychological responses to the two types of appeals, and the main moderators that influence the response to these appeals. To address this gap, this empirical study builds and tests a model for better understanding the processes by which guilt and shame appeals lead to compliance with health messages. Drawing on the theoretical frameworks of cognition, emotion, motivation and research focusing on guilt or/and shame messages and behavioural intention, this study develops an extended model that incorporates influential variables. These include the significant mediating variable of the coping response to emotion, and the moderating variables of self-construal, regulatory focus, and personal cultural orientation. Binge drinking among young adults (aged 16 to 30) is the research context for this study. A series of experiments was conducted to test the research model. Data was collected through an online questionnaire survey among university undergraduates in New Zealand. The main survey collected 301 useable responses including the treatment (n = 266) and control (35) groups. The survey data were analysed using a combination of analysis of covariance and covariance-based structural equation modelling. The results broadly support the proposed model for health communications using guilt and shame appeals. Findings revealed that the coping response has a partial mediating effect on the relationship between guilt/shame arousals and message compliance. Both guilt and shame arousals influence not only message compliance (directly) but also the coping response (indirectly). As predicted, regulatory focus and self-construal were found to moderate guilt/shame arousals from respective emotional appeals. Regulatory focus moderated the levels of shame arousals from shame appeals; that is, prevention-focused individuals exhibited higher shame arousals than their promotion-focused counterparts. Self-construal moderated the levels of guilt arousals from guilt appeals; that is, independent self-construals exhibited higher guilt arousals than their interdependent counterparts. However, there were no interactive effects of self-construal with self-referencing or sources of evaluation on guilt/shame arousals. Personal cultural orientation moderated the impact of shame arousals, but not those of guilt arousals, on message compliance. That is, shame predicted message compliance in collectivists, but not individualists. Interestingly, there was no main differential effect of guilt versus shame arousals in message compliance, but there was an interactive effect of emotion type with personal cultural orientation as previously mentioned. The contributions of this study include refining understanding of guilt versus shame, developing the coping response construct, and identifying key moderators and illustrating their impacts on self-conscious emotional arousals. These contributions open new lines of inquiry in the health communications and discrete emotions literature. First, previous discrete emotions literature has mentioned the effects of unintentional emotions, but this research controlled for these effects. It examined guilt and shame separately through respective emotional arousals rather than emotional appeals. Second, the study extended the model of the effectiveness of guilt versus shame appeals in health communications where the coping response is an instrumental mediator. This mediator influences whether or not the receivers actually take on compliant behaviour. Third, the present study differentiated the effect of guilt versus shame appeals. It provides conditions where such appeals are effective. These conditions are type of emotion interacting with self-construal, and regulatory focus. In addition, the study identified the condition under which guilt or shame arousals are most effective. Effectiveness depends on emotion type and personal cultural orientation. The findings have important practical implications. By understanding how distinct emotion (i.e., guilt versus shame) works and how coping responses (i.e., adaptive versus maladaptive) to these emotions are triggered, practitioners can better structure emotional messaging. Knowledge of message receiver attributes will help them select media appropriately. These attributes are independent versus interdependent, promotion focused versus prevention focused, and individualist versus collectivist. Thus, insights from this research could help health marketers, policy makers as well as health promotion agencies to effectively develop health communications campaigns with more appealing message content and appropriate media selection.</p>

Factors in the effectiveness of anticipatory guilt and shame appeals on health communications: The role of self-construal, regulatory focus and personal cultural orientation

<p>Negative emotional appeals are commonly used in health messages to cut through the clutter and promote health behaviour change. A research gap exists as to how the emotions of guilt and shame and respective arousals to these emotions act to influence compliance with health messages. Research rarely distinguishes between guilt and shame appeals, different emotional and psychological responses to the two types of appeals, and the main moderators that influence the response to these appeals. To address this gap, this empirical study builds and tests a model for better understanding the processes by which guilt and shame appeals lead to compliance with health messages. Drawing on the theoretical frameworks of cognition, emotion, motivation and research focusing on guilt or/and shame messages and behavioural intention, this study develops an extended model that incorporates influential variables. These include the significant mediating variable of the coping response to emotion, and the moderating variables of self-construal, regulatory focus, and personal cultural orientation. Binge drinking among young adults (aged 16 to 30) is the research context for this study. A series of experiments was conducted to test the research model. Data was collected through an online questionnaire survey among university undergraduates in New Zealand. The main survey collected 301 useable responses including the treatment (n = 266) and control (35) groups. The survey data were analysed using a combination of analysis of covariance and covariance-based structural equation modelling. The results broadly support the proposed model for health communications using guilt and shame appeals. Findings revealed that the coping response has a partial mediating effect on the relationship between guilt/shame arousals and message compliance. Both guilt and shame arousals influence not only message compliance (directly) but also the coping response (indirectly). As predicted, regulatory focus and self-construal were found to moderate guilt/shame arousals from respective emotional appeals. Regulatory focus moderated the levels of shame arousals from shame appeals; that is, prevention-focused individuals exhibited higher shame arousals than their promotion-focused counterparts. Self-construal moderated the levels of guilt arousals from guilt appeals; that is, independent self-construals exhibited higher guilt arousals than their interdependent counterparts. However, there were no interactive effects of self-construal with self-referencing or sources of evaluation on guilt/shame arousals. Personal cultural orientation moderated the impact of shame arousals, but not those of guilt arousals, on message compliance. That is, shame predicted message compliance in collectivists, but not individualists. Interestingly, there was no main differential effect of guilt versus shame arousals in message compliance, but there was an interactive effect of emotion type with personal cultural orientation as previously mentioned. The contributions of this study include refining understanding of guilt versus shame, developing the coping response construct, and identifying key moderators and illustrating their impacts on self-conscious emotional arousals. These contributions open new lines of inquiry in the health communications and discrete emotions literature. First, previous discrete emotions literature has mentioned the effects of unintentional emotions, but this research controlled for these effects. It examined guilt and shame separately through respective emotional arousals rather than emotional appeals. Second, the study extended the model of the effectiveness of guilt versus shame appeals in health communications where the coping response is an instrumental mediator. This mediator influences whether or not the receivers actually take on compliant behaviour. Third, the present study differentiated the effect of guilt versus shame appeals. It provides conditions where such appeals are effective. These conditions are type of emotion interacting with self-construal, and regulatory focus. In addition, the study identified the condition under which guilt or shame arousals are most effective. Effectiveness depends on emotion type and personal cultural orientation. The findings have important practical implications. By understanding how distinct emotion (i.e., guilt versus shame) works and how coping responses (i.e., adaptive versus maladaptive) to these emotions are triggered, practitioners can better structure emotional messaging. Knowledge of message receiver attributes will help them select media appropriately. These attributes are independent versus interdependent, promotion focused versus prevention focused, and individualist versus collectivist. Thus, insights from this research could help health marketers, policy makers as well as health promotion agencies to effectively develop health communications campaigns with more appealing message content and appropriate media selection.</p>

Living Abroad During COVID-19

The purpose of this study was to better understand the uncertainties that international students faced and managed throughout COVID-19 and the impact these uncertainties had on their personal relationships. We conducted interviews with 14 international students and found that they were particularly uncertain about the health of their family members (RQ1a), their health (RQ1b), and where to wait out COVID-19 (RQ1c). Those uncertainties that could be navigated were managed via participants giving informational directives, providing instrumental support, making emotional appeals (RQ2a), engaging in new behaviors and self-care (RQ2b), and increasing communication with and withholding information from family members (RQ2c). Last, we found that COVID-19 impacted international students’ personal relationships in two distinct, positive, ways: they became closer with friends and connected more with family members (RQ3). Overall, the findings from our study have implications for future research and offer suggestions for supporting international students during times of future uncertainty.

Emotional Appeals, Climate Change, and Young Adults: A Direct Replication of

There is much need to verify the robustness of published findings in the field of communication—particularly regarding the effects of persuasive emotional appeals about social issues. To this end, we present the results from a preregistered, direct replication of C. Skurka, J. Niederdeppe, R. Romero-Canyas, and D. Acup (2018). The original study found that a threat appeal about climate change can increase risk perception and activism intentions and that a humor appeal can also increase activism intentions with a large sample of young adults. Using the same stimuli, measures, and experimental design with a similar sample, we fail to replicate these main effects. We do, however, replicate age as a moderator of humor’s effect on perceived risk, such that the humor appeal only persuaded emerging adults (ages 18–21.9). We consider several explanations for our discrepant findings, including the challenges (and opportunities) that persuasion researchers must navigate when communicating about rapidly evolving social issues.

Investigating the Effects of Intrinsic Motivation and Emotional Appeals Into the Link Between Organic Appeals Advertisement and Purchase Intention Toward Organic Milk

Consumers care about healthy food. Thus, several firms use organic appeals advertising to change consumer attitudes and persuade them to purchase organic food. Organic appeals advertisement often presents content that provides information and knowledge about organic elements of a food product (e.g., health, safety, a lack of chemicals, and rich nutrition). In contrast, non-organic appeals advertisement does not present information about organic elements of a food product. This study aims to clarify the effect of organic appeals advertisement on consumer motivations and behavior. It uses the stimuli-organism-response model and self-determination motivation theory to investigate the relationship between organic appeals advertisement and purchase intention toward organic milk considering the mediating role of intrinsic motivation and the moderating role of emotional appeals. Two experimental designs are used to test the hypotheses. Results show that consumers receiving organic appeals advertisement have a higher intention to purchase organic milk than those receiving non-organic appeals advertisement. Furthermore, intrinsic motivation is found to have a mediating role in the link between organic appeals advertisement and purchase intention. In other words, when consumers receive advertisements of an organic milk product, they have higher intrinsic motivation and hold higher intention to purchase organic milk products. Furthermore, emotional appeals have a moderating effect on the relationship between organic appeals advertisement and intrinsic motivation. The influence of organic appeals advertisement on intrinsic motivation is stronger when emotional appeals are positive and weaker when emotional appeals are negative.

Cross-Cultural Pragmatics on Lexical Cohesion in President Obama’s and President Buhari’s Inaugural Speeches

Numerous studies have revealed how Lexical Cohesion supported the fulfilment of political leaders’ persuasion intention in their rhetoric. The purpose of this study was to cross-culturally explore President Obama’s and President Buhari’s Inaugural Speeches to examine the impact of culture on the persuasive functions of Lexical Cohesion in their rhetoric. Therefore, while drawing on Pragmatics, the study adopted a qualitative discourse analysis approach, utilised an eclectic framework of Lexical Cohesion based on Hoey (1991), Martin (1992) and Eggins (2004) to analyse Obama’s and Buhari’s first inaugural speeches. The findings indicate, on one hand, that although Obama deployed more categories and more frequencies of Lexical Cohesion than Buhari did, ‘Repetition’ (50%) was the most dominant source of Lexical Cohesion in each of the two speeches. Moreover, the most reiterated item in the two speeches were personal pronouns, where Obama mostly repeated the pronoun ‘we’, which had inclusive function, and Buhari mostly repeated ‘I’ and the exclusive ‘we’. On the other hand, the findings suggest that Obama utilised Lexical Cohesion mainly for ‘emotional appeals’, ‘audience involvement’, and ‘credibility-building strategies’; while Buhari used Lexical Cohesion for ‘emphasizing his (and his team’s) personal commitment’, ‘building his credibility’, and ‘demonizing past administrations’. Finally, in the light of these findings, the study has drawn two major conclusions: (1) that on the preponderance of repetition of personal pronouns in both the two speeches, the findings suggest that the generic conventions of the use of personalised English in the inaugural address outweigh any culture-specific discourse practices of the two communities; (2) that Obama’s strategies of emotional appeals and audience involvement that enabled him to ‘speak along with his audience’, which contrast with Buhari’s strategies of emphasizing personal commitment and audience-exclusive tone that made him to ‘speak alone’, seem to have rendered Obama’s speech more interactional and more audience-engaging than Buhari’s speech.

O-097 The presentation of medical risks and incentives in egg donation: an analysis of Belgian, Spanish and UK fertility clinic websites

Study question How do fertility clinics’ websites of the UK, Belgium and Spain present the medical risks of egg donation and incentives? Summary answer Spanish and UK websites typically included more incentives to recruit egg donors compared to the Belgian websites. OHSS was overall the most discussed risk. What is known already People commonly turn to the internet for initial information. Primary presentations of information of a subject co-determine how an individual interprets the topic and thus influence later decisions. Considering the growing demand and clinics’ dependency on egg donors, some scholars have expressed concerns that clinics might (initially) misrepresent risks to recruit more egg donors. Offering appealing incentives may also encourage potential donors to dismiss possible risks and side-effects. Therefore, it is important to see how incentives (both monetary and non-monetary rewards) and risks are presented on the websites of fertility clinics, the first source of information for egg donors. Study design, size, duration This study is part of the EDNA-project, a multi-phased comparative study (2017-2021), that aims to explore the social, political, economic and moral configuration of egg donation in the United Kingdom, Belgium and Spain. In this study, we only focused on the medical risks of egg donation and incentives presented on the fertility clinics’ websites of the three countries. Participants/materials, setting, methods We analysed the websites of all Belgian fertility clinics (n = 18), and a maximum variation sample in the UK (n = 21) and Spain (n = 23). The sampling was based on the geographical location of the clinic, size/number of cycles performed each year, the clinic’s status (independent or part of a larger clinical group) and whether the clinic was public or privately funded in the UK. Frame analysis and content analysis were used for analysis in Nvivo12. Main results and the role of chance No misrepresentation of risks was found. There was an extensive variety in the representation of risks. There were differences between the websites of the three countries (e.g. the risks of having acne was only discussed on Spanish websites), but also remarkable differences within the websites of a particular country (of the 40 risks, 13 were one-off mentions, each found on a single website). A description of a risk was generally accompanied by a minimization or normalization of the risk, or a statement about the fertility clinic’s excellent care for their egg donors. These three approaches were often combined. Our analysis differentiated between incentives (i.e. external rewards) and emotional appeals. An appeal to emotions (e.g. empathy) can also motivate behavioural action (e.g. donation) but was not considered as an incentive since there is no external reward. While Belgian websites used almost no incentives, Spanish and UK websites used gratitude and a rewarding experience as incentives. However, only Spanish websites used free medical tests as incentives, while UK websites were the only ones that used discounts received with egg sharing as an incentive. All countries’ websites used emotional appeals by enticing feelings of empathy for the recipients. Limitations, reasons for caution Not all UK and Spanish fertility clinics’ websites were analysed. However, our international team of researchers applied a maximum variation sampling strategy. This generated samples of clinics per country that were as diversified as possible. Wider implications of the findings The study shows that incentives are more often used on the UK and Spanish websites than on the Belgian websites. All three countries’ websites used emotional appeals. It should be studied how effective these incentives and emotional appeals are, and if there is a correlation with the potential donors’ risk-perceptions. Trial registration number not applicable

Cinema and Environment: The Arts of Noticing in the Anthropocene

The aim of this paper is to raise questions about how cinema can allow us to rethink our relationship with the environment in the context of what is known today as the Anthropocene. In the discussion, I chart the current debates about the ecological in the humanities, with a particular focus on new materialisms, to argue that cinema can be fruitfully thought of as part of what anthropologist Anna Tsing (2015) calls the “arts of noticing”. I then turn to a consideration of the potential influx of affect theories on ecocriticism and film studies, before sketching out possible approaches to studying film from an affective, new materialist and postanthropocentric perspective. These approaches might have wider implications for rhetorical perspectives on cinema, especially for those investigating emotional appeals.

Positive, Negative or Both? Assessing Emotional Appeals Effectiveness in Anti-Drink Driving Advertisements

Background: The use of advertising to influence social behavior is one element of social marketing campaigns. While it is known that informational appeals are less effective in changing social perceptions and behaviors, the literature presents mixed and inconsistent results of which appeal (i.e. positive negative or both) is more effective in changing social behavior. The purpose of this study is to investigate the effectiveness of positive, negative and a combination of both appeals on young adults’ drink driving perceptions. Focus: This article is related to research and evaluation of the social marketing field. Research Question: Which, if any, of positive, negative or combination of both emotional appeals, is most effective in changing young adults’ drink driving attitudes, norms and intentions and how well do intentions explain behavior? Importance to the Field: The study builds on, and extends previous research exploring the effectiveness of emotional appeals, contributing to the literature by exploring both emotional appeals along the testing of each appeal separately. The research also validates the TRA’s utility beyond previously explored contexts. At a practical level, the research informs the work of advertising message design. It is recommended that, social marketers consider combined emotional appeals approach when designing messages. Methods: Respondents were randomly exposed to one of three emotional appeals (positive, negative or both) and asked to complete a questionnaire about their attitudes, norms and intentions to drink drive before and after exposure. Two analyses were used, Partial Least Squares Structural Equation Modeling to validate the Theory of Reasoned Action (TRA), and paired sample t-tests to assess change of perceptions over time between the three groups. Results: First the study found the TRA to have a strong predictive utility in explaining drink driving intentions. Second, the combination of both positive and negative emotional appeals was found more effective in changing drink driving attitudes, norms and intentions of young adults. Recommendations for Research or Practice: The study recommends that, social marketers consider combined emotional appeals approach when designing messages. However, further investigation is required to confirm this recommendation and as in any campaign, pre-testing the advertisements with the target audience is a must. Limitations: The key limitations of the study include the use of non-probability sampling, self-reported data, and varied exposure times. Future research should utilize autonomic measures to accurately assess perceptions and emotions as well as unifying the time of exposure for all emotional appeals.