When Increasing the Strength of the Argument Becomes Counterproductive
The Role of Argumentative Markers in the Arousal of the Psychological Reactance
Bibliographic Data
| ID | 2934487 |
|---|---|
| Authors | Vincent Coppola (0000-0002-1245-2544, University Paul Sabatier, Toulouse, France, corresponding author), Fabien Girandola (0000-0002-1253-1728, University of Aix-Marseille, Aix-en-Provence, France) |
| Year | 2018 |
| Volume | 37 |
| Issue | 4 |
| Pages | 475-496 |
| Publication date | 2018-09-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Language and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0261-927X • E-ISSN: 1552-6526 |
| Publisher | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/0261927x17717038 |
| OpenAlex | W2729071394 |
| Language | EN |
| Citations received | 3 |
| References cited | 76 |
The rationale of this study is that by stressing the argumentative force of the message, and thus orientating its processing, scalar adverbs are likely to be processed as an attempt to influence the decision making as regards the message advocacy and consequently trigger some aversive reactions in the recipients. To support this claim, an experiment is conducted in a context of a (campus) health promotion program dealing with HIV infection. It shows that the introduction of such adverbs in an epidemiological information report increases the cognitive and affective outcomes dealing with psychological reactance, and decreases the message acceptability and the behavioral intentions. It also shows that for the affective component of psychological reactance and message acceptability, these effects occur especially when the source of the message is perceived as authoritative. The persuasiveness of such linguistic items in the context of health communication is addressed in the conclusion of the study
Argumentative · Cognition · Cognitive psychology · Linguistics · Reactance · Discourse Analysis in Language Studies · Language, Metaphor, and Cognition · Media Influence and Health · Medicine · Psychology · Social Psychology
Young People and Sexuality Education
Antecedents to Psychological Reactance
Scales for the measurement of ethos
Understanding Psychological Reactance
The Persuasiveness of Source Credibility
Examining the Use of Forceful Language When Designing Exercise Persuasive Messages for Adults
Further Evidence That Psychological Reactance Can Be Modeled as a Combination of Anger and Negative Cognitions
Even
Scales in the Interpretation of Words, Sentences, and Texts
Refinement of the Hong Psychological Reactance Scale
A Theory of Psychological Reactance
La fonction argumentative des marques de la langue
Cognitive and Social Consequences of the Need for Cognitive Closure
Source factors in persuasion
Opérateurs et connecteurs argumentatifs
The Nature of Psychological Reactance Revisited
Hong's Psychological Reactance Scale
Toward a Theory of Entertainment Persuasion
The effects of threats to attitudinal freedom as a function of message quality and initial receiver attitude
On the Nature of Reactance and its Role in Persuasive Health Communication
Sex Education
The Mediation of Resistance to Persuasion Strategies by Language Variables and Active-Passive Participation
Effect of importance of freedom and attraction to group members on influence produced by group pressure
The interactive effects of intent and threat on boomerang attitude change
Attitude Change from an Implied Threat to Attitudinal Freedom
Forewarning, cognitive responding, and resistance to persuasion
Argumentation studies and discourse analysis
Accommodating Science
Conceptualizing the influence of social agents of behavior change
L'argumentation dans la langue
The effects of similarity, parasocial identification, and source credibility in obesity public service announcements on diet and exercise self-efficacy
What are discourse markers
Aspect and the semantics-pragmatics interface
When Increasing the Strength of the Argument Becomes Counterproductive
Mitigating Psychological Reactance
Examining the Role of Trait Reactance and Sensation Seeking on Perceived Threat, State Reactance, and Reactance Restoration
Psychological Reactance and Persuasive Health Communication
Psychological Reactance and Promotional Health Messages
Impact of Behavioral Intention on Effectiveness of Message Features Evidence From the Family Sun Safety Project
The Evaluative Consequences of Hedges, Hesitations, and Intensifies Powerful and Powerless Speech Styles
| Unique citing works | 3 |
|---|---|
| Citations per year | 0,38 |
| Citation span | 2018 - 2022 (5) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 3 |