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With suspicious (but happy) minds: Mood's ability to neutralize the effects of suspicion on persuasion
Author(s) -
DeCarlo Thomas E.,
Barone Michael J.
Publication year - 2009
Publication title -
journal of consumer psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 4.433
H-Index - 110
eISSN - 1532-7663
pISSN - 1057-7408
DOI - 10.1016/j.jcps.2009.02.018
Subject(s) - persuasion , psychology , mood , social psychology , context (archaeology) , interpersonal communication , negative mood , affect (linguistics) , cognitive psychology , communication , paleontology , biology
Although investigations into the independent effects of mood and suspicion are plentiful, work examining their interactive impact on persuasion is nonexistent. To address this void in the literature, we consider how positive mood can affect the influence of suspicion on persuasion. In doing so, we investigate the potential for positive mood to neutralize the suspicion that consumers associate with sales agents in an interpersonal persuasion context. Two studies provide converging evidence of this neutralization effect. The theoretical implications of these findings are discussed as are avenues for future work in this area.