Titre du document / Document title
The effect of metaphor on processing style in a persuasion task : A motivational resonance model
Auteur(s) / Author(s)
OTTATI V. (1) ;
RHOADS S. (2) ;
GRAESSER A. C. (2) ;
Affiliation(s) du ou des auteurs / Author(s) Affiliation(s)
(1) Loyola University Chicago, ETATS-UNIS
(2) University of Memphis, ETATS-UNIS
Résumé / Abstract
Previous research on metaphor and persuasion has suggested that metaphorical language elicits an assimilation effect wherein positive metaphors elicit positive attitudes toward the communication topic and negative metaphors elicit negative evaluations. The authors of this article propose that metaphorical content can increase or decrease motivation to systematically scrutinize a persuasive communication depending on the extent to which it resonates with the listener's preferences and interests. Consistent with this model, 2 experiments demonstrate that a sports metaphor increases message-relevant elaboration and sensitivity to argument strength among individuals who enjoy sports. Conversely, the sports metaphor reduces message-relevant elaboration and sensitivity to argument strength among individuals who dislike sports. Findings are discussed in the context of related research that suggests metaphor can serve alternative functions in a persuasive communication task.
Revue / Journal Title
Journal of personality and social psychology
ISSN
0022-3514
CODEN JPSPB2
Source / Source
1999, vol. 77, n
o4, pp. 688-697 (34 ref.)
Langue / Language
Anglais
Editeur / Publisher
American Psychological Association, Washington, DC, ETATS-UNIS
(1965)
(Revue)
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Localisation / Location
INIST-CNRS, Cote INIST : 13817, 35400008819626.0020
Nº notice refdoc (ud4) : 1971706
