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Exploring physiologic reactions to persuasive information.

Hanne A A Spelt1,2, Luisa Asta2, Els T Kersten-van Dijk2

  • 1Digital Engagement, Cognition and Behavior Group, Philips Research, Eindhoven, The Netherlands.

Psychophysiology
|January 23, 2022
PubMed
Summary
This summary is machine-generated.

Physiology reflects persuasion by showing increased arousal when individuals view persuasive content. Those with conflicting motivations experienced greater physiological arousal, suggesting personalized messages for behavior change.

Keywords:
ECGaffective computingpersonalized persuasive technologiespersuasionpsychophysiology

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Area of Science:

  • Psychology
  • Behavioral Science
  • Physiology

Background:

  • Persuasion seeks to alter motivations and behaviors.
  • Understanding the physiological underpinnings of persuasion is crucial for effective behavior change interventions.

Purpose of the Study:

  • To investigate how physiology reflects persuasion processes.
  • To determine if individual differences in motivation affect psychophysiological reactions to persuasive information.

Main Methods:

  • Seventy participants with medium to high meat consumption watched a persuasive video.
  • Electrodermal and cardiovascular physiology were measured during video exposure.

Main Results:

  • The persuasive video enhanced moral beliefs, perceived behavioral control, and meat reduction intentions.
  • Physiological arousal increased during the video.
  • Individuals with motivations misaligned with the persuasion objective exhibited greater physiological arousal.

Conclusions:

  • Physiology can serve as an indicator of persuasion processes.
  • Individual motivational differences influence psychophysiological responses to persuasive messages.
  • Insights can inform personalized persuasive messaging for behavior change applications.