Experimental Analysis of Behavior Commons^™

Differential Effects Of Rational And Emotional Framing On Ingroup And Outgroup Persuasion, Andrew Finnegan

Seton Hall University Dissertations and Theses (ETDs)

Ingroup and outgroup research has largely focused on why differing attitudes toward the ingroup and outgroup exist. Additionally, persuasion research has focused on the construction of persuasive messages using primarily central routes to persuasion (rational messages) more than peripheral (emotional messages) even though research does support that emotional argumentation is an effective method of persuasion. The current study sought to combine these ideas by observing the most effective method to persuade ingroup and outgroup members through rational and emotional message framing. Persuasive messages were presented to participants that 1) either favored the participant’s ingroup or outgroup and 2) used either …