Date of Award

Winter 12-13-2016

Degree Type

Thesis

Degree Name

MS Experimental Psychology

Department

Psychology

Advisor

Susan Teague, Ph.D.

Committee Member

Susan Nolan, Ph.D.

Committee Member

Paige Fisher, Ph.D.

Keywords

persuasion, attitude change, ingroup, outgroup, rational, emotional, message framing

Abstract

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 rational or emotional message framing. Results indicated that the race of communicator led to different levels of persuasion and believability, but that message framing did not. Specifically, Black-targeted messages resulted in higher believability and persuasion than White-targeted messages based on White participant responses.

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