When sad is better than happy: Negative affect can improve the quality and effectiveness of persuasive messages and social influence strategies

By Joseph P. Forgas. 2007

199 citations recorded by the source corpus.

Subfields: Literature and Literary Theory, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/47f491c687e5b5f3a8f8cc4a2b4154d5ee7d90ef

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Citations in the corpus

Sad, thus true: negativity bias in judgments of truth (2009, unknown): “This claim follows from the ideas of the affect infusion model (e.g. Forgas, 2007; Forgas & George, 2001) according to which environmental aspects (such as frame or mood) are more likely to impact behavior when a person must go beyond the information provided to complete a task.”
Don’t Worry, Be Sad! On the Cognitive, Motivational, and Interpersonal Benefits of Negative Mood (2013, unknown): “, 2005), more motivated (Goldenberg & Forgas, 2012), more sensitive to social norms (Forgas, 1999), and better at producing highquality and effective persuasive messages (Forgas, 2007).”
The Objective Benefits of Subjective Well-Being (2013, background): “Gruber et al. (2011) and Forgas (2007), as well as others, have shown that in some situations negative emotions can help people to respond more effectively.”
Acts of Benevolence: A Limited-Resource Account of Compliance with Charitable Requests (2009, unknown): “A close examination of this research reveals, however, a focus on regulation processes related to the inﬂuence agent, rather than the target (e.g., Forgas 2007; McFarland, Challagalla, and Shervani 2006; Payan and McFarland 2005).”
Can bad weather improve your memory? An unobtrusive field study of natural mood effects on real-life memory (2009, background): “Further, negative affect, by facilitating the processing of new external information, can also reduce judgmental mistakes such as the fundamental attribution error (Forgas, 1998), improve the quality and efficacy of persuasive arguments (Forgas, 2007), and also improve eyewitness memory (Fiedler et ”
On being happy and gullible: Mood effects on skepticism and the detection of deception (2008, background): “…processing dichotomy, people in a negative mood use more detailed schemas, produce and process persuasive messages more systematically (Bless, 2001; Forgas, 2007), rely more on new, external information (Fiedler, Fladung, & Hemmeter, 1987), and have better memory for such details (Fiedler,…”
A Scientific Review of the Remarkable Benefits of Happiness for Successful and Healthy Living (2013, background): “Gruber, Mauss and Tamir (2011) and Forgas (2007), as well as others, have shown that in some situations negative emotions can help people to respond more effectively.”
The turban effect: The influence of Muslim headgear and induced affect on aggressive responses in the shooter bias paradigm (2008, background): “Several experiments confirmed that positive affect promotes heuristic use and increases judgmental errors (Forgas, 1998), enhances reconstructive eyewitness errors (Forgas, Vargas, & Laham, 2005), and reduces attention to concrete information (Forgas, 2007).”
Social Exclusion and the Value of Mobility (2011, unknown): “It has been found that NA does serve some important functions which include memory enhancement and strategic social behaviours such as being effectively persuasive in social contexts (Forgas, 2007).”