Psychophysiological Reactions to Persuasive Messages Deploying Persuasion Principles

• Published in: IEEE transactions on affective computing Vol. 13; no. 1; pp. 461 - 472
• Main Authors: Spelt, Hanne A. A., Westerink, Joyce H. D. M., Ham, Jaap, IJsselsteijn, Wijnand A.
• Format: Journal Article
• Language: English
• Published: Piscataway IEEE 01-01-2022; The Institute of Electrical and Electronics Engineers, Inc. (IEEE)
• Subjects: Affective computing; arousal; Cognition; Current measurement; Heart rate variability; Messages; Peripheral nervous system; persuasion profiling; physiological measures; Physiology; Principles; Psychology; Psychophysiology; Reactivity; valence
• ISSN: 1949-3045; 1949-3045
• DOI: 10.1109/TAFFC.2019.2931689

Measurement of physiological reactions to persuasive messages can improve our understanding of psychological processes of persuasion, and potentially further enhance and personalize current persuasion interventions. However, little is known about the relationship between psychophysiology and persuasive processes. This study focused on four persuasion principles: scarcity, commitment, consensus, and authority, and people's susceptibility to them. Physiological measures included the cardiovascular, respiratory, and electrodermal system, as well as facial motor systems. Psychological measures consisted of self-reported attitude towards oral care and susceptibility to persuasion (STPS). We performed a randomized within-subject experiment in which fifty-six participants viewed persuasive messages deploying the aforementioned persuasion principles to improve their oral care. Results indicated different physiological patterns during persuasion versus rest. We found no different physiological patterns in exposure to distinct persuasion principles, nor a clear correlation with susceptibility to individual persuasion principles. However, mixed model analysis illustrated that overall STPS scores help explain variance in reactivity of skin conductance level and skin conductance response, and reactivity in the zygomaticus major: lower susceptibility relates to higher reactivity. Summarizing, we have found no conclusive support for distinct psychophysiological patterns associated with different persuasion principles, although overall susceptibility seems to be reflected in physiology to some extent.