Journal ArticleDOI
Linguistic Biases and Persuasion in Communication About Objects
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This article found that people described expectancy-congruent experiences with objects more abstractly than incongruent ones, and this causal inference mediated the effect of expectancy-(in)congruence on language use.Abstract:
Research on language abstraction has primarily been focused on the language that is used to describe (intergroup) behaviors, while limited attention has been given to communication about objects. This article aims to fill this gap and studies biases in language abstraction in the descriptions of interactions with objects. Study 1 demonstrated a linguistic expectancy bias in this setting: People described expectancy-congruent experiences with objects more abstractly than incongruent experiences. Study 2 examined a mediator, and provides data suggesting that expectancy-congruent (vs. incongruent) experiences were more likely attributed to the object (vs. the situation/user), and this causal inference mediated the effect of expectancy-(in)congruence on language use. Study 3 examined the impact of communication goals, and found that the goal to convince a receiver of the high quality of a product (vs. no persuasion goal) led to more abstract descriptions of positive experiences with objects and to more concrete language for negative experiences.read more
Citations
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Journal ArticleDOI
Cutting through Content Clutter: How speech and image acts drive consumer sharing of social media brand messages
Francisco Villarroel Ordenes,Dhruv Grewal,Stephan Ludwig,Ko de Ruyter,Ko de Ruyter,Dominik Mahr,Martin Wetzels,Martin Wetzels +7 more
TL;DR: In this article, a text mining study of more than two years of Facebook posts and Twitter tweets by well-known consumer brands empirically demonstrates the impacts of distinct message intentions on consumers' message sharing.
Journal ArticleDOI
How online consumer reviews are influenced by the language and valence of prior reviews: A construal level perspective
TL;DR: It is shown that people use more concrete language when prior reviews also use concrete language, and that this concreteness leads to more favorable attitudes towards the reviewer and the product.
Journal ArticleDOI
How Concrete Language Shapes Customer Satisfaction
Grant Packard,Jonah Berger +1 more
TL;DR: The authors suggest that linguistic concreteness (the tangibility, specificity, or imaginability of words employees use when speaking to customers) can shape consumer attitudes and behaviors and demonstrate that customers are more satisfied, willing to purchase, and purchase more when employees speak to them concretely.
Journal ArticleDOI
Stereotype Transmission and Maintenance Through Interpersonal Communication The Irony Bias
TL;DR: Results indicate that stereotypic expectancies are subtly revealed and confirmed by verbal irony, and that verbal irony plays an important role in stereotype communication and maintenance.
Journal ArticleDOI
How language abstractness affects service referral persuasiveness
TL;DR: The authors investigated how consumers' linguistic framing of service recommendations influenced recipients' attitudes and behavioral intentions, and found that abstract language is more effective than concrete language for recipients with high prior knowledge.
References
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Journal ArticleDOI
The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations.
Reuben M. Baron,David A. Kenny +1 more
TL;DR: This article seeks to make theorists and researchers aware of the importance of not using the terms moderator and mediator interchangeably by carefully elaborating the many ways in which moderators and mediators differ, and delineates the conceptual and strategic implications of making use of such distinctions with regard to a wide range of phenomena.
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The psychology of interpersonal relations
TL;DR: The psychology of interpersonal relations as mentioned in this paper, The psychology in interpersonal relations, The Psychology of interpersonal relationships, کتابخانه دیجیتال و فن اطلاعات دانشگاه امام صادق(ع)
Journal ArticleDOI
Electronic word-of-mouth via consumer-opinion platforms: What motivates consumers to articulate themselves on the Internet?
TL;DR: In this article, a typology for motives of consumer online articulation is proposed, drawing on findings from research on virtual communities and traditional word-of-mouth literature, which is based on the same authors' work.
Journal ArticleDOI
The Effect of Word of Mouth on Sales: Online Book Reviews
Judith A. Chevalier,Dina Mayzlin +1 more
TL;DR: The authors examine the effect of consumer reviews on relative sales of books at Amazon.com and Barnesandnoble.com, and find that reviews are overwhelmingly positive at both sites, but there are more reviews and longer reviews at Amazon and that an improvement in a book's reviews leads to an increase in relative sales.
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The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process1
TL;DR: In this paper, the authors explored the shortcomings of intuitive psychologists and the sources of bias in their attempts at understanding, predicting, and controlling the events that unfold around them, and explored the logical or rational schemata employed by intuitive psychologists.
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