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10.1177/0146167204271309 PERSONALITY Winkielman et al. AND / AFFECTIVE SOCIAL PSYCHOLOGY PRIMING BULLETIN ARTICLE Unconscious Affective Reactions to Masked Happy Versus Angry Faces Influence Consumption Behavior and Judgments of Value
"... The authors explored three properties of basic, unconsciously triggered affective reactions: They can influence consequential behavior, they work without eliciting conscious feelings, and they interact with motivation. The authors investigated these properties by testing the influence of subliminall ..."
Abstract
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The authors explored three properties of basic, unconsciously triggered affective reactions: They can influence consequential behavior, they work without eliciting conscious feelings, and they interact with motivation. The authors investigated these properties by testing the influence of subliminally presented happy versus angry faces on pouring and consumption of beverage (Study 1), perception of beverage value (Study 2), and reports of conscious feelings (both studies). Consistent with incentive motivation theory, the impact of affective primes on beverage value and consumption was strongest for thirsty participants. Subliminal smiles caused thirsty participants to pour and consume more beverage (Study 1) and increased their willingness to pay and their wanting more beverage (Study 2). Subliminal frowns had the opposite effect. No feeling changes were observed, even in thirsty participants. The results suggest that basic affective reactions can be unconscious and interact with incentive motivation to influence assessment of value and behavior toward valenced objects. beverage? Second, how do basic affective reactions interact with motivation? Third, can affective reactions influence behavior without being accessible to conscious awareness? In investigating these questions, we integrate social psychological approaches to affect with contemporary biopsychological models of incentive motivation. We suggest that such integration can advance emotion theory as well as social psychological research on attitudes, judgment, and persuasion

