With suspicious (but happy) minds: Mood's ability to neutralize the effects of suspicion on persuasion
研究积极情绪如何消除消费者对销售人员的怀疑对说服效果的影响，通过两项实验验证了这种消除效应。
Abstract Although investigations into the independent effects of mood and suspicion are plentiful, work examining their interactive impact on persuasion is nonexistent. To address this void in the literature, we consider how positive mood can affect the influence of suspicion on persuasion. In doing so, we investigate the potential for positive mood to neutralize the suspicion that consumers associate with sales agents in an interpersonal persuasion context. Two studies provide converging evidence of this neutralization effect. The theoretical implications of these findings are discussed as are avenues for future work in this area.