Speaking to the heart: Social exclusion and reliance on feelings versus reasons in persuasion
研究发现，感到社会排斥的人更依赖情感而非理性处理信息，因此更容易被基于情感而非理性的说服信息打动，这一效应源于排斥引发的反刍消耗了自我调节资源。
Abstract The authors of this study identify an alternative frame of communication for persuading people who feel socially excluded to behave in ways that benefit individual and social wellbeing, regardless of future connection possibilities. The authors suggest that socially excluded (included) consumers tend to rely on affect (cognition) in processing information, and to consequently prefer persuasive messages based on feelings (reasons). The effect occurs because people tend to ruminate about exclusionary events, which depletes self‐regulatory resources. Thus, distraction that interferes with rumination can mitigate the social exclusion effect on affective processing. The authors present findings from five studies across various paradigms promoting personal and social wellbeing (i.e., donating blood, recycling, and consuming healthful foods) and discuss the theoretical and policy implications.