{"id":"https://openalex.org/W2603671336","doi":"https://doi.org/10.1016/j.jcps.2017.03.004","title":"Speaking to the heart: Social exclusion and reliance on feelings versus reasons in persuasion","display_name":"Speaking to the heart: Social exclusion and reliance on feelings versus reasons in persuasion","publication_year":2017,"publication_date":"2017-03-31","ids":{"openalex":"https://openalex.org/W2603671336","doi":"https://doi.org/10.1016/j.jcps.2017.03.004","mag":"2603671336"},"language":"en","primary_location":{"id":"doi:10.1016/j.jcps.2017.03.004","doi":"https://doi.org/10.1016/j.jcps.2017.03.004","is_oa":false,"landing_page_url":"https://doi.org/10.1016/j.jcps.2017.03.004","pdf_url":null,"source":{"id":"https://openalex.org/S163545350","display_name":"Journal of Consumer Psychology","issn_l":"1057-7408","issn":["1057-7408","1532-7663"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","dongbi-b","erih-plus","fnege-1","ft50","jufo-2","ki-jl-2","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Consumer Psychology","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5054953756","display_name":"Fang\u2010Chi Lu","orcid":"https://orcid.org/0000-0003-0418-1032","observed_orcids":["https://orcid.org/0000-0003-0418-1032"]},"institutions":[{"id":"https://openalex.org/I197347611","display_name":"Korea University","ror":"https://ror.org/047dqcg40","country_code":"KR","type":"education","lineage":["https://openalex.org/I197347611"]}],"countries":["KR"],"is_corresponding":true,"raw_author_name":"Fang\u2010Chi Lu","raw_affiliation_strings":["Korea University Business School, Hyundai Motor Hall 511, 145, Anam-Ro, Seongbuk-Gu, Seoul 136-701, Republic of Korea"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Korea University Business School, Hyundai Motor Hall 511, 145, Anam-Ro, Seongbuk-Gu, Seoul 136-701, Republic of Korea","institution_ids":["https://openalex.org/I197347611"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5025422322","display_name":"Jayati Sinha","orcid":"https://orcid.org/0000-0001-8836-7760","observed_orcids":["https://orcid.org/0000-0001-8836-7760"]},"institutions":[{"id":"https://openalex.org/I19700959","display_name":"Florida International University","ror":"https://ror.org/02gz6gg07","country_code":"US","type":"education","lineage":["https://openalex.org/I19700959"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Jayati Sinha","raw_affiliation_strings":["College of Business, Florida International University, 11200 S.W. 8th St, RB 307B, Miami, FL 33199, United States"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"College of Business, Florida International University, 11200 S.W. 8th St, RB 307B, Miami, FL 33199, United States","institution_ids":["https://openalex.org/I19700959"]}]}],"institutions":[],"countries_distinct_count":2,"institutions_distinct_count":2,"corresponding_author_ids":["https://openalex.org/A5054953756"],"corresponding_institution_ids":["https://openalex.org/I197347611"],"apc_list":{"value":3570,"currency":"USD","value_usd":3570},"apc_paid":null,"fwci":5.8754,"has_fulltext":false,"cited_by_count":57,"citation_normalized_percentile":{"value":0.95521526,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":99},"biblio":{"volume":"27","issue":"4","first_page":"409","last_page":"421"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T12521","display_name":"Death Anxiety and Social Exclusion","score":0.8173999786376953,"subfield":{"id":"https://openalex.org/subfields/3207","display_name":"Social Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T12521","display_name":"Death Anxiety and Social Exclusion","score":0.8173999786376953,"subfield":{"id":"https://openalex.org/subfields/3207","display_name":"Social Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13841","display_name":"Psychology of Social Influence","score":0.1273999959230423,"subfield":{"id":"https://openalex.org/subfields/3312","display_name":"Sociology and Political Science"},"field":{"id":"https://openalex.org/fields/33","display_name":"Social Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T12214","display_name":"Media Influence and Health","score":0.01600000075995922,"subfield":{"id":"https://openalex.org/subfields/1208","display_name":"Literature and Literary Theory"},"field":{"id":"https://openalex.org/fields/12","display_name":"Arts and Humanities"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/social-exclusion","display_name":"social exclusion","score":0.9990000128746033},{"id":"https://openalex.org/keywords/persuasion","display_name":"persuasion","score":0.8730000257492065},{"id":"https://openalex.org/keywords/emotional-processing","display_name":"emotional processing","score":0.75},{"id":"https://openalex.org/keywords/rumination","display_name":"rumination","score":0.5809999704360962},{"id":"https://openalex.org/keywords/self-regulation","display_name":"self-regulation","score":0.8500000238418579},{"id":"https://openalex.org/keywords/distraction","display_name":"distraction","score":0.5450000166893005},{"id":"https://openalex.org/keywords/well-being","display_name":"well-being","score":0.32199999690055847},{"id":"https://openalex.org/keywords/consumer-behavior","display_name":"consumer behavior","score":0.4909999966621399},{"id":"https://openalex.org/keywords/persuasive-messages","display_name":"persuasive messages","score":0.5339999794960022},{"id":"https://openalex.org/keywords/recycling","display_name":"recycling","score":0.9750000238418579},{"id":"https://openalex.org/keywords/healthy-eating","display_name":"healthy eating","score":0.621999979019165}],"concepts":[{"id":"https://openalex.org/C2781310500","wikidata":"https://www.wikidata.org/wiki/Q1231428","display_name":"Persuasion","level":2,"score":0.9068149328231812},{"id":"https://openalex.org/C122980154","wikidata":"https://www.wikidata.org/wiki/Q205555","display_name":"Feeling","level":2,"score":0.82085120677948},{"id":"https://openalex.org/C2776060345","wikidata":"https://www.wikidata.org/wiki/Q1411912","display_name":"Rumination","level":3,"score":0.8177254796028137},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.7670314908027649},{"id":"https://openalex.org/C2776378700","wikidata":"https://www.wikidata.org/wiki/Q3030775","display_name":"Distraction","level":2,"score":0.710159957408905},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.6858409643173218},{"id":"https://openalex.org/C2776035688","wikidata":"https://www.wikidata.org/wiki/Q1606558","display_name":"Affect (linguistics)","level":2,"score":0.5244491696357727},{"id":"https://openalex.org/C169900460","wikidata":"https://www.wikidata.org/wiki/Q2200417","display_name":"Cognition","level":2,"score":0.511644184589386},{"id":"https://openalex.org/C81444415","wikidata":"https://www.wikidata.org/wiki/Q7243535","display_name":"Priming (agriculture)","level":3,"score":0.509178102016449},{"id":"https://openalex.org/C134659438","wikidata":"https://www.wikidata.org/wiki/Q5853064","display_name":"Social exclusion","level":2,"score":0.48168858885765076},{"id":"https://openalex.org/C2992000405","wikidata":"https://www.wikidata.org/wiki/Q1231428","display_name":"Persuasive communication","level":3,"score":0.42828452587127686},{"id":"https://openalex.org/C87868495","wikidata":"https://www.wikidata.org/wiki/Q750843","display_name":"Information processing","level":2,"score":0.4114791750907898},{"id":"https://openalex.org/C180747234","wikidata":"https://www.wikidata.org/wiki/Q23373","display_name":"Cognitive psychology","level":1,"score":0.24209991097450256},{"id":"https://openalex.org/C50522688","wikidata":"https://www.wikidata.org/wiki/Q189833","display_name":"Economic growth","level":1,"score":0.0},{"id":"https://openalex.org/C169760540","wikidata":"https://www.wikidata.org/wiki/Q207011","display_name":"Neuroscience","level":1,"score":0.0},{"id":"https://openalex.org/C86803240","wikidata":"https://www.wikidata.org/wiki/Q420","display_name":"Biology","level":0,"score":0.0},{"id":"https://openalex.org/C46312422","wikidata":"https://www.wikidata.org/wiki/Q11024","display_name":"Communication","level":1,"score":0.0},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.0},{"id":"https://openalex.org/C59822182","wikidata":"https://www.wikidata.org/wiki/Q441","display_name":"Botany","level":1,"score":0.0},{"id":"https://openalex.org/C100701293","wikidata":"https://www.wikidata.org/wiki/Q193838","display_name":"Germination","level":2,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1016/j.jcps.2017.03.004","doi":"https://doi.org/10.1016/j.jcps.2017.03.004","is_oa":false,"landing_page_url":"https://doi.org/10.1016/j.jcps.2017.03.004","pdf_url":null,"source":{"id":"https://openalex.org/S163545350","display_name":"Journal of Consumer Psychology","issn_l":"1057-7408","issn":["1057-7408","1532-7663"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","dongbi-b","erih-plus","fnege-1","ft50","jufo-2","ki-jl-2","norway-2","poland-140","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320990","host_organization_name":"Elsevier BV","host_organization_lineage":["https://openalex.org/P4310320990"],"host_organization_lineage_names":["Elsevier BV"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Consumer Psychology","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[{"score":0.8299999833106995,"display_name":"Reduced inequalities","id":"https://metadata.un.org/sdg/10"}],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":57,"referenced_works":["https://openalex.org/W266606632","https://openalex.org/W834537235","https://openalex.org/W1832238961","https://openalex.org/W1843246605","https://openalex.org/W1849190772","https://openalex.org/W1898963836","https://openalex.org/W1903008583","https://openalex.org/W1975998904","https://openalex.org/W1983087397","https://openalex.org/W1986326647","https://openalex.org/W1989652160","https://openalex.org/W1996918954","https://openalex.org/W2011090280","https://openalex.org/W2011096146","https://openalex.org/W2021713474","https://openalex.org/W2023743739","https://openalex.org/W2042276900","https://openalex.org/W2049614219","https://openalex.org/W2054954674","https://openalex.org/W2060571346","https://openalex.org/W2062086084","https://openalex.org/W2062936854","https://openalex.org/W2077786236","https://openalex.org/W2081134916","https://openalex.org/W2081155210","https://openalex.org/W2082250840","https://openalex.org/W2096707172","https://openalex.org/W2098117620","https://openalex.org/W2102068121","https://openalex.org/W2107488010","https://openalex.org/W2110777499","https://openalex.org/W2113686547","https://openalex.org/W2116298850","https://openalex.org/W2116552781","https://openalex.org/W2123817056","https://openalex.org/W2124538945","https://openalex.org/W2129821088","https://openalex.org/W2148905283","https://openalex.org/W2149385112","https://openalex.org/W2150120113","https://openalex.org/W2150495553","https://openalex.org/W2151091572","https://openalex.org/W2154486938","https://openalex.org/W2156039168","https://openalex.org/W2168453303","https://openalex.org/W2168621715","https://openalex.org/W2174915915","https://openalex.org/W2231158092","https://openalex.org/W2276604114","https://openalex.org/W2395292092","https://openalex.org/W2492576561","https://openalex.org/W2522609876","https://openalex.org/W4211130665","https://openalex.org/W4238138326","https://openalex.org/W4242671241","https://openalex.org/W4251223727","https://openalex.org/W4292994367"],"related_works":["https://openalex.org/W2395292092","https://openalex.org/W4367851177","https://openalex.org/W7097899560","https://openalex.org/W2116298850","https://openalex.org/W2741319787","https://openalex.org/W2231487379","https://openalex.org/W3015003837","https://openalex.org/W7101034886","https://openalex.org/W6904095155","https://openalex.org/W2810651339"],"abstract_inverted_index":{"Abstract":[0],"The":[1,34,61,91],"authors":[2,35,92],"of":[3,10,30],"this":[4],"study":[5],"identify":[6],"an":[7],"alternative":[8],"frame":[9],"communication":[11],"for":[12],"persuading":[13],"people":[14,65],"who":[15],"feel":[16],"socially":[17,38],"excluded":[18,39],"to":[19,43,52,67],"behave":[20],"in":[21,48],"ways":[22],"that":[23,37,78],"benefit":[24],"individual":[25],"and":[26,51,103,110,114,118],"social":[27,85,104],"wellbeing,":[28],"regardless":[29],"future":[31],"connection":[32],"possibilities.":[33],"suggest":[36],"(included)":[40],"consumers":[41],"tend":[42,66],"rely":[44],"on":[45,58,88],"affect":[46],"(cognition)":[47],"processing":[49],"information,":[50],"consequently":[53],"prefer":[54],"persuasive":[55],"messages":[56],"based":[57],"feelings":[59],"(reasons).":[60],"effect":[62,87],"occurs":[63],"because":[64],"ruminate":[68],"about":[69],"exclusionary":[70],"events,":[71],"which":[72],"depletes":[73],"self\u2010regulatory":[74],"resources.":[75],"Thus,":[76],"distraction":[77],"interferes":[79],"with":[80],"rumination":[81],"can":[82],"mitigate":[83],"the":[84,116],"exclusion":[86],"affective":[89],"processing.":[90],"present":[93],"findings":[94],"from":[95],"five":[96],"studies":[97],"across":[98],"various":[99],"paradigms":[100],"promoting":[101],"personal":[102],"wellbeing":[105],"(i.e.,":[106],"donating":[107],"blood,":[108],"recycling,":[109],"consuming":[111],"healthful":[112],"foods)":[113],"discuss":[115],"theoretical":[117],"policy":[119],"implications.":[120]},"counts_by_year":[{"year":2026,"cited_by_count":4},{"year":2025,"cited_by_count":8},{"year":2024,"cited_by_count":5},{"year":2023,"cited_by_count":10},{"year":2022,"cited_by_count":11},{"year":2021,"cited_by_count":4},{"year":2020,"cited_by_count":10},{"year":2019,"cited_by_count":4},{"year":2018,"cited_by_count":1}],"updated_date":"2026-10-14T16:39:01.820549","created_date":"2017-04-07T00:00:00"}
