With suspicious (but happy) minds: Mood's ability to neutralize the effects of suspicion on persuasion

Academic Article


  • 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.
  • Authors

    Published In

    Digital Object Identifier (doi)

    Author List

  • DeCarlo TE; Barone MJ
  • Start Page

  • 326
  • End Page

  • 333
  • Volume

  • 19
  • Issue

  • 3