Don't you know that you want to trust me? Subliminal goal priming and persuasion
Jean-Baptiste Légal ⁎, Julien Chappé, Viviane Coiffard, Audrey Villard-Forest
University of Paris Ouest Nanterre La Défense, France
We investigated the effect of goal priming on the processing of a persuasive message. Before reading a persuasive message about tap water consumption, participants were subliminally primed (or not) with the goal “to trust”. Subsequently, they completed a questionnaire about their perception of the message, the source of the message, and tap water consumption intentions. The results indicated that non-conscious activation of the goal “to trust” leads to a better evaluation of the message, increases behavioral intentions in accordance with the message, and positively influences the assessment of the source.
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J.-B. Légal et al. / Journal of Experimental Social Psychology 48 (2012) 358–360