Abstract. Applying disposition theory to narrative persuasion, this study examined how audience members’ enjoyment of a narrative promotes persuasion differently than transportation and identification. In a 2 (affective disposition: liked vs. disliked story character) × 2 (framing: gain vs. loss framed story) between-subject experiment, participants ( N = 295) read a story in which a liked or disliked character has either a positive outcome (a gain frame) or a negative outcome (a loss frame) dependent on the story character’s engagement in sun protection behaviors. Consistent with disposition theory, participants enjoyed the story more when a liked character was in a gain-framed (vs. loss-framed) narrative; however, no framing effect was found for a disliked character. This interactive effect on enjoyment, in turn, mediated participants’ intentions to engage in sun protection behaviors. Affective disposition and framing independently influenced transportation and identification. Transportation mediated the effect of affective disposition on behavioral intention, but identification did not. This study demonstrates distinctive narrative conditions that prompt enjoyment, transportation, and identification in different ways and, in turn, lead to persuasive effects.

中文翻译：

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一个有趣的故事，一个有说服力的故事

摘要。将倾向理论应用于叙事说服，本研究检验了观众对叙事的享受如何促进说服，而不是交通和认同。在 2（情感倾向：喜欢与不喜欢的故事角色）×2（框架：获得与失去框架故事）的受试者间实验中，参与者（N = 295）阅读了一个故事，其中喜欢或不喜欢的角色有正面结果（增益框架）或负面结果（损失框架）取决于故事人物对防晒行为的参与。与性格理论一致，当喜欢的角色处于获得框架（与失去框架）的叙述中时，参与者更喜欢这个故事；但是，对于不喜欢的角色，没有发现框架效应。这种对享受的互动效果，反过来，介导了参与者从事防晒行为的意图。情感倾向和框架独立地影响着运输和认同。交通介导了情感倾向对行为意图的影响，但认同没有。这项研究展示了独特的叙事条件，这些条件以不同的方式促进享受、交通和认同，进而产生说服效果。