Incidental Experiences of Regulatory Fit and the Processing of Persuasive Appeals

Personality and Social Psychology Bulletin - Tập 35 Số 10 - Trang 1342-1355 - 2009
Anne M. Koenig1, Joseph Cesario2, Daniel C. Molden3, Spee Kosloff4, E. Tory Higgins5
1University of San Diego;
2Michigan State University
3Northwestern University
4University of Arizona
5Columbia University

Tóm tắt

This article examines how the subjective experiences of “feeling right” from regulatory fit and of “feeling wrong” from regulatory non-fit influence the way people process persuasive messages. Across three studies, incidental experiences of regulatory fit increased reliance on source expertise and decreased resistance to counterpersuasion, whereas incidental experiences of regulatory non-fit increased reliance on argument strength and increased resistance to counterpersuasion. These results suggest that incidental fit and non-fit experiences can produce, respectively, more superficial or more thorough processing of persuasive messages. The mechanisms underlying these effects, and the conditions under which they should and should not be expected, are discussed.

Từ khóa


Tài liệu tham khảo

10.1086/321946

Atkinson, J.W., 1964, An introduction to motivation

10.1509/jmkr.43.1.1

10.1509/jmkr.43.1.24

10.1177/0146167290162013

10.1037/0022-3514.63.4.585

Bodenhausen, G.V., Mussweiler, T., Gabriel, S. & Moreno, K.N. ( 2001). Affective influences on stereotyping and intergroup relations . In J. P. Forgas (Ed.), The handbook of affect and social cognition (pp. 319-343). Mahwah, NJ: Lawrence Erlbaum.

10.1111/j.1467-9280.2006.01686.x

10.1016/0022-1031(82)90057-9

10.1037/0022-3514.84.3.498

Carver, C.S. & Scheier, M.F. ( 1990). Principles of self-regulation: Action and emotion. In E. T. Higgins & R. M. Sorrentino (Eds.), Handbook of motivation and cognition: Foundations of social behavior (Vol. 2, pp. 3-52). New York: Guilford.

10.1037/0022-3514.86.3.388

10.1111/j.1467-9280.2008.02102.x

10.1111/j.1751-9004.2007.00055.x

10.1037/0022-3514.39.5.752

Chaiken, S., Liberman, A. & Eagly, A.H. ( 1989). Heuristic and systematic information processing within and beyond the persuasion context. In J. S. Uleman & J. A. Bargh (Eds.), Unintended thought (pp. 212-252). New York: Guilford.

Cohen, J.B., Pham, M.T. & Andrade, E.B. ( 2008). The nature and role of affect in consumer behavior. In C. P. Haugtvedt, P. M. Herr, & F. R. Kardes (Eds.), Handbook of consumer psychology (pp. 297-348). Mahwah, NJ: Lawrence Erlbaum.

Eagly, A.H., 1993, The psychology of attitudes

10.1177/0146167202250090

10.1037/0022-3514.75.5.1115

10.1111/1467-9280.00401

10.1037/0033-2909.132.5.692

10.1037/0022-3514.63.2.308

10.1037/0003-066X.52.12.1280

10.1037/0003-066X.55.11.1217

10.1037/0033-295X.113.3.439

10.1037/0022-3514.84.6.1140

10.1207/S15327965PL100201

10.1037/0022-3514.86.2.205

Lee, A.Y. & Higgins, E.T. ( 2009). The persuasive power of regulatory fit. In M. Wänke (Ed.), Social psychology of consumer behavior (pp. 319-333). New York: Psychology Press.

Lopes, L.L. ( 1987). Between hope and fear: The psychology of risk. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 20, pp. 255-295). New York: Academic Press.

10.1037/0022-3514.57.1.27

10.1037/0022-3514.64.3.317

Molden, D.C., Lee, A.Y. & Higgins, E.T. ( 2008). Motivations for promotion and prevention. In J. Shah & W. Gardner (Eds.), Handbook of motivation science (pp. 169-187). New York: Guilford.

Petty, R.E., 1986, The elaboration likelihood model of persuasion

10.1037/0022-3514.41.5.847

Petty, R.E. & Wegener, D.T. ( 1998). Attitude change: Multiple roles for persuasion variables . In D. Gilbert, S. Fiske, & G. Lindzey (Eds.), The handbook of social psychology (4th ed., pp. 323-390). New York: McGraw-Hill.

10.1207/s15327663jcp1404_5

10.1037/0022-3514.83.3.510

Schwarz, N. & Clore, G.L. ( 2007). Feelings and phenomenal experiences. In A. Kruglanski & E. T. Higgins (Eds.), Social psychology: Handbook of basic principles (2nd ed., pp. 385-407). New York: Guilford.

10.1086/209488

10.1037/0022-3514.81.6.973

10.1037/0022-3514.91.4.601

10.1016/j.jesp.2005.09.004

10.1037/0022-3514.69.1.5