Regulatory Fit and Persuasion
"Transfer From "Feeling Right
Bibliographic Data
| ID | 6202947 |
|---|---|
| Authors | Joseph Cesario (0000-0002-1892-4485, Columbia University), Heidi Grant (Columbia University), E Tory Higgins (0000-0003-4157-8207, Columbia University) |
| Year | 2004 |
| Volume | 86 |
| Issue | 3 |
| Pages | 388-404 |
| Publication date | 2004-03-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/0022-3514.86.3.388 |
| PMID | 15008644 |
| OpenAlex | W2021998397 |
| Language | EN |
| Citations received | 208 |
| References cited | 52 |
The authors propose that when a message recipient "feels right" from regulatory fit (E. T. Higgins, 2000), this subjective experience transfers to the persuasion context and serves as information for relevant evaluations, including perceived message persuasiveness and opinions of the topic. Fit was induced either by strategic framing of message arguments in a way that fit/did not fit with the recipient's regulatory state or by a source unrelated to the message itself. Across 4 studies, regulatory fit enhanced perceived persuasiveness and opinion ratings. These effects were eliminated when the correct source of feeling right was made salient before message exposure, supporting the misattribution account. These effects reversed when message-related thoughts were negative, supporting the claim that fit provides information about the "rightness" of one's (positive or negative) evaluations
Attribution · Cognition · Context (archaeology) · Feeling · Framing (construction) · Misattribution of memory · Persuasion · Regulatory focus theory · Salient · Behavioral Health and Interventions · Computer Science · Media Influence and Health · Psychology · Social and Intergroup Psychology · Social Psychology
The Advantages of Compliance or the Disadvantages of Noncompliance? A Meta-Analytic Review of the Relative Persuasive Effectiveness of Gain-Framed and Loss-Framed Messages
The Relative Persuasiveness of Different Forms of Arguments-From-Consequences
Feeling certain
The “far dog, near cat” effect in stray animal charity rescue and its mechanism
Emphasizing recovery or improvement in charitable fundraising should depend on event controllability
Role of regulatory focus in the asymmetric perception of gains versus nonlosses and of losses versus nongains
On the perceived effectiveness of transformational–transactional leadership
Boosted by closure! Regulatory focus predicts motivation and task persistence in the aftermath of task‐unrelated goal closure
When message tailoring backfires
Framed, Interactive Theory-Driven Texting
Culture as Situated Cognition
Using Message Framing in Health‐Related Persuasion
Value From Regulatory Fit
The Relative Persuasiveness of Gain-Framed Loss-Framed Messages for Encouraging Disease Prevention Behaviors
Personalized Persuasion
Attitudes and Persuasion
It's the Mind-Set that Matters
A Review and Conceptual Framework for Understanding Personalized Matching Effects in Persuasion
Power and consumer behavior
Construal Level Theory and Consumer Behavior
Value from hedonic experience and engagement.
Intergroup Perception and Cognition
How Regulatory Fit Affects Value in Consumer Choices and Opinions
Emotion and persuasion
Shifting Liberal and Conservative Attitudes Using Moral Foundations Theory
Guilt and Shame
Psychological targeting as an effective approach to digital mass persuasion
How Does Leader Humility Influence Team Performance? Exploring the Mechanisms of Contagion and Collective Promotion Focus
Regulatory Fit and Persuasion
Cultural tailoring to promote hepatitis B screening in Turkish Dutch
Heart Versus Mind
I Say That World May Go To Pot For Me So Long As I Always Get My Tea”
Can Regulatory Fit Improve Elementary School Students’ Performance? Effects of Different Types of Regulatory Fit
Promoting Water Conservation Based on the Matching Effect of Regulatory Focus and Emotion
Better Possible Self or Better Other? Gender Affects Who is More Inspirational
Opportunity or risk? How news organizations frame social media in their guidelines for journalists
How Does Social Media Influence People to Get Vaccinated? The Elaboration Likelihood Model of a Person’s Attitude and Intention to Get Covid-19 Vaccines
Message framing to enhance consumer compliance with disease detection communication for prevention
Understanding the Interaction between Regulatory Focus and Message Framing in Determining Chinese Consumers’ Attitudes toward Artificial Meat
The Relationship of Employees' Promotion Focus and Job Crafting
Appealing to Goodwill or Yolo-Promoting Conservation Volunteering to Millennials
How topic content shapes LLM personality-tailored persuasion
Regulatory Focus and Fit Effects in Organizations
Promotive and prohibitive ethical voice in groups
Art and the asylum seeker
Personality Science in the Digital Age
Key antecedents of maximal levels of aspiration and minimal boundary goals
Feeling comfortable
“We’re so sorry – yes we really are”
Visual Design, Message Content, and Benefit Type
Regulatory Focus, Money Attitudes and Financial Literacy
Effects of Affect and Message Framing on Responses to Charity Advertising
Does the vision fit? How change context construal and followers’ regulatory focus influence responses to leader change visions
Construal level of traffic violation behavior
Does shared experience always solicit more donations? It depends on where you stand
Power and persuasion
Gradually or immediately? The effects of ad type and fresh start mindset on health persuasion
Power of health communication
Affirmative or negative
Are explicit or implicit appeals more credible? The congruence effects of green advertising appeals and product category on consumers’ evaluation
Development and validation of the general regulatory focus measure forced choice scale (GRFM-FC)
I will listen to you if you match with me
Covid-19 health Messaging
Testing Upward/Downward Comparison Messages in Antibiotic Stewardship
Engaging Audience on Social Media
Greater benefit of self-affirmation for prevention-focused individuals prior to threatening health messages
Physical activity promotion
Conservatives endorse Fintech? Individual regulatory focus attenuates the algorithm aversion effects in automated wealth management
Effects of implementation intentions and regulatory fit on subjective binge eating
Regulatory Fit Effects on the Acquisition of Lexical Stress
The role of artificial intelligence as a message source
Do celebrities in advertisements matter? Familiar endorsers as an accelerator of gestural cues of persuasion
Interaction of Cognitive and Motivational Processes in Asymmetric Preferences for Gains and Losses
Social media meets FinTech platforms
Approach versus Avoidance
Covid-19 Uncertainty and Temporal Framing in Advertising for Online Experiential Consumption
How Color Affects the Effectiveness of Taste- versus Health-Focused Restaurant Advertising Messages
Heading the Right Way? The Influence of Motion Direction in Advertising on Brand Trust
Advertising Meat Alternatives
Deflecting resistance to persuasion
Pride and prejudice
Pride Appeals and Temporal Framing Compatibility Effects In Green Advertising
The Baby Animal Effect in Wildlife Conservation Advertising
Can Health-Focused Advertising Help Employees Limit Their Use of Information and Communication Technologies and Support Work-Life Balance? The Role of Message Framing, Regulatory Focus, and Regulatory Fit in Promoting Boundary-Setting Intentions
Effects of Nature Values and Regulatory Fit of Message Framing on Message Evaluation and Actual Pro-Environmental Donations
Functional claims and consumer choice in Japan
Quo Vadis? From the Schoolyard to the Courtroom
The Moderating Role of Descriptive Norms on Construal-Level Fit
Gaining economic profit or losing cultural security
The entrepreneurial advantages of experiencing foreignness
Examining the interplay between job crafting and job satisfaction
Studying for autonomous reasons and having a promotion orientation
Reducing the effect of stereotype threat
The effect of incidental experiences of regulatory fit on trust
Effect of the fit between situational regulatory focus and feedback focus on customers' co-design behavior
A Dual-Role Trust Model for Social Media Influencers
The role of regulatory fit in visionary leadership
Commonalities and Differences Among Frames
Effects of Message Framing on Public Responses to Using Genetic Engineering to Restore American Chestnut Trees
Does that sound right? The effects of regulatory fit and nonfit headline frames on motivated information processing
The psychology of attitudes
Handbook of motivation and cognition
Advances In Experimental Social Psychology
Personality.
Enjoying Goal-Directed Action
Reality monitoring.
Cognitive Learning, Cognitive Response to Persuasion, and Attitude Change
How Self‐Regulation Creates Distinct Values
Promotion and Prevention
Regulatory Mode
Regulatory Focus and Strategic Inclinations
Cognitive, social, and physiological determinants of emotional state.
Communication and persuasion
The achievement motive.
The Role of the Affective and Cognitive Bases of Attitudes in Susceptibility to Affectively and Cognitively Based Persuasion
New Directions in Attribution Research
Matching Versus Mismatching Attitude Functions
The Construction of Social Judgments
The Message Within
The role of emotion in social judgments
Achievement orientations from subjective histories of success
Mood as input
To "do the right thing" or to "just do it
Thought confidence as a determinant of persuasion
Performance incentives and means
Locomotion, assessment, and regulatory fit
Persuasion and Culture
Regulatory Fit and Resisting Temptation during Goal Pursuit
Mood and memory
Making a good decision
Beyond pleasure and pain
Temporal construal and time-dependent changes in preference
Promotion and prevention focus on alternative hypotheses
Moral value transfer from regulatory fit
What doesn't kill me makes me stronger
Mood, misattribution, and judgments of well-being
Overt head movements and persuasion
Transfer of value from fit
Ease of retrieval as information
Availability
| Unique citing works | 208 |
|---|---|
| Citations per year | 9,9 |
| Citation span | 2005 - 2026 (22) |
| Citation velocity | current |
| Highly cited | Yes |
| Citation types | Neutral: 199 |