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Regulatory fit and persuasion: Transfer from “Feeling right (2004)
| Venue: | Journal of Personality and Social Psychology |
| Citations: | 80 - 10 self |
BibTeX
@ARTICLE{Cesario04regulatoryfit,
author = {Joseph Cesario and Heidi Grant and E. Tory Higgins},
title = {Regulatory fit and persuasion: Transfer from “Feeling right},
journal = {Journal of Personality and Social Psychology},
year = {2004},
pages = {388--404}
}
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Abstract
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. Subjective experience is a fundamental aspect of life, often serving as a source of meaning and information for evaluations. Accordingly, in one form or other, it has always been a focus of attitudes and persuasion research. Studies of the effects of subjective experience on persuasion and attitude formation traditionally have centered around the conditions under which mood and other
Keyphrases
regulatory fit subjective experience message exposure persuasion context opinion rating correct source strategic framing subjective experience transfer message argument perceived persuasiveness relevant evaluation attitude formation message recipient feel misattribution account fundamental aspect message persuasiveness message-related thought recipient regulatory state persuasion research
