Regulatory Fit and Persuasion: Basic Principles and Remaining Questions
Regulatory Fit and Persuasion: Basic Principles and Remaining Questions
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DOI：
10.1111/j.1751-9004.2007.00055.x
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发表时间：
2008-01-01
影响因子：
4.6
通讯作者：
Scholer, Abigail A.
中科院分区：
文献类型：
--
作者：
Cesario, Joseph;Higgins, E. Tory;Scholer, Abigail A.
研究人员和从业者如何利用监管契合理论来提高他们改变态度和行为的尝试的有效性？在本文中，我们从文献中提取了一组适合度影响说服力的基本过程，并描述了诱导适合度的不同方法。监管配合可以通过以下方式影响说服力：(i) 让消息接收者在消息接收过程中感觉良好； (ii) 提高接收者对信息的参与程度，这有助于处理流畅性； (iii) 影响阐述的可能性。整体方法在说服情境中产生契合（如消息论证的框架、来源传递风格和决策手段），而附带方法则在独立于说服情境的情况下产生契合。我们讨论了研究人员在使用这些技术时可能遇到的常见困难，并澄清了有关监管契合和监管焦点理论的现有困惑。在整个过程中，我们强调了必须解决的重要问题，以全面了解监管契合度。
How can researchers and practitioners use regulatory fit theory to increase the effectiveness of their attempts to change attitudes and behavior? In this article, we extract from the literature a set of basic processes by which fit can influence persuasion and describe different methods for inducing fit. Regulatory fit can influence persuasion by: (i) making message recipients feel right during message reception; (ii) increasing recipients' strength of engagement with the message, which contributes to processing fluency; and (iii) influencing elaboration likelihood. Integral methods induce fit within the persuasion situation (as with framing of message arguments, source delivery style, and decision means), whereas incidental methods induce fit independent of the persuasion situation. We discuss common difficulties researchers may encounter with these techniques, and clarify existing confusions about regulatory fit and regulatory focus theory. Throughout, we highlight important questions that must be addressed to attain a complete understanding of regulatory fit.