Using a Non-Fit Message Helps to De-Intensify Negative Reactions to Tough Advice.
Using a Non-Fit Message Helps to De-Intensify Negative Reactions to Tough Advice.
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DOI：
10.1177/0146167216649931
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发表时间：
2016-08
影响因子：
4
通讯作者：
Higgins ET
中科院分区：
文献类型：
--
作者：
Fridman I;Scherr KA;Glare PA;Higgins ET
有时医生需要给病人提供可能令人不安的建议。例如，医生可能会建议临终关怀的病人，因为它最能满足他们的需要，但病人和他们的家人不喜欢这个建议的选择。我们探讨是否监管不适合可以用来改善这些类型的情况。在五项研究中，参与者想象从医生那里得到令人不安的建议，我们证明了医生建议的形式（强调收益与避免损失）和参与者的动机取向（促进与预防）之间的监管不匹配提高了参与者对最初不喜欢的选项的评价。监管不适合通过使他们对最初的判断不那么自信并激励他们更彻底地思考所提出的论点来削弱参与者的最初态度。此外，与以前的研究一致的监管配合，我们表明，监管不适合的机制不同，作为一个功能的参与者的认知参与评估的选项。
Sometimes physicians need to provide patients with potentially upsetting advice. For example, physicians may recommend hospice for a terminally ill patient because it best meets their needs, but the patient and their family dislike this advised option. We explore whether regulatory non-fit could be used to improve these types of situations. Across five studies in which participants imagined receiving upsetting advice from a physician, we demonstrate that regulatory non-fit between the form of the physician’s advice (emphasizing gains vs. avoiding losses) and the participants’ motivational orientation (promotion vs. prevention) improves participants’ evaluation of an initially disliked option. Regulatory non-fit de-intensifies participants’ initial attitudes by making them less confident in their initial judgments and motivating them to think more thoroughly about the arguments presented. Furthermore, consistent with previous research on regulatory fit, we showed that the mechanism of regulatory non-fit differs as a function of participants’ cognitive involvement in the evaluation of the option.
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发表时间：
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影响因子：
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影响因子：
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