Regulatory fit and persuasion: Transfer from "feeling right"
Regulatory fit and persuasion: Transfer from "feeling right"
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DOI：
10.1037/0022-3514.86.3.388
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发表时间：
2004-03-01
影响因子：
7.6
通讯作者：
Higgins, ET
中科院分区：
文献类型：
--
作者：
Cesario, J;Grant, H;Higgins, ET
作者提出，当一个消息接收者“感觉正确”，从监管适合（E。T. Higgins，2000），这种主观体验转移到说服背景下，并作为相关评估的信息，包括感知的信息说服力和对主题的看法。适合诱导的战略框架的消息参数的方式，适合/不适合与收件人的监管状态或由无关的消息本身的来源。在4项研究中，监管配合增强了感知说服力和意见评级。当正确的感觉来源在信息暴露之前变得突出时，这些影响就会消除，这支持了错误归因的解释。当与信息相关的想法是消极的时，这些效果就逆转了，这支持了这样一种说法，即适合度提供了关于一个人（积极或消极）评价的“正确性”的信息。
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.