Bringing the Frame Into Focus: The Influence of Regulatory Fit on Processing Fluency and Persuasion.
Volume: 86, Issue: 2, Pages: 205 - 218
Published: Feb 1, 2004
Abstract
This research demonstrates that people's goals associated with regulatory focus moderate the effect of message framing on persuasion. The results of 6 experiments show that appeals presented in gain frames are more persuasive when the message is promotion focused, whereas loss-framed appeals are more persuasive when the message is prevention focused. These regulatory focus effects suggesting heightened vigilance against negative outcomes and...
Paper Details
Title
Bringing the Frame Into Focus: The Influence of Regulatory Fit on Processing Fluency and Persuasion.
Published Date
Feb 1, 2004
Volume
86
Issue
2
Pages
205 - 218
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