Using choice query to persuade consumers with different construal of self: Purchase uncertainty as a mediator

Queries about choices inviting recipients to reflect on purchase decisions are widely used in advertising. This study adopts purchase uncertainty as a foundation for evaluating how promotional messages designed as choice queries could predispose responses by individuals identifying as either an independent or interdependent self‐view. The results of three experiments show that independents are more readily persuaded by queries phrased in...