The DOI matches its Crossref record; 47 of the 47 references it cites were found in a registry or an index.
Bringing the Frame Into Focus: The Influence of Regulatory Fit on Processing Fluency and Persuasion.
Open accessAbstract
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 heightened eagerness toward positive outcomes are replicated when perceived risk is manipulated. Enhanced processing fluency leading to more favorable evaluations in conditions of compatibility appears to underlie these effects. The findings underscore the regulatory fit principle that accounts for the persuasiveness of message framing effects and highlight how processing fluency may contribute to the "feeling right" experience when the strategy of goal pursuit matches one's goal.
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Oppenheimer, D. M., Meyvis, T., & Davidenko, N. (2009) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2009.03.009 · Cited by 3,493
Kees, J., Berry, C., Burton, S., & Sheehan, K. (2017) · Journal of Advertising · doi:10.1080/00913367.2016.1269304 · Cited by 902
Neubert, M. J., Kacmar, K. M., Carlson, D. S., Chonko, L. B., & Roberts, J. A. (2008) · Journal of Applied Psychology · doi:10.1037/a0012695 · Cited by 854
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Metadata
- Authors
- Lee, A. Y., & Aaker, J. L.
- Venue
- Journal of Personality and Social Psychology
- Published
- 2004-02
- Volume
- 86
- Issue
- 2
- Pages
- 205-218
- ISSN
- 0022-3514 (ISSN-L)
- 1939-1315
- OpenAlex
- W3125011042
- Cited by
- 1,536
- References
- 47
- FWCI
- 41.06
- Type
- journal article
- Language
- en
- Open access
- green
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- Lee, A. Y., & Aaker, J. L. (2004). Bringing the Frame Into Focus: The Influence of Regulatory Fit on Processing Fluency and Persuasion. Journal of Personality and Social Psychology. https://doi.org/10.1037/0022-3514.86.2.205
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
