The DOI matches its Crossref record; 66 of the 66 references it cites were found in a registry or an index.
Regulatory Fit and Persuasion: Transfer From "Feeling Right."
Abstract
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.
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Cites
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Cited by
Value from hedonic experience and engagement
Higgins, E. T. (2006) · Psychological Review · doi:10.1037/0033-295x.113.3.439 · Cited by 949
Self-citationPsychological targeting as an effective approach to digital mass persuasion
Matz, S. C., Kosinski, M., Nave, G., & Stillwell, D. J. (2017) · Proceedings of the National Academy of Sciences · doi:10.1073/pnas.1710966114 · Cited by 892
Crano, W. D., & Prislin, R. (2006) · Annual Review of Psychology · doi:10.1146/annurev.psych.57.102904.190034 · Cited by 785
Rothman, A. J., Bartels, R. D., Wlaschin, J., & Salovey, P. (2006) · Journal of Communication · doi:10.1111/j.1460-2466.2006.00290.x · Cited by 770
Higgins, E. T. (2005) · Current Directions in Psychological Science · doi:10.1111/j.0963-7214.2005.00366.x · Cited by 719
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Metadata
- Authors
- Cesario, J., Grant, H., & Higgins, E. T.
- Venue
- Journal of Personality and Social Psychology
- Published
- 2004-03
- Volume
- 86
- Issue
- 3
- Pages
- 388-404
- ISSN
- 0022-3514 (ISSN-L)
- 1939-1315
- OpenAlex
- W2021998397
- Cited by
- 1,011
- References
- 66
- FWCI
- 29.18
- Type
- journal article
- Language
- en
- Open access
- closed
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- Cesario, J., Grant, H., & Higgins, E. T. (2004). Regulatory Fit and Persuasion: Transfer From "Feeling Right.". Journal of Personality and Social Psychology. https://doi.org/10.1037/0022-3514.86.3.388
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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.
