The DOI matches its Crossref record; 6 of the 6 references it cites were found in a registry or an index.
“I” Seek Pleasures and “We” Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion
Abstract
In four experiments, we show that goals associated with approach and avoidance needs influence persuasion and that the accessibility of distinct self-views moderates these effects. Specifically, individuals with an accessible independent self-view are more persuaded by promotion-focused information that is consistent with an approach goal. In contrast, individuals whose interdependent self-view is more accessible are more persuaded by prevention focused information that is consistent with an avoidance goal. When the persuasive appeal is compatible with self-regulatory focus, individuals demonstrate greater recall of the message content and are more discerning regarding argument strength. These findings provide convergent evidence that central processing under goal compatible conditions underlies the persuasion effects.
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Cites
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Belk, R. W. (1988) · Journal of Consumer Research · doi:10.1086/209154 · Cited by 9,064
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Is there a universal need for positive self-regard?
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“The goals of the interdependent self, in contrast, are characterized by belonging, mandating the fulfillment of obligations and responsibilities to others (Heine et al. 1999).”
BackgroundMulticultural minds: A dynamic constructivist approach to culture and cognition.
Hong, Y.-Y., Morris, M. W., Chiu, C.-Y., & Benet-Martínez, V. (2000) · American Psychologist · doi:10.1037/0003-066x.55.7.709 · Cited by 2,203
Social Exclusion and Selective Memory: How the Need to belong Influences Memory for Social Events
Gardner, W. L., Pickett, C. L., & Brewer, M. B. (2000) · Personality and Social Psychology Bulletin · doi:10.1177/0146167200266007 · Cited by 578
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“Economic man” in cross-cultural perspective: behavioral experiments in 15 small-scale societies
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Functional food. Product development, marketing and consumer acceptance—a review
Siró, I., Kápolna, E., Kápolna, B., & Lugasi, A. (2008) · Appetite · doi:10.1016/j.appet.2008.05.060 · Cited by 1,758
Kark, R., & Van Dijk, D. (2007) · Academy of Management Review · doi:10.5465/amr.2007.24351846 · Cited by 818
Revisiting gender differences: what we know and what lies ahead.
Meyers‐Levy, J., & Loken, B. (2015) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2014.06.003 · Cited by 614
Between the mass and the class: Antecedents of the “bandwagon” luxury consumption behavior
Kastanakis, M. N., & Balabanis, G. (2012) · Journal of Business Research · doi:10.1016/j.jbusres.2011.10.005 · Cited by 578
Metadata
- Authors
- Aaker, J. L., & Lee, A. Y.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 2001-06
- Volume
- 28
- Issue
- 1
- Pages
- 33-49
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2122830808
- Cited by
- 1,249
- References
- 6
- FWCI
- 16.53
- Type
- journal article
- Language
- en
- Open access
- closed
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- Aaker, J. L., & Lee, A. Y. (2001). “I” Seek Pleasures and “We” Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion. Journal of Consumer Research. https://doi.org/10.1086/321946
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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.
