The DOI matches its Crossref record; 63 of the 63 references it cites were found in a registry or an index.
Regulatory Fit and Persuasion: Basic Principles and Remaining Questions
Abstract
How can researchers and practitioners use regulatory fit theory to increase the effectiveness of their attempts to change attitudes and behavior? In this article, we extract from the literature a set of basic processes by which fit can influence persuasion and describe different methods for inducing fit. Regulatory fit can influence persuasion by: (i) making message recipients feel right during message reception; (ii) increasing recipients’ strength of engagement with the message, which contributes to processing fluency; and (iii) influencing elaboration likelihood. Integral methods induce fit within the persuasion situation (as with framing of message arguments, source delivery style, and decision means), whereas incidental methods induce fit independent of the persuasion situation. We discuss common difficulties researchers may encounter with these techniques, and clarify existing confusions about regulatory fit and regulatory focus theory. Throughout, we highlight important questions that must be addressed to attain a complete understanding of regulatory fit.
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Psychological 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
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Higgins, E. T., & Scholer, A. A. (2009) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2009.02.002 · Cited by 482
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The Potential of Generative AI for Personalized Persuasion at Scale
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Metadata
- Authors
- Cesario, J., Higgins, E. T., & Scholer, A. A.
- Venue
- Social and Personality Psychology Compass
- Publisher
- Wiley
- Published
- 2007-11-28
- Volume
- 2
- Issue
- 1
- Pages
- 444-463
- ISSN
- 1751-9004 (ISSN-L)
- OpenAlex
- W2112823838
- Cited by
- 371
- References
- 63
- FWCI
- 10.25
- Type
- journal article
- Language
- en
- Open access
- closed
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