The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
The Influence of Message Framing and Issue Involvement
Abstract
Studies examining message framing effects on persuasion have produced mixed results. Some studies show positively framed messages, which specify attributes or benefits gained by using a product, to be more persuasive than negatively framed messages, which specify attributes or benefits lost by not using a product. Reverse outcomes have been obtained in other studies. The authors explore a theoretical explanation for such findings by investigating whether differences in the degree to which people engage in detailed message processing account for the mixed results. The findings support the view that positively framed messages may be more persuasive when there is little emphasis on detailed processing, but negatively framed messages may be more persuasive when detailed processing is emphasized.
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Cites
Prospect Theory: An Analysis of Decision under Risk
Kahneman, D., & Tversky, A. (1979) · Econometrica · doi:10.2307/1914185 · Cited by 48,524
Levin, I. P., & Gaeth, G. J. (1988) · Journal of Consumer Research · doi:10.1086/209174 · Cited by 1,172
Cited by
All Frames Are Not Created Equal: A Typology and Critical Analysis of Framing Effects
Levin, I. P., Schneider, S. L., & Gaeth, G. J. (1998) · Organizational Behavior and Human Decision Processes · doi:10.1006/obhd.1998.2804 · Cited by 2,592
Shaping perceptions to motivate healthy behavior: The role of message framing.
Rothman, A. J., & Salovey, P. (1997) · Psychological Bulletin · doi:10.1037/0033-2909.121.1.3 · Cited by 1,932
Angst, C. M., & Agarwal, R. (2009) · MIS Quarterly · doi:10.2307/20650295 · Cited by 1,043
van Kleef, E., van Trijp, H. C. M., & Luning, P. (2005) · Appetite · doi:10.1016/j.appet.2005.01.009 · Cited by 395
Rothman, A. J., Martino, S. C., Bedell, B. T., Detweiler, J. B., & Salovey, P. (1999) · Personality and Social Psychology Bulletin · doi:10.1177/0146167299259003 · Cited by 379
Metadata
- Authors
- Maheswaran, D., & Meyers-Levy, J.
- Venue
- Journal of Marketing Research
- Publisher
- SAGE Publications
- Published
- 1990-08
- Volume
- 27
- Issue
- 3
- Pages
- 361-367
- ISSN
- 0022-2437 (ISSN-L)
- 1547-7193
- OpenAlex
- W2328660375
- Cited by
- 1,125
- References
- 2
- FWCI
- 3.43
- Type
- journal article
- Language
- en
- Open access
- closed
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