When two wrongs can make a right: Regulatory nonfit, bias, and correction of judgments

Vaughn, Leigh Ann; O’Rourke, Thomas; Schwartz, Sandra; Malik, Jill; Petkova, Zhivka; Trudeau, Lindsay

doi:10.1016/j.jesp.2005.09.004

Cited by 45 publications

(80 citation statements)

References 26 publications

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“…Because the comprehensive exam proposal was specifically designed to be of low relevance to the students, which typically leads people to base their attitudes on more easily processed expertise cues (Chaiken et al, 1989;Petty & Cacioppo, 1986), the lack of expertise effects following experiences of non-fit can be interpreted as evidence for more thorough processing of the message arguments themselves (cf. Vaughn, O'Rourke, et al, 2006). However, although the perceived persuasiveness of the arguments was positively related to participants' attitudes, these effects were not mirrored in participants' judgments of the persuasiveness of the arguments, suggesting that incidental experiences of regulatory fit or non-fit were not related to the use of any additional cues in interpreting the persuasive message itself.…”

Section: Discussionmentioning

confidence: 83%

“…Indeed, recent findings by Vaughn and colleagues Vaughn, O'Rourke, et al, 2006) have provided evidence consistent with this type of mechanism. In one set of studies, participants who experienced regulatory fit before an impression formation task expended less effort adjusting their first impressions and engaged in less information processing overall than did those who experienced regulatory non-fit.…”

Section: Subjective Experiences and The Processing Of Persuasive Appealsmentioning

confidence: 76%

“…Therefore, as has been the common practice in previous research on regulatory fit (Cesario et al, 2004;Lee & Aaker, 2004;Vaughn, O'Rourke, et al, 2006), all analyses in the studies presented here simply used the collapsed fit and non-fit categories.…”

Section: Methodsmentioning

confidence: 99%

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Incidental Experiences of Regulatory Fit and the Processing of Persuasive Appeals

Koenig

Cesario

Molden³

et al. 2009

Pers Soc Psychol Bull

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This article examines how the subjective experiences of “feeling right” from regulatory fit and of “feeling wrong” from regulatory non-fit influence the way people process persuasive messages. Across three studies, incidental experiences of regulatory fit increased reliance on source expertise and decreased resistance to counterpersuasion, whereas incidental experiences of regulatory non-fit increased reliance on argument strength and increased resistance to counterpersuasion. These results suggest that incidental fit and non-fit experiences can produce, respectively, more superficial or more thorough processing of persuasive messages. The mechanisms underlying these effects, and the conditions under which they should and should not be expected, are discussed.

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Section: Discussionmentioning

confidence: 83%

Section: Subjective Experiences and The Processing Of Persuasive Appealsmentioning

confidence: 76%

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Incidental Experiences of Regulatory Fit and the Processing of Persuasive Appeals

Koenig

Cesario

Molden³

et al. 2009

Pers Soc Psychol Bull

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“…To provide further evidence that this is the case, we also conducted a pilot investigation to verify that responses to the RFQ would not be susceptible to a regulatory focus message manipulation. In the pilot study, 70 students in an introductory psychology course (74% women; M age = 18.33, SD = 0.86 years) completed the RFQ, then one week later completed a validated regulatory focus induction task (Freitas et al, 2002;Vaughn et al, 2006). After the regulatory focus induction task, participants immediately completed another RFQ.…”

Section: Methodsmentioning

confidence: 99%

A field experiment testing the utility of regulatory fit messages for promoting physical activity

Latimer-Cheung

Rivers

Rench

et al. 2008

Journal of Experimental Social Psychology

149

116

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Guided by regulatory focus theory, we examined whether messages tailored to individuals' promotion-or prevention-goal orientation (regulatory focus) elicit positive thoughts and feelings about physical activity and increase participation in physical activity. Inactive participants (N = 206) were assigned randomly to receive either promotion-focused or prevention-focused messages encouraging physical activity. Two weeks after message exposure, we assessed participants' thoughts and feelings about physical activity and physical activity behavior. Tailored messages that fit individuals' regulatory focus led to greater physical activity participation and more positive feelings than non-fit messages, particularly in the promotion-focused condition. Furthermore, positive retrospective feelings about physical activity mediated the effects of the tailored messages on behavior. These findings provide support for regulatory focus theory and direction for enhancing the effectiveness of messages encouraging physical activity and other health behaviors.

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“…In contrast, people with a promotion focus tend to be more positive and concerned with idealistic achievement. Past research found messages utilizing regulatory fit resulted in people feeling better about the decisions they made with regard to the message topic (Higgins 2000;Vaughn et al 2005).…”

Section: Regulatory Focusmentioning

confidence: 98%

Appealing to Goodwill or YOLO-Promoting Conservation Volunteering to Millennials

Nisbett

Strzelecka

2016

Voluntas

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Volunteer travel opportunities are more plentiful than ever and are now offered worldwide, with conservation projects being an increasingly popular choice. Some of the emerging questions in this field are concerned with the effective communication of these opportunities to young people. One theory that could guide the creation of these persuasive campaigns for conservation volunteering is regulatory focus theory. By adopting this theory, we reveal yet another possibility for understanding motivations of conservation volunteers. Results of the experiment suggest promotion messages are better received (more persuasive) because they induce expectations in line with general view of conservation volunteering as a hedonic experience. Moreover, this study is the first one of its kind to show this important effect of environmental attitudes on individuals' responses to promotional messages about conservation volunteering travel.Résumé Les occasions de voyage bénévole sont plus nombreuses que jamais et désormais offertes partout dans le monde, les projets de conservation en constituant un choix de plus en plus populaire. Dans ce domaine, des questions émergentes portent sur la communication efficace de ces occasions aux jeunes. Une des théories qui pourraient orienter la création de ces campagnes de persuasion pour le bénévolat dans le domaine de la conservation est la théorie à focalisation réglementaire. En l'adoptant, nous pouvons mieux comprendre les motivations des bénévoles oeuvrant dans le domaine de la conservation. Les résultats de l'expérimentation suggèrent & Marianna Strzelecka marianna.strzelecka@lnu.se

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When two wrongs can make a right: Regulatory nonfit, bias, and correction of judgments

Cited by 45 publications

References 26 publications

Incidental Experiences of Regulatory Fit and the Processing of Persuasive Appeals

Incidental Experiences of Regulatory Fit and the Processing of Persuasive Appeals

A field experiment testing the utility of regulatory fit messages for promoting physical activity

Appealing to Goodwill or YOLO-Promoting Conservation Volunteering to Millennials

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