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- Publisher
- American Psychological Association
- Copyright
- Copyright © 2004 American Psychological Association
- ISSN
- 0022-3514
- eISSN
- 1939-1315
- DOI
- 10.1037/0022-3514.86.3.388
- pmid
- 15008644
- Publisher site
- See Article on Publisher Site
Abstract
The authors propose that when a message recipient “feelsright” from regulatory fit (E.T. Higgins, 2000), this subjective experiencetransfers to the persuasion context and serves as information for relevantevaluations, including perceived message persuasiveness and opinions ofthe topic. Fit was induced either by strategic framing of messagearguments in a way that fit/did not fit with the recipient'sregulatory state or by a source unrelated to the message itself. Across4 studies, regulatory fit enhanced perceived persuasiveness and opinionratings. These effects were eliminated when the correct source offeeling right was made salient before message exposure, supporting themisattribution account. These effects reversed whenmessage-related thoughts were negative, supporting the claim thatfit provides information about the “rightness” of one's(positive or negative) evaluations.
Journal
Journal of Personality and Social Psychology – American Psychological Association
Published: Mar 1, 2004