کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
5034886 1471741 2017 47 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Individual differences in values determine the relative persuasiveness of biospheric, economic and combined appeals
ترجمه فارسی عنوان
تفاوت های فردی در ارزش ها، تعیین کننده پذیرش نسبی تجربیات بیوسفریک، اقتصادی و ترکیبی است
کلمات کلیدی
تضمین رفتار طرفدار محیط زیست، خیاطی ارزش های، پیام های محیطی،
موضوعات مرتبط
علوم انسانی و اجتماعی روانشناسی روان شناسی کاربردی
چکیده انگلیسی
Many environmental campaigns highlight both the environmental and financial benefits of behaviour change, in the hope of motivating a broad audience. But are such mixed appeals more persuasive than separate appeals? We argue that messages tailored to match recipient's prioritised values are more persuasive than combined appeals. We conducted a questionnaire study to assess the persuasiveness of economic, environmental, and mixed appeals (N = 210). As expected, individual differences in values moderated the persuasive power of the different appeals. Importantly, we found that appeals that matched the recipients' values were more persuasive than the combined appeal. Interestingly, personal norms also acted as a moderator. These findings suggest that environmental campaigns aimed to induce behavioural change can benefit from tailoring persuasive messages to idiosyncratic characteristics of their target group, rather than employing a one-size-fits-all message.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Environmental Psychology - Volume 53, November 2017, Pages 145-156
نویسندگان
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