کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
947848 926445 2013 12 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
A self-regulatory framework for message framing
موضوعات مرتبط
علوم زیستی و بیوفناوری علم عصب شناسی علوم اعصاب رفتاری
پیش نمایش صفحه اول مقاله
A self-regulatory framework for message framing
چکیده انگلیسی

After several decades of research on message framing, there is still no clear and consistent answer to the question of when emphasizing positive or negative outcomes in a persuasive message will be most effective. Whereas early framing research considered the type of recommended behavior (health-affirming vs. illness-detection) to be the determining factor, more recent research has looked to individual differences to answer this question. In this paper, we incorporate both approaches under a single framework. The framework describes the multiple self-regulatory levels at which a message can be framed and predicts when framing at each level will be most effective. Two central predictions were confirmed across four studies: (1) messages describing the pleasures of adhering to the recommended behavior are most effective for recipients in a promotion focus (who are concerned with meeting growth needs), whereas messages describing the pains of not adhering are most effective for recipients in a prevention focus (who are concerned with meeting safety needs), and (2) the content of an advocacy message is essential, as different topics induce different regulatory orientations. By showing that different message content can induce a promotion or prevention focus, past findings and theories can be accommodated within the proposed framework, and a single set of self-regulatory principles can be used to understand message framing.


► We describe how messages can be framed and predict when and for whom frames will be most effective.
► The content of a message is essential; different topics induce different regulatory orientations.
► Describing the pleasures of adhering is most effective for promotion focus recipients.
► Describing the pains of not adhering is most effective for prevention focus recipients.
► We integrate previous theories into a single framework emphasizing self-regulatory principles.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Experimental Social Psychology - Volume 49, Issue 2, March 2013, Pages 238–249
نویسندگان
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