Vigilant against Manipulation: The Effect of Regulatory Focus on the Use of Persuasion Knowledge

460 citations recorded by the source corpus.

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

Regulatory Focus, Regulatory Fit, and the Search and Consideration of Choice Alternatives (2010, unknown): “In contrast, prevention-focused individuals tend to prefer status quo options (Chernev 2004), make more conservative investments (Zhou and Pham 2004), and be more skeptical of manip-ulative persuasion attempts (Kirmani and Zhu 2007).”
How to Measure Persuasion Knowledge (2015, background): “Similarly, Kirmani and Zhu (2007) combined cognitive response measures with a rating scale to measure persuasion knowledge.”
A typology of consumer strategies for resisting advertising, and a review of mechanisms for countering them (2015, background): “Similarly, consumers are more likely to become suspicious of advertisers’ motives when ads feature negative comparisons to the competition (Jain and Posavac 2014) or incomplete comparisons (Kirmani and Zhu 2007).”
Sales and sincerity: The role of relational framing in word-of-mouth marketing (2008, background): “also Kirmani & Zhu, 2007; Williams et al., 2004).”
(I'm) Happy to Help (You): The Impact of Personal Pronoun Use in Customer–Firm Interactions (2018, background): “Explicit cues of an agent’s attributes—for example, prior evidence of their trustworthiness—have a strong impact on customers’ attitudes and intentions toward the persuasion agent and firm (Kirmani and Zhu 2007; Packard, Gershoff, andWooten 2016).”