Does Elaboration Increase or Decrease the Effectiveness of Negatively versus Positively Framed Messages

By B. Shiv, Julie Britton, John W. Payne. 2004

186 citations recorded by the source corpus.

Subfields: Applied Psychology, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/2e84f4d57e7491ba55eae7ef5f268bd5ef892759

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In Applied Psychology

In Social Psychology

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Citations in the corpus

When and Why Saying “Thank You” Is Better Than Saying “Sorry” in Redressing Service Failures: The Role of Self-Esteem (2020, background): “Although previous research has not particularly focused on the interaction between service providers and consumers, in the context of self-talks, studies have documented the effects of linguistic framing on consumers’ self-views and subsequent behaviors (Shiv, Edell Britton, and Payne 2004).”
Let Us Eat and Drink, for Tomorrow We Shall Die: Effects of Mortality Salience and Self-Esteem on Self-Regulation in Consumer Choice (2005, background): “…in experiments 1, 2, and 3 that there is no evidence that mortality salience leads to distraction that reduces self-regulatory resources in general by consistently showing no effects on a deliberation index that has proven sensitive to effects of cognitive load in other research (Shiv et al. 2004).”
The Advantages of Compliance or the Disadvantages of Noncompliance? A Meta-Analytic Review of the Relative Persuasive Effectiveness of Gain-Framed and Loss-Framed Messages (2006, background): “…from Meyerowitz and Chaiken (1987) and Lalor (1990) were combined and reported as Meyerowitz and Chaiken (1987) combined; data from Shiv (1996), Shiv, Britton, and Payne (2004), and Shiv, Edell, and Payne (1997) were combined and reported as Shiv airline on-time, airline on-time and amenities,…”
Reflection as a strategy to enhance task performance after feedback (2009, methodology): “words provided during a reflection session is often used as an indicator of depth of processing (Gordijn et al., 2001; Shiv et al., 2004).”