Regulatory Fit and Persuasion: Basic Principles and Remaining Questions

By Joseph Cesario, E. Tory Higgins, Abigail A. Scholer. 2008

370 citations recorded by the source corpus.

Subfields: Applied Psychology, Literature and Literary Theory, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/6d65601d9ac326a291f70cfbe0ec9846cc106164

How researchers see this paper

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

In Applied Psychology

1. Richard E. Petty
2. P. Briñol
3. Ko de Ruyter
4. Martin Wetzels
5. A. Daryanto
6. Paul G. Patterson
7. J. Teeny
8. David J. Stillwell

In Literature and Literary Theory

1. Richard E. Petty
2. P. Briñol
3. Ko de Ruyter
4. Martin Wetzels
5. A. Daryanto
6. Paul G. Patterson
7. Gideon Nave
8. David J. Stillwell

In Sociology and Political Science

1. Richard E. Petty
2. P. Briñol
3. Michal Kosinski
4. David J. Stillwell
5. J. Teeny
6. Ko de Ruyter
7. Martin Wetzels
8. A. Daryanto

Citations in the corpus

• The potential of generative AI for personalized persuasion at scale (2024, background): “Matching messages to people’s dominant regulatory focus has previously been shown to enhance the effectiveness of personalized persuasion, especially in the health domain 6,60 .”
• Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting (2010, methodology): “Moreover, fit makes people engage more strongly in what they are doing ( Cesario et al. 2008; Hong and Lee 2008).”
• Psychological targeting as an effective approach to digital mass persuasion (2017, methodology): “001, there was no significant difference in install rates to matching versus mismatching messages among people scoring high on openness, χ(2)(1) = 0.”
• The Role of Regulatory Focus and Self-View in “Green” Advertising Message Framing (2012, background): “In either case, regulatory fit is expected to result in satisfaction and a feeling of rightness toward messages that are framed in a manner consistent with consumers’ regulatory orientations (Cesario, Higgins, and Scholer 2008; Higgins 2002).”
• A Review and Conceptual Framework for Understanding Personalized Matching Effects in Persuasion (2020, background): “…other positive meanings that matched messages can generate include a greater feeling of rightness or fit (Cesario et al., 2004; Higgins, 2005; see Cesario et al., 2008), familiarity or fluency (Labroo & Lee, 2006; Thompson & Hamilton, 2006), self-efficacy in attaining the advocated outcome (Han…”