When fit fosters favoring: The role of private self-focus |
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| Authors: | Marieke L Fransen Bob M Fennis Kathleen D Vohs |
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| Institution: | a University of Amsterdam, The Netherlandsb University of Groningen, The Netherlandsc University of Twente, The Netherlandsd University of Minnesota, USA |
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| Abstract: | The present research extends work on the ‘the value from fit’ principle by showing that regulatory fit effects on persuasion and behavioral compliance are stronger for people high, as opposed to low, in private self-focus. Previous research has shown that people high in private self-focus are strongly affected by external information. In the current work, we demonstrated that people high (vs. low) in private self-focus are more persuaded by information that matches (vs. mismatches) activated self-knowledge. |
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| Keywords: | Regulatory focus Regulatory fit Private self-focus Persuasion Compliance |
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