Regulatory fit and persuasion: transfer from "Feeling Right.".
The authors propose that when a message recipient "feels right" from regulatory fit (E. T. Higgins, 2000), this subjective experience transfers to the persuasion context and serves as information for relevant evaluations, including perceived message persuasiveness and opinions of the topic. Fit was induced either by strategic framing of message arguments in a way that fit/did not fit with the recipient's regulatory state or by a source unrelated to the message itself. Across 4 studies, regulatory fit enhanced perceived persuasiveness and opinion ratings. These effects were eliminated when the correct source of feeling right was made salient before message exposure, supporting the misattribution account. These effects reversed when message-related thoughts were negative, supporting the claim that fit provides information about the "rightness" of one's (positive or negative) evaluations.
Department of Psychology, Columbia University, New York, NY, US. jcesario@psych.columbia.edu
Joseph
J
Cesario
Heidi
H
Grant
E Tory
ET
Higgins
D000328:Adult; D005246:Feedback; D005260:Female; D006801:Humans; D008297:Male; D010565:Persuasive Communication; D011795:Surveys and Questionnaires; D014163:Transfer, Psychology