title: Persuading drivers to refrain from speeding: Effects of message sidedness and regulatory fit.
abstract: Building on regulatory fit theory (Higgins, 2000, 2005), we tested whether two-sided ads were more effective than one-sided ads in changing intentions toward driving behavior when message recipients were high in assessment orientation rather than locomotion orientation. In one study either a locomotion or an assessment orientation were situationally induced (Study 1) and in another study these different orientations were chronic predispositions (Study 2). As predicted, both studies found that for participants high in assessment, two-sided ads were more effective than one-sided ads, as reflected in stronger engagement with the persuasive message and stronger intentions to reduce driving speed. In contrast, for participants high in locomotion, one-sided ads were more effective than two-sided ads. There was also evidence that the fit effect on intentions to comply was mediated by strength of engagement with the message. Implications for persuasion concerning driving behaviors are discussed.
authors.affiliation: University of Rome Sapienza, Italy. antonio.pierro@uniroma1.it
authors.forename: Antonio
authors.initials: A
authors.lastname: Pierro
authors.forename: Mauro
authors.initials: M
authors.lastname: Giacomantonio
authors.forename: Gennaro
authors.initials: G
authors.lastname: Pica
authors.forename: Anna Maria
authors.initials: AM
authors.lastname: Giannini
authors.forename: Arie W
authors.initials: AW
authors.lastname: Kruglanski
authors.forename: E Tory
authors.initials: ET
authors.lastname: Higgins
mesh_terms: D000054:Acceleration; D000328:Adult; D000329:Advertising; D000704:Analysis of Variance; D001334:Automobile Driving / Q000523:psychology*; D005260:Female; D006801:Humans; D033182:Intention; D007558:Italy; D008297:Male; D009042:Motivation; D010565:Persuasive Communication; D011795:Surveys and Questionnaires