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Self-Guide Framing and Persuasion: Responsibly Increasing Message Processing to Ideal Levels

https://doi.org/10.1177/0146167202250090
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What this work says

Outgoing claims: the papers this work cites, builds on, or argues with.

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Cognitive Processing and the Functional Matching Effect in Persuasion: The Mediating Role of Subjective Perceptions of Message Quality
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The effects of a salient self-schema on the evaluation of proattitudinal editorials: Top-down versus bottom-up message processing
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The Elaboration Likelihood Model of Persuasion
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Self-Discrepancy Theory: What Patterns of Self-Beliefs Cause People to Suffer?
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Advances In Experimental Social Psychology
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Motivation and Self-Regulation across the Life Span
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Development of Regulatory Focus: Promotion and Prevention as Ways of Living
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The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations.
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Specific forms of facial EMG response index emotions during an interview: From Darwin to the continuous flow hypothesis of affect-laden information processing.
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On-line and memory-based modification of attitudes: Determinants of message recall-attitude change correspondence.
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Ideal versus ought predilections for approach and avoidance distinct self-regulatory systems.
inferredcites →https://doi.org/10.1037//0022-3514.73.3.447openalex-snapshot
Expectancy × value effects: Regulatory focus as determinant of magnitude and direction.
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Performance incentives and means: How regulatory focus influences goal attainment.
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Beyond pleasure and pain.
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Distraction can enhance or reduce yielding to propaganda: Thought disruption versus effort justification.
inferredcites →https://doi.org/10.1037/0022-3514.37.10.1915openalex-snapshot
Issue involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses.
inferredcites →https://doi.org/10.1037/0022-3514.42.1.116openalex-snapshot
The need for cognition.
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Appeals to image and claims about quality: Understanding the psychology of advertising.
inferredcites →https://doi.org/10.1037/0022-3514.51.1.5openalex-snapshot
Self-discrepancies and emotional vulnerability: How magnitude, accessibility, and type of discrepancy influence affect.
inferredcites →https://doi.org/10.1037/0022-3514.52.2.279openalex-snapshot
Investigating the social-adjustive and value-expressive functions of attitudes: Implications for persuasion processes.
inferredcites →https://doi.org/10.1037/0022-3514.55.3.357openalex-snapshot
Uncertainty orientation and persuasion: Individual differences in the effects of personal relevance on social judgments.
inferredcites →https://doi.org/10.1037/0022-3514.72.3.515openalex-snapshot
Emotional responses to goal attainment: Strength of regulatory focus as moderator.
inferredcites →https://doi.org/10.1037/0033-2909.119.2.197openalex-snapshot
Dispositional differences in cognitive motivation: The life and times of individuals varying in need for cognition.
inferredcites →https://doi.org/10.1037/0033-295x.93.3.258openalex-snapshot
The relationship between memory and judgment depends on whether the judgment task is memory-based or on-line.
inferredcites →https://doi.org/10.1037/0033-295x.94.3.319openalex-snapshot
Self-discrepancy: A theory relating self and affect.
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On the Exact Variance of Products
inferredcites →https://doi.org/10.1086/321946openalex-snapshot
“I” Seek Pleasures and “We” Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion
inferredcites →https://doi.org/10.1093/her/5.4.409openalex-snapshot
Increasing the consumption of dietary fiber: a decision theory analysis
inferredcites →https://doi.org/10.1177/009430610403300625openalex-snapshot
Handbook of Social Psychology
inferredcites →https://doi.org/10.1177/01461672012712004openalex-snapshot
On-Line Versus Memory-Based Processing: The Role of “Need to Evaluate” in Person Perception
inferredcites →https://doi.org/10.1177/0146167292184003openalex-snapshot
Self-Guide Strength and Emotional Vulnerability: Birth Order as a Moderator of Self-Affect Relations
inferredcites →https://doi.org/10.1177/0146167292185002openalex-snapshot
Seff-Discrepancies and Biographical Memory: Personality and Cognition at the Level of Psychological Situation
inferredcites →https://doi.org/10.1177/0146167294201011openalex-snapshot
Message Framing, Self-Discrepancies, and Yielding to Persuasive Messages: The Motivational Significance of Psychological Situations
inferredcites →https://doi.org/10.1177/0146167295216010openalex-snapshot
Source Attributions and Persuasion: Perceived Honesty as a Determinant of Message Scrutiny
inferredcites →https://doi.org/10.1177/0146167296223004openalex-snapshot
Message Framing and Persuasion: A Message Processing Analysis
inferredcites →https://doi.org/10.1177/0146167298243001openalex-snapshot
Matching Versus Mismatching Attitude Functions: Implications for Scrutiny of Persuasive Messages
inferredcites →https://doi.org/10.1207/s15327752jpa4803_13openalex-snapshot
The Efficient Assessment of Need for Cognition
inferredcites →https://doi.org/10.2307/1269570openalex-snapshot
Data Analysis: A Model-Comparison Approach
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Data Analysis: A Model-Comparison Approach.
inferredcites →https://doi.org/10.2307/270723openalex-snapshot
Asymptotic Confidence Intervals for Indirect Effects in Structural Equation Models
inferredcites →https://doi.org/10.4324/9781315807041-12openalex-snapshot
Elaboration as a Determinant of Attitude Strength: Creating Attitudes That Are Persistent, Resistant, and Predictive of Behavior
inferredcites →https://doi.org/10.4324/9781410602138-9openalex-snapshot
Attitude Functions and Persuasion: An Elaboration Likelihood Approach to Matched Versus Mismatched Messages

What points at this work

Incoming claims: where this work appears in other papers’ reference lists and arguments.

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Need for Cognition and Argument Quantity: Experiences in Processing Fluency Encourage Detailed Thinking by Low-Need for Cognition Individuals
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How regulatory focus influences consumer behavior
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