When fit fosters favoring: The role of private self-focus

Marieke L. Fransen, Bob M. Fennis, Ad Th H. Pruyn, Kathleen D. Vohs

Research output: Contribution to journalArticlepeer-review

13 Scopus citations

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.

Original languageEnglish (US)
Pages (from-to)202-207
Number of pages6
JournalJournal of Experimental Social Psychology
Volume47
Issue number1
DOIs
StatePublished - Jan 2011

Keywords

  • Compliance
  • Persuasion
  • Private self-focus
  • Regulatory fit
  • Regulatory focus

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