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

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Fransen, Marieke L. and Fennis, Bob M. and Pruyn, A.Th.H. and Vohs, Kathleen D. (2011) When fit fosters favoring: The role of private self-focus. Journal of experimental social psychology, 47 (1). pp. 202-207. ISSN 0022-1031

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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.

Item Type:Article
Copyright:© 2010 Elsevier Inc
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Behavioural Sciences (BS)
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Link to this item:http://purl.utwente.nl/publications/75395
Official URL:http://dx.doi.org/10.1016/j.jesp.2010.09.004
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