The Persuasive Power of Regulatory Nonfit

Lora Harding, Monika Lisjak, Angela Yuk-Kei Lee

Research output: Contribution to journalArticle

Abstract

A wealth of research has shown that people are more persuaded by appeals that fit their regulatory focus than those that do not. This research provides the first evidence that nonfit appeals may be more persuasive than fit appeals, but only when people are motivated and able to process nonfit information. Specifically, we find that nonfit appeals are more persuasive under high-involvement conditions, whereas fit appeals are more persuasive under low-involvement conditions (Experiment 1). Further, we find that the nonfit effect on persuasion is the result of heightened processing engagement (Experiments 2 and 3), whereby people are more discerning of argument strength (Experiment 3).
Original languageEnglish (US)
Pages (from-to)455-456
Number of pages2
JournalAdvances in Consumer Research
Volume37
StatePublished - 2010

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