调节匹配对消费者的劝说性影响研究综述
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外国经济与管理 2011 年 第 33 卷第 12 期, 页码：58 - 64
摘要
参考文献
摘要
本文就调节匹配对消费者的劝说性影响对现有研究成果进行了梳理与述评。首先,简要介绍了调节匹配的概念、分类及作用机理;其次,总结了调节匹配如何影响信息聚焦方式、信息框架及信息的其他组织形式对消息者的说服效果,并对现有研究结论的不一致之处进行了分析;最后,指出了现有研究存在的问题及进一步的研究方向。
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[7]Florack A and Scarabis M.How advertising claims affect brand preferences and category-brand associations:The role of regulato-ry fit[J].Psychology&Marketing,2006,23(9):741-755.
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[9]Kees J,Burton S and Tangari A H.The impact of regulatory focus,temporal orientation,and fit on consumer responses to health?related advertising[J].Journal of Advertising,2010,39(1):19-34.
[10]Kim Y J.The role of regulatory focus in message framing in antismoking advertisements for adolescents[J].Journal of Adver-tising,2006,35(1):143-151.
[11]Koenig A,Cesario J,Molden D,et al.Incidental experiences of regulatory fit and the processing of persuasive appeals[J].Per-sonality and Social Psychology Bulletin,2009,35(10):1342-1355.
[12]Labroo A A and Lee A Y.Between two brands:A goal fluency account of brand evaluation[J].Journal of Marketing Research,2006,43(3):374-385.
[13]Lee A Y and Aaker J L.Bringing the frame into focus:The influence of regulatory fit on processing fluency and persuasion[J].Journal of Personality and Social Psychology,2004,86(2):205-217.
[14]Lee A Y,Keller P A and Sternthal B.Value from regulatory construal fit:The persuasive impact of fit between consumer goals and message concreteness[J].Journal of Consumer Research,2010,36(5):735-747.
[15]Pham M T and Chang H H.Regulatory focus,regulatory fit,and the search and consideration of choice alternatives[J].Journal of Consumer Research,2010,37(4):626-640.
[16]Sengupta J and Zhou R.Understanding impulsive eaters'choice behaviors:The motivational influences of regulatory focus[J].Journal of Marketing Research,2007,44(2):297-308.
[17]Wang J and Lee A Y.The role of regulatory focus in preference construction[J].Journal of Marketing Research,2006,43(1):28-38.
[18]Zhao G and Pechmann C.The impact of regulatory focus on adolescents’response to antismoking advertising campaigns[J].Journal of Marketing Research,2007,44(4):671-687.
[2]Aaker J L and Lee A Y.Understanding regulatory fit[J].Journal of Marketing Research,2006,43(1):15-19.
[3]Cesario J,Grant H and Higgins E.Regulatory fit and persuasion:Transfer from“feeling right”[J].Journal of Personality and Social Psychology,2004,86(3):388-404.
[4]Cesario J and Higgins E.Making message recipients“feel right”:How nonverbal cues can increase persuasion[J].Psychological Science,2008,19(5):415-420.
[5]Dholakia U M,Gopinath M,Bagozzi R P,et al.The role of regulatory focus in the experience and self-control of desire for tempta-tions[J].Journal of Consumer Psychology,2006,16(2):163-175.
[6]Evans L M and Petty R E.Self-guide framing and persuasion:Responsibly increasing message processing to ideal levels[J].Per-sonality and Social Psychology Bulletin,2003,29(3):313-324.
[7]Florack A and Scarabis M.How advertising claims affect brand preferences and category-brand associations:The role of regulato-ry fit[J].Psychology&Marketing,2006,23(9):741-755.
[8]Hong J and Lee A Y.Be fit and be strong:Mastering self-regulation through regulatory fit[J].Journal of Consumer Research,2008,34(5):682-695.
[9]Kees J,Burton S and Tangari A H.The impact of regulatory focus,temporal orientation,and fit on consumer responses to health?related advertising[J].Journal of Advertising,2010,39(1):19-34.
[10]Kim Y J.The role of regulatory focus in message framing in antismoking advertisements for adolescents[J].Journal of Adver-tising,2006,35(1):143-151.
[11]Koenig A,Cesario J,Molden D,et al.Incidental experiences of regulatory fit and the processing of persuasive appeals[J].Per-sonality and Social Psychology Bulletin,2009,35(10):1342-1355.
[12]Labroo A A and Lee A Y.Between two brands:A goal fluency account of brand evaluation[J].Journal of Marketing Research,2006,43(3):374-385.
[13]Lee A Y and Aaker J L.Bringing the frame into focus:The influence of regulatory fit on processing fluency and persuasion[J].Journal of Personality and Social Psychology,2004,86(2):205-217.
[14]Lee A Y,Keller P A and Sternthal B.Value from regulatory construal fit:The persuasive impact of fit between consumer goals and message concreteness[J].Journal of Consumer Research,2010,36(5):735-747.
[15]Pham M T and Chang H H.Regulatory focus,regulatory fit,and the search and consideration of choice alternatives[J].Journal of Consumer Research,2010,37(4):626-640.
[16]Sengupta J and Zhou R.Understanding impulsive eaters'choice behaviors:The motivational influences of regulatory focus[J].Journal of Marketing Research,2007,44(2):297-308.
[17]Wang J and Lee A Y.The role of regulatory focus in preference construction[J].Journal of Marketing Research,2006,43(1):28-38.
[18]Zhao G and Pechmann C.The impact of regulatory focus on adolescents’response to antismoking advertising campaigns[J].Journal of Marketing Research,2007,44(4):671-687.
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熊素红. 调节匹配对消费者的劝说性影响研究综述[J]. 外国经济与管理, 2011, 33(12): 58–64.
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