The Relative Persuasive Effect of Gain- versus Loss-Framed Messages: Exploring the Moderating Role of the Desirability of End-States

2007 ◽  
Vol 84 (3) ◽  
pp. 509-524 ◽  
Author(s):  
Xiaoli Nan
Keyword(s):  
Message Framing ◽  
The Other ◽  
Persuasive Message ◽  
Issue Involvement ◽  
Moderating Role ◽  
Persuasive Effect

A persuasive message can focus on either the advantages of compliance (i.e., gain-framed) or the disadvantages of non-compliance (i.e., loss-framed). Previous findings regarding the relative persuasive effect of gain- versus loss-framed messages have been largely inconsistent. This research suggests that there exist two distinct operationalizations of message framing, with one involving desirable end-states and the other involving undesirable end-states. Through two experiments, this research demonstrates that the desirability of end-states has a systematic impact on the relative persuasiveness of gain- versus loss-framed messages and that the nature of such impact is further dependent upon the audience's issue involvement.

scholarly journals Effort investment in uncontrollable situations: The moderating role of motivation toward closure

2021 ◽  
Vol 45 (2) ◽  
pp. 186-196
Author(s):  
Paulina Szwed ◽  
Małgorzata Kossowska ◽  
Marcin Bukowski
Keyword(s):  
Blood Pressure ◽  
Experimental Studies ◽  
The Other ◽  
Need For Closure ◽  
Extra Effort ◽  
Moderating Role ◽  
Energy Conservation Principle ◽  
Principle Of Energy Conservation ◽  
Investment Behaviour

AbstractAccording to the principle of energy-conservation principle, effort investment is usually reduced in situations that are perceived as uncontrollable. This is because when success is recognized as impossible, any effortful actions are no longer justified. However, we predicted that individual differences in uncertainty tolerance, i.e., the need for closure (NFC), may moderate effort investment in uncontrollable situations. We tested this prediction in two experimental studies in which we exposed participants with differing levels of NFC to uncontrollable events, and indexed effort through the assessment of systolic blood pressure (SBP) responses. As predicted, in the uncontrollability (vs. controllability) condition, effort investment decreased significantly among low- but not high-NFC participants. Since gaining certainty and achieving closure is not a critical epistemic goal for low-NFC individuals, exerting extra effort to gain certainty is therefore no longer justified. On the other hand, high-NFC participants do not withhold their efforts, as they are highly motivated to obtain certainty. These results may help to account for contradictory findings in effort-investment behaviour and add substantively to the literature concerning motivation toward closure.

scholarly journals Influences of Experiential Pursuing Tendency in Experience Perception with the Moderating Role of Expertise and Demographics

2016 ◽  
Vol 1 (10) ◽  
pp. 1
Author(s):  
Buntae Kim
Keyword(s):  
Emotional Experience ◽  
The Other ◽  
Professional Experience ◽  
Font Size ◽  
Individual Personality ◽  
Emotional Dimensions ◽  
Relationship Of ◽  
The Relationship ◽  
Moderating Role

<span style="font-size: 9pt; line-height: 115%; font-family: 'Cambria Math', serif;">This study examines the relationship of consumers' experiential pursuing tendency and experience perception with the moderating role of consumers' expertise and their demographics, sex and age. Experience pursuing tendency is based on an individual personality. Experience perception is individuals' affection in the procession of consumption or after purchase. The study found that there are relationships between consumers' experience pursuing tendency and experience perception, sensual, affective consumers perceived even more emotional dimensions of experience. Whereas the other side of consumers, the pursuers more practical are less susceptible to emotional experience and more to professional experience. Accumulated knowledge by indirect learning or directly by oneself does not control the relationship between experiential pursuing tendency and experience perception. But sex and age among demographics are involving the relationships between them. Aged consumers over 50s perceived experience less, especially to the emotional side of experience perception. Finally, managerial and research implications are presented from the results of the study.</span>

scholarly journals A Sustainable Career Perspective of Work Ability: The Importance of Resources across the Lifespan

2019 ◽  
Vol 16 (14) ◽  
pp. 2572 ◽  
Author(s):  
David Stuer ◽  
Ans De Vos ◽  
Beatrice I.J.M. Van der Heijden ◽  
Jos Akkermans
Keyword(s):  
Work Ability ◽  
Structural Equation ◽  
The Other ◽  
Strengths Use ◽  
Equation Modelling ◽  
Time Period ◽  
Perceived Work Ability ◽  
The Relationship ◽  
Moderating Role

In this study, we examine employees’ perceptions of their work ability from a sustainable career perspective. Specifically, we investigate the role of a person’s perceived current fit (i.e., autonomy, strengths use and needs-supply fit), and future fit with their job as resources that affect perceived work ability, defined as the extent to which employees feel capable of continuing their current work over a longer time period. In addition, we test whether meaningfulness of one’s work mediates this relationship, and we address the moderating role of age. Our hypotheses were tested using a sample of 5205 employees working in diverse sectors in Belgium. The results of multi-group Structural Equation Modelling (SEM) provide mixed evidence for our hypotheses. While all four resources were significantly and positively related to perceived meaningfulness, only needs-supply fit was positively related to perceived work ability. Strengths use, on the other hand, was also significantly related to perceived work ability, yet in a negative way. These findings underscore the importance of distinguishing between several types of resources to understand their impact upon perceived work ability. Interestingly, the relationship between future-orientedness of the job and perceived work ability was moderated by age, with the relationship only being significant and positive for middle-aged and senior workers. This suggests an increasingly important role of having a perspective of future fit with one’s job as employees grow older. Contrary to our expectations, meaningfulness did not mediate the relationships between resources and perceived work ability. We discuss these findings and their implications from the perspective of sustainable career development.

scholarly journals Corrigendum

2017 ◽  
Vol 73 (9) ◽  
pp. NP3-NP3
Keyword(s):  
Organizational Identification ◽  
The Other ◽  
Human Relations ◽  
Mediating Role ◽  
Submission Process ◽  
Moderating Role ◽  
Work Passion

Marina N Astakhova and Gayle Porter Understanding the work passion–performance relationship: The mediating role of organizational identification and moderating role of fit at work Published in Human Relations, 2015, Volume 68, Issue 8, pages 1315–1346, first published online: 26 March 2015; issue published: 1 August 2015 DOI: https://doi.org/10.1177/0018726714555204 The authors of the article did not disclose that the data reported were also used in three additional articles. This omission violates journal policy around transparency in the submission process. After review, the article in question has been deemed sufficiently different from the other three articles to not warrant retraction.

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