Regulatory Orientation, Message Framing and Influences of Fit on Customer Behaviors

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Existing literature on consumer behavior has argued that an individual’s regulatory orientation interacts with message framing. If there is a match between regulatory orientation (promotion versus prevention) and message framing, this results in positive attitudes toward a given advertisement. Conversely, if there is a mismatch, the effect is opposite, i.e., attitudes toward that advertisement are less positive and less favorable. This research extends the term of compatibility by examining how regulatory focus moderates the impact of two aspects of message framing (attribute framing and risky choice framing) on customer perceptions. It also examines whether regulatory fit is created when there ... continued below

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Tran, Trang Phuc August 2012.

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  • Tran, Trang Phuc

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Existing literature on consumer behavior has argued that an individual’s regulatory orientation interacts with message framing. If there is a match between regulatory orientation (promotion versus prevention) and message framing, this results in positive attitudes toward a given advertisement. Conversely, if there is a mismatch, the effect is opposite, i.e., attitudes toward that advertisement are less positive and less favorable. This research extends the term of compatibility by examining how regulatory focus moderates the impact of two aspects of message framing (attribute framing and risky choice framing) on customer perceptions. It also examines whether regulatory fit is created when there are interactions between individuals’ regulatory orientation and message framing and how the fit changes customer perceptions about a message. Specifically, this dissertation provides answers to the following questions: (1) does regulatory fit take place when regulatory focus is compatible with two aspects of message framing (attribute and risky choice)?; (2) does regulatory fit take place when one aspect of message framing (attribute) is compatible with the other (risky choice)?; and (3) how do customer perceptions change if customers experience regulatory fit? The results show that the effects of utilitarian attributes and national brands are dominating and that both promotion- and prevention-oriented customers have higher perceptions of these attributes and brands. The findings of this study have both theoretical and practical implications. Theoretically, this study should enhance our understanding of regulatory focus theory. Practically, the results should provide marketers with more insights into the correlation between message framing and regulatory orientation and the effect of fit on message persuasion, enabling them to develop more effective marketing strategies.

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  • August 2012

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  • March 4, 2013, 2:02 p.m.

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  • Nov. 16, 2016, 12:05 p.m.

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Tran, Trang Phuc. Regulatory Orientation, Message Framing and Influences of Fit on Customer Behaviors, dissertation, August 2012; Denton, Texas. (digital.library.unt.edu/ark:/67531/metadc149676/: accessed November 20, 2017), University of North Texas Libraries, Digital Library, digital.library.unt.edu; .