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The influence of the self-regulatory focus on the effectiveness of stop-smoking campaigns for young smokers

Leen Adams UGent, Tineke Faseur UGent and Maggie Geuens UGent (2011) JOURNAL OF CONSUMER AFFAIRS. 45(2). p.275-305
abstract
People's self-regulatory focus may determine the effectiveness of stop-smoking campaigns. An experiment with 226 young smokers investigated the persuasiveness of different emotional appeals for different self-regulatory foci. A congruency effect emerges for attitude toward the advertisement and behavioral intentions: Young smokers with a promotion focus are more persuaded by sadness-joy than fear-relief campaigns, and the opposite is true for those with a prevention focus. As predicted by the regulatory relevancy principle, ad involvement mediates this effect.
Please use this url to cite or link to this publication:
author
organization
year
type
journalArticle (original)
publication status
published
subject
keyword
ANTISMOKING ADVERTISEMENTS, PROTECTION MOTIVATION THEORY, DECISION-MAKING, EMOTIONAL INFORMATION, INTEGRATIVE MODEL, ADOLESCENTS, PERSUASION, MESSAGES, FIT, ACCESSIBILITY
journal title
JOURNAL OF CONSUMER AFFAIRS
J. Consum. Aff.
volume
45
issue
2
pages
275 - 305
Web of Science type
Article
Web of Science id
000291278200006
JCR category
BUSINESS
JCR impact factor
1.032 (2011)
JCR rank
60/113 (2011)
JCR quartile
3 (2011)
ISSN
0022-0078
DOI
10.1111/j.1745-6606.2011.01203.x
language
English
UGent publication?
yes
classification
A1
copyright statement
I have transferred the copyright for this publication to the publisher
id
1870577
handle
http://hdl.handle.net/1854/LU-1870577
date created
2011-08-08 16:43:06
date last changed
2011-08-11 13:26:50
@article{1870577,
  abstract     = {People's self-regulatory focus may determine the effectiveness of stop-smoking campaigns. An experiment with 226 young smokers investigated the persuasiveness of different emotional appeals for different self-regulatory foci. A congruency effect emerges for attitude toward the advertisement and behavioral intentions: Young smokers with a promotion focus are more persuaded by sadness-joy than fear-relief campaigns, and the opposite is true for those with a prevention focus. As predicted by the regulatory relevancy principle, ad involvement mediates this effect.},
  author       = {Adams, Leen and Faseur, Tineke and Geuens, Maggie},
  issn         = {0022-0078},
  journal      = {JOURNAL OF CONSUMER AFFAIRS},
  keyword      = {ANTISMOKING ADVERTISEMENTS,PROTECTION MOTIVATION THEORY,DECISION-MAKING,EMOTIONAL INFORMATION,INTEGRATIVE MODEL,ADOLESCENTS,PERSUASION,MESSAGES,FIT,ACCESSIBILITY},
  language     = {eng},
  number       = {2},
  pages        = {275--305},
  title        = {The influence of the self-regulatory focus on the effectiveness of stop-smoking campaigns for young smokers},
  url          = {http://dx.doi.org/10.1111/j.1745-6606.2011.01203.x},
  volume       = {45},
  year         = {2011},
}

Chicago
Adams, Leen, Tineke Faseur, and Maggie Geuens. 2011. “The Influence of the Self-regulatory Focus on the Effectiveness of Stop-smoking Campaigns for Young Smokers.” Journal of Consumer Affairs 45 (2): 275–305.
APA
Adams, L., Faseur, T., & Geuens, M. (2011). The influence of the self-regulatory focus on the effectiveness of stop-smoking campaigns for young smokers. JOURNAL OF CONSUMER AFFAIRS, 45(2), 275–305.
Vancouver
1.
Adams L, Faseur T, Geuens M. The influence of the self-regulatory focus on the effectiveness of stop-smoking campaigns for young smokers. JOURNAL OF CONSUMER AFFAIRS. 2011;45(2):275–305.
MLA
Adams, Leen, Tineke Faseur, and Maggie Geuens. “The Influence of the Self-regulatory Focus on the Effectiveness of Stop-smoking Campaigns for Young Smokers.” JOURNAL OF CONSUMER AFFAIRS 45.2 (2011): 275–305. Print.