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The interactive effects of message appeal and individual differences on information processing and persuasion

✍ Scribed by Meera P. Venkatraman; Deborah Marlino; Frank R. Kardes; Kimberly B. Sklar

Book ID
112141762
Publisher
John Wiley and Sons
Year
1990
Tongue
English
Weight
600 KB
Volume
7
Category
Article
ISSN
0742-6046

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## Abstract This research seeks to reconcile inconsistent results obtained in prior framing research in prosocial persuasion contexts by proposing that the reference point (self or self‐other) invoked in a persuasive appeal moderates the impact of a particular message frame (positive or negative) o