Message matching refers to the design and distribution of persuasive messages such that
message features (eg, the themes emphasized) align with characteristics of the target …

Regulatory fit, or the match between an individual's regulatory orientation and the strategy
used to sustain it, offers a pervasive predictor of customer behavior. Merely reaching a …

In this research, we examine when and why organizational environments influence how
employees respond to moral issues. Past research has proposed that social influences in …

The present work examines whether individual goal pursuit is influenced by advice and
suggestions from interaction partners whose regulatory orientation is perceived to fit (vs. not …

Little is known about antecedents of salesperson influence tactic usage or how and which
influence tactics impact buying agent purchase decisions. To aid such understanding, we …

This book explains how actions and inactions arise and change in social contexts, including
social media and face-to-face communication. Its multidisciplinary perspective covers …

Purpose–The effectiveness of social marketing communication should depend both on
message features and on the psychological characteristics of message recipients. This …

Alcohol-impaired driving (AID) has devastating effects on society. To decrease the incidence
of AID, high-risk populations like college students are often targeted by anti-AID advertising …

The present study examines how communicated messages could be effective in affecting
consumers' attitudes and behavioural intentions regarding genetically modified (GM) foods …

The experiments presented here examine how managers and executives can improve the
effectiveness of their negative written communications (ie, refusal of employees' requests) by …