It's Time to Vote: The Effect of Matching Message Orientation and Temporal Frame on Political Persuasion

Hakkyun Kim, Akshay R. Rao and Angela Y. Lee

Journal of Consumer Research: An Interdisciplinary Quarterly, 2009, vol. 35, issue 6, pages 877-889

Abstract: What political candidates say during their campaign and when they say it are critical to their success. In three experiments, we show that abstract, "why"-laden appeals are more persuasive than concrete, "how"-laden appeals when voters' decision is temporally distant; the reverse is true when the decision is imminent, and these results are strongest among those who are politically uninformed. These effects seem to be driven by a match between temporal distance and the abstractness of the message that leads to perceptions of fluency, and the ensuing "feels right" experience yields enhanced evaluations of the focal stimulus. (c) 2008 by JOURNAL OF CONSUMER RESEARCH, Inc..

Date: 2009

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