Regulatory fit effects of gender and marketing message content

Jane McKay-Nesbitt, Namita Bhatnagar and Malcolm C. Smith

Journal of Business Research, 2013, vol. 66, issue 11, 2245-2251

Abstract: Many US adults do not get enough daily physical activity. To change behavior, governments and other agencies design marketing messages encouraging more physical activity. A lab experiment draws on Regulatory Focus Theory to examine health communication's persuasive effects on physical activity. This study identifies gender differences in chronic regulatory focus and shows that congruence between message regulatory focus and the message recipient's gender is effective, particularly for males. Results also show that emotions mediate regulatory fit effects on intentions. Further, chronic regulatory focus mediates these effects on emotions. Results inform implications for theory as well as for practitioners who design health-marketing messages.

Keywords: Health-marketing messages; Regulatory focus; Regulatory fit; Gender differences; Emotions; Persuasion (search for similar items in EconPapers)
Date: 2013
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Citations: View citations in EconPapers (4)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:66:y:2013:i:11:p:2245-2251

DOI: 10.1016/j.jbusres.2012.02.004

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