Vigilant against manipulation: The effect of regulatory focus on the use of persuasion knowledge
Kirmani and Zhu, Journal of Marketing Research 44(4), 2007, 688-701. Prevention focus made people more sensitive to manipulative intent than promotion focus when intent cues were moderately salient (more persuasion knowledge use, lower brand ratings); no difference when cues were highly salient or not noticeable; priming suspicion made promotion-focused people react like prevention-focused ones.
Kirmani and Zhu, Journal of Marketing Research 44(4), 2007, 688-701. Prevention focus made people more sensitive to manipulative intent than promotion focus when intent cues were moderately salient (more persuasion knowledge use, lower brand ratings); no difference when cues were highly salient or not noticeable; priming suspicion made promotion-focused people react like prevention-focused ones.
Written from the abstract.
What our sources record
Recorded when this source was checked, figures included, with page references and quotation marks removed.
Kirmani, A., & Zhu, R. (2007). Vigilant against manipulation: The effect of regulatory focus on the use of persuasion knowledge. Journal of Marketing Research, 44(4), 688-701. doi:10.1509/jmkr.44.4.688 https://doi.org/10.1509/jmkr.44.4.688