Value from Regulatory Construal Fit: The Persuasive Impact of Fit between Consumer Goals and Message Concreteness
作者研究了调节聚焦与解释水平之间的关系。实验1和2发现，促进聚焦的人更倾向于以抽象的高水平解释信息，而预防聚焦的人更倾向于以具体的低水平解释信息。实验3和4进一步显示，当信息呈现的解释水平与个体的调节聚焦相匹配（相比不匹配）时，会引发更积极的态度，并在后续任务中提升表现（实验3）。这种效应是因为匹配增强了参与度，进而提高了加工流畅性，并强化了反应。
This research investigates the relationship between regulatory focus and construal level. The findings indicate that promotion-focused individuals are more likely to construe information at abstract, high levels, whereas those with a prevention focus are more likely to construe information at concrete, low levels (experiments 1 and 2). Further, such fit (vs. nonfit) between an individual’s regulatory focus and the construal level at which information is represented leads to more favorable attitudes (experiments 3 and 4) and enhances performance on a subsequent task (experiment 3). These outcomes occur because fit enhances engagement that in turn induces processing fluency and intensifies reactions.