Concepedia

The Influence of Message Framing and Issue Involvement

Journal of Marketing Research · 1990 · 886 citations · 18 references

Concepts

Social SciencesCommunicationPsychologyCommunication TheoryPersuasionFraming AnalysisFraming EffectsIssue FramingMessage DesignMessage FramingIssue Framing EffectsMessage Framing AnalysisMessage InvolvementPersuasion EffectivenessPersuasive Framing

Abstract

Studies examining message framing effects on persuasion have produced mixed results. Some studies show positively framed messages, which specify attributes or benefits gained by using a product, to...

References

18

Prospect Theory: An Analysis of Decision under Risk

Daniel Kahneman, Amos Tversky · Econometrica · 1979 · 47K citations

Business, Decision Sciences, Insurance +17

Heuristic versus systematic information processing and the use of source versus message cues in persuasion.

Shelly Chaiken · Journal of Personality and Social Psychology · 1980 · 5.2K citations

Social Sciences, Psychology, Social Psychology +12

Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement

Richard E. Petty, John T. Cacioppo, David W. Schumann · Journal of Consumer Research · 1983 · 4.6K citations

Business, Marketing, Marketing Management +14

The Psychology of Preferences

Daniel Kahneman, Amos Tversky · Scientific American · 1982 · 1.7K citations

Business, Behavioral Sciences, Psychology +7

Attention and weight in person perception: The impact of negative and extreme behavior.

Susan T. Fiske · Journal of Personality and Social Psychology · 1980 · 1.5K citations

Social Sciences, Psychology, Social Psychology +11