Browse > Article
http://dx.doi.org/10.14400/JDC.2020.18.8.103

The Effects of Time Monitoring and Goal Orientation on Persuasion  

Min, Dongwon (Business Administration, Dankook University)
Publication Information
Journal of Digital Convergence / v.18, no.8, 2020 , pp. 103-109 More about this Journal
Abstract
The aim of this research is to investigate the effect of how individuals monitor the time in their life on persuasion and the moderating role of goal orientation and types of persuasive message in the relationship between time monitoring and persuasion. By controlling participants' time horizon perspectives (THPs), an experiment using a 2 (THP: limited vs. expansive) × 3 (goal orientation: approach vs. avoidance vs. control) × 2 (message type: emotional vs. knowledge-related) between-subjects design was conducted.. Results showed that when participants with limited THP, those who oriented avoidance goals were more favorable to knowledge-related messages, whereas those who oriented approach goals preferred emotional messages. Participants with expansive THP were more persuaded by knowledge-related messages, regardless of pursuing goal types.
Keywords
Socioemotional Selectivity Theory; Time Horizon Perspective; Goal Orientation; Emotional; knowledge-related; Persuasion;
Citations & Related Records
Times Cited By KSCI : 4  (Citation Analysis)
연도 인용수 순위
1 L. Carstensen (2006). The influence of a sense of time on human development, Science, 312(5782), 1913-1915. DOI: 10.1126/science.1127488   DOI
2 H. Fung and L. Carstensen (2003). Sending memorable messages to the old: Age differences in preferences and memory for advertisements, Journal of Personality and Social Psychology, 85(1), 163-178. DOI: 10.1037/0022-3514.85.1.163   DOI
3 A. Drolet, P. Williams, and L. Lau-Gesk (2007). Age-related differences in responses to affective vs. rational ads for hedonic vs. utilitarian products, Marketing Letters, 18(4), 211-221. DOI: 10.1007/s11002-007-9016-z   DOI
4 P. Williams and A. Drolet (2005). Age‐related differences in responses to emotional advertisements, Journal of Consumer Research, 32(3), 343-354. DOI: 10.1086/497545   DOI
5 D. Min. (2020). A Psychological Approach to Reducing the Digital Divide for the Elderly Consumer: From the Perspective of Socioemotional Selectivity Theory, Journal of Digital Convergence, 18(3), 133-138. DOI: 10.14400/JDC.2020.18.3.133   DOI
6 L. Carstensen, H. Fung, and S. Charles (2003). Socioemotional selectivity theory and the regulation of emotion in the second half of life, Motivation and Emotion, 27(2), 103-123. DOI: 10.1023/A:1024569803230   DOI
7 C. Mogilner, J. Aaker, and G. Pennington (2007). Time will tell: The distant appeal of promotion and imminent appeal of prevention, Journal of Consumer Research, 34(5), 670-681. DOI: 10.1086/521901   DOI
8 A. Elliot (1999). Approach and avoidance motivation and achievement goals, Educational Psychologist, 34(3), 169-189. DOI: 10.1207/s15326985ep3403_3   DOI
9 Chernev (2004). Goal orientation and consumer preference for the status quo, Journal of Consumer Research, 31(3), 557-565. DOI: 10.1086/425090   DOI
10 A. Ahn and D. Min (2018). Exploring the effect of time horizon perspective on persuasion: Focusing on both biological and embodied aging, Sustainability, 10(12), 4375-4390. DOI: 10.3390/ su10124375   DOI
11 B. Fredrickson and L. Carstensen (1990), Choosing social partners: How old age and anticipated endings make people more selective, Psychology and Aging, 5(3), 335-347.   DOI
12 Higgins E. T., Nakkawita, E., Cornwell, J. F. M. (2020), Beyond outcomes: How regulatory focus motivates consumer goal pursuit processes, Consumer Psychology Review, 3, 76-90. DOI: 10.1002/arcp.1052   DOI
13 L. Carstensen, D. Isaacowitz, and S. Charles (1999). Taking time seriously: A theory of socioemotional selectivity, American Psychologist, 54(3), 165-181. DOI: 10.1037/0003-066X.54.3.165   DOI
14 A. Drolet N. Schwarts, and C. Yoon (2010), The Aging Consumer: Perspectives From Psychology and Economics, Routledge. DOI: 10.23919/ CISTI.2019.8760866.
15 D. Min (2020), The Effects of Age and Type of Imperative Statement on Behavioral Intention and Recall, Journal of Digital Convergence, 18(1), 53-58, DOI: 10.14400/JDC.2020.18.1.053   DOI