Global processing fosters donations toward charity appeals framed in an approach orientation

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dc.contributor.author Mukherjee, Sumitava
dc.contributor.author Srinivasan, Narayanan
dc.contributor.author Manjaly, Jaison A.
dc.date.accessioned 2014-03-18T18:55:28Z
dc.date.available 2014-03-18T18:55:28Z
dc.date.issued 2014-08
dc.identifier.citation Mukherjee, Sumitava; Srinivasan, Narayanan and Manjaly, Jaison A., “Global processing fosters donations toward charity appeals framed in an approach orientation”, Cognitive Processing, DOI: 10.1007/s10339-014-0602-8, vol. 15, no.3, pp. 391-396, Aug. 2014. en_US
dc.identifier.issn 1612-4790
dc.identifier.uri http://dx.doi.org/10.1007/s10339-014-0602-8
dc.identifier.uri https://repository.iitgn.ac.in/handle/123456789/926
dc.description.abstract People are often influenced by how persuasive appeals are framed. While decisions and preferences seem dependent on the effects of a fit between one's regulatory focus and the motivational orientation of a message, specific cognitive mechanisms involved are not yet clear. This study investigated how perceptual processing styles (global vs local) linked with the scope of attention (broad vs narrow) influence decisions depending on motivation-dependent framing (approach vs avoidance). We found that a global processing style fits approach-oriented message appeals and fosters monetary allocation toward charities framed in eager motivational terms. We discuss implications of the findings on processing styles in relation to affective versus deliberate modes of processing and the need to address in detail the role of attentional scope-dependent processing styles in decision making. en_US
dc.description.statementofresponsibility by Sumitava Mukherjee, Narayanan Srinivasan and Jaison A. Manjaly
dc.format.extent pp. 1-6
dc.format.extent Vol. 15, No.3, pp. 391-396
dc.language.iso en en_US
dc.publisher Springer Link en_US
dc.subject Approach-avoidance en_US
dc.subject Decision making en_US
dc.subject Donations en_US
dc.subject Framing en_US
dc.subject Global processing en_US
dc.subject Local processing en_US
dc.subject Prosocial behavior en_US
dc.subject Scope of attention en_US
dc.title Global processing fosters donations toward charity appeals framed in an approach orientation en_US
dc.type Article en_US
dc.relation.journal Cognitive processing


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