Effects of a persuasive communication on beliefs, attitudes, and career choice

Fishbein's Theory of Reasoned Action was used to formulate a persuasive communication in an attempt to influence unclassified American college students' beliefs, attitudes, intentions, and behaviors regarding signing up for a career as a registered nurse. A two-stage cluster sample was used to assign 90 male and female students to either an experimental or control group. After persuasive communication exposure, the experimental group showed a significantly more positive change in beliefs, attitudes, and intentions than did the control group exposed to a neutral message. Sign-up rate was also statistically significant for the experimental group. With the Fishbein model to predict sign-up behavior, no other scores were found to add to the prediction once behavioral intention was entered into the model. Change in behavioral intention explained 49% of the variation in behavior. Normative belief scores did not approach statistical significance.     

Enhancing self-efficacy and exercise readiness in pregnant women

ObjectivesDespite the benefits associated with exercise during pregnancy, many expectant mothers are inactive.DesignThe present study examined whether persuasive messages could influence task and scheduling self-efficacy, exercise intention, action plans, and behavioral commitment among pregnant women.MethodsAfter completing premanipulation task and scheduling self-efficacy and exercise intention measures, participants (n = 125) were randomly assigned to read one of four efficacy-enhancing messages: scheduling, task, combined scheduling/task, or control. Postmanipulation task and scheduling self-efficacy, intentions and action plans and behavioral commitment were then assessed.ResultsRepeated-measures ANOVAs revealed that compared to the control group, inactive participants who read the persuasive messages reported significant increases in scheduling self-efficacy, task self-efficacy, and intention from premanipulation to postmanipulation as well significantly stronger action plans.ConclusionsWritten persuasive messages may promote exercise behavior during pregnancy by increasing scheduling and task self-efficacy, intention, and action plans for exercise.     

Noncompliance with Persuasive Appeals for a Prosocial,Altruistic Act: Blood Donating1

Effects of persuasive messages, responsibility denial (RD), and attitude-accessing on blood-giving attitudes, intentions, moral obligations, and behavior were examined. In Study 1, participants (n= 84) who heard a message emphasizing moral reasons for donating indicated a more favorable postmessage attitude and stronger moral obligation to donate than participants exposed to a message aimed at reducing fear, a combined moral and fear- reduction message, or no message. Combined message participants showed greatest intent to donate, yet only 14% of all participants attended a campus drive. In Study 2, low (n= 52) and high (n= 60) RD individuals heard the message arguments and were asked to access their attitudes. Low compared to high RD individuals stated a stronger sense of moral obligation, particularly when they accessed their thoughts relevant to blood donating, and behavioral intention, especially in the combined message condition. Few participants attended a blood drive (12.5%), yet most were low RD individuals from the nonaccessed attitude condition (83%). Results suggest that few individuals will engage in the altruistic act of blood donating, despite the experimental use of persuasive messages and accessing issue-relevant attitudes.     

拖延行为的干预:计划行为理论和实施意向的影响

本研究以计划行为理论为理论框架,通过实验操纵实施意向,采用日记法进行为期5天的纵向追踪,考察计划行为理论的4个核心变量和实施意向如何影响拖延行为的程度及其动态过程。134名大学生在前一周末共列举了接下来5个工作日内拟完成的668项学习相关任务,随后每天报告当天的任务完成情况。多层线性模型分析结果表明:(1)行为意向中介态度和行为控制感对拖延程度的影响,主观规范影响拖延程度的直接效应显著,但经由行为意向的间接效应不显著;(2)形成实施意向能显著降低拖延程度;(3)行为控制感和实施意向加速任务完成进程,行为控制感越强,或形成实施意向,均显著加快任务完成速度。研究结果对于如何进行拖延行为的干预有一定启示和借鉴。     

Predicting Participation in Cancer Screening: The Role of Perceived Behavioral Control1

We examined the role played by perceived behavioral control in predicting participation in colorectal cancer screening among individuals recently informed that they were at high risk for this type of cancer. A telephone interview based primarily on the theory of reasoned action was administered to 96 high-risk individuals and 144 average-risk individuals. All participants then were sent materials needed to complete the screening test. In both groups, perceived behavioral control enhanced prediction of intention to complete the test over and above the contributions of attitude and subjective norm. In addition, perceived behavioral control had a direct effect on behavior but only in the high-risk group. Further, for high-risk subjects, knowledge about test procedures moderated the relationship of perceived behavioral control and intention to behavior, but in ways only partially consistent with theory. Finally, the model was better at predicting behavior in the average than in the high-risk group. We conclude that perceived behavioral control plays an important role in the prediction of screening behavior. Perceived behavioral control's motivational role manifests itself unambiguously through its influence on intention. The role of perceived behavioral control above and beyond its influence on intention, however, needs further study and clarification.     

反事实思维对行人交通安全行为意向的影响

反事实思维是对过去发生事情进行否定而产生的假设性思维表征,对行为改变和绩效改善有显著影响。因此,作为一种重要的认知策略,反事实思维常常被用于行为干预的研究。本研究采用单因素(反事实启动/经验启动)被试间实验设计,以4种常见的行人不安全行为为实验材料,运用顺序启动范式的语义启动分别激活自变量的两个水平,将遵守交通规则行为意向的评分和反应时双变量作为因变量指标,探索反事实思维对行人安全行为的促进作用。结果表明:与基线水平和经验启动相比,反事实启动诱导产生的行人交通安全行为意向更加积极,并且产生的自动化水平更高。文章最后讨论了研究的理论意义和对安全管理实践的启发。     

Inhibited power motivation and persuasive communication: a lens model analysis

The authors tested the hypothesis that after motive arousal, individuals with an inhibited power motive (IPM) would excel at a persuasive task and explored the behavioral strategies IPM individuals use to that purpose. Sixty-eight participants presented their point of view on a controversial subject to another person. Power motivation and inhibition were both assessed by a picture-story test. Prior to their presentation, half of the participants imaginatively explored the ensuing task. The other half was assigned to a no-imagery control condition. Lens model analysis of videotaped presentations revealed that IPM participants in the imagery condition were judged to be the most persuasive of all participants. This interactive effect of power motivation, inhibition, and imagery condition was accounted for by three behavioral cues: verbal fluency, gesturing, and eyebrow lifts. No comparable effects emerged among no-imagery participants.     

Effects of implementation intentions on the self-reported frequency of drivers' compliance with speed limits

This study tested the efficacy of implementation intentions in the context of drivers' speeding behavior. Participants (N = 300) completed self-report measures of goal intention and behavior, and they were randomly assigned to an experimental condition, which required them to specify an implementation intention, or a control condition. One month post-baseline, self-reported compliance with speed limits significantly increased for experimental participants but not for control participants. The effects of specifying an implementation intention on behavior increased with the strength of drivers' goal intentions. Finally, analysis of participants' implementation intentions revealed that specifying more behavioral strategies increased the frequency with which participants reported complying with the speed limit. Implications of the findings are discussed in relation to enhancing road safety interventions.     

Individual and collaborative implementation intentions and the promotion of breast self-examination

Implementation intentions, plans relating to when and where behaviours will be performed, have been effective in increasing health behaviour. Two studies are reported that test the impact of this strategy in promoting breast self-examination (BSE), a behaviour shown to aid the early detection of tumours. In study 1, 457 participants were randomly allocated to either implementation intention or control conditions. Implementation intentions significantly increased the likelihood of BSE at one month. The effect of the intervention was marginally significant at six months. Study 2 (N?=?101) tested the efficacy of a collaborative implementation intention intervention that required female participants to plan, with a partner, collaborative BSE performance. Results indicated that both implementation intentions and partner involvement were associated with BSE performance at one month, whilst the collaborative implementation intention intervention showed a 100% success rate. Collaborative implementation intentions may reduce forgetfulness. Interventions that encourage partner involvement in planning and enacting behaviour appear to enhance implementation intention utility.     

Using the Theory of Planned Behaviour and implementation intentions to predict and facilitate upward family communication about mammography

Regular mammography facilitates early detection of breast cancer, and thus increases the chances of survival from this disease. Daughter-initiated (i.e. upward) communication about mammography within mother-daughter dyads may promote mammography to women of screening age. The current study examined this communication behaviour within the context of the Theory of Planned Behaviour (TPB), and aimed to bridge the intention-behaviour gap by trialling an implementation intention (II) intervention that aimed to facilitate upward family communication about mammography. Young women aged 18-39 (N=116) were assigned to either a control or experimental condition, and the latter group formed IIs about initiating a conversation with an older female family member about mammography. Overall, those who formed IIs were more likely to engage in the target communication behaviour, however the intervention was most effective for those who reported low levels of intention at baseline. Perceived behavioural control emerged as the most important variable in predicting the target behaviour. The altruistic nature of this behaviour, and the fact that it is not wholly under volitional control, may have contributed to this finding. Future studies that systematically explore the relative roles of intention and perceived behavioural control in behaviours of this nature are warranted.     

Evidence that implementation intentions reduce drivers’ use of mobile phones while driving

Implementation intentions are IF-THEN plans that have the potential to reduce mobile phone use while driving and thus contribute towards the prevention of road traffic crashes. We tested whether an intervention, designed to promote the formation of implementation intentions, could reduce drivers’ use of mobile phones. A randomized controlled design was used. The participants (N = 136) were randomised to an implementation intention or a control condition. Self-report questionnaires were administered to all participants at both pre- and one-month post-intervention to measure the use of mobile phones while driving, goal intentions and the theoretically derived motivational pre-cursors of goal intentions (attitudes, subjective norm and perceived behavioural control). Immediately following the pre-intervention questionnaire, the participants in the implementation intention condition (n = 67) were given a volitional help sheet, which asked them to form implementation intentions by specifying target driving situations that tempted them the most to use a mobile phone and linking them with goal-directed responses that could be used to resist the temptation. The participants in the control condition (n = 69) were asked to specify target situations that tempted them the most to use a mobile phone while driving and to generally try to avoid using a mobile phone in those situations. One-month post-intervention, the participants in the implementation intention condition reported using a mobile phone less often while driving in their specified target driving situations than did the participants in the control condition. As expected, no differences were found between the conditions in the reported frequency of mobile phone use in unspecified driving situations, goal intentions or any motivational pre-cursor of goal intentions. The implementation intention intervention that was tested in this study is a potentially effective tool for reducing mobile phone use while driving in target driving situations, where behaviour-change is most needed.     

敬畏对亲环境行为意向的影响

采用回忆书写、视频和阅读书写范式启动敬畏,考察了敬畏与亲环境行为意向的关系。结果显示,相较于中性控制组,敬畏情绪回忆书写组（实验1）、视频启动组（实验2）和阅读书写组（实验3）的亲环境行为意向更高。结果表明,敬畏有助于促进个体的亲环境行为意向。     

行为执行意向的理论观点及其相关研究

执行意向是指个体以行动目标为导向,通过连接情景线索和目标导向反应,建立行为意向和实际行为之间联系的中介变量。通过梳理执行意向的概念、心理联系及应用研究,发现执行意向主要与行为意向、自我协调、合作性、计划提醒、自觉性、人格等变量产生心理联系;形成执行意向的人具有克服困难,达到既定目标的积极心理状态。然而,执行意向并不总是发挥其积极效应,其与具体情景、个体差异性等有关。最后,文章从四个方面对今后研究的热点与方向进行了展望。     

The effect of social marketing communication on safe driving

Processing of cognition, affect, and intention was investigated in viewers of advertisements to prevent speeding while driving. Results indicated that anchoring-point messages had greater effects on viewers' cognition, attitude, and behavioral intention than did messages without anchoring points. Further, the changes in message anchoring points altered participants' perceptions of acceptable and unacceptable judgments: a higher anchoring point in the form of speeding mortality was more persuasive in promoting the idea of reducing driving speed. Implications for creation of effective safe driving communications are discussed.     

Sustainable transportation in Argentina: Values,beliefs, norms and car use reduction

Most Latin American countries face important environmental and societal problems associated with an increase in car traffic, and only recently, transport policies aimed at reducing these harmful consequences of car use have begun to be discussed and put on the public agenda of these countries. Surprisingly, little is known about the factors influencing the acceptability of transport policies and intentions to reduce car use in Latin America, as studies on acceptability of transport policies have typically been conducted in Europe. Previous evidence from European samples – where reducing car used had been widely discussed – showed that the Value-Belief-Norm (VBN) theory of environmentalism was an adequate theoretical framework to predict the acceptability of a transport pricing policy, as well as the intention to reduce car use when this policy would be implemented. But can these results be generalised to non-European samples? In this paper, we report results of a questionnaire study among 160 participants from Buenos Aires, Argentina, aimed to test the VBN theory. We found that the VBN theory was indeed also successful in explaining policy acceptability and intention to reduce car use in Argentina. In addition, we found support for the causal structure of the variables in VBN theory. Interestingly, biospheric and hedonic values were also directly and significantly related to feelings of moral obligation when intermediate variables were controlled for. These results suggest that normative considerations, activated by values, indeed predict policy acceptability and the intention to reduce car use in Argentina and that these considerations should be taken into account to increase the acceptability of policies aimed at reducing car use.     

What works best: objective statistics or a personal testimonial? An assessment of the persuasive effects of different types of message evidence on risk perception.

OBJECTIVE: In an experimental online study we compared the effects of different types of persuasive evidence in promoting the acceptance of a personal health risk. DESIGN: 118 men who have sex with men (MSM) at-risk for infection with the hepatitis B virus (HBV) were recruited via a range of websites and randomly assigned to one of 4 conditions (2 experimental and 2 control): narrative evidence (i.e., a personal account), statistical evidence (i.e., abstract prevalence data), mere assertion of increased risk, and no risk information. MAIN OUTCOME MEASURES: Narrative evidence was expected to be more effective than statistical evidence in increasing MSM's perceived risk of infection with HBV and intention to obtain vaccination. RESULTS AND CONCLUSION: As predicted, perceptions of personal risk and intention to obtain vaccination against HBV were highest after presentation of narrative evidence, and risk perception mediated the effect of type of message evidence on intention. We propose that narrative evidence effectively promotes a sense of personal risk because it is less affected by defensive message processing resulting from the threat to important self-beliefs that seems inherent in health risk communication.     

SEVERE CLASSROOM BEHAVIOR PROBLEMS: TEACHERS OR COUNSELLORS

This experiment was designed to determine the relative effectiveness of teacher and counselling approaches in the reduction of disruptive or inappropriate classroom behavior. Inappropriate classroom behavior frequencies of 12 academically low achieving, seventh-grade, black male students, with a reported high rate of inappropriate classroom behavior, were recorded. Three groups, with nearly equal mean inappropriate behaviors, were randomly assigned to one of three treatment conditions: behavioral counselling, client-centered counselling, or no counselling. Each counselling group received fifteen 30-minute counselling sessions, at a rate of two to three times a week. In addition to counselling, all students subsequently received teacher approval within the classroom. Results indicated that the teacher was able to reduce inappropriate behavior more than any counselling group. There were also indications that behavioral counselling, but not client-centered counselling, was moderately helpful in reducing inappropriate classroom behavior.     

DOES FUNCTIONAL COMMUNICATION TRAINING COMPETE WITH ONGOING CONTINGENCIES OF REINFORCEMENT? AN ANALYSIS DURING RESPONSE ACQUISITION AND MAINTENANCE

We examined the effectiveness of functional communication training (FCT) in reducing self-injurious behavior (SIB) and in shaping an alternative (communicative) response while SIB continued to be reinforced. Following a functional analysis of 3 individuals' SIB, we attempted to teach an alternative response consisting of a manual sign to each individual, using the reinforcer that maintained SIB. When FCT was implemented without extinction, SIB remained at baseline rates for all participants, and none of the participants acquired the alternative response. When extinction was added to the training procedure, SIB decreased and manual signing increased for all participants. To determine if signing, when established, would compete with SIB when both were reinforced, extinction was then withdrawn. Signing was maintained and SIB occurred at low rates for 2 individuals, but SIB returned to baseline rates for the 3rd individual, necessitating the reimplementation of extinction. These results suggest that it may be difficult to establish alternative behaviors if inappropriate behavior continues to be reinforced, but that, when established, alternative behavior might compete successfully with ongoing contingencies of reinforcement for inappropriate behavior.     

Examining the Influence of Self-Efficacy on Message-Framing Effects: Reducing Salt Consumption in the General Population

Health-promoting messages can be framed in terms of the gains associated with healthy behavior or the losses associated with unhealthy behavior. Studies show inconsistent results as to which type of framing is more effective. In this study, we investigated whether participants' self-efficacy to decrease salt intake would moderate the effects of gain- and loss-framed messages promoting a low-salt diet on information acceptance, intention, and behavior. We hypothesized that loss-framed messages would more effectively decrease salt intake than gain-framed messages, but only when participants had high self-efficacy. A total of 575 adults, recruited from an Internet panel, took part in the study. Half of the participants received self-efficacy enhancing information, whereas the other half received no such information. After this self-efficacy manipulation, half of the participants received a gain-framed and half of the participants received a loss-framed message promoting a low-salt diet. Information acceptance and intention were assessed at immediate posttest and salt consumption was assessed at a 3-week follow-up. The results revealed the hypothesized effect on behavior. However, the interaction between self-efficacy and framing on salt consumption was not mediated by measures of information acceptance and intention to reduce salt intake. Our results suggest that messages stressing losses may be more effective than messages stressing gains in decreasing salt intake but only in persons with high self-efficacy to do so.