The Effects of Source Credibility and Message Framing on Exercise Intentions,Behaviors, and Attitudes: An Integration of the Elaboration Likelihood Model and Prospect Theory1

This study examined the influence of source credibility and message framing on promoting physical exercise in university students. Participants were randomly assigned to reading a positively or negatively framed communication that was attributed to either a credible or a noncredible source. Exercise intentions and attitudes were measured immediately following the delivery of the communication and following a 2‐week delay. Exercise behavior was also measured following the delay. There were Source Frame interactions for the exercise intentions, exercise behaviors, and cognitive response/elaboration measures such that participants receiving a positively framed communication from a credible source elaborated more and reported more positive exercise intentions and behaviors than participants in the other conditions. The results of the present investigation indicate that it might be beneficial for health professionals to provide exercise‐related information stressing the benefits of participating in exercise, rather than the traditional fear appeals, to motivate clients to engage in regular physical exercise. Implications for future research are discussed.     

Construal‐level Mindsets Enhance Behavioral Persistence in Response to Incentive Valence

In this research, we find that incentive valence and construal‐level mindsets can interact to influence behavioral persistence on challenging tasks. An abstract mindset improves persistence in response to positively framed incentives whereas a concrete mindset improves persistence in response to negatively framed incentives. This interaction effect can be observed even when the cues inducing construal‐level mindsets are not related to the incentives or the incentivized tasks. Participants in our studies were either positively or negatively incentivized to solve a set of difficult anagrams, and were primed with an abstract or a concrete mindset using spatial (Study 1) and social (Study 2) cues. The participants persisted longer in response to the positively framed incentive when primed with spatially or socially remote cues. In contrast, for the negatively framed incentive, participants persisted longer when primed with spatially or socially proximal cues. Copyright © 2017 John Wiley & Sons, Ltd.     

Visual and Auditory Message Framing Effects on Tobacco Smoking1

Persuasive health messages can be framed to emphasize the benefits of adopting a health behavior (gains) or the risks of not adopting it (losses). This study examined the effects of message framing on beliefs, attitudes, and behaviors relevant to cigarette smoking. In video presentations about tobacco smoking, visual images and auditory voiceover content were framed either as gains or losses, yielding 4 message conditions. Undergraduates (N= 437) attending a public university in New England were assigned randomly to view one of these messages. Gain‐framed messages about smoking in visual and auditory modalities shifted smoking‐related beliefs, attitudes, and behaviors in the direction of avoidance and cessation. Health‐communication experts, when promoting prevention behaviors like smoking avoidance or cessation, may wish to diverge from the tradition of using loss‐framed messages and fear appeals in this domain, and instead consider using gain‐framed appeals that present the advantages of not smoking.     

The influence of self‐efficacy on the effects of framed health messages

Health promoting messages can be framed in terms of the gains that are associated with healthy behaviour, or the losses that are associated with unhealthy behaviour. In this study, we examined the influence of self‐efficacy to quit smoking on the effects of gain framed and loss framed anti‐smoking messages in a randomized controlled trial among 539 adult smokers. Participants with a high self‐efficacy to quit smoking reported higher levels of motivation to quit smoking after receiving a loss framed message than after receiving a gain framed message or no message. For these participants receiving a gain framed message did not result in a higher motivation to quit smoking than receiving no message. For participants with a low self‐efficacy to quit smoking there were no differences in motivation to quit smoking between the gain framed message condition, loss framed message condition and control condition. Our results suggest that self‐efficacy can moderate the effects of message framing on persuasion. Copyright © 2008 John Wiley & Sons, Ltd.     

Can the theory of planned behavior explain patterns of health behavior change?

This article tested the ability of the theory of planned behavior (TPB) to predict patterns of behavior change associated with health screening. Attitudes, subjective norms, perceived behavioral control, and intentions were used to predict objective measures of attendance 1 month and 13 months later among participants who had never previously been screened (N = 389). Findings showed that the TPB predicted attendance on each occasion and also predicted frequency of attendance. However, the model was unable to reliably distinguish among consistent attendees, participants who delayed attending, and participants who initially attended but relapsed. Thus, the TPB needs to be extended to understand behaviors that must be performed promptly and repeatedly for health benefits to accrue.     

Can harmful intergroup behaviors truly represent the self?: The impact of harmful and prosocial normative behaviors on intra-individual conflict and compartmentalization

This research investigates how group members subjectively feel about their prosocial vs. harmful intergroup behaviors, and whether these behaviors can represent who they are more globally as a person. Three experiments tested how group norms (pro-merit/parity vs. pro-discrimination) and congruence with these norms predicted compartmentalization of these intergroup behaviors in the self and intra-individual conflict. Experiment 1 (N = 122) revealed that participants who conformed to a pro-discrimination norm reported compartmentalizing this behavior to a greater extent than participants who conformed to a pro-merit norm. Experiments 2 (N = 149) and 3 (N = 222) replicated and extended these findings in real and conflictual intergroup settings, also over and above the effect of relevant superordinate norms. Mediated moderation analyses also revealed that following discriminatory norms was associated with more intra-individual conflict, and that this conflict in turn predicted higher compartmentalization.     

Reflections of the self: how self‐esteem determines decision framing and increases risk taking

Historically, research examining the influence of individual personality factors on decision processing has been sparse. In this paper we investigate how one important individual aspect, self‐esteem, influences imposition and subsequent processing of ambiguously, negatively or positively framed decision tasks. We hypothesized that low self‐esteem individuals would impose a negative frame onto ambiguous decision problems and would be especially sensitive to negatively framed decision tasks. In Study 1 we utilized a self‐framing procedure and demonstrated that HSE participants were evenly divided in the hedonic valence they self‐imposed whereas LSE participants were more likely to self‐impose a negative frame. When these differences were accounted for, HSE and LSE participants were equivalent in risk seeking/avoiding choices. Study 2 used a risky‐choice framing task and found that LSE individuals were especially sensitive to the negative frame. Study 3, provided converging evidence and generalization of these findings to a reflection tasks involving money. Copyright © 2006 John Wiley & Sons, Ltd.     

Investigating the motivations underlying harmful social behaviors and the motivational nature of social norms

The present research applies a self‐determination theory framework to capture the broad spectrum of reasons why individuals engage in harmful normative behaviors. This correlational study (N = 242) focused on harmful behaviors that were either supported by one's in‐group or not. Participants whose in‐group encourages them to engage in a harmful behavior reported stronger motivation, both self‐determined and non‐self‐determined. Perceiving strong in‐group norms in favor of these behaviors was associated positively with the non‐self‐determined motivation pertaining to introjected regulation. The more participants agreed with an in‐group norm in favor of a harmful behavior, the stronger their self‐determination for engaging in this behavior. Results are discussed in light of self‐determination theory, normative models of social influence, and intergroup theories.     

To compete or to cooperate? Values' impact on perception and action in social dilemma games

Two studies investigated how values affect competitive versus cooperative behavior. Each Study presented a new social‐dilemma game, in which participants' interpretations of the dilemma (i.e., their subjective payoff matrix)—and consequently the dominant (i.e., rational) behavioral choice—depended on their values. The Paired Charity Game (Study 1) framed the situation in terms of cooperation. As hypothesized, contribution correlated positively with universalism and benevolence values that reflect concern for others and negatively with power, achievement, and hedonism values that promote self‐interests. Furthermore, values, but not traits, predicted the participants' contribution. The Group Charity Game (Study 2) was designed to frame the situation in terms of competition. As hypothesized, contribution correlated positively with emphasizing benevolence over power values. Moreover, the impact of values was stronger when they were rendered accessible, indicating a causal influence of values on behavior. Furthermore, when their value hierarchy was rendered accessible, participants explained their choices in terms of those values that were (a) important to them and (b) relevant to the situation. The findings thus point to the mechanism through which accessible values affect behavior. Taken together, the studies promote our understanding of the value–behavior relationships, by highlighting the impact of values on perception. Copyright © 2010 John Wiley & Sons, Ltd.     

Crafting messages to promote water conservation: Using time‐framed messages to boost conservation actions in the United States and China

Grounded in construal‐level theory (CLT), this experiment examines how messages with different temporal frames (i.e., present‐ vs. future‐framed) influence individuals' perceptions of, and reactions to, water conservation. One hundred ninety‐three participants, 99 from China and 94 from the United States, participated in this study. Results indicated that a present‐framed message results in more positive attitudes toward water conservation than the future‐framed message. Participants who scored higher on individual future‐time orientation show stronger behavioral intention to conserve water than participants who scored lower. A significant interaction between temporal message framing and country emerged such that the future‐framed message resulted in greater behavioral intention for Chinese participants than their U.S. counterparts whereas the present‐framed message did not differentially influence Chinese and U.S. participants. Implications of findings for theory‐building and application are discussed.     

Relative effectiveness of differently framed health messages: the influence of ambivalence

The present studies test the hypothesis that the degree of experienced ambivalence toward health behaviors moderates the impact of differently framed messages. In line with prospect theory, it is argued that positive frames can either involve attaining desirable outcomes or avoiding undesirable outcomes, and negative frames can either emphasize the presence of undesirable outcomes or the absence of desirable outcomes. The results of three studies are supportive of the hypothesis that highly ambivalent individuals are more persuaded by negatively framed messages whereas individuals low in ambivalence are more persuaded by positively framed messages. The greater persuasiveness of negatively framed messages at higher levels of ambivalence can be explained by a negativity bias involved in ambivalence. Several preventive behaviors such as eating a low‐fat diet or using condoms were addressed. Theoretical and practical implications of these findings are discussed in light of current theories on health behavior. Copyright © 2002 John Wiley & Sons, Ltd.     

Family Communication Patterns and Relational Maintenance Behavior: Direct and Mediated Associations with Friendship Closeness

In this study, both face‐to‐face and online relational maintenance behaviors were tested as mediators of family communication patterns and closeness with a same‐sex friend. Participants included 417 young adults recruited from communication courses at a large university in the Midwestern United States. The obtained structural model demonstrated that family communication patterns are associated with friendship closeness though face‐to‐face and online maintenance behaviors fully mediate this association. Specifically, young adults from high–conversation‐orientation families engage in more face‐to‐face maintenance behaviors, which are positively associated with friendship closeness. These findings inform understanding of how family communication patterns influence extrafamilial relationships, suggesting that parents’ cognitions and communication behaviors are associated with children’s social well‐being.     

An Examination of the Individual‐Difference Approach to the Role of Norms in the Theory of Reasoned Action1

The relationship between subjective norm and behavioral intentions is the weakest link of the theory of reasoned action. Numerous approaches have addressed this issue, including the assertion that the weak contribution is a result of a small number of individuals who are under normative control. The present research examines this individual‐difference approach in the domain of health behaviors. Respondents were 287 students who rated their intentions, attitudes, and subjective norms in relation to 32 health behaviors and 5 substance‐use behaviors. Regression analyses, between subjects and within subjects, demonstrated that both behaviors and people can be under attitudinal or normative control. Support for an individual‐difference approach was less conclusive when findings were examined separately for specific health behaviors.     

Patient attributions for cardiac events: predictors of physical and psychological recovery

This study examined cardiac rehabilitation (CR) patients' causal attributions for their cardiac events, and used those attributions as predictors of cross‐sectional and prospective health status. Data were collected from 163 participants at the beginning and end of their CR programs. Results showed that patients' attributions can be categorized into controllable ones that are behavioral in nature, uncontrollable ones that are biological in nature, and a separate category for stress‐related causes. Findings showed that stress attributions at the beginning of CR were associated with engaging in healthy behaviors in the last month of CR, which, in turn, were positively associated with metabolic equivalence levels at the end of CR. Results imply a motivational component to believing that cardiac events are caused by stress.     

Ambiguity seeking in multi-attribute decisions: Effects of optimism and message framing

This paper investigates the influence of message framing and personality variables on preferences over ambiguity in the context of multi-attribute decision scenarios. Undergraduate subjects responded to scenarios in which one of two medical treatments was associated with ambiguous probabilities of treatment effects. Probabilities were either positively or negatively framed. Subjects indicated their degree of preference for one treatment over the other. Subjects' optimism, trait anxiety, health locus of control, need for cognitive structure, and current mood were measured. In two separate studies, subjects preferred ambiguity when probabilities were positively framed, and were neutral toward ambiguity when probabilities were negatively framed. Also, in both studies the preference for ambiguity in positively framed scenarios was greater for more optimistic subjects. The unexpected finding of ambiguity seeking may be associated with the use of different decision strategies in multi-attribute versus single-attribute decisions.     

Cycling under the influence of alcohol in Germany

Cyclists have a relatively high risk of being injured in traffic accidents. In Germany, statistics have shown that cyclists injured in police-reported traffic accidents are often found to have cycled with high blood alcohol levels. Relevant research has discussed the ability of the Theory of Planned Behavior (TPB; Ajzen, 1991), deterrence factors, and habitual behavior to predict unsafe and rule-violating behavior in traffic. To promote safer cycling, the relative contributions of these predictors must be determined to design efficient countermeasures. In an online survey, N = 353 participants reported cycling and drinking behaviors for 1 week and answered questions on the TPB, deterrence, and additional predictors. Perceived social norms were quite permissive and perceived behavioral control when cycling under the influence (CUI) of alcohol was quite high. Furthermore, a third of the cyclists reported CUI. Participants with experience of CUI reported having consumed large amounts of alcohol before cycling. High levels of cycling, a permissive attitude, and greater alcohol consumption per drinking episode predicted the number of CUI trips. The amount of alcohol consumed before one CUI trip was predicted by high perceived behavioral control when CUI, a high level of need for stimulation, and higher habitual alcohol consumption per drinking episode. Deterrence factors were found to have no influence on reported CUI. Overall, the findings suggested that Germans who habitually drink a large amount of alcohol are not deterred from CUI in the same manner that they would be from driving under the influence (DUI). The generally permissive perceived social norms did not differentiate between CUI and non-CUI cyclists, which indicated that a societal effort is required to balance the mismatch between CUI and DUI. In addition, changing the general drinking behaviors of highly educated Germans who cycle, would be beneficial for their health.     

Effectively using death in health messages: Social loss versus physical mortality salience

Research based on the terror management health model demonstrates that highlighting death as a consequence of risky behavior can lead to unintended responses to health communications. In two studies, we investigate whether a form of social loss message frame can motivate someone to change his or her behavior to prevent negative health consequences. In Study 1, we compare social loss and physical mortality print messages in the context of “texting while driving.” Overall, social loss as opposed to physical mortality messages facilitate greater intent to reduce risky health behaviors when death‐related cognitions have been removed from conscious awareness. In Study 2, we manipulate message framing and self‐affirmation in the context of “smoking.” We find that highlighting family members' inability to cope when one dies can result in health messages that facilitate the acknowledgment of the health risk and reduce risky health behaviors. This effect is enhanced when individuals affirm on the importance of “relationships with family and friends” prior to viewing health messages. The implications for the terror management health model are discussed noting that death can be effectively used in health communication when framed as relationship protection rather than one's physical mortality.     

Deference in Indians' decision making: introjected goals or injunctive norms?

We examine the claim that Indians are more likely than Americans to act deferentially in the presence of authority figures and explore 2 possible psychological mechanisms for this cultural difference: introjected goals and injunctive norms. Studies 1 and 2 showed that after reflecting upon an authority's expectations, Indians were more likely than Americans to make clothing and course choices consistent with the authority's expectations, but there was no such cultural difference for peers' expectations. Study 3 showed that merely activating the concept of authority figures, without highlighting specific expectations, was sufficient to influence Indians' choices but not their evaluations. Examining a more basic distinction underlying introjected goals versus injunctive norms, Study 4 showed that authority primes influenced Indians' sense of what they should do but not what they want to do. Study 5 showed that, inconsistent with the internalized goal mechanism, the effect of explicit authority primes did not increase after brief delays. However, Indian participants who were less likely to accommodate to the salient authority experienced more guilt across delay conditions, which supported the injunctive norms mechanism. The findings suggest that manipulating injunctive norms can be an effective means for inducing or eliminating deferential behaviors in Indian settings.