Fear appeals motivate acceptance of action recommendations: evidence for a positive bias in the processing of persuasive messages

Three experiments are reported that tested the hypothesis that the use of fear appeals in health persuasion may lead to positively biased systematic processing of a subsequent action recommendation aimed at reducing the health threat and, consequently, to more persuasion, regardless of the quality of the arguments in the recommendation. The levels of participants' vulnerability to as well as the severity of a health risk were varied independently, followed by a manipulation of the quality of the arguments in the subsequent action recommendation. The dependent variables included measures of persuasion (attitude, intention, and action), negative affect, and cognitive responses. The results show that participants who felt vulnerable to the health threat were more persuaded, experienced more negative emotions, and had more favorable cognitive responses. Both negative emotions concerning one's vulnerability and positive thoughts concerning the recommendation mediated the effects of vulnerability on persuasion.     

Model's Race: A Peripheral Cue in Advertising Messages?

Based on the Elaboration Likelihood Model and Social Categorization Theory, an experiment examined minority viewers' use of racial cues on exposure to product advertising. A total of 160 Black adults from a southeastern city rated a garment bag advertisement that featured either a White or a Black model and contained either strong or weak message arguments. Consistent with both theoretical notions, product and advertising evaluations were more favorable given a Black than a White model, but only for Black participants who identify strongly with Black culture. Blacks who identify weakly with Black culture evaluated the product and advertisement similarly given a White or a Black model. The results also showed that the Black model's race motivated Blacks, particularly those with strong racial attitudes, to process the message in a biased manner. In particular, the Black (versus White) model's race positively influenced the Black participants' thoughts about the product, which in turn yielded more favorable product evaluations. The findings suggest that Blacks appear to engage in biased processing (and not simple cue processing) when exposed to Black models in advertising messages.     

Biased Assimilation and Attitude Polarization in Response to Learning About Biological Explanations of Homosexuality

According to attribution theory stigmatized behaviors with biological explanations will be perceived more positively than those with psychological explanations, but informing people of the biological explanations of homosexuality has produced mixed results on attitudes. To examine if biased processing could explain previous findings we tested whether biased assimilation (initial attitudes’ effect on perceived persuasiveness) and attitude polarization (initial attitudes’ effect on reported attitude change) affected learning about biological explanations of homosexuality among 210 U.S. undergraduates. General Linear Model analyses showed that (1) individuals with positive attitudes toward homosexuality saw biological explanations as a more persuasive reason to accept homosexuality than those with negative attitudes, and (2) initial attitudes generally led to a strengthening of those attitudes after learning about biological explanations.     

Selective memory biases in individuals' memory for health-related information and behavior recommendations

Behavior change is central to both prevention and treatment of many chronic diseases. Frequently, however, individuals do not initiate the behavior change recommendations suggested by health professionals. One explanation for low rates of compliance with such recommendations may be selective memory biases in favor of information supporting the idea that one is healthy. Two studies examined whether memory for health information would be biased by preexisting health beliefs. In the first study (N?=?113), individuals' attitudes about the value of alcohol consumption influenced their memory for pro- versus anti-alcohol information. Participants showed better memory for information supporting their attitudes. In Study 2 (N?=?50), memory for behavioral recommendations depended on participants' behavioral practices. Participants displayed better memory for behavioral recommendations consistent with the idea that they were healthy than for recommendations which challenged those beliefs. These findings illustrate an additional manner in which selective processing can affect health promotion efforts, suggest that a motivation to maintain existing health beliefs may underlie the memory differences, and demonstrate that there may be value in developing efforts to ensure that people remember potentially threatening health recommendations.     

When mutations meet motivations: Attitude biases in counterfactual thought

The present research examines whether existing attitudes can spontaneously bias the content and direction of generated counterfactual thoughts, and whether these thoughts influence subsequent attitude-relevant judgments. Two experimental studies demonstrate that attitudes can bias the content of counterfactual thoughts, and that these biased thoughts in turn predict polarized attitudes. These effects were obtained regardless of whether explicit instructions for counterfactual generation were given. Furthermore, both studies demonstrate that these effects are mediated by judgments of future likelihood. Implications of these results for theories of counterfactual thinking and persuasion are discussed.     

Cognitive failures,dysfunctional attitudes,and symptomatology: A longitudinal study

Abstract

A longitudinal study is presented in which a group of mature students were assessed at four months apart for their symptom levels, the occurrence of life events, and two putative cognitive vulnerability measures of dysfunctional attitudes, and of a proneness to cognitive failures. The results showed that although both the Time 1 cognitive measures were significantly correlated with symptom levels four months later, only the effect for cognitive failures remained significant when the initial symptom levels were taken into consideration. Speculations are presented about the possible nature of this vulnerability, and it is concluded that future studies of cognitive vulnerability should not limit themselves to self-reported negative thoughts or attitudes.     

Ambivalence, discomfort, and motivated information processing

In two studies we examined the nature and consequence of ambivalent attitudes. In the first study, we assessed whether holding ambivalent attitudes was aversive, and tested whether this aversion was resolved through biased information processing. To do this we manipulated participants’ attributions of the discomfort associated with an ambivalent message through a pill manipulation (tense vs. relaxed). Participants who attributed their discomfort to their ambivalence reported more negative emotions and generated more one-sided thoughts than participants who attributed their discomfort to the pill. In the second study, we examined the conditions necessary for ambivalence reduction. Results suggest that people spontaneously engage in biased information processing in order to resolve their ambivalence.     

Determinants of pro‐environmental consumption intention in rural China: The role of traditional cultures,personal attitudes and reference groups

This study aimed to identify social‐psychological predictors of pro‐environmental consumption intention in rural China. To this end, a proposed conceptual model was tested by analyzing the survey data derived from 972 rural respondents in Jiangxi province in south‐eastern China. Results showed that the endorsement of traditional cultures (man–nature orientation and collectivism) was linked with pro‐environmental consumption behaviuor, but was mediated by intentions. Personal attitudes (environmental cognition and environmental affect) and reference groups influenced both intention and behaviour. The results also provided good evidence of the intention–behaviour relationship. These findings provided a better understanding of the process in which Chinese rural residents developed their pro‐environmental consumption behaviours.     

The association between ruminative thinking and negative interpretation bias in social anxiety

Cognitive models propose that both, negative interpretations of ambiguous social situations and ruminative thoughts about social events contribute to the maintenance of social anxiety disorder. It has further been postulated that ruminative thoughts fuel biased negative interpretations, however, evidence is rare. The present study used a multi-method approach to assess ruminative processing following a social interaction (post-event processing by self-report questionnaire and social rumination by experience sampling method) and negative interpretation bias (via two separate tasks) in a student sample (n?=?51) screened for high (HSA) and low social anxiety (LSA). Results support the hypothesis that group differences in negative interpretations of ambiguous social situations in HSAs vs. LSAs are mediated by higher levels of post-event processing assessed in the questionnaire. Exploratory analyses highlight the potential role of comorbid depressive symptoms. The current findings help to advance the understanding of the association between two cognitive processes involved in social anxiety and stress the importance of ruminative post-event processing.     

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.     

Examining intention in simulated actions: Are children and young adults different?

Previous work with adults provides evidence that ‘intention’ used in processing simulated actions is similar to that used in planning and processing overt movements. The present study compared young adults and children on their ability to estimate distance reachability using a NOGO/GO paradigm in conditions of imagery only (IO) and imagery with actual execution (IE). Our initial thoughts were that whereas intention is associated with motivation and commitment to act, age-related differences could impact planning. Results indicated no difference in overall accuracy by condition within groups, and as expected adults were more accurate. These findings support an increasing body of evidence suggesting that the neurocognitive processes (in this case, intention) driving motor imagery and overt actions are similar, and as evidenced here, functioning by age 7.     

Majority versus minority influence and prediction of behavioral intentions and behavior

Two experiments examined the effects of majority and minority influence on attitude-consistent behavioral intentions. In the first experiment, when attitudes were changed via minority influence there was a greater likelihood to engage in an attitude-consistent behavioral intention than when attitudes were changed via majority influence. This suggests that minority influence leads to stronger attitudes (based on systematic processing) that are more predictive of behavioral intentions, while attitude change via majority influence is due to compliance through non-systematic processing. Further support for this interpretation comes from the finding that the amount of message-congruent elaboration mediated behavioral intention. When there was no attitude change, there was no impact on behavioral intention to engage in an attitude-consistent behavior. Experiment 2 explored the role of personal relevance of the topic and also included a real behavioral measure. When the topic was of low personal relevance, the same pattern was found as Experiment 1. When the topic was of high personal relevance, thus increasing the motivation to engage in systematic processing, attitudes changed by both a majority and minority source increased behavioral intention and actual behavior. The results are consistent with the view that both majorities and minorities can lead to different processes and consequences under different situations.     

Positively biased appraisals in everyday life: when do they benefit mental health and when do they harm it?

To promote optimal mental health, is it best to evaluate negative experiences accurately or in a positively biased manner? In an attempt to reconcile inconsistent prior research addressing this question, we predicted that the tendency to form positively biased appraisals of negative experiences may reduce the motive to address those experiences and thereby lead to poorer mental health in the context of negative experiences that are controllable and severe but lead to better mental health in the context of controllable negative experiences that are less severe by promoting positive feelings without invoking serious consequences from unaddressed problems. In 2 longitudinal studies, individuals in new marriages were interviewed separately about their ongoing stressful experiences, and their own appraisals of those experiences were compared with those of the interviewers. Across studies, spouses' tendencies to form positively biased appraisals of their stressful experiences predicted fewer depressive symptoms over the subsequent 4 years among individuals judged to be facing relatively mild experiences but more depressive symptoms among individuals judged to be facing relatively severe experiences. Furthermore, in Study 2, these effects were mediated by changes in those experiences, such that the interaction between the tendency to form positively biased appraisals of stressful experiences and the objectively rated severity of initial levels of those experiences directly predicted changes in those experiences, which in turn accounted for changes in depressive symptoms. These findings suggest that cognitive biases are not inherently positive or negative; their implications for mental health depend on the context in which they occur.     

Psychological distress and resilience as risk and protective factors of psychoactive substance use among Chinese nonengaged youth

Nonengaged youth (NEY) are those who have neither been working nor studying for a prolonged period of time. They are at risk of psychoactive substance use, but relevant studies are scarce. Based on a population‐based telephone survey and referrals, we anonymously interviewed 479 Hong Kong Chinese NEY aged 15–24 years. Of them, 14.8–23.7% reported moderate to severe depression, anxiety, and stress. Moreover, one fourth of the participants (24.8%; n = 119) had used psychoactive substances. Adjusted analyses showed that these three psychological distress variables were positively associated with, while resilience was negatively associated with, both ever‐use of psychoactive substances and intention to use such substances in the next 12 months. Loneliness was associated only with intention to use psychoactive substances. The mediating role of psychological distress was shown: Anxiety significantly mediated the association between resilience and ever‐use of psychoactive substances, whereas depression mediated that between resilience and behavioural intention. Resilience was not a significant moderator on the relationship between psychological distress and ever‐use of psychoactive substance use or behavioural intention to use those substances. The findings suggest that anti‐drug interventions should outreach NEY and should include mental health support as well as building up resilience, as NEY are prone to psychological distress that increases risk of substance use.     

Factors affecting behaviors that address HIV risk among senior secondary school pupils in South Africa.

The purpose of this study was to identify factors affecting HIV risk reduction among senior secondary school pupils in South Africa. The sample included 460 Grade 12, Secondary School pupils whose ages ranged from 16 to 30 years (M = 19.7 yr., SD = 2.5) and who were chosen at random from the total Grade 12 population throughout one region in the Northern Province of South Africa. Measures were of sexual behavior and condom use, knowledge about correct condom use, intention of condom use, behavioral norms, attitudes, normative beliefs, and subjective norms about condoms, HIV/AIDS vulnerability (likelihood to get it) and severity of the illness in the country, and condom use self-efficacy. Bivariate analysis gave positive significant relations among normative beliefs, subjective norms, and attitudes towards condom use as well as HIV/AIDS vulnerability and HIV risk behavior. Regression analysis indicated that for boys, younger age at first vaginal intercourse, less intention for condom use, and HIV/AIDS vulnerability were predictive for HIV/AIDS risk behavior and explained 39% of the variance. It is suggested that these predictors should be included in intervention programs for HIV prevention.     

Public attitudes about the culpability and punishment of young offenders

Opinions of 789 community adults were individually assessed, using a video-clip of an actual armed robbery and other measures, to determine whether attitudes toward the culpability and appropriate punishment of young offenders were linked to offenders' age, race, and physical appearance. Three major findings emerged: (1) community adults endorse the view that criminal choices of young offenders are influenced by their developmental immaturity and attribute more responsibility for the criminal act as the actor gets older; (2) the public has a relatively strong preference for differential treatment of juvenile and adult offenders; and (3) attitudes about culpability and punishment are not influenced by the culprit's race, physical maturity, or appearance of "toughness." Indications that punitive public opinion toward youth crime may be changing and implications for juvenile justice policy of the study's findings are discussed.     

Factors Influencing Gay Men's Attitudes,Subjective Norms,and Intentions With Respect to Performing Sexual Behaviors1

In a recent paper (Fishbein et al., 1992) gay men's attitudes and subjective norms were found to be accurate predictors of their intentions to perform a variety of sexual behaviors. In addition, the relative importance of norms as determinants of intention was found to be greater in Seattle (a city with a well organized gay community) than in Albany (a city in which the gay community is not well organized). The purpose of the present study was to investigate the extent to which the men's attitudes, subjective norms, and intentions were influenced by a number of situational and individual difference variables. Three hundred and fourteen self-identified gay or bisexual men from Seattle (134), Denver (78), and Albany (102) completed a questionnaire specifically designed for this study. As expected, type of partner and type of sexual activity significantly influenced attitudes, perceived norms, and intentions. In addition, these dependent variables were also influenced, in part, by city of residence, age, and perceived risk of HIV infection. The findings provide additional justification for developing different interventions for gay men in different cities, age, and perceived risk groups.     

Communication Modality and Biased Processing: A Study on the Occasion of the German 2002 Election TV Debate

Participants were presented with a segment of the 2002 Schroeder-Stoiber TV debate, in which the two candidates running for the post of German Chancellor argued for clearly different positions. Prior to presentation of the segment in either audiovisual, audio, or written modality, participants' politician preference was measured. Position agreement and valence of thoughts about the candidates' specific statements were found to be affected by politician preference in all three modalities. However, as shown by a modality by preference interaction, the effect of politician preference on position agreement was stronger in audio and audiovisual modalities than in the written modality. Similar interactions were found regarding the valence of thoughts broadly related to the issue discussed as well as regarding the valence of thoughts related to the two candidates themselves. Taken together with further path analyses, these findings are interpreted as showing biased processing across modalities, with the broadcast modalities intensifying this bias due to the heightened salience of nonverbal politician-related cues.     

Application of a modified health belief model to hiv preventive behavioral intentions among gay and bisexual men

Abstract

The utility of a modified health belief model (Janz and Becker, 1984) for predicting the intention to use condoms was tested in a study among gay and bisexual men. The model explained a reasonable amount of variance. It was found that younger men's decision to have safe sex was guided by factors other than those that influenced older men. Among younger men, the intention to use a condom was positively related to the relative number of persons with AIDS in their social environment (cues to action) and to the perceived benefits of HIV preventive behavior. Among older men, this behavioral intention was much more determined by their perception of the prevalence of HIV and by their perception of their vulnerability to HIV infection. These findings are important because they may partly explain the recent increase in AIDS-risk behavior among young gay and bisexual men. The discussion focuses on these findings and on the implications for interventions aimed at promoting safe sex.