Self-guides, autobiographical memory, and anxiety and dysphoria: toward a cognitive model of vulnerability to emotional distress.

Several aspects of a cognitive model of vulnerability to emotional disorders based on self-discrepancy theory were tested. Anxious, dysphoric, anxious/dysphoric, and control subjects participated in 3 studies over a 4-month period: screening, assessment of self-guides and self-discrepancies, and an autobiographical memory task in which different types of retrieval cues (including self-guides) were presented and subjects reported childhood memories as they came to mind. Actual:ideal discrepancy was associated with persistent dysphoria, whereas actual:ought discrepancy was associated with persistent anxiety. Self-guide cues resulted in more efficient retrieval and greater unintended negative emotional content than comparable cue types. The groups were differentiated only by negative affect content in response to self-guide cues.     

Cue self-relevance affects autobiographical memory specificity in individuals with a history of major depression

Previously depressed and never-depressed individuals identified personal characteristics (self-guides) defining their ideal, ought, and feared selves. One week later they completed the autobiographical memory test (AMT). For each participant the number of AMT cues that reflected self-guide content was determined to produce an index of AMT cue self-relevance. Individuals who had never been depressed showed no significant relationship between cue self-relevance and specificity. In contrast, in previously depressed participants there was a highly significant negative correlation between cue self-relevance and specificity--the greater the number of AMT cues that reflected self-guide content, the fewer specific memories participants recalled. It is suggested that in individuals with a history of depression, cues reflecting self-guide content are more likely to prompt a shift to processing of information within the long-term self (Conway, Singer, & Tagini, 2004), increasing the likelihood that self-related semantic information will be provided in response to cues on the autobiographical memory test.     

Relative Persuasiveness of Gain‐ Versus Loss‐Framed Human Papillomavirus Vaccination Messages for the Present‐ and Future‐Minded

This research examines how young adults' attitudes toward human papillomavirus (HPV) vaccination and their intentions to get the vaccine are influenced by the framing of health messages (gain vs. loss) and time orientation (i.e., the extent to which people value immediate vs. distant consequences of their decisions). Results of an experiment showed an overall persuasive advantage for loss‐framed messages. Attitudes and behavioral intentions toward HPV vaccination were found to be more favorable among future‐minded individuals. Moreover, an interaction between framing and time orientation was found to predict persuasive outcomes. Present‐minded participants responded more favorably to the loss‐framed message, whereas future‐minded participants were equally persuaded by both frames. Implications of the findings for vaccine risk communication are discussed.     

The influence of evidence type and product involvement on message‐framing effects in advertising

• Extrapolating from prior research that describes the persuasive effects of gain‐ versus loss‐framed messages via the heuristic‐systematic model (HSM), the current study incorporated two advertising‐related factors – evidence type (informational vs. exemplar) and product involvement – and examined their influence on message‐framing effects in advertisements for commonplace consumer products. A significant interaction in Experiment 1 indicated that loss‐framed messages were persuasive in a higher‐involvement context only when coupled with informational evidence, which enhanced systematic processing among participants and thereby elicited the framing effect. No interaction effects occurred in the lower‐involvement context of Experiment 2, in which the hypothesized thought‐processing patterns did not evince. Consistent with recent theoretical advancements, these results indicate that message‐framing effects can be attenuated when both systematic and heuristic processing occur simultaneously. Practical implications are discussed.

Copyright © 2008 John Wiley & Sons, Ltd.     

抵制说服:自我损耗对大学生态度改变的影响

以87名大学生为被试,采用2(损耗,非损耗)×2(强说服信息,弱说服信息)的实验设计,让被试完成损耗或非损耗任务后,阅读与其已有观念相反的或强或弱的说服信息,再测查其态度及认知反应,考察自我损耗对说服后态度的影响,并进一步考察认知反应在自我损耗与说服后态度关系中的作用。结果发现:(1)损耗组比非损耗组更容易顺从说服信息;(2)自我损耗及说服信息质量对说服后态度的交互作用边缘显著:在非损耗的情况下,个体阅读强、弱不同质量信息产生的态度有显著差异,在损耗情况下,个体阅读强、弱不同质量信息产生的态度差异不显著;阅读强说服信息,损耗组和非损耗组的态度差异不显著,阅读弱说服信息,损耗组的态度显著高于非损耗组;(3)自我损耗不影响个体的总体想法数量,但影响其思维偏好,自我损耗后个体更容易产生与说服信息一致的想法,中介分析表明自我损耗对说服后态度的影响是以思维偏好为中介的。     

Promoting Safe Driving Behaviors: The Influence of Message Framing and Issue Involvement

This study examined the influence of framing and issue involvement on the intentions of participants to perform safe driving behaviors. It was hypothesized that when participants were involved with the issue, gain messages would increase intentions to perform safe driving behaviors more than would loss messages. To examine this hypothesis, participants were classified as either being high or low in involvement, and then were required to read either a gain or a loss message promoting a particular safe-driving behavior. After reading the message, the participants' agreement with the message, cognitive and affective responses to the message, and intentions to perform the behavior were recorded. The results supported the hypothesis.     

Responding to framed health messages: Different strokes for different (handedness) folks

Research has shown that strength of handedness – a proxy variable for the degree of interaction between the left and right brain hemispheres – predicts differences in a variety of cognitive domains. The present paper extends this work to message (or goal) framing effects in which persuasive health communications emphasise positive vs. negative outcomes. One hundred fifty-six participants read pamphlets containing statements emphasising either the gains of using or the losses of not using sunscreen. Replicating previous research, non-users of sunscreen were more affected by framed messages than users. However, we found a loss- rather than gain-framed advantage, and mixed (inconsistent)-handers seemed to drive these effects more so than strong (consistent)-handers. These results suggest that a ‘one-size-fits-all’ approach may be inadequate in crafting effective educational messages about health behaviours, and that theories centring around one’s regulatory focus orientation as well as new methods in laterality research may be useful in reaching the widest range of individuals.     

Persuading young car drivers to take part in a driving skills test: The influence of regulatory fit on informational-assessment value and persuasion

Two studies were conducted to examine the relative effectiveness of differently framed messages advising young car drivers to take part in a driving skills test. It was hypothesized that messages promoting such detection behaviour should be more persuasive when the message frame was compatible versus incompatible with the recipient’s level of perceived risk. It was also hypothesized that such effects would occur because the “feeling right” experience resulting from the compatibility effects based on regulatory fit could be transferred to the informational-assessment value of the proposed feedback. Consistently, moderate perceived driving skills (Experiment 1) and high perceived risk drivers (Experiment 2) found the driving skills test more valuable for assessment purposes after having read a loss versus gain framed message and consequently, were more interested in taking part in the test. Furthermore, low perceived risk drivers (Experiment 2) showed a reversed pattern of responses. Implications for message framing in the road safety area are discussed.     

Assessment of Individual Differences in Regulatory Focus among Cigarette Smokers

Smoking cessation programs might benefit from tailoring messages to individual differences in regulatory focus (see Higgins, American Psychologist, 52:1280–1300, 1997), but there is little evidence on the stability or convergent validity of regulatory focus measures. In two studies, smokers completed four measures of regulatory focus: (a) Regulatory Focus Questionnaire (RFQ); (b) actual–ideal and actual–ought self-discrepancies; (c) response duration in naming ideal or ought self-guides; and (d) reaction time for lexical decisions about one’s ideal or ought self-guides. Study 1 included a 1-month retest. Retest reliability was adequate, but convergent validity was poor. Questionnaire and self-discrepancy measures were unrelated to each other or to the reaction time measures. To facilitate future studies of tailored health behavior change interventions, research is needed to determine whether weak convergent validity resulted from (a) invalidity of some or all of the regulatory focus measures or (b) validity of each for measuring a different aspect of the construct.     

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.     

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.     

The cultural congruency effect: Culture, regulatory focus, and the effectiveness of gain- vs. loss-framed health messages

The present study contributes a cultural analysis to the literature on the persuasive effects of matching message frame to individuals’ motivational orientations. One experiment examines how members of cultural groups that are likely to differ in their regulatory focus respond to health messages focusing on either the benefits of flossing or the costs of not flossing. White British participants, who had a stronger promotion focus, were more persuaded by the gain-framed message, whereas East-Asian participants, who had a stronger prevention focus, were more persuaded by the loss-framed message. This cultural difference in persuasion was mediated by an interaction between individuals’ self-regulatory focus and type of health message. Thus health messages framed to be culturally congruent led participants to have more positive attitudes and stronger intentions to perform the health behaviors, and the interaction between self-regulatory focus and message frame emerged as the pathway through which the observed cultural difference occurs. Discussion focuses on the integration of individual difference, socio-cultural, and situational factors into models of health persuasion.     

Discrepant Self-Views and Young Women's Sexual and Emotional Adjustment

Young women in the United States receive conflicting messages about being sexually moral versus sexually desirable. Drawing from self-discrepancy theory, we hypothesized that women's internalization of messages about morality and desirability influence their ought and ideal self-guides for sexuality, respectively. Further, we expected that women who viewed their actual selves as significantly less positive/more negative than their self-guides would endorse greater sexual and emotional problems. In Study 1, never-married undergraduate women (N = 242) completed measures of sexual self-views, ought self-guides, and sexual adjustment. In Study 2, another sample (N = 170) also completed measures of ideal self-guides, depression, and anxiety. Participants were predominantly Caucasian and from upper middle-class backgrounds. Both negative actual:ought and actual:ideal discrepancies were associated with poorer sexual adjustment. Negative actual:ought discrepancies were associated with anxiety but not depression, whereas negative actual:ideal discrepancies were associated with both anxiety and depression. Self-discrepancy theory is a useful framework for understanding how self-standards for sexual morality versus desirability are associated with young women's emotional and sexual adjustment.     

An Attitude Functions Approach to Increasing Organ‐Donation Participation1

This research tests a tenet of attitude function theory–the motivational matching hypothesis–by using a functional approach to increase organ donation. Pilot studies validated experimental manipulations and persuasive messages. An experiment tested the hypothesis that persuasive messages that match an aroused function would be more effective than messages that do not match a manipulated function. Participants were exposed to situational manipulations designed to arouse or make salient value‐expressive or knowledge needs, then read an organ‐donation message designed to meet one of these needs. Participants’ organ‐donation attitudes and behaviors were assessed. Participants presented with matching messages were most persuaded and took more action to become donors. Those who experienced stronger motivational arousal exhibited the most change.     

Need for Cognition Moderates Responses to Framed Smoking‐Cessation Messages1

Smoking‐cessation messages usually emphasize the costs of continuing to smoke (loss‐framed). However, prospect theory suggests that messages that instead emphasize the benefits of quitting smoking (gain‐framed) could be more effective than loss‐framed messages because smoking cessation is likely viewed as a cancer‐prevention behavior with a certain rather than a risky outcome. In this study, smokers at public events read brochures containing brief gain‐ or loss‐framed smoking‐cessation messages. The influence of framing was moderated by participants' need for cognition (NFC). Individuals lower in NFC had greater intention to quit after reading a gain‐framed message than after reading a loss‐framed message a finding consistent with our predictions whereas framing did not affect the persuasiveness of messages among people higher in NFC.     

Message framing and color priming: How subtle threat cues affect persuasion

Message framing involves the presentation of equivalent decision outcomes in terms of either gains or losses. Loss-framed messages tend to be more persuasive than gain-framed messages when the decision is perceived to involve uncertainty or threat. The current study examined whether the effectiveness of loss-framed information would be enhanced by the presence of a peripheral threat cue - the color red - which was expected to prime threat via its association with blood and danger. In addition to being primed with the color red or gray (control), male participants (n = 126) read either a gain- or loss-framed pamphlet promoting human papillomavirus vaccination. As predicted, vaccination intentions were higher among participants exposed to a loss-framed message than to a gain-framed message, but only when primed with red (not gray). Findings shed light on the interactive effects of message framing and color priming, and demonstrate that peripheral threat cues may affect processing of persuasive health messages.     

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

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.     

Should persuasion be affective or cognitive? The moderating effects of need for affect and need for cognition

Three experiments tested the hypothesis that need for affect and need for cognition influence receptivity to affect- and cognition-based persuasive messages. Experiment 1 found that an affective message elicited more positive attitudes among individuals high in need for affect and low in need for cognition, whereas a cognitive message elicited more positive attitudes among individuals low in need for affect and high in need for cognition. Experiment 2 found that individual differences in need for affect influenced receptivity to an affect-based (but not cognition-based) message, whereas individual differences in need for cognition influenced receptivity to a cognition-based (but not affect-based) message. Experiment 3 found that individual differences in need for affect were associated with increased recognition of information from an affect-based (but not cognition-based) message, whereas individual differences in need for cognition were associated with increased recognition of information from a cognition-based (but not affect-based) message. Overall, the studies point to the importance of individual differences in need for affect and need for cognition in understanding how individuals respond to different types of persuasive messages.     

Discrete emotions and persuasion: the role of emotion-induced expectancies

The authors argue that specific emotions can alter the persuasive impact of messages as a function of the emotional framing of persuasive appeals. Because specific emotions inflate expectancies for events possessing matching emotional overtones (D. DeSteno, R. E. Petty, D. T. Wegener, & D. D. Rucker, 2000), the authors predicted that attempts at persuasion would be more successful when messages were framed with emotional overtones matching the emotional state of the receiver and that these changes would be mediated by emotion-induced biases involving expectancies attached to arguments contained in the messages. Two studies manipulating discrete negative emotional states and message frames (i.e., sadness and anger) confirmed these predictions. The functioning of this emotion-matching bias in parallel with emotion-induced processing differences and the limitations of a valence-based approach to the study of attitude change are also considered.     

Message sidedness in advertising: the moderating roles of need for cognition and time pressure in persuasion

Persuasion has been extensively researched for decades. Much of this research has focused on different message tactics and their effects on persuasion (e.g., Chang & Chou, 2008; Lafferty, 1999). This research aims to assess whether the persuasion of a specific type of message is influenced by need for cognition (NFC) and time pressure. The 336 undergraduates participated in a 2 (message sidedness: one-sided/two-sided) × 3 (time pressure: low/moderate/high) between-subjects design. Results indicate that two-sided messages tend to elicit more favorable ad attitudes than one-sided messages. As compared with low-NFC individuals, high-NFC individuals are likely to express more favorable ad attitudes, brand attitudes and purchase intention. Moderate time pressure tends to lead to more favorable ad attitudes than low time pressure and high time pressure. In addition, moderate time pressure is likely to elicit more favorable brand attitudes and purchase intentions than high time pressure, but does not elicit more favorable brand attitudes and purchase intentions than low time pressure. Furthermore, when high-NFC individuals are under low or moderate time pressure, two-sided messages are more persuasive than one-sided messages; however, message sidedness does not differentially affect the persuasion when high-NFC individuals are pressed for time. In contrast, one-sided messages are more persuasive than two-sided messages when low-NFC individuals are under low or high time pressure, and two-sided messages are more persuasive than one-sided messages when low-NFC individuals are under moderate time pressure.