Belief and the problem of Ulysses and the sirens

While self-contained, this paper is a sequel to my Belief and the Will (1984); see theBibliographical Note at the end of this paper for a survey of the relevant literature since then and supplementary references. I have meanwhile benefitted greatly from Brad Armendt's commentary and Richard Foley's How should future opinion affect current opinion?, both presented at a symposium at the APA Central Division, April 1993.     

The effectiveness of personalized e-mail newsletters and the role of personal characteristics

Personalizing communication means creating persuasive messages that refer to aspects of a person's self. Although the use of personalization is increasing, research on its effectiveness is limited and the results are mixed. This study examined the persuasiveness of personalized e-mail newsletters in terms of increased attention, cognitive activity, evaluation, attitude, intention, and behavior by means of an experiment (n=109). Participants randomly received either a personalized or a generic newsletter advertising a sports center. Personalization triggered a more positive evaluation of the message; however, it did not influence the other effect variables. The effects were moderated by consumers' need for uniqueness, trust, and privacy concerns, suggesting that personalization is a good strategy to increase message evaluation only among individuals who have a high need for uniqueness.     

Psychological and Somatic Factors in Patients Undergoing Coronary Artery Bypass Graft Surgery: Towards Building a Psychological Framework

The present study explored the relationships between psychological and somatic factors in patients undergoing Coronary Artery Bypass Graft surgery (CABG). The data-analysis of previous work was extended by adding somatic factors, including feelings of disability, somatic complaints and fatigue. The focus was on their relationships with psychological factors, including anxiety, depression and neuroticism. Prior to surgery and six months postoperatively, 217 patients completed self-report questionnaires. Using the method of structural equation modeling (SEM), the structure of relationships between the somatic, psychological and background factors (i.e., gender, age and medical factors) was explored. A model was developed providing a good fit and accounting for a substantial amount of variance. The structure of relationships revealed that somatic factors lead to anxiety and depression in the preoperative period, whereas anxiety and depression lead to somatic factors in the postoperative period. The structure further strengthened the key position of neuroticism and its overall negative prognostic implications.     

Antecedents of self identity and consequences for action control: An application of the theory of planned behaviour in the exercise domain

ObjectivesTo study whether exercise action control profiles should be usefully extended to include exercise identity. Further, this study investigated theory of planned behaviour antecedents of exercise identity.DesignProspective data from 413 undergraduate students (M age = 21.4; 73.5% females).MethodValidated questionnaires were used at baseline and follow-up two weeks later to assess exercise behaviour, intention, self-identity, and theory of planned behaviour concepts. Research questions were analysed using chi-square analysis, discriminant function analysis and structural equation modelling. Results were interpreted using p-values and effect sizes.ResultsThere was a higher proportion of exercise intenders in the strong exercise identity group than in the weak exercise identity group (81.9% vs. 14.5%) and a higher proportion of successful intenders in the high exercise identity group than in the low exercise identity group (45.5% vs. 18.2%). Affective attitude and perceived behavioural control (PBC) were the most important predictors of exercise action control. Regarding the antecedents of identity, results showed significant and small-sized associations for baseline affective attitude and perceived behavioural control and large-sized association for baseline self-identity.ConclusionExercise identity should be usefully employed to understand exercise motivation and action control. Affective attitude and perceived behavioural control facilitate action control and exercise identity development and are suggested to be taken into account when developing exercise interventions.     

Intention-behaviour consistency: Effects of consideration set size,involvement and need for cognition

This study focuses on the strength of the relationship between behavioural intentions and actual behaviour in a multi-alternative choice context. Two separate moderating processes of intention-behaviour consistency were hypothesized, i.e. the amount of reasoning during intention formation, and the degree of confidence in the intention. Involvement (as an issue-specific factor), and need for cognition (as an individual difference factor) were investigated as antecedents of amount of reasoning. confidence in the intention was predicted from the size of the consideration set (i.e. the number of alternatives that one considers for choice), and involvement. The study comprised a longitudinal two-wave survey conducted before and after national elections in The Netherlands, in which pre-election voting intentions were compared with actual voting behaviour. A high degree of intention-behaviour consistency was found, which was significantly related to both amount of reasoning and confidence. The expected relations were found. The results extend current process models of attitude–behaviour relations. Furthermore, the results indicate that processes related to the consideration set size and content account for variance in intention-behaviour consistency in choice contexts that cannot be accounted for by traditional attitude-behaviour perspectives.