Effects of tailoring ingredients in auditory persuasive health messages on fruit and vegetable intake

Objective: Health messages can be tailored by applying different tailoring ingredients, among which personalisation, feedback and adaptation. This experiment investigated the separate effects of these tailoring ingredients on behaviour in auditory health persuasion. Furthermore, the moderating effect of self-efficacy was assessed.

Design: The between-participants design consisted of four conditions. A generic health message served as a control condition; personalisation was applied using the recipient’s first name, feedback was given on the personal state, or the message was adapted to the recipient’s value.

Main outcome measures: The study consisted of a pre-test questionnaire (measuring fruit and vegetable intake and perceived difficulty of performing these behaviours, indicating self-efficacy), exposure to the auditory message and a follow-up questionnaire measuring fruit and vegetable intake two weeks after message exposure (n = 112).

Results: ANCOVAs showed no main effect of condition on either fruit or vegetable intake, but a moderation was found on vegetable intake: When self-efficacy was low, vegetable intake was higher after listening to the personalisation message. No significant differences between the conditions were found when self-efficacy was high.

Conclusion: Individuals with low self-efficacy seemed to benefit from incorporating personalisation, but only regarding vegetable consumption. This finding warrants further investigation in tailoring research.     

Fit between decision mode and processing style predicts subjective value of chosen alternatives

Intuition is associated with a global processing style, whereas deliberation is associated with a local processing style. Drawing on previous research on the effects of decisional fit on the subjective value attached to chosen alternatives, we examined the possibility that a fit between processing style and decision mode results in greater subjective value than a lack of fit. In three experiments employing various combinations of naturally occurring and experimentally manipulated processing styles and decision modes, we found that when congruence was high (i.e., global processing style and intuitive judgment, or local processing style and deliberative judgment), participants judged their chosen item to be more expensive than when congruence was low. These findings indicate that increased fit resulted in higher estimated value. We discuss implications for judgment and decision‐making.     

Quest for Significance and Violent Extremism: The Case of Domestic Radicalization

In the present study, we applied the quest for significance model of radicalization to explain the use of political violence. According to the model, when people experience loss of personal significance (e.g., due to social rejection, achievement failures, or abuse) the motivation to restore significance may push them toward the use of extreme means. We tested this prediction in a sample of individuals who have committed ideologically motivated crimes in the United States (n = 1496). We found that experiences of economic and social loss of significance were separate and positive predictors related to the use of violence by perpetrators of ideologically motivated crimes. We also found evidence that the presence of radicalized others (friends but not family members) in the individuals' social network increased their likelihood of using violence.     

Neuroticism and attachment insecurity as predictors of bereavement outcome

Adult attachment dimensions as well as the personality trait neuroticism have been shown to be related to psychological adjustment after bereavement. No investigations so far have studied the relative contribution of these constructs to grief and depression. In our study of 219 bereaved parents, the two adult attachment dimensions, attachment anxiety and attachment avoidance, were compared to the personality trait neuroticism in predicting psychological adjustment. The attachment dimensions explained a unique part over and above neuroticism, but contrary to expectations, neuroticism explained more variance than attachment dimensions. Implications are discussed.     

Same-gender and cross-gender peer acceptance and peer rejection and their relation to bullying and helping among preadolescents: comparing predictions from gender-homophily and goal-framing approaches

The relation between bullying and helping and same-gender and cross-gender peer acceptance and peer rejection was examined in a sample of preadolescents aged 11 and 12 years (N=1,065). The authors tested predictions from a gender-homophily approach vs. predictions from a goal-framing approach in which acceptance and rejection are seen as being generated by approach and avoidance goals, respectively. For preadolescents, both approaches predicted a central role for gender, but the gender-homophily approach predicted symmetrical effects for acceptance and rejection, whereas the goal-framing approach predicted strong asymmetries. The data supported the goal-framing approach. The most important findings were that for preadolescents, acceptance is much more frequent and much more gendered than rejection; the absolute impact of helping on acceptance is much larger than that of bullying (and vice versa for rejection); for acceptance, there is a prototypicality effect (i.e., boys accept bullying girls better than nonbullying girls, and girls accept helping boys better than nonhelping boys); and for acceptance, there is a cross-gender ignorance effect (i.e., boys ignore helping in girls, and girls ignore bullying in boys).     

Tailoring visual images to fit: Value creation in persuasive messages

The present studies aimed to extend Regulatory Fit Theory in the domain of persuasive communication by (a) using printed advertisement images without any verbal claim, instead of purely or mostly verbal messages; (b) selecting the images to fit the distinct orientations of regulatory mode rather than regulatory focus; and (c) priming regulatory mode orientation instead of relying on chronic prevalence of either locomotion or assessment orientation. We found that recipients primed with a locomotion orientation experienced fit, and were more persuaded, when exposed to “dynamic” versus “static” visual images; conversely, recipients primed with an assessment orientation experienced fit and were more persuaded when exposed to “static” versus “dynamic” images. Our findings show that the experience of fit can be induced by visual messages, resulting in positive effects in terms of attitude toward product advertisement and estimated price of advertised products. Copyright © 2010 John Wiley & Sons, Ltd.     

On the inferential epistemics of trait centrality in impression formation

We provide a novel, inferential, account of the trait centrality phenomenon. We suggest that a trait possesses the property of “centrality” to the extent that it is subjectively deemed to imply other traits. Five studies explore four central elements of this view. First, trait relations can be stored as unidirectional rules (“if X then Y” but not necessarily “if Y then X”). Second, the strength of individuals' lay inference rules determines the effect of traits on impressions. Third, situationally manipulating the strength of lay inference rules influences the impact of traits on impressions. Fourth, the impact of an inference rule is reduced when it is difficult to discern the inference rule and when processing resources are limited. Copyright © 2009 John Wiley & Sons, Ltd.