| The persuasive effects of framing messages on fruit and vegetable consumption according to regulatory focus theory. | |
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MedLine Citation:
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PMID: 21598188 Owner: NLM Status: Publisher |
Abstract/OtherAbstract:
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According to Regulatory Focus theory (RFT), outcomes in persuasive messages can be framed in four different ways, as gains, non-gains, losses or non-losses. In study 1, the persuasiveness of all four frames was compared and the presence/absence effect that was expected on the basis of the feature-positive effect was verified: Statements about present outcomes (gain, loss) were more persuasive than those about absent outcomes (non-gain, non-loss). However, this study failed to support the prediction that a gain-framed message would be more persuasive than a loss-framed message when promoting a prevention behaviour. Study 2 was designed to examine the latter finding. It was hypothesised that the threat posed by the loss-framed message in study 1 was too low to elicit a defensive reaction. Therefore, in study 2, the personal relevance of the gain and the loss framed message was manipulated. Consistent with predictions, the gain-framed message was more persuasive than the loss-framed message, but only when the message was personalised to increase self-relevance. Moreover, the effect was due to a significant drop in persuasion in the loss condition, probably caused by a defensive reaction. These data shed a new light on the findings of past framing studies. |
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Authors:
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Arie Dijkstra; Alexander Rothman; Suzanne Pietersma |
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Publication Detail:
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Type: JOURNAL ARTICLE Date: 2011-1-01 |
Journal Detail:
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Title: Psychology & health Volume: - ISSN: 1476-8321 ISO Abbreviation: - Publication Date: 2011 Jan |
Date Detail:
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Created Date: 2011-5-20 Completed Date: - Revised Date: - |
Medline Journal Info:
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Nlm Unique ID: 8807983 Medline TA: Psychol Health Country: - |
Other Details:
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Languages: ENG Pagination: 1-13 Citation Subset: - |
Affiliation:
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Department of Social and Organizational Psychology, University of Groningen, Grote Kruisstraat 2/1, 9712 TS Groningen, The Netherlands. |
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From MEDLINE®/PubMed®, a database of the U.S. National Library of Medicine
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