Preaching to the choir? The influence of personal relevance on the effects of gain- and loss-framed health-promoting messages

J.P. van 't Riet, R. de Ruiter, H. de Vries

Research output: Contribution to journalArticleAcademicpeer-review

13 Citations (Scopus)

Abstract

This article examines the moderating influence of personal relevance on the persuasive effects of gain- and loss-framed messages. We assessed current behaviour as a proxy for personal relevance, provided 169 participants with gain- and loss-framed messages advocating skin self-examination (SSE) and assessed intention to engage in SSE as the outcome measure. The results showed that loss-framed information was more persuasive than gain-framed information, but only for low-relevance participants. This suggests that loss-framed information might be mainly effective for recipients who need little persuading and, in fact, runs the risk of 'preaching to the choir'.
Original languageEnglish
Pages (from-to)712-723
JournalJournal of Health Psychology
Volume17
Issue number5
DOIs
Publication statusPublished - 2012

Keywords

  • parallel process model
  • self-affirmation
  • fear appeals
  • college-students
  • behavior
  • metaanalysis
  • risk
  • information
  • perceptions
  • persuasion

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