Shaping perceptions to motivate healthy behavior: the role of message framing.

Abstract:

:Health-relevant communications can be framed in terms of the benefits (gains) or costs (losses) associated with a particular behavior, and the framing of such persuasive messages influences health decision making. Although to ask people to consider a health issue in terms of associated costs is considered an effective way to motivate behavior, empirical findings are inconsistent. In evaluating the effectiveness of framed health messages, investigators must appreciate the context in which health-related decisions are made. The influence of framed information on decision making is contingent on people, first, internalizing the advocated frame and, then, on the degree to which performing a health behavior is perceived as risky. The relative effectiveness of gain-framed or loss-framed appeals depends, in part, on whether a behavior serves an illness-detecting or a health-affirming function. Finally, the authors discuss the cognitive and affective processes that may mediate the influence of framed information on judgment and behavior.

journal_name

Psychol Bull

journal_title

Psychological bulletin

authors

Rothman AJ,Salovey P

doi

10.1037/0033-2909.121.1.3

subject

Has Abstract

pub_date

1997-01-01 00:00:00

pages

3-19

issue

1

eissn

0033-2909

issn

1939-1455

journal_volume

121

pub_type

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