The relative persuasive effect of gain- versus loss-framed messages: Exploring the moderating role of the desirability of end-states

Journalism and Mass Communication Quarterly

Volumn 84, Issue 3, 2007, Pages 509-524

  Nan, Xiaoli ^a  

^a UNIVERSITY OF WISCONSIN MADISON   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

MEDIA ROLE; RESEARCH;

EID: 38549172881     PISSN: 10776990     EISSN: None     Source Type: Journal    
DOI: 10.1177/107769900708400307     Document Type: Article

References (44)

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3. For example, Patricia W. Linville, Gregory W. Fischer, and Baruch Fischhoff, "AIDS Risk Perceptions and Decision Biases," in The Social Psychology of HIV Infection, ed. John B. Pryor and Glenn D. Reeder (Hillsdale, NJ: Erlbaum, 1993), 5-38;
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5. For example, Sara M. Banks, Peter Salovey, Susan Greener, Alexander J. Rothman, Anne Moyer, John Beauvais, and Elissa Epel, "The Effects of Message Framing on Mammography Utilization," Health Psychology 14 (March 1995): 178-84;
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7. Ganzach and Karsahi, "Message Framing and Buying Behavior";
8. Pamela M. Homer and Sun-Gil Yoon, "Message Framing and the Interrelationships among Ad-Based Feelings, Affect, and Cognition," Journal of Advertising 21 (March 1992): 19-34;
9. Meyerowitz and Chaiken, "The Effect of Message Framing on Breast Self-Examination Attitudes, Intentions, and Behavior."
10. For a review, see Shelley E. Taylor, "Asymmetrical Effects of Positive and Negative Events: The Mobilization Minimization Hypothesis," Psychological Bulletin 110 (July 1991): 67-85.
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14. Meyerowitz and Chaiken, "The Effect of Message Framing on Breast Self-Examination Attitudes, Intentions, and Behavior."
15. For example, Linville, Fischer, and Fischhoff, "AIDS Risk Perceptions and Decision Biases";
16. Banks et al., "The Effects of Message Framing on Mammography Utilization";
17. Experiment 2 in Rothman et al., "The Influence of Message Framing on Intentions to Perform Health Behaviors."
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21. Rothman et al., "The Influence of Message Framing on Intentions to Perform Health Behaviors."
22. For example, Jerusha B. Detweiler, Brian T. Bedell, Peter Salovey, Emily Pronin, and Alexander J. Rothman, "Message Framing and Sunscreen Use: Gain-Framed Messages Motivate Beach-Goers," Health Psychology 18 (March 1999): 189-96;
23. Alexander J. Rothman, Steven C. Martino Brian T. Bedell, Jerusha B. Detweiler, and Peter Salovey, "The Systematic Influence of Gain- and Loss-Framed Messages on Interest in and Use of Different Types of Health Behavior," Personality and Social Psychology Bulletin 25 (11, 1999): 1355-69.
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26. See I. P. Levin, S. L. Schneider, and G. J. Gaeth, "All Frames Are Not Created Equal" A Typology and Critical Analysis of Framing Effects," Organizational Behavior and Human Decision Processes 76 (November 1998): 149-88;
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36. Durairaj Maheswaran and Joan Meyers-Levy, "The Influence of Message Framing and Issue Involvement," Journal of Marketing Research 27 (August 1990): 361-67.
37. Sucharita Chandran and Geeta Menon, "When a Day Means More Than a Year" Effects of Temporal Framing on Judgments of Health Risk," Journal of Consumer Research 31 (September 2004): 375-89.
38. The means of perceived susceptibility to the virus generally fell below the midpoint (i.e., 4), indicating that perceived susceptibility was overall low to moderate. Thus, the two levels of issue involvement should be more appropriately understood in relative terms (i.e., a relatively higher level of issue involvement versus a relatively lower level of issue involvement). However, for the purpose of easy presentation, the terminology in absolute terms (i.e., high versus low issue involvement) was kept.
39. Rothman et al., "The Systematic Influence."
40. Rothman et al., "The Systematic hifluence."
41. Maheswaran and Meyers-Levy, "The Influence of Message Framing and Issue Involvement."
42. Petty, Cacioppo, and Schumann, "Central and Peripheral Routes to Advertising Effectiveness."
43. Martin Fishbein and Icek Ajzen, Belief, Attitude, Intention, and Behavior: An Introduction to Theory and Research (Reading, MA" Addison-Wesley, 1975).
44. Joan Meyers-Levy and Durairaj Maheswaran, "Exploring Message Framing Outcomes When Systematic, Heuristic, or Both Types of Processing Occur," Journal of Consumer Psychology 14 (1/2, 2004): 159-67.