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

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

Research output: Contribution to journalArticleAcademicpeer-review

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
Number of pages12
JournalJournal of Health Psychology
Volume17
Issue number5
DOIs
Publication statusPublished - Jul 2012

Keywords

  • Message framing
  • personal relevance
  • defensiveness
  • motivated reasoning
  • PARALLEL PROCESS MODEL
  • SELF-AFFIRMATION
  • FEAR APPEALS
  • COLLEGE-STUDENTS
  • BEHAVIOR
  • METAANALYSIS
  • RISK
  • INFORMATION
  • PERCEPTIONS
  • PERSUASION

Cite this