Matching Temporal Frame, Self-View, and Message Frame Valence: Improving Persuasiveness in Health Communications

REFERENCES

• Aaker, Jennifer L., and Angela Y. Lee (2001), “‘I’ Seek Pleasures and ‘We’ Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion,” Journal of Consumer Research, 28 (1), 33–49.
   Web of Science ®Google Scholar
• ———, and Patti Williams (1998), “Empathy versus Pride: The Influence of Emotional Appeals across Cultures,” Journal of Consumer Research, 25 (3), 241–61.
   Web of Science ®Google Scholar
• Agrawal, Nidhi, and Durairaj Maheswaran (2005), “The Effects of Self-Construal and Commitment on Persuasion,” Journal of Consumer Research, 31 (4), 841–49.
   Web of Science ®Google Scholar
• Amrhein, Paul C., Mark McDaniel, and Paula Waddill (2002), “Revisiting the Picture-Superiority Effect in Symbolic Comparisons: Do Pictures Provide Privileged Access?,” Journal of Experimental Psychology: Learning, Memory, and Cognition, 28 (5), 843–57.
   PubMed Web of Science ®Google Scholar
• Avnet, Tamar, and E. Tory Higgins (2006), “How Regulatory Fit Affects Value in Consumer Choices and Opinions,” Journal of Marketing Research, 43 (1), 1–10.
   Web of Science ®Google Scholar
• Block, Lauren G., and Punam Anand Keller (1995), “When to Accentuate the Negative: The Effects of Perceived Efficacy and Message Framing on Intentions to Perform a Health-Related Behavior,” Journal of Marketing Research, 32 (2), 192–203.
   Web of Science ®Google Scholar
• Camacho, Christopher J., E. Tory Higgins, and Lindsay Luger (2003), “Moral Value Transfer from Regulatory Fit: What Feels Right Is Right and What Feels Wrong Is Wrong,” Journal of Personality and Social Psychology, 84 (3), 498–510.
   PubMed Web of Science ®Google Scholar
• Cesario, Joseph, Heidi Grant, and E. Tory Higgins (2004), “Regulatory Fit and Persuasion: Transfer from ‘Feeling Right,’” Journal of Personality and Social Psychology, 86 (3), 388–404.
   PubMed Web of Science ®Google Scholar
• ———, E. Tory Higgins, and Abigail A. Scholer (2008), “Regulatory Fit and Persuasion: Basic Principles and Remaining Questions,” Social and Personality Psychology Compass, 2 (1), 444–63.
   Google Scholar
• Chandran, Sucharita, and Geeta Menon (2004), “When a Day Means More than a Year: Effects of Temporal Framing on Judgments of Health Risk,” Journal of Consumer Research, 31 (2), 375–89.
   Web of Science ®Google Scholar
• Chang, Chingching (2009), “Enhancing the Effectiveness of Antismoking Messages via Self-Congruent Appeals,” Health Communication, 24 (1), 33–40.
   PubMed Web of Science ®Google Scholar
• Cousins, Steven D. (1989), “Culture and Self-Perception in Japan and the United States,” Journal of Personality and Social Psychology, 56 (1), 124–31.
   Web of Science ®Google Scholar
• Cross, Susan E., Erin E. Hardin, and Berna Gercek-Swing (2011), “The What, How, Why, and Where of Self-Construal,” Personality and Social Psychology Review, 15 (2), 142–79.
   PubMed Web of Science ®Google Scholar
• Duhachek, Adam, Nidhi Agrawal, and DaHee Han (2012), “Guilt versus Shame: Coping, Fluency, and Framing in the Effectiveness of Responsible Drinking Messages,” Journal of Marketing Research, 49 (60), 928–41.
   Web of Science ®Google Scholar
• Fiske, Alan, Shinobu Kitayama, Hazel R. Markus, and Richard Nisbett (1998), “The Cultural Matrix of Social Psychology,” in The Handbook of Social Psychology, Vol. 2, Daniel T. Gilbert and Susan T. Fiske, eds., Boston: McGraw-Hill, 915–81.
   Google Scholar
• Hayes, Andrew F. (2012), “PROCESS: A Versatile Computational Tool for Observed Variable Mediation, Moderation, and Conditional Process Modeling,” white paper, http://www.afhayes.com/public/process2012.pdf.
   Google Scholar
• Higgins, E. Tory (1997), “Beyond Pleasure and Pain,” American Psychologist, 52 (12), 1280–1300.
   PubMed Web of Science ®Google Scholar
• ——— (2006), “Value from Hedonic Experience and Engagement,” Psychological Review, 113 (3), 439–60.
   PubMed Web of Science ®Google Scholar
• Hong, Jiewen, and Hannah H. Chang (2015), “‘I’ Follow My Heart and ‘We’ Rely on Reasons: The Impact of Self-Construal on Reliance on Feelings versus Reasons in Decision Making,” Journal of Consumer Research, 41 (6), 1392–1411.
   Web of Science ®Google Scholar
• Kanagawa, Chie, Susan E. Cross, and Hazel R. Markus (2001), “‘Who Am I?’ The Cultural Psychology of the Conceptual Self,” Personality and Social Psychology Bulletin, 27 (1), 90–103.
   Web of Science ®Google Scholar
• Kees, Jeremy, Scot Burton, and Andrea Heintz Tangari (2010), “The Impact of Regulatory Focus, Temporal Orientation, and Fit on Consumer Responses to Health-Related Advertising,” Journal of Advertising, 39 (1), 19–34.
   Web of Science ®Google Scholar
• Kitayama, Shinobu, Hazel Rose Markus, and Hisaya Matsumoto (1995), “Culture, Self, and Emotion: A Cultural Perspective on ‘Self-Conscious’ Emotions,” in Self-Conscious Emotions: The Psychology of Shame, Guilt, Embarrassment, and Pride, June Price Tangney and Kurt W. Fischer, eds., New York: Guilford Press, 439–64.
   Google Scholar
• Latimer, Amy E., Nicole A. Katulak, Linda Mowad, and Peter Salovey (2005), “Motivating Cancer Prevention and Early Detection Behaviors Using Psychologically Tailored Messages,” Journal of Health Communication, 10 (Suppl. 1), 137–55.
   PubMed Web of Science ®Google Scholar
• Lee, Angela Y., and Jennifer L. Aaker (2004), “Bringing the Frame into Focus: The Influence of Regulatory Fit on Processing Fluency and Persuasion,” Journal of Personality and Social Psychology, 86 (2), 205–18.
   PubMed Web of Science ®Google Scholar
• ———, ———, and Wendi L. Gardner (2000), “The Pleasures and Pains of Distinct Self-Construals: The Role of Interdependence in Regulatory Focus,” Journal of Personality and Social Psychology, 78 (6), 1122–34.
   PubMed Web of Science ®Google Scholar
• ———, Punam Anand Keller, and Brian Sternthal (2010), “Value from Regulatory Construal Fit: The Persuasive Impact of Fit between Consumer Goals and Message Concreteness,” Journal of Consumer Research, 36 (5), 735–47.
   Web of Science ®Google Scholar
• Liberman, Nira, and Yaacov Trope (1998), “The Role of Feasibility and Desirability Considerations in Near and Distant Future Decisions: A Test of Temporal Construal Theory,” Journal of Personality and Social Psychology, 75 (1), 5–18.
   Web of Science ®Google Scholar
• ———, ———, Sean M. McCrea, and Steven J. Sherman (2007), “The Effect of Level of Construal on the Temporal Distance of Activity Enactment,” Journal of Experimental Social Psychology, 43 (January), 143–49.
   Google Scholar
• Malaviya, Prashant, and Brian Sternthal (2009), “Parity Product Features Can Enhance or Dilute Brand Evaluation: The Influence of Goal Orientation and Presentation Format,” Journal of Consumer Research, 36 (1), 112–21.
   Web of Science ®Google Scholar
• Markus, Hazel R., and Shinobu Kitayama (1991), “Culture and the Self: Implications for Cognition, Emotion, and Motivation,” Psychological Review, 98 (2), 224–53.
   Web of Science ®Google Scholar
• Mogilner, Cassie, Jennifer L. Aaker, and Ginger L. Pennington (2008), “Time Will Tell: The Distant Appeal of Promotion and Imminent Appeal of Prevention,” Journal of Consumer Research, 34 (5), 670–81.
   Web of Science ®Google Scholar
• Morris, Michael W., and Kaiping Peng (1994), “Culture and Cause: American and Chinese Attributions for Social and Physical Events,” Journal of Personality and Social Psychology, 67 (6), 949–71.
   Web of Science ®Google Scholar
• Oinas-Kukkonen, Harri (2010), “Behavior Change Support Systems: A Research Model and Agenda,” in Persuasive Technology: Proceedings of 5th International Conference, Thomas Ploug, Per Hasle, and Harri Oinas-Kukkonen, eds., Berlin: Springer, 4–14.
   Google Scholar
• O'Keefe, Daniel J., and Jakob D. Jensen (2007), “The Relative Persuasiveness of Gain-Framed Loss-Framed Messages for Encouraging Disease Prevention Behaviors: A Meta-Analytic Review,” Journal of Health Communication, 12 (7), 623–44.
   PubMed Web of Science ®Google Scholar
• ———, and Xiaoli Nan (2012), “The Relative Persuasiveness of Gain-and Loss-Framed Messages for Promoting Vaccination: A Meta-Analytic Review,” Health Communication, 27 (8), 776–83.
   PubMed Web of Science ®Google Scholar
• Pennington, Ginger L., and Neal J. Roese (2003), “Regulatory Focus and Temporal Distance,” Journal of Experimental Social Psychology, 39 (6), 563–76.
   Web of Science ®Google Scholar
• Preacher, Kristopher J., and Andrew F. Hayes (2004), “SPSS and SAS Procedures for Estimating Indirect Effects in Simple Mediation Models,” Behavior Research Methods, Instruments, and Computers, 36 (4), 717–31.
   PubMedGoogle Scholar
• ———, Derek D. Rucker, and Andrew F. Hayes (2007), “Addressing Moderated Mediation Hypotheses: Theory, Method, and Prescriptions,” Multivariate Behavioral Research, 42 (1), 195–227.
   Web of Science ®Google Scholar
• Singelis, Theodore M. (1994), “The Measurement of Independent and Interdependent Self-Construals,” Personality and Social Psychology Bulletin, 20 (5), 580–91.
   Web of Science ®Google Scholar
• Spassova, Gerri, and Angela Y. Lee (2013), “Looking into the Future: A Match between Self-View and Temporal Distance,” Journal of Consumer Research, 40 (1), 159–71.
   Web of Science ®Google Scholar
• Trope, Yaacov, and Nira Liberman (2000), “Temporal Construal and Time Dependent Changes in Preference,” Journal of Personality and Social Psychology, 79 (6), 876–89.
   PubMed Web of Science ®Google Scholar
• ———, and ——— (2003), “Temporal Construal,” Psychological Review, 110 (3), 403–21.
   PubMed Web of Science ®Google Scholar
• ———, and ——— (2010), “Construal-Level Theory of Psychological Distance,” Psychological Review, 117 (2), 440–63.
   PubMed Web of Science ®Google Scholar
• Wakslak, Cheryl J., Sherri Nussbaum, Nira Liberman, and Yaacov Trope (2008), “Representations of the Self in the Near and Distal Future,” Journal of Personality and Social Psychology, 95 (4), 757–73.
   PubMed Web of Science ®Google Scholar