1,147
Views
2
CrossRef citations to date
0
Altmetric
Research Article

The Emotional Effects of Gain-Loss Frames in Persuasive Messages about Sun Protection on Health Promotional Outcomes: Evidence from an Experimental Study

ORCID Icon, ORCID Icon, & ORCID Icon

References

  • Adams, E. T., Nabi, R. L., Noar, S. M., Evans, R., & Widman, L. (2021). How emotional shifts effect youth perceptions of opioid risk and efficacy: Testing a know the truth campaign narrative. Health Communication. Advance online publication. https://doi.org/10.1080/10410236.2021.1921349
  • Ajzen, I. (1985). From intentions to actions: A theory of planned behavior. In J. Kuhl & J. Beckmann (Eds.), Action control (pp. 11–39). Springer. https://doi.org/10.1007/978-3-642-69746-3_2
  • Berrios, R., Totterdell, P., & Kellett, S. (2015). Eliciting mixed emotions: A meta-analysis comparing models, types, and measures. Frontiers in Psychology, 6, 428. https://doi.org/10.3389/fpsyg.2015.00428
  • Bigman, C. A., Cappella, J. N., & Hornik, R. C. (2010). Effective or ineffective: Attribute framing and the human papillomavirus (HPV) vaccine. Patient Education and Counseling, 81(suppl. 1), S70–S76. https://doi.org/10.1016/j.pec.2010.08.014
  • Boudewyns, V., Turner, M. M., & Paquin, R. S. (2013). Shame-free guilt appeals: Testing the emotional and cognitive effects of shame and guilt appeals. Psychology & Marketing, 30(9), 811–825. https://doi.org/10.1002/mar.20647
  • Bradley, M. M., & Lang, P. J. (1994). Measuring emotion: The self-assessment manikin and the semantic differential. Journal of Behavior Therapy and Experimental Psychiatry, 25(1), 49–59. https://doi.org/10.1016/0005-7916(94)90063-9
  • Buda, R., & Zhang, Y. (2000). Consumer product evaluation: The interactive effect of message framing, presentation order, and source credibility. Journal of Product & Brand Management, 9(4), 229–242. https://doi.org/10.1108/10610420010344022
  • Carrera, P., Caballero, A., & Muñoz, D. (2008). Comparing the effects of negative and mixed emotional messages on predicted occasional excessive drinking. Substance Abuse: Research and Treatment, 1, 1–7. https://doi.org/10.1177/117822180800100001
  • Cho, H., & Sands, L. (2011). Gain- and loss-frame sun safety messages and psychological reactance of adolescents. Communication Research Reports, 28(4), 308–317. https://doi.org/10.1080/08824096.2011.616242
  • Clayton, R. B., Keene, J. R., Leshner, G., Lang, A., & Bailey, R. L. (2020). Smoking status matters: A direct comparison of smokers’ and nonsmokers’ psychophysiological and self-report responses to secondhand smoke anti-tobacco PSAs. Health Communication, 35(8), 925–934. https://doi.org/10.1080/10410236.2019.1598741
  • Clayton, R. B., Raney, A. A., Oliver, M. B., Neumann, D., Janicke-Bowles, S. H., & Dale, K. R. (2021). Feeling transcendent? Measuring psychophysiological responses to self-transcendent media content. Media Psychology, 24(3), 359–384. https://doi.org/10.1080/15213269.2019.1700135
  • Demaree, H. A., Shenal, B. V., Everhart, D. E., & Robinson, J. L. (2004). Primacy and recency effects found using affective word lists. Cognitive and Behavioral Neurology, 17(2), 102–108. https://doi.org/10.1097/01.wnn.0000117861.44205.31
  • Dillard, J. P., Plotnick, C. A., Godbold, L. C., Freimuth, V. S., & Edgar, T. (1996). The multiple affective outcomes of AIDS PSAs: Fear appeals do more than scare people. Communication Research, 23(1), 44–72. https://doi.org/10.1177/009365096023001002
  • Faul, F., Erdfelder, E., Lang, A.-G., & Buchner, A. (2007). G*Power 3: A flexible statistical power analysis program for the social, behavioral, and biomedical sciences. Behavior Research Methods, 39(2), 175–191. https://doi.org/10.3758/BF03193146
  • Ferlay, J., Colombet, M., Soerjomataram, I., Mathers, C., Parkin, D. M., Piñeros, M., Znaor, A., & Bray, F. (2019). Estimating the global cancer incidence and mortality in 2018: GLOBOCAN sources and methods. International Journal of Cancer, 144(8), 1941–1953. https://doi.org/10.1002/ijc.31937
  • Ferrer, R. A., & Mendes, W. B. (2018). Emotion, health decision making, and health behaviour. Psychology & Health, 33(1), 1–16. https://doi.org/10.1080/08870446.2017.1385787
  • Forgas, J. P. (2011). Can negative affect eliminate the power of first impressions? Affective influences on primacy and recency effects in impression formation. Journal of Experimental Social Psychology, 47(2), 425–429. https://doi.org/10.1016/j.jesp.2010.11.005
  • Gallagher, K. M., & Updegraff, J. A. (2012). Health message framing effects on attitudes, intentions, and behavior: A meta-analytic review. Annals of Behavioral Medicine, 43(1), 101–116. https://doi.org/10.1007/s12160-011-9308-7
  • Gambla, W. C., Fernandez, A. M., Gassman, N. R., Tan, M. C. B., & Daniel, C. L. (2017). College tanning behaviors, attitudes, beliefs, and intentions: A systematic review of the literature. Preventive Medicine: An International Journal Devoted to Practice and Theory, 105, 77–87. https://doi.org/10.1016/j.ypmed.2017.08.029
  • Graton, A., & Mailliez, M. (2019). A theory of guilt appeals: A review showing the importance of investigating cognitive processes as mediators between emotion and behavior. Behavioral Sciences, 9(12), 117. https://doi.org/10.3390/bs9120117
  • Hayes, A. F. (2018). Introduction to mediation, moderation, and conditional process analysis: A regression-based approach. Guilford Press.
  • Heckman, C. J., Manne, S. L., Kloss, J. D., Bass, S. B., Collins, B., & Lessin, S. R. (2011). Beliefs and intentions for skin protection and UV exposure in young adults. American Journal of Health Behavior, 35(6), 699–711. https://www.ncbi.nlm.nih.gov/pmc/articles/PMC3261496/
  • International Agency for Research on Cancer. (2015). European code against cancer-sun/UV exposure. https://cancer-code-europe.iarc.fr/index.php/en/ecac-12-ways/sun-uv-exposure-recommendation
  • Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47(2), 263. https://doi.org/10.2307/1914185
  • Keene, J. R., & Lang, A. (2016). Dynamic motivated processing of emotional trajectories in public service announcements. Communication Monographs, 83(4), 468–485. https://doi.org/10.1080/03637751.2016.1198040
  • Lang, A. (2000). The limited capacity model of mediated message processing. Journal of Communication, 50(1), 46–70. https://doi.org/10.1111/j.1460-2466.2000.tb02833.x
  • Leventhal, H. (1970). Findings and theory in the study of fear communications. In L. Berkowitz (Ed.), Advances in experimental social psychology (pp. 119–186). Academic Press.
  • Lippke, S., & Ziegelmann, J. P. (2008). Theory-Based health behavior change: Developing, testing, and applying theories for evidence-based interventions. Applied Psychology, 57(4), 698–716. https://doi.org/10.1111/j.1464-0597.2008.00339.x
  • Liu, S., & Yang, J. Z. (2020). Incorporating message framing into narrative persuasion to curb ecigarette use among college students. Risk Analysis, 40(8), 1677–1690. https://doi.org/10.1111/risa.13502
  • Macapagal, K., Janssen, E., Matson, M., Finn, P. R., & Heiman, J. R. (2017). The impact of gain- and loss-framed messages on young adults’ sexual decision making: An experimental study. Archives of Sexual Behavior, 46(2), 385–394. https://doi.org/10.1007/s10508-015-0679-x
  • Marti, M., Stauffacher, M., Matthes, J., & Wiemer, S. (2018). Communicating earthquake preparedness: The influence of induced mood, perceived risk, and gain or loss frames on homeowners’ attitudes toward general precautionary measures for earthquakes: Communicating earthquake preparedness. Risk Analysis, 38(4), 710–723. https://doi.org/10.1111/risa.12875
  • Masmoudi, S., Dai, D. Y., & Naceur, A. (Eds.). (2012). Attention, representation, and human performance: Integration of cognition, emotion, and motivation. Psychology Press.
  • McNeil, B. J., Pauker, S. G., & Tversky, A. (1988). On the framing of medical decisions. In D. E. Bell, H. Raiffa, & A. Tversky (Eds.), Decision making (pp. 562–568). Cambridge University Press. https://doi.org/10.1017/CBO9780511598951.028
  • Meyer, J. C., & Venette, S. J. (2017). Humor in health and risk messaging. In Oxford research encyclopedia of communication, Oxford University Press. https://doi.org/10.1093/acrefore/9780190228613.013.507.
  • Moyer-Gusé, E., Mahood, C., & Brookes, S. (2011). Entertainment-Education in the context of humor: Effects on safer sex intentions and risk perceptions. Health Communication, 26(8), 765–774. https://doi.org/10.1080/10410236.2011.566832
  • Mukherjee, A., & Dubé, L. (2012). Mixing emotions: The use of humor in fear advertising. Journal of Consumer Behaviour, 11(2), 147–161. https://doi.org/10.1002/cb.389
  • Myrick, J. G. (2015). The role of emotions in preventative health communication. Lexington Books.
  • Myrick, J. G., & Oliver, M. B. (2015). Laughing and crying: Mixed emotions, compassion, and the effectiveness of a YouTube PSA about skin cancer. Health Communication, 30(8), 820–829. https://doi.org/10.1080/10410236.2013.845729
  • Nabi, R. L. (2003). Exploring the framing effects of emotion: Do discrete emotions differentially influence information accessibility, information seeking, and policy preference? Communication Research, 30(2), 224–247. https://doi.org/10.1177/0093650202250881
  • Nabi, R. L. (2015). Emotional flow in persuasive health messages. Health Communication, 30(2), 114–124. https://doi.org/10.1080/10410236.2014.974129
  • Nabi, R. L., & Green, M. C.(2015). The role of a narrative’s emotional flow in promoting persuasive outcomes. Media Psychology, 18(2), 137–162. https://doi.org/10.1080/15213269.2014.912585
  • Nabi, R. L., Walter, N., Oshidary, N., Endacott, C. G., Love-Nichols, J., Lew, Z. J., & Aune, A. (2020). Can emotions capture the elusive gain-loss framing effect? A meta-analysis. Communication Research, 47(8), 1107–1130. https://doi.org/10.1177/0093650219861256
  • O’Connor, A. M. (1989). Effects of framing and level of probability on patients’ preferences for cancer chemotherapy. Journal of Clinical Epidemiology, 42(2), 119–126. https://doi.org/10.1016/0895-4356(89)90085-1
  • O’Keefe, D. J., & Jensen, J. D. (2009). The relative persuasiveness of gain-framed and loss-framed messages for encouraging disease detection behaviors: A meta-analytic review. Journal of Communication, 59(2), 296–316. https://doi.org/10.1111/j.1460-2466.2009.01417.x
  • O’Keefe, D. J., & Wu, D. (2012). Gain-framed messages do not motivate sun protection: A meta-analytic review of randomized trials comparing gain-framed and loss-framed appeals for promoting skin cancer prevention. International Journal of Environmental Research and Public Health, 9(6), 2121–2133. https://doi.org/10.3390/ijerph9062121
  • Ort, A., & Fahr, A. (2020). The effectiveness of a positively vs. negatively valenced PSA against sexually transmitted diseases – Evidence from an experimental study. SCM Studies in Communication and Media, 9(3), 341–366. https://doi.org/10.5771/2192-4007-2020-3-341
  • Ort, A., Siegenthaler, P., & Fahr, A. (2021). How positively valenced health messages can foster information selection: Evidence from two experiments. Frontiers in Communication, 6(16), 1–12. https://doi.org/10.3389/fcomm.2021.534496
  • Peinado, S. (2015). The use of emotional shifts in health messages as a strategy for generating talk and promoting attitude, belief, and behavior change [Doctoral dissertation, University of California]. https://escholarship.org/uc/item/1dx015xc
  • Petty, R. E., & Briñol, P. (2015). Emotion and persuasion: Cognitive and meta-cognitive processes impact attitudes. Cognition & Emotion, 29(1), 1–26. https://doi.org/10.1080/02699931.2014.967183
  • Potter, R. F., & Bolls, P. D. (2012). Psychophysiological measurement and meaning: Cognitive and emotional processing of media. Routledge.
  • Renaud, D., & Unz, D. (2006). Die M-DAS - eine modifizierte Version der Differentiellen Affekt Skala zur Erfassung von Emotionen bei der Mediennutzung [The M-DAS - a modified version of the Differential Affect Scale for measuring emotions in media use]. Zeitschrift für Medienpsychologie, 18(2), 70–75. https://doi.org/10.1026/1617-6383.18.2.70
  • Rice, R. E., & Atkin, C. K., (Hrsg.) (2013). Public communication campaigns. SAGE.
  • Rogers, R. W. (1975). A protection motivation theory of fear appeals and attitude change. The Journal of Psychology, 91(1), 93–114. https://doi.org/10.1080/00223980.1975.9915803
  • Rothman, A., & Salovey, P. (1997). Shaping perceptions to motivate healthy behavior: The role of message framing. Psychological Bulletin, 121, 3–19. https://doi.org/10.1037/0033–2909.121.1.3
  • Rothman, A. J., Bartels, R. D., Wlaschin, J., & Salovey, P. (2006). The strategic use of gain- and loss-framed messages to promote healthy behavior: How theory can inform practice. Journal of Communication, 56(suppl_1), 202–220. https://doi.org/10.1111/j.1460-2466.2006.00290.x
  • Scheufele, D. A., & Iyengar, S. (2014). The state of framing research: A call for new directions. In K. Kenski & K. H. Jamieson (Eds.), The Oxford handbook of political communication theories (pp. 1–28). Oxford University Press.
  • Shen, L. (2017). Putting the fear back again (and within individuals): Revisiting the role of fear in persuasion. Health Communication, 32(11), 1331–1341. https://doi.org/10.1080/10410236.2016.1220043
  • Shumaker, S. A., Ockene, J. K., & Riekert, K. A. (2008). The handbook of health behavior change. Springer.
  • Siegenthaler, P., Ort, A., & Fahr, A. (2021). The influence of valence shifts in fear appeals on message processing and behavioral intentions: A moderated mediation model. PloS One. https://doi.org/10.1371/journal.pone.0255113
  • Silpa, S. R., & V, C. (2013). A review on skin cancer. International Research Journal of Pharmacy, 4(8), 83–88. https://doi.org/10.7897/2230-8407.04814
  • Tangney, J. P., & Dearing, R. L. (2004). Shame and guilt. Guilford Press.
  • Tannenbaum, M. B., Hepler, J., Zimmerman, R. S., Saul, L., Jacobs, S., Wilson, K., & Albarracín, D. (2015). Appealing to fear: A meta-analysis of fear appeal effectiveness and theories. Psychological Bulletin, 141(6), 1178–1204. https://doi.org/10.1037/a0039729
  • Tyng, C. M., Amin, H. U., Saad, M. N. M., & Malik, A. S. (2017). The influences of emotion on learning and memory. Frontiers in Psychology, 8, 1454. https://doi.org/10.3389/fpsyg.2017.01454
  • Updegraff, J. A., & Rothman, A. J. (2013). Health message framing: Moderators, mediators, and mysteries: Health message framing. Social and Personality Psychology Compass, 7(9), 668–679. https://doi.org/10.1111/spc3.12056
  • Witte, K. (1992). Putting the fear back into fear appeals: The extended parallel process model. Communication Monographs, 59(4), 329–349. https://doi.org/10.1080/03637759209376276
  • World Health Organization. (2003). INTERSUN - The global UV project: A guide and compendium. http://www.who.int/uv/publications/intersunguide/en/
  • Yam, J. C. S., & Kwok, A. K. H. (2014). Ultraviolet light and ocular diseases. International Ophthalmology, 34(2), 383–400. https://doi.org/10.1007/s10792-013-9791-x
  • Yan, C., Dillard, J. P., & Shen, F. (2012). Emotion, motivation, and the persuasive effects of message framing. Journal of Communication, 62(4), 682–700. https://doi.org/10.1111/j.1460-2466.2012.01655.x
  • Yu, N., & Shen, F. (2013). Benefits for me or risks for others: A cross-culture investigation of the effects of message frames and cultural appeals. Health Communication, 28(2), 133–145. https://doi.org/10.1080/10410236.2012.662147

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.