When Numbers Count: Framing, Subjective Numeracy, and the Effects of Message Quantification in Direct-to-Consumer Prescription Drug Advertisements

REFERENCES

• Aikin , K. J. , O’Donoghue , A. C. , Swasy , J. L. and Sullivan , H. W. 2011 . Randomized trial of risk information formats in direct-to-consumer prescription drug advertisements . Medical Decision Making , 31 ( 6 ) : 1 – 11 .
   Web of Science ®Google Scholar
• Allen , M. and Preiss , R. W. 1997 . Comparing the persuasiveness of narrative and statistical evidence using meta-analysis . Communication Research Reports , 14 ( 2 ) : 125 – 131 .
   Google Scholar
• American College Health Association . 2009 . American College Health Association– National college health assessment Spring 2008 reference group data report (Abridged) . Journal of American College Health , 57 ( 5 ) : 477 – 488 .
   PubMed Web of Science ®Google Scholar
• An , S. , Jin , H. and Brown , J. 2009 . Direct-to-consumer antidepressant ads and young adults’ beliefs about depression . Health Marketing Quarterly , 26 ( 4 ) : 259 – 278 .
   PubMedGoogle Scholar
• Baesler , E. J. and Burgoon , J. K. 1994 . The temporal effects of story and statistical evidence on belief change . Communication Research , 21 : 582 – 602 .
   Web of Science ®Google Scholar
• Baron , R. M. and Kenny , D. A. 1986 . The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations . Journal of Personality and Social Psychology , 51 ( 6 ) : 1173 – 1182 .
   PubMed Web of Science ®Google Scholar
• Bhutada , N. S. , Cook , C. L. and Perri , M. III . 2009 . Consumers’ responses to coupons in direct-to-consumer advertising of prescription drugs . Health Marketing Quarterly , 26 ( 4 ) : 333 – 346 .
   PubMedGoogle Scholar
• Block , L. G. and Keller , P. A. 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 : 192 – 203 .
   Web of Science ®Google Scholar
• Calder , B. J. , Insko , C. A. and Yandell , B. 1974 . The relation of cognitive and memorial processes to persuasion in a simulated jury trial . Journal of Applied Social Psychology , 4 ( 1 ) : 62 – 93 .
   Web of Science ®Google Scholar
• Centers for Disease Control and Prevention . 2010 . Current depression among adults: United States, 2006 and 2008 . Morbidity and Mortality Weekly Report , 59 ( 38 ) : 1229 – 1235 .
   PubMedGoogle Scholar
• Chang , C. and Lee , Y. 2010 . Effects of message framing, vividness congruency and statistical framing on responses to charity advertising . International Journal of Advertising , 29 ( 2 ) : 195 – 220 .
   Web of Science ®Google Scholar
• Church , R. T. and Wilbanks , C. 1986 . Values and policies in controversy: An introduction to argumentation and debate , Scottsdale , AZ : Gorsuch Scarisbrick .
   Google Scholar
• Crowley , A. E. , Spangenberg , E. R. and Hughes , K. R. 1992 . Measuring the hedonic and utilitarian dimensions of attitudes toward product categories . Marketing Letters , 3 ( 3 ) : 239 – 249 .
   Google Scholar
• Davis , J. J. 2007 . The effect of qualifying language on perceptions of drug appeal, drug experience, and estimates of side-effect incidence in DTC advertising . Journal of Health Communication , 12 : 607 – 622 .
   PubMed Web of Science ®Google Scholar
• Dillard , J. P. and Peck , E. 2000 . Affect and persuasion: Emotional responses to public service announcements . Communication Research , 27 : 461 – 495 .
   Web of Science ®Google Scholar
• Dillard , J. P. , Shen , L. and Vail , R. G. 2007 . Does perceived message effectiveness cause persuasion or vice versa? 17 consistent answers . Human Communication Research , 33 ( 4 ) : 467 – 488 .
   Web of Science ®Google Scholar
• Dillard , J. P. , Weber , K. M. and Vail , R. G. 2007 . The relationship between the perceived and actual effectiveness of persuasive messages: A meta analysis with implications for formative campaign research . Journal of Communication , 57 : 613 – 631 .
   Web of Science ®Google Scholar
• Fagerlin , A. , Zikmund-Fisher , B. J. , Ubel , P. A. , Jankovic , A. , Derry , H. A. and Smith , D. M. 2007 . Measuring numeracy without a math test: Development of the subjective numeracy scale . Medical Decision Making , 27 : 672 – 680 .
   PubMed Web of Science ®Google Scholar
• Kahneman , D. and Tversky , A. 1979 . Prospect theory: An analysis of decision under risk . Econometrica , 47 : 263 – 291 .
   Web of Science ®Google Scholar
• Kim , J. and Morris , J. D. 2007 . The power of affective response and cognitive structure in product-trial attitude formation . Journal of Advertising , 36 ( 1 ) : 95 – 106 .
   Web of Science ®Google Scholar
• Lipkus , I. M. and Peters , E. 2009 . Understanding the role of numeracy in health: proposed theoretical framework and practical insights . Health Education & Behavior , 36 : 1065 – 1081 .
   PubMed Web of Science ®Google Scholar
• Macias , W. , Pashupati , K. and Lewis , L. S. 2007 . A wonderful life or diarrhea and dry mouth? Policy issues of direct-to-consumer drug advertising on television . Health Communication , 22 ( 3 ) : 241 – 252 .
   PubMed Web of Science ®Google Scholar
• Martin , B. A. S. 1995 . Is the glass half-empty or half-full? How the framing of advertising messages affects consumer responses . New Zealand Journal of Business , 17 ( 1 ) : 95 – 105 .
   Google Scholar
• Miron-Shatz , T. , Hanoch , Y. , Graef , D. and Sagi , M. 2009 . Presentation format affects comprehension and risk assessment: The case of prenatal screening . Journal of Health Communication , 14 ( 5 ) : 439 – 450 .
   PubMed Web of Science ®Google Scholar
• Myers , S. D. , Royne , M. B. and Deitz , G. D. 2011 . Direct-to-consumer advertising: Exposure, behavior, and policy implications . Journal of Public Policy & Marketing , 30 ( 1 ) : 110 – 118 .
   Web of Science ®Google Scholar
• Peters , E. , Hibbard , J. , Slovic , P. and Dieckmann , N. 2007 . Numeracy skill and the communication, comprehension, and use of risk-benefit information . Health Affairs , 26 ( 3 ) : 741 – 748 .
   PubMed Web of Science ®Google Scholar
• Peters , E. , Vastfjall , D. , Slovic , P. , Mertz , C. K. and Mazzocco , K., & Dickert, S. 2006 . Numeracy and decision making . Psychological Science , 17 ( 5 ) : 407 – 413 .
   PubMed Web of Science ®Google Scholar
• Rosenthal , P. I. 1971 . Specificity, verifiability, and message credibility . Quarterly Journal of Speech , 57 ( 4 ) : 393 – 401 .
   Web of Science ®Google Scholar
• Rothman , R. L. , Montori , V. M. , Cherrington , A. and Pignone , M. P. 2008 . Perspective: The role of numeracy in health care . Journal of Health Communication , 13 : 583 – 595 .
   PubMed Web of Science ®Google Scholar
• Schwartz , L. M. , Woloshin , S. , Black , W. C. and Welch , H. G. 1997 . The role of numeracy in understanding the benefit of screening mammography . Annals of Internal Medicine , 127 ( 11 ) : 966
   PubMed Web of Science ®Google Scholar
• Shim , M. , Cappella , J. N. and Lerman , C. 2010 . Familial risk cues in direct-to-consumer prescription drug advertisements: Impacts on intentions to adopt healthy lifestyles and pharmaceutical choices . Journal of Applied Communication Research , 38 ( 3 ) : 230 – 247 .
   Web of Science ®Google Scholar
• Sobel , M. E. 1982 . “ Asymptotic confidence intervals for indirect effects in structural equation models ” . In Sociological Methodology , Edited by: Leinhardt , S. 290 – 312 . Washington , DC : American Sociological Association .
   Google Scholar
• TNS Media Intelligence . 2012 . Ad$pender . Retrieved from http://www.lib.utk.edu.proxy.lib.utk.edu:90/refs/business/adspender/
   Google Scholar
• Witt , W. 1974 . Effects of numerical data upon reading time and recall of scientific writing . Journal of Applied Psychology , 59 ( 4 ) : 532 – 534 .
   Web of Science ®Google Scholar
• Witt , W. 1976 . Effects of qualification in scientific writing . Journal of Communication , : 67 – 69 . Winter
   Web of Science ®Google Scholar
• Yalch , R. F. and Elmore-Yalch , R. 1984 . The effect of numbers on the route to persuasion . Journal of Consumer Research , 11 : 522 – 527 .
   Web of Science ®Google Scholar
• Yu , N. , Ahern , L. A. , Connolly-Ahern , C. and Shen , F. 2010 . Communicating the risks of fetal alcohol spectrum disorder: Effects of message framing and exemplification . Health Communication , 25 ( 8 ) : 692 – 699 .
   PubMed Web of Science ®Google Scholar
• Zhang , Y. and Buda , R. 1999 . Moderating effects of need for cognition on responses to positively versus negatively framed advertising messages . Journal of Advertising , 28 ( 2 ) : 1 – 15 .
   Web of Science ®Google Scholar