When Is Congruency Helpful? Interactive Effects of Frame, Motivational Orientation, and Perceived Message Quality on Fruit and Vegetable Consumption

References

• Aiken, L. S., & West, S. G. (1991). Multiple regression: Testing and interpreting interactions. Thousand Oaks, CA: Sage Publications.
   Google Scholar
• Carver, C. S., & White, T. L. (1994). Behavioral inhibition, behavioral activation, and affective responses to impending reward and punishment: The BIS/BAS scales. Journal of Personality and Social Psychology, 67, 319–333. doi:10.1037/0022-3514.67.2.319
   Web of Science ®Google Scholar
• Cesario, J., Corker, K. S., & Jelinek, S. (2013). A self-regulatory framework for message framing. Journal of Experimental Social Psychology, 49, 238–249. doi:10.1016/j.jesp.2012.10.014
   Web of Science ®Google Scholar
• Cesario, J., Grant, H., & Higgins, E. T. (2004). Regulatory fit and persuasion: Transfer from “feeling right”. Journal of Personality and Social Psychology, 86, 388–404. doi:10.1037/0022-3514.86.3.388
   PubMed Web of Science ®Google Scholar
• Cesario, J., & Higgins, E. T. (2008). Making message recipients “feel right”: How nonverbal cues can increase persuasion. Psychological Science, 19, 415–420. doi:10.1111/j.1467-9280.2008.02102.x
   PubMed Web of Science ®Google Scholar
• Cho, H., & Boster, F. J. (2008). Effects of gain versus loss frame antidrug ads on adolescents. Journal of Communication, 58, 428–446. doi:10.1111/j.1460-2466.2008.00393.x
   Web of Science ®Google Scholar
• Covey, J. (2014). The role of dispositional factors in moderating message framing effects. Health Psychology, 33, 52–65. doi:10.1037/a0029305
   PubMed Web of Science ®Google Scholar
• Dijkstra, A. (2008). The psychology of tailoring-ingredients in computer-tailored persuasion. Social and Personality Psychology Compass, 2, 765–784. doi:10.1111/j.1751-9004.2008.00081.x
   Google Scholar
• Dijkstra, A., Rothman, A., & Pietersma, S. (2011). The persuasive effects of framing messages on fruit and vegetable consumption according to regulatory focus theory. Psychology & Health, 26, 1036–1048. doi:10.1080/08870446.2010.526715
   PubMed Web of Science ®Google Scholar
• 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, 101–116. doi:10.1007/s12160-011-9308-7
   PubMed Web of Science ®Google Scholar
• Gerend, M. A., & Shepherd, J. E. (2007). Using message framing to promote acceptance of the human papillomavirus vaccine. Health Psychology, 26, 745–752. doi:10.1037/0278-6133.26.6.745
   PubMed Web of Science ®Google Scholar
• Godin, G., & Kok, G. (1996). The theory of planned behavior: A review of its applications to health-related behaviors. American Journal of Health Promotion, 11, 87–98. doi:10.4278/0890-1171-11.2.87
   PubMed Web of Science ®Google Scholar
• Godinho, C. A., Alvarez, M.-J., & Lima, M. L. (2016). Emphasizing the losses or the gains: Comparing situational and individual moderators of framed messages to promote fruit and vegetable intake. Appetite, 96, 416–425. doi:10.1016/j.appet.2015.10.001
   PubMed Web of Science ®Google Scholar
• Hall, J. N., Moore, S., Harper, S. B., & Lynch, J. W. (2009). Global variability in fruit and vegetable consumption. American Journal of Preventive Medicine, 36, 402–409. doi:10.1016/j.amepre.2009.01.029
   PubMed Web of Science ®Google Scholar
• Hayes, A. F. (2013). Introduction to mediation, moderation, and conditional process analysis: A regression-based approach. New York, NY: Guilford Press.
   Google Scholar
• Higgins, E. T. (1997). Beyond pleasure and pain. American Psychologist, 52, 1280–1300. doi:10.1037/0003-066X.52.12.1280
   PubMed Web of Science ®Google Scholar
• Latimer, A. E., Rivers, S. E., Rench, T. A., Katulak, N. A., Hicks, A., Hodorowski, J. K., … Salovey, P. (2008). A field experiment testing the utility of regulatory fit messages for promoting physical activity. Journal of Experimental Social Psychology, 44, 826–832. doi:10.1016/j.jesp.2007.07.013
   PubMed Web of Science ®Google Scholar
• Lavine, H., & Snyder, M. (1996). Cognitive processing and the functional matching effect in persuasion: The mediating role of subjective perceptions of message quality. Journal of Experimental Social Psychology, 32, 580–604. doi:10.1006/jesp.1996.0026
   PubMed Web of Science ®Google Scholar
• Luszczynska, A., Tryburcy, M., & Schwarzer, R. (2007). Improving fruit and vegetable consumption: A self-efficacy intervention compared with a combined self-efficacy and planning intervention. Health Education Research, 22, 630–638. doi:10.1093/her/cyl133
   PubMed Web of Science ®Google Scholar
• Mann, T., Sherman, D., & Updegraff, J. (2004). Dispositional motivations and message framing: A test of the congruency hypothesis in college students. Health Psychology, 23, 330–334. doi:10.1037/0278-6133.23.3.330
   PubMed Web of Science ®Google Scholar
• McEachan, R. R., Lawton, R. J., & Conner, M. (2010). Classifying health‐related behaviours: Exploring similarities and differences amongst behaviours. British Journal of Health Psychology, 15, 347–366. doi:10.1348/135910709X466487
   PubMed Web of Science ®Google Scholar
• Meyers, R. E. (2010). Moderating the effectiveness of messages to promote physical activity in type 2 diabetes (Doctoral dissertation). Retrieved from http://scholarcommons.usf.edu/cgi/viewcontent.cgi?article=2718&context=etd
   Google Scholar
• Michie, S., Richardson, M., Johnston, M., Abraham, C., Francis, J., Hardeman, W., … Wood, C. E. (2013). The behavior change technique taxonomy (v1) of 93 hierarchically clustered techniques: Building an international consensus for the reporting of behavior change interventions. Annals of Behavioral Medicine, 46, 81–95. doi:10.1007/s12160-013-9486-6
   PubMed Web of Science ®Google Scholar
• Petty, R. E., & Cacioppo, J. (1986). Communication and persuasion: Central and peripheral routes to attitude change. New York, NY: Springer-Verlag.
   Google Scholar
• Petty, R. E., Cacioppo, J. T., & Goldman, R. (1981). Personal involvement as a determinant of argument-based persuasion. Journal of Personality and Social Psychology, 41, 847–855. doi:10.1037/0022-3514.41.5.847
   Web of Science ®Google Scholar
• Petty, R. E., & Wegener, D. T. (1998). Matching versus mismatching attitude functions: Implications for scrutiny of persuasive messages. Personality and Social Psychology Bulletin, 24, 227–240. doi:10.1177/0146167298243001
   Web of Science ®Google Scholar
• Rothman, A. J., Martino, S. C., Bedell, B. T., Detweiler, J. B., & Salovey, P. (1999). 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, 1355–1369. doi:10.1177/0146167299259003
   Web of Science ®Google Scholar
• Rothman, A. J., & Salovey, P. (1997). Shaping perceptions to motivate healthy behavior: The role of message framing. Psychological Bulletin, 121, 3–19. doi:10.1037/0033-2909.121.1.3
   PubMed Web of Science ®Google Scholar
• Rothman, A. J., & Updegraff, J. A. (2011). Specifying when and how gain- and loss-framed messages motivate healthy behavior: An integrated approach. In G. Keren (Ed.), Perspectives on Framing (pp. 257–278). New York, NY: Psychology Press.
   Google Scholar
• Rothman, A. J., Wlaschin, J. T., Bartels, R. D., Latimer, A., & Salovey, P. (2008). How persons and situations regulate message framing effects: The study of health behavior. In A. J. Elliot (Ed.), Handbook of approach and avoidance motivation (pp. 475–486). New York, NY: Taylor & Francis.
   Google Scholar
• Sasaki, H., & Hayashi, Y. (2015). Regulatory fit in framing strategy of parental persuasive messages to young children. Journal of Applied Social Psychology, 45, 253–262. doi:10.1111/jasp.12292
   Web of Science ®Google Scholar
• Shen, L., & Dillard, J. P. (2007). The influence of behavioral inhibition/approach systems and message framing on the processing of persuasive health messages. Communication Research, 34, 433–467. doi:10.1177/0093650207302787
   Web of Science ®Google Scholar
• Snyder, M., & DeBono, K. G. (1985). Appeals to image and claims about quality: Understanding the psychology of advertising. Journal of Personality and Social Psychology, 49, 586–597. doi:10.1037/0022-3514.49.3.586
   Web of Science ®Google Scholar
• Steptoe, A., Perkins-Porras, L., McKay, C., Rink, E., Hilton, S., & Cappuccio, F. P. (2003). Psychological factors associated with fruit and vegetable intake and with biomarkers in adults from a low-income neighborhood. Health Psychology, 22, 148–155. doi:10.1037/0278-6133.22.2.148
   PubMed Web of Science ®Google Scholar
• Updegraff, J. A. (2013). Construals of health behaviors among young adults. Unpublished raw data.
   Google Scholar
• Updegraff, J. A., & Rothman, A. J. (2013). Health message framing: Moderators, mediators, and mysteries. Social and Personality Psychology Compass, 7, 668–679. doi:10.1111/spc3.12056
   Google Scholar
• Updegraff, J. A., Sherman, D. K., Luyster, F. S., & Mann, T. L. (2007). The effects of message quality and congruency on perceptions of tailored health communications. Journal of Experimental Social Psychology, 43, 249–257. doi:10.1016/j.jesp.2006.01.007
   PubMed Web of Science ®Google Scholar
• Uskul, A. K., Sherman, D. K., & Fitzgibbon, J. (2009). The cultural congruency effect: Culture, regulatory focus, and the effectiveness of gain-vs. loss-framed health messages. Journal of Experimental Social Psychology, 45, 535–541. doi:10.1016/j.jesp.2008.12.005
   Web of Science ®Google Scholar