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Cited by 379Decision-Making and Behavioral EconomicsMedia Influence and HealthBehavioral Health and Interventions

The DOI matches its Crossref record; 36 of the 36 references it cites were found in a registry or an index.

The Systematic Influence of Gain-and Loss-Framed Messages on Interest in and Use of Different Types of Health Behavior

Rothman, Alexander J., Martino, Steven C., Bedell, Brian T., Detweiler, Jerusha B., Salovey, Peter·1999·Personality and Social Psychology Bulletin
DOI 10.1177/0146167299259003
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Abstract

Framing health messages systematically in terms of either gains or losses influences the behaviors that people adopt. Rothman and Salovey proposed that the relative influence of gain-and loss-framed messages is contingent on people’s perception of the risk or uncertainty associated with adopting the recommended behavior. Specifically, loss-framed messages are more effective when promoting illness-detecting (screening) behaviors, but gain-framed messages are more effective when promoting health-affirming (prevention) behaviors. Two experiments provide a direct test of this conceptual framework. In Experiment 1, participants’ willingness to act after reading about a new disease was a function of how the information was framed and the type of behavior promoted. Experiment 2 replicated and extended these findings with a real health concern—gum disease. Gain-framed pamphlets heightened interest in a plaque-fighting mouth rinse, whereas loss-framed pamphlets heightened interest in a plaque-detecting disclosing rinse. Research on message framing provides a theoretically based guide for the development of effective health messages.

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Research works printed but not linked: 6

  1. Eagly, A. H., 1993, The psychology of attitudes
  2. McGuire, W. J., 1991, Advances in social cognition, 1
  3. 10.1037/0022-3514.52.3.500 · DOI
  4. Meyerowitz, B. E., annual convention of the American Psychological Society
  5. Rothman, A. J., 1997, Predicting preferences in the domains of gains and losses: The importance of knowing when a gain is a gain and a loss is a loss
  6. Rothman, A. J., annual meeting of the Society of Experimental Social Psychology

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Metadata

Authors
Rothman, A. J., Martino, S. C., Bedell, B. T., Detweiler, J. B., & Salovey, P.
Affiliations
  • University of Minnesota (US)
  • Yale University (US)
Corresponding author
Rothman, Alexander J.
ORCID
Venue
Personality and Social Psychology Bulletin
Publisher
SAGE Publications
Published
1999-11
Volume
25
Issue
11
Pages
1355-1369
ISSN
  • 0146-1672 (ISSN-L)
  • 1552-7433
DOI
10.1177/0146167299259003
OpenAlex
W2011206369
Cited by
379
References
36
Citations by year
2026: 5 · 2025: 3 · 2024: 6 · 2023: 11 · 2022: 17 · 2021: 22 · 2020: 19 · 2019: 19 · 2018: 18 · 2017: 22 · 2016: 9 · 2015: 18 · 2014: 19 · 2013: 25 · 2012: 18
FWCI
1.84
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
Locations
Personality and Social Psychology Bulletin (publishedVersion)
Topics
  • Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
  • Social Sciences › Communication › Media Influence and Health
  • Social Sciences › Psychology › Applied Psychology › Behavioral Health and Interventions
Keywords
message framing, gain-framed messages, loss-framed messages, health behavior, risk perception, uncertainty, screening behavior, preventive behavior, health communication, periodontal disease, dental plaque, mouthwash, health pamphlets

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