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
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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Self-citation
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Cited by
Sorted by citations
Appealing to fear: A meta-analysis of fear appeal effectiveness and theories
Tannenbaum, M. B., Hepler, J., Zimmerman, R. S., Saul, L., Jacobs, S., Wilson, K., & Albarracín, D. (2015) · Psychological Bulletin · doi:10.1037/a0039729 · Cited by 1,315
“According to Robertson (1975; also see Rothman et al., 1999), persuasive messages should be more successful when they recommend one-time behaviors (e.g., getting vaccinated) compared with behaviors that must be repeated over an extended period of time (e.g., exercising).”
BackgroundHealth Message Framing Effects on Attitudes, Intentions, and Behavior: A Meta-analytic Review
Gallagher, K. M., & Updegraff, J. A. (2011) · Annals of Behavioral Medicine · doi:10.1007/s12160-011-9308-7 · Cited by 1,156
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Rothman, A. J., Bartels, R. D., Wlaschin, J., & Salovey, P. (2006) · Journal of Communication · doi:10.1111/j.1460-2466.2006.00290.x · Cited by 771
Self-citation
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.
- 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
- 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
- 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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