This short paper aims to untangle the effect of loss-framing versus gain and non-gain; explaining when, how and why it influences individuals' intentions to engage in cholesterol screening. We argue that framing-effects are (1) significant only when individuals perceive the issue to be highly relevant and (2) are mediated by perceived negative consequences (resulting from undergoing the test) and response-efficacy. In a 2(issue-relevance: high vs low) × 3(framing: gain vs non-gain vs loss) experiment, 229 participants received a message and answered to a questionnaire measuring personal relevance, perceived negative consequences, response-efficacy, intention. Results validated a mediation model, explaining that lossframing is more persuasive than non-gain, which is more persuasive than gain-framing, partly because of their effect on individuals' perceptions of response-efficacy.

Recent investigations emphasized the role of communication features on behavioral trust and reciprocity in economic decision making but no studies have been focused on the effect of communication on affective states in such a context. Thanks to advanced methods of computational psychometrics, in this study, affective states were deeply examined using simultaneous and synchronized recordings of gazes and psychophysiological signals in 28 female students during an investment game. Results showed that participants experienced different affective states according to the type of communication (personal versus impersonal). In particular, participants involved in personal communication felt more relaxed than participants involved in impersonal communication. Moreover, personal communication influenced reciprocity and participants' perceptions about trust and reciprocity. Findings were interpreted in the light of the Arousal/Valence Model and self-disclosure process.

In health-promotional campaigns, positive and negative role models can be deployed to illustrate the benefits or costs of certain behaviors. The main purpose of this article is to investigate why, how, and when exposure to role models strengthens the persuasiveness of a message, according to regulatory fit theory. We argue that exposure to a positive versus a negative model activates individuals' goals toward promotion rather than prevention. By means of two experiments, we demonstrate that high levels of persuasion occur when a message advertising healthy dietary habits offers a regulatory fit between its framing and the described role model. Our data also establish that the effects of such internal regulatory fit by vicarious experience depend on individuals' perceptions of response-efficacy and self-efficacy. Our findings constitute a significant theoretical complement to previous research on regulatory fit and contain valuable practical implications for health-promotional campaigns.

The public awareness of biodiversity loss is growing; however, citizens still engage in behaviours that are harmful to ecosystems, such as buying products shipped from across the world. Exploring the public’s understanding of biodiversity loss is fundamental to promoting behavioural change. To this purpose, we carried out two studies to test whether the psychological distance of biodiversity loss influences citizens’ shared ideas about biodiversity, depending on individuals’ contact with nature, and how this can influence conservation behaviours. Study 1 (n = 261) demonstrated that the public’s shared ideas are organised around two axes, one relating to psychological distance and contact with nature, and one concerning the level of specificity of the terms used. Study 2 (n = 178) confirmed that the perception of biodiversity loss as a distant threat is related to weaker engagement in pro-environmental behaviours. The findings are discussed in terms of their innovative theoretical contributions and their potential practical implications.