Helping Made Easy

Müller, Barbara; Someren, Daniël H. van; Gloudemans, Renate T. M.; Leeuwen, M.L. van; Greifeneder, Rainer

doi:10.1027/1864-9335/a000293

Cited by 10 publications

(14 citation statements)

References 50 publications

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“…It is important to mention that the current research implemented several important aspects to improve generalizability. Previous research that studied persuasion and smoking-related outcomes was oftentimes conducted in a laboratory setting and used small sample sizes with college students as participants (e.g., Glock et al, 2013;Müller et al, 2016;Müller, van Someren, Gloudemans, van Leeuwen, & Greifeneder, 2017). The current research was conducted online with 1063 daily smokers in total, aged from 18 to 73.…”

Section: Discussionmentioning

confidence: 99%

Does Smokers’ Self-Construal Moderate the Effect of (Self-)persuasion on Smoking?

Li¹,

Ritter²,

et al. 2019

HPB

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Research has shown that self-persuasion is more effective in increasing smokers' risk perception and decreasing short-term smoking behavior compared to the traditional direct persuasion. However, the role of self-construal, which is closely associated with how one perceives persuasive messages, is not explored. The current research filled this gap by introducing self-construal to the self-persuasion literature to investigate its potential moderating role. Throughout five studies, we measured daily smokers' chronic self-construal (Study 1-3), selected smokers with different culturally-nurtured self-construal (Study 4), and primed situational self-construal (Study 5) to examine the role of self-construal in regard to smokers' cognition, attitude, and short-term smoking behavior, after being targeted by director self-persuasion. Health warnings on cigarette packages and text regarding the negative consequences of smoking were used as direct persuasive messages. Adapted versions of health warnings and an argumentation task were used to induce self-persuasion. Null results were obtained from most of the studies. The overall support for the null hypothesis, however, remains weak and needs to be further verified. Limitations and future research direction are discussed.

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Section: Discussionmentioning

confidence: 99%

Does Smokers’ Self-Construal Moderate the Effect of (Self-)persuasion on Smoking?

Li¹,

Ritter²,

et al. 2019

HPB

Self Cite

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“…Theoretically, it is one of the first studies introducing culture as a potential moderator in (self-)persuasion literature. It extends the limited understanding of the self-persuasion effect, especially in correcting the impression that self-persuasion is a one-size-fits-all persuasive technique, and adds to the emerging literature showing that several boundary conditions are of influence [37,46,59]. Practically, we hope our results could inspire relevant health agencies with strategies of designing persuasive messages in mass media campaigns, not only targeting people with Western cultural backgrounds, but also more collectivist immigrant groups that are oftentimes not reached through conventional health campaigns.…”

Section: Discussionmentioning

confidence: 69%

“…This unexpected result might be related to the fluency of the self-generation process or participants' different level of agency. Research has shown that self-persuasion can achieve its optimal effect when people are fluent with generating self-arguments [46], and it is less effective than direct persuasion even in Westerners if they have a low level of agency [37]. Both of these factors, or other unknown moderators, could be responsible for the absence of a self-persuasion effect in native Dutch.…”

Section: Discussionmentioning

confidence: 99%

“…However, we did not explicitly ask participants to report their language ability. As fluency could influence the effectiveness of self-persuasion [46], in future research, questions asking participants to which degree they could read and understand the instructions, background information about their first and foreign language abilities, and fluency experience should be included to control for possible confounding variables. Another important issue to note is that individuals' motivation to change is closely related to behavioral change.…”

Section: Discussionmentioning

confidence: 99%

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Self-Persuasion Increases Healthy Eating Intention Depending on Cultural Background

Halen

Baaren

et al. 2020

IJERPH

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Unhealthy eating behavior has become a global health risk and thus needs to be influenced. Previous research has found that self-persuasion is more effective than direct persuasion in changing attitudes and behavioral intentions, but the influence of the cultural backgrounds of those being persuaded remains unclear. We conducted two studies to investigate the effectiveness of self-persuasion and direct persuasion techniques in promoting healthy eating intention among different ethnicities in the Netherlands. Native Dutch, Moroccan–Dutch, and Turkish–Dutch participated both online and offline. Participants saw a poster with either a self-persuasion message (“Why would you choose healthier food?”) or a direct persuasion message (“Choose healthier food!”), and were then asked to report their intention to eat healthily in the upcoming month. Significant cultural differences were found between native Dutch and Moroccan–Dutch in Study 1, and between the native Dutch and Turkish-Dutch who participated offline in Study 2. Accordingly, cultural background was found to moderate the relationship between persuasion and healthy eating intention among these groups. These results provided preliminary evidence for the moderation effect of persuasion on healthy eating intention: Self-persuasion appears to be more effective for people with an individualistic background, and direct persuasion appears to be more effective for people with a collectivistic background.

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“…First, self-persuasion research has shown that generating a small number of arguments can be more persuasive than generating a large number of arguments [39]. The explanation is that generating a small number of arguments is easier than generating many.…”

Section: Introductionmentioning

confidence: 99%

Quick question or intensive inquiry: The role of message elaboration in the effectiveness of self-persuasive anti-alcohol posters

Loman¹,

Vries²,

Kukken³

et al. 2019

PLoS ONE

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Self-persuasion (i.e., generating your own arguments) is often more persuasive than direct persuasion (i.e., being provided with arguments), even when the technique is applied in media messages by framing the message as a question. It is unclear, however, if these messages are more persuasive when viewed for a long period to allow more elaboration about the message, or for a short period to reduce elaboration. In the current experiment, this is addressed by examining whether anti-alcohol posters framed as a statement (direct persuasion) or an open-ended question (self-persuasion) are more effective to reduce alcohol consumption under conditions of short- or long message exposure, compared to a control condition (no poster). Additionally, the potentially moderating roles of self-perceived alcohol identity and self-esteem on both types of persuasion are examined. Participants (N = 149) were exposed to a self-persuasion or direct persuasion anti-alcohol poster, either briefly before or continuously during a bogus beer taste task. The amount of alcohol consumed was the covert dependent variable. Contrary to expectations, both posters failed to affect alcohol consumption, regardless of exposure length. No moderation effects for self-perceived alcohol identity and self-esteem of the participants were found. Possible explanations are discussed.

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Helping Made Easy

Cited by 10 publications

References 50 publications

Does Smokers’ Self-Construal Moderate the Effect of (Self-)persuasion on Smoking?

Does Smokers’ Self-Construal Moderate the Effect of (Self-)persuasion on Smoking?

Self-Persuasion Increases Healthy Eating Intention Depending on Cultural Background

Quick question or intensive inquiry: The role of message elaboration in the effectiveness of self-persuasive anti-alcohol posters

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