Message framing and sunscreen use: Gain-framed messages motivate beach-goers.

Detweiler, Jerusha B.; Bedell, Brian T.; Salovey, Peter; Pronin, Emily; Rothman, Alexander J.

doi:10.1037/0278-6133.18.2.189

Cited by 407 publications

(350 citation statements)

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“…Many previous studies of message framing have focused on a single act (e.g., using sunscreen lotion; Detweiler et al, 1999), and these experiments have generally provided a single framed message (e.g., a brochure or video). Examining smoking cessation is an extension of the framing literature in that it is a complex behavior that requires sustained effort, not just a single instance of behavior.…”

Section: Nih-pa Author Manuscriptmentioning

confidence: 99%

“…Schneider, Salovey, Pallonen, et al (2001) presented visual and auditory gain-and loss-framed messages to smoking and nonsmoking college students, and their findings revealed that gain-framed messages led to significant shifts in smoking-related attitudes and beliefs in the direction of avoidance and cessation. In addition, they observed a significant reduction in smoking behavior in the gainframed group 6 weeks after the intervention.Many previous studies of message framing have focused on a single act (e.g., using sunscreen lotion; Detweiler et al, 1999), and these experiments have generally provided a single framed message (e.g., a brochure or video). Examining smoking cessation is an extension of the framing literature in that it is a complex behavior that requires sustained effort, not just a single instance of behavior.…”

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confidence: 99%

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Comparing gain- and loss-framed messages for smoking cessation with sustained-release bupropion: A randomized controlled trial.

Toll

O’Malley

Katulak

et al. 2007

Psychology of Addictive Behaviors

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143

126

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Prospect theory suggests that because smoking cessation is a prevention behavior with a fairly certain outcome, gain-framed messages will be more persuasive than loss-framed messages when attempting to encourage smoking cessation. To test this hypothesis, the authors randomly assigned participants (N = 258) in a clinical trial to either a gain-or loss-framed condition, in which they received factually equivalent video and printed messages encouraging smoking cessation that emphasized either the benefits of quitting (gains) or the costs of continuing to smoke (losses), respectively. All participants received open label sustained-release bupropion (300 mg/day) for 7 weeks. In the intent-to-treat analysis, the difference between the experimental groups by either point prevalence or continuous abstinence was not statistically significant. Among 170 treatment completers, however, a significantly higher proportion of participants were continuously abstinent in the gain-framed condition as compared with the loss-framed condition. These data suggest that gain-framed messages may be more persuasive than loss-framed messages in promoting early success in smoking cessation for participants who are engaged in treatment.Keywords message framing; smoking cessation; bupropion Prospect theory describes the nonlinear relationship between objective outcomes (in terms of gains and losses from some reference point) and one's subjective reactions to them (Tversky & Kahneman, 1981). The framing implications of prospect theory suggest that individuals respond differently to factually equivalent messages depending on whether they are framed so as to emphasize benefits (gain-framed) or costs (loss-framed). This idea is applicable to messages intended to promote health (Rothman & Salovey, 1997). For example, with respect to sunscreen use, a gain-framed message is "Don't expose yourself to the sun, and you won't risk becoming sick," and a loss-framed message is "Don't protect yourself from the sun, and you won't help yourself stay healthy." Regarding smoking cessation, "You will live longer if Correspondence concerning this article should be addressed to Benjamin A. Toll, Yale University School of Medicine, Department of Psychiatry, 1 Long Wharf Drive, Box 18, New Haven, CT 06511. E-mail: benjamin.toll@yale.edu. NIH Public Access Author ManuscriptPsychol Addict Behav. Author manuscript; available in PMC 2008 December 1. NIH-PA Author ManuscriptNIH-PA Author Manuscript NIH-PA Author Manuscript you quit smoking" is a gain-framed message, and "You will die sooner if you do not quit smoking" is a loss-framed message. Prospect theory suggests that if gains are made salient, people are averse to risk, and when losses are made prominent, individuals are risk-seeking. Even though the messages may be equivalent factually, the framing of the message can influence an individual's willingness to incur risk either to encourage a desirable outcome or avoid an outcome that is unwanted (Tversky & Kahneman, 1981).A review of the literature on mes...

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Section: Nih-pa Author Manuscriptmentioning

confidence: 99%

mentioning

confidence: 99%

Comparing gain- and loss-framed messages for smoking cessation with sustained-release bupropion: A randomized controlled trial.

Toll

O’Malley

Katulak

et al. 2007

Psychology of Addictive Behaviors

Self Cite

143

126

View full text Add to dashboard Cite

show abstract

“…13 More recent evidence indicates that loss-framed messages appear to be successful in promoting behaviours related to early detection, such as clinical skin examinations, 14 mammography screening, 15 breast self examination, 13 and HIV testing. 16 In contrast, gain-framed messages have been found to influence prevention related behaviours such as sunscreen use, 17 preference for surgical procedures, [18][19][20][21] and engaging in regular physical exercise. 22 Because quitting smoking is a preventive health behaviour, these studies suggest that messages designed to encourage smokers to quit might be more effective if they were framed in terms of gains rather than losses.…”

Section: Utilise Gain-framed Messagesmentioning

confidence: 99%

Enhancing the effectiveness of tobacco package warning labels: a social psychological perspective

Strahan

White²,

Fong³

et al. 2002

Tob Control

182

137

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Objective: To outline social psychological principles that could influence the psychosocial and behavioural effects of tobacco warning labels, and to inform the development of more effective tobacco warning labels. Data sources: PsycInfo and Medline literature searches and expert guided selection of principles and theories in social psychology and of tobacco warning labels, including articles, books, and reports. Conclusions: Tobacco warning labels represent a potentially effective method of influencing attitudes and behaviours. This review describes social psychological principles that could be used to guide the creation of more effective warning labels. The potential value of incorporating warning labels into a broader public health education campaign is discussed, and directions for future research are suggested.

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“…Frames can also offer a particular way to understand an issue and can create and shape individuals' thoughts and opinions on particular issues (Entman, 1993;Kinder, 1998). Framing has been shown to influence a myriad of health decisions, such as HIV testing, cancer screening, flu shots, sunscreen use, and safe driving (Apanovitch, McCarthy, & Salovey, 2003;Detweiler, Bedell, Salovey, Pronin, & Rothman, 1999;Finney & Iannoti, 2002;McCall, Johnson, & Rothman, 2002;Meyerowitz & Chaiken, 1987;Millar & Millar, 2000;O'Keefe & Jensen, 2006). In our study, framing the cause of nicotine addiction as either genetically or environmentally influenced could affect smokers' intentions to try a nicotine vaccine if one becomes available.…”

Section: Communication Effects: Framingmentioning

confidence: 79%

Nicotine vaccines: Will smokers take a shot at quitting?

Leader

Lerman

Cappella

2010

Nicotine & Tobacco Research

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Introduction: A vaccine against nicotine may soon be available to smokers who want to quit. The vaccine stimulates the production of antibodies that bind to nicotine, thereby impeding nicotine from crossing the blood-brain barrier and exerting psychoactive effects. The primary purpose of this study was to evaluate intentions to try a nicotine vaccine if one were to become available among a nationally representative sample of smokers. The secondary purpose was to assess whether information about genetic susceptibility to nicotine addiction had an effect on smokers' interest in receiving the vaccine.Methods: Four hundred and twenty-seven adults were randomized to read one of two versions of a short description about the vaccine. One version framed addiction as genetically influenced, while the other framed it as environmentally influenced. Smokers were then asked about their intentions to use a nicotine vaccine if one were to become available in the future.Results: Across both groups, 53% indicated that they would be likely or very likely to try the vaccine. Using multivariate linear regression, the strongest predictors of vaccination intention were having a favorable attitude toward a nicotine vaccine (b = .41) and having a favorable attitude toward vaccination in general (b = .22). There were no significant effects of the framing conditions on intention to receive the vaccine.Discussion: Intentions to try a nicotine vaccine as a cessation method are relatively high among smokers. If the vaccine becomes available, specific groups of smokers may be more interested than others; education and recruitment efforts could be targeted appropriately.

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Message framing and sunscreen use: Gain-framed messages motivate beach-goers.

Cited by 407 publications

References 33 publications

Comparing gain- and loss-framed messages for smoking cessation with sustained-release bupropion: A randomized controlled trial.

Comparing gain- and loss-framed messages for smoking cessation with sustained-release bupropion: A randomized controlled trial.

Enhancing the effectiveness of tobacco package warning labels: a social psychological perspective

Nicotine vaccines: Will smokers take a shot at quitting?

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