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

We provide a review and a theoretically unifying model of framing effects. Beginning with a review of findings that prospect theory, fuzzytrace theory, and traditional dual process models do and do not explain, we develop a model of framing based partly on Bless and Schwarz's (2010) inclusion/exclusion model of assimilation and contrast. Our model is the first of its kind to be applied to all three valence framing manipulations and presents common mechanisms explaining findings in the framing literature that were previously difficult to conceptualize within a single theory (e.g., matching effects and cognitive effort). The model also accounts for why all three framing manipulations are influenced by differences between holistic/contextual versus analytic processing as well as the presence, absence, and direction of effects produced by different versions of framing manipulations. It also predicts contrast effects (Implications and Future Directions section) and applies to manipulations involving a frame and judgmental target.

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How to Word Effective Messages About Smoking and Oral Health: Emphasize the Benefits of Quitting

McKee¹,

O'Malley²,

Steward³

et al. 2004

Journal of Dental Education

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This project examined whether smokers differentially responded to messages about oral health that emphasized either the benefits of quitting smoking or the risks of continued smoking. Messages concerning oral health and smoking were developed to emphasize the benefits of quitting smoking (gain-framed) or the costs of continued smoking (loss-framed). These messages were embedded in recruitment brochures for smoking cessation trials, which were placed in twenty dental office waiting rooms for a six-month period. The number of brochures taken from the waiting rooms was tracked, as well as calls to inquire about smoking cessation studies. As hypothesized, dental patients were more likely to acquire gain-framed brochures. Out of 271 brochures taken from the dental office waiting rooms, significantly more brochures contained gain-framed messages compared to loss-framed messages (59 percent vs. 41 percent, p<.05). There was an equal number of calls to inquire about smoking cessation studies for each message type. Overall, individuals in dental office waiting rooms were more likely to take brochures about smoking cessation trials that contained gain-framed messages concerning oral health and smoking. Information about oral health and smoking typically emphasizes the dangers of continued smoking. This study found that smokers are more receptive to information that emphasizes the benefits of quitting.

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

Cited by 105 publications

References 0 publications

The Sunless Study

The Sunless Study

Commonalities and Differences Among Frames: A Unification Model

How to Word Effective Messages About Smoking and Oral Health: Emphasize the Benefits of Quitting

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