Self-persuasion in media messages: Reducing alcohol consumption among students with open-ended questions.

Loman, Jeroen G. B.; Müller, Barbara; Beverborg, Arnoud Oude Groote; Baaren, Rick B. van; Buijzen, Moniek

doi:10.1037/xap0000162

Cited by 23 publications

(56 citation statements)

References 49 publications

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“…Each label was displayed for 15 seconds. Direct persuasion labels were formulated as statements and self-persuasion labels were formulated as questions (see Glock et al, 2013;Loman et al, 2018;Müller et al, 2016). Health-related label content or POErelated label content was emphasized in both statements and questions (all labels can be found in the Replication package).…”

Section: Methodsmentioning

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: Methodsmentioning

confidence: 99%

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

Li¹,

Ritter²,

et al. 2019

HPB

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“…Therefore, self-persuasion may increase perceived severity and vulnerability to COVID-19 as a result of convincing oneself to socially isolate during the COVID-19 pandemic. This line of reasoning is supported by a study, which showed that self-persuasion is effective in increasing alcohol risk perception (Loman et al, 2018b), which is similar to the perceived threat of illness.…”

Section: Perceived Vulnerability and Severity Of Covid-19mentioning

confidence: 72%

“…Our results, combined with research showing that self-persuasion can be easily and effectively carried out through social media (Loman et al, 2018a) or by mobile application (Stavrositu & Kim, 2018), indicate potential opportunities for encouraging people to stay isolated during a pandemic. In order to apply self-persuasion there is no need to encourage people to create and write down their own arguments for social isolation, but it is enough to pose an open question (Loman, et al, 2018b) such as this in the media space: "Why is it worth limiting social contacts during the COVID pandemic?". Although the observed effect size is small, the application of persuasion on the scale of the whole population may significantly contribute to reducing the pandemic and may potentially save the lives of dozens of people.…”

Section: Resultsmentioning

confidence: 99%

“…In self-persuasion situations, the arguments are generated and received by the same person, which minimizes the risk of psychological reactance (Mussweiler, & Neumann, 2000;Wilson, & Brekke, 1994). A considerable body of research has shown that self-persuasion leads to improvements in many health-related behaviours, including limiting alcohol consumption (Loman et al, 2018b), and increasing healthy eating intention (Li, van Halen, van Baaren, & Müller, 2020).…”

Section: Self-persuasionmentioning

confidence: 99%

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Self-Persuasion Increases Motivation for Social Isolation During the COVID-19 Pandemic Through Moral Obligation

Drążkowski¹,

Trepanowski²,

Chwiłkowska³

et al. 2020

Preprint

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Limiting social contacts by citizens, i.e. voluntary social isolation is proven to be an effective method of mitigating the COVID-19 pandemic. In this regard, governments across the globe are constantly trying to encourage their citizens to socially isolate by using direct persuasion. However, a more effective method of encouraging behavioural changes is self-persuasion. Hence, using an experimental approach, we compared direct persuasion to self-persuasion on underlying motivations for voluntary social isolation during the COVID-19 pandemic. We asked the subjects (N = 375) to write three arguments in support of social isolation (self-persuasion condition) or to evaluate three government graphics containing arguments for social isolation (direct persuasion condition). Then we asked the subjects to evaluate perceived own vulnerability to COVID-19, the perceived severity of COVID-19, moral obligation to socially isolate and the attitude toward social isolation. Self-persuasion had a significant impact on the moral obligation to socially isolate, and through it on self-isolation intention. We also found evidence that individuals who perceived greater benefits from social isolation and who perceived higher severity of COVID-19 have a higher intention to socially isolate. Significant sex and age differences also emerged. Our findings provide new insights into mechanisms of self-persuasion and underlying motivations that influence social isolation during the COVID-19 pandemic. The findings have practical relevance to the mitigation of the pandemic, as knowing that self-persuasion can affect intention toward social isolation through moral obligation, can help effectively encourage people to socially isolate during COVID-19 pandemic.

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“…The assumption behind this practice is that arguments would be automatically generated when people are exposed to open-ended questions. A recent study affirmed this assumption by exposing participants to anti-alcohol posters formulated either as an open-ended question or as a statement, and then asking them to list their thoughts during the exposure to the posters [25]. It was found that participants who were exposed to the question-formulated poster indeed reported pro-arguments in response to the question.…”

Section: Introductionmentioning

confidence: 94%

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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Self-persuasion in media messages: Reducing alcohol consumption among students with open-ended questions.

Cited by 23 publications

References 49 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 Motivation for Social Isolation During the COVID-19 Pandemic Through Moral Obligation

Self-Persuasion Increases Healthy Eating Intention Depending on Cultural Background

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