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Staff Publications

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    'Staff publications' is the digital repository of Wageningen University & Research

    'Staff publications' contains references to publications authored by Wageningen University staff from 1976 onward.

    Publications authored by the staff of the Research Institutes are available from 1995 onwards.

    Full text documents are added when available. The database is updated daily and currently holds about 240,000 items, of which 72,000 in open access.

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Record number 405103
Title Distinct pathways to persuasion: the role of affect in message-framing effects.
Author(s) Riet, J.P. van 't; Ruiter, R.A.C.; Werry, M.Q.; Candel, M.J.J.M.; Vries, H. de
Source European Journal of Social Psychology 40 (2010)7. - ISSN 0046-2772 - p. 1261 - 1276.
Department(s) LEI Consumer & behaviour
LEI Consument and Behaviour
Publication type Refereed Article in a scientific journal
Publication year 2010
Keyword(s) framed health messages - parallel process model - positive affect - prospect-theory - fear appeals - metaanalysis - congruency - behaviors - mood - information
Abstract Health-promoting messages can be framed in terms of the gains that are associated with healthy behaviour (gain frame) or the losses that are associated with unhealthy behaviour (loss frame). In the present research, we examined the role of positive and negative affect in the persuasive effects of gain- and loss-framed health-promoting information. Experiment 1 (N¿=¿98) showed that gain-framed information resulted in higher levels of information acceptance than loss-framed information and that this effect was mediated by positive affect. The results of Experiment 2 (N¿=¿129) showed that gain-framed information resulted in higher levels of information acceptance and attitude, an effect that was again mediated by positive affect. In addition, loss-framed information resulted in more negative affect than gain-framed information and negative affect increased participants' intention to engage in the healthy behaviour. These results suggest that affect may be of great importance in the persuasion process and may be particularly helpful to explain the underlying mechanisms of message framing effects. The findings also suggest that gain- and loss-framed messages offer distinct pathways to persuasion.
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