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Title: Preaching to the choir? The influence of personal relevance on the effects of gain- and loss-framed health-promoting messages
Author(s): Riet, J.P. van 't ; Ruiter, R.A.C.; Vries, H. de
Publication year: 2012
Source: Journal of Health Psychology, vol. 17, iss. 5, (2012), pp. 712-723
ISSN: 1359-1053
DOI: http://dx.doi.org/10.1177/1359105311421047
Publication type: Article / Letter to editor

Please use this identifier to cite or link to this item : http://hdl.handle.net/2066/102800   http://hdl.handle.net/2066/102800

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Subject: Communication and Media
Organization: SW OZ BSI CW
Journal title:
Journal of Health Psychology
Volume: vol. 17
Issue: iss. 5
Page start: p. 712
Page end: p. 723
Abstract:
This article examines the moderating influence of personal relevance on the persuasive effects of gain- and loss-framed messages. We assessed current behaviour as a proxy for personal relevance, provided 169 participants with gain- and loss-framed messages advocating skin self-examination (SSE) and assessed intention to engage in SSE as the outcome measure. The results showed that loss-framed information was more persuasive than gain-framed information, but only for low-relevance participants. This suggests that loss-framed information might be mainly effective for recipients who need little persuading and, in fact, runs the risk of ‘preaching to the choir’.

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