Persuasive Impact of Loss and Gain Frames on Intentions to Exercise: A Test of Six Moderators
Jakob D Jensen1,2, Chelsea L Ratcliff1,2,3,4, Robert N Yale3
1Department of Communication, University of Utah.
Abstract:
The current study situated loss/gain framing research in the extended parallel process model and tested whether two message features (dose, efficacy appeals) and four individual difference variables (walking self-efficacy, grit, consideration of future consequences, health information overload) moderated the impact of message framing on intentions to engage in physical activity. Adults (N = 341, M age = 38.09, SD = 10.94) were randomly assigned to a one of eight message conditions advocating exercise behavior. All four individual difference variables significantly moderated framing effects such that gain-framed messages were more effective for individuals with lower self-efficacy, grit, and consideration of future consequences and loss-framed messages were significantly more effective for individuals with higher walking self-efficacy, grit, consideration for future consequences, and for those with lower health information overload.
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