Communication Studies 394-0: Undergraduate Research
Seminar
Section 20: Persuasion in Health Contexts
Fall 2009
2:00-4:50 Wednesdays, 1-483 Frances Searle
BACKGROUND READINGS
Note: None of these readings is required.
1. Health-related applications of general persuasion theory and research
1.1 General background concerning persuasion
1.2 Health-related applications of some persuasion-relevant theories
1.2.1 Cognitive dissonance theory
1.2.2 Functional approaches to attitude
1.2.3 Elaboration likelihood model
1.2.4 Theory of reasoned action, theory of planned behavior
1.3 Health-related research involving classic persuasion variables
1.3.1 General background to persuasion effects research
1.3.2 Source factors
1.3.3 Message factors
1.3.4 Receiver factors
1.1 General background concerning persuasion
O’Keefe,
D. J. (2002). Persuasion, attitudes, and actions. In D. J. O’Keefe, Persuasion: Theory and research (2nd
ed., pp. 1-28).
1.2 Health-related applications of some persuasion-relevant theories
1.2.1 Cognitive dissonance theory
1.2.1.1 Background
O’Keefe,
D. J. (2002). Cognitive dissonance theory. In D. J. O’Keefe, Persuasion: Theory and research (2nd ed.,
pp. 77-100).
Harmon-Jones,
E., & Mills, J. (Eds.). (1999). Cognitive
dissonance: Progress on a pivotal theory in social psychology.
Harmon-Jones,
E. (2002). A cognitive dissonance theory perspective on persuasion. In J. P.
Dillard & M. Pfau (Eds.), The
persuasion handbook: Developments in theory and practice (pp. 99-116).
1.2.1.2 Some health-related applications
Stone, J., Aronson, E., Crain, A. L., Winslow, M. P., & Fried, C. B. (1994). Inducing hypocrisy as a means of encouraging young adults to use condoms. Personality and Social Psychology Bulletin, 20, 116-128.
Flay, B.
R., McFall, S.,
Freeman, M. A., Hennessy, E. V., & Marzullo, D. M. (2001). Defensive evaluation of antismoking messages among college-age smokers: The role of possible selves. Health Psychology, 20, 424-433.
Roehrig, M., Thompason, J. K., Brannick, M., & van den Berg, P. (2006). Dissonance-based eating disorder prevention program: A preliminary dismantling investigation. International Journal of Eating Disorders, 39, 1-10.
1.2.2 Functional approaches to attitude
1.2.2.1 Background
O’Keefe,
D. J. (2002). Functional approaches to attitude. In D. J. O’Keefe, Persuasion: Theory and research (2nd
ed., pp. 29-52).
Eagly, A.
H., & Chaiken, S. (1993). Functional approaches to attitudes and their
change. In A. H. Eagly & S. Chaiken, The
psychology of attitudes (pp. 479-490).
Clary, E. G., Snyder, M., Ridge, R. D., Miene, P. K., & Haugen, J. A. (1994). Matching messages to motives in persuasion: A functional approach to promoting volunteerism. Journal of Applied Social Psychology, 24, 1129-1149.
Shavitt,
S., & Nelson, M. R. (2002). The role of attitude functions in persuasion
and social judgment. In J. P. Dillard & M. Pfau (Eds.), The persuasion handbook: Developments in
theory and practice (pp. 137-153).
1.2.2.2 Some health-related applications
Herek, G. M., & Capitanio, J. P. (1998). Symbolic prejudice or fear of infection? A functional analysis of AIDS-related stigma among heterosexual adults. Basic and Applied Social Psychology, 20, 230-241.
Hullett, C. R. (2004). Using functional theory to promote sexually transmitted disease (STD) testing: The impact of value-expressive messages and guilt. Communication Research, 31, 363-396.
Pryor, J. B., Reeder, G. D., Vinacco, R., Jr., & Kott, T. L. (1989). The instrumental and symbolic functions of attitudes toward persons with AIDS. Journal of Applied Social Psychology, 19, 377-404.
Le Poire, B. A. (1994). Attraction toward and nonverbal stigmatization of gay males and persons with AIDS: Evidence of symbolic over instrumental attitudinal structures. Human Communication Research, 21, 241-279.
Kelso, K. A. (1994). Attitudes toward persons with AIDS: A functional approach to attitude change (Doctoral dissertation, University of Kentucky, 1994). Dissertation Abstracts International, 55 (1995), 3063B. (UMI No. AAC-9423638)
Crandall, C. S., Glor, J., & Britt, T. W. (1997). AIDS-related stigmatization: Instrumental and symbolic attitudes. Journal of Applied Social Psychology, 27, 95-123.
Reeder, G.
D., & Pryor, J. B. (2000). Attitudes toward persons with HIV/AIDS: Linking
a functional approach with underlying process. In G. R. Maio & J. M. Olson
(Eds.), Why we evaluate: Functions of
attitudes (pp. 295-323).
1.2.3 Elaboration likelihood model
1.2.3.1 Background
O’Keefe,
D. J. (2002). Elaboration likelihood model. In D. J. O’Keefe, Persuasion: Theory and research (2nd
ed., pp. 137-167).
Petty,
R. E., & Cacioppo, J. T. (1986). Communication and persuasion: Central and peripheral routes to attitude
change.
Petty, R.
E., & Wegener, D. T. (1999). The elaboration likelihood model: Current
status and controversies. In S. Chaiken & Y. Trope (Eds.), Dual-process models in social psychology
(pp. 41-72).
Petty, R. E., Rucker, D. D., Bizer,
G. Y., & Cacioppo, J. T. (2004). The elaboration likelihood model of
persuasion. In J. S. Seiter & R. H. Gass (Eds.), Perspectives on persuasion, social
influence, and compliance gaining (pp. 65-89).
1.2.3.2 Some health-related applications
Verplanken, B. (1991). Persuasive communication of risk information: A test of cue versus message processing effects in a field experiment. Personality and Social Psychology Bulletin, 17, 188-193.
Bakker, A. B. (1999). Persuasive communication about AIDS prevention: Need for cognition determines the impact of message format. AIDS Education and Prevention, 11, 150-162.
Petty, R.
E., Baker, S. M., & Gleicher, F. (1991). Attitudes
and drug abuse prevention: Implications of the elaboration likelihood model of
persuasion. In L. Donohew, H. E. Sypher, & W. J. Bukoski (Eds.), Persuasive
communication and drug abuse prevention (pp. 71-90).
Petty, R.
E., Gleicher, F., & Jarvis, W. B. G. (1993).
Persuasion theory and AIDS prevention. In J. B. Pryor & G. D. Reeder
(Eds.), The social psychology of HIV
infection (pp. 155-182).
Frewer, L. J., Howard, C., Hedderley, D., & Shepherd, R. (1997). The elaboration likelihood model and communication about food risks. Risk Analysis, 17, 759-770.
Dinoff, B. L., & Kowalski, R. M. (1999). Reducing AIDS risk behavior: The combined efficacy of protection motivation theory and the elaboration likelihood model. Journal of Social and Clinical Psychology, 18, 223-239.
1.2.4 Theory of reasoned action, theory of planned behavior
1.2.4.1 Background
O’Keefe,
D. J. (2002). Theories of behavioral intention. In D. J. O’Keefe, Persuasion: Theory and research (2nd
ed., pp. 101-135).
Armitage, C. J., & Christian, J. (Eds.). (2003). Special issue: On the theory of planned behaviour. Current Psychology, 22, 187-280.
Ajzen, I. (1991). The theory of planned behavior. Organizational Behavior and Human Decision Processes, 50, 179-211.
1.2.4.2 Some health-related applications
Ajzen, I., Albarracin, D., & Hornik, R. (Eds.). (2007). Prediction and change of health behavior: Applying the reasoned action approach. Mahwah, NJ: Lawrence Erlbaum.
Ajzen, I., & Manstead, A. S. R. (2007). Changing health-related behaviours: An approach based on the theory of planned behaviour. In M. Hewstone, H. A. W. Schut, J. B. F. de Wit, K. van den Bos, & M. S. Stroebe (Eds.), The scope of social psychology: Theory and applications (pp. 43-63). New York: Psychology Press.
Gratton, L., Povey, R., & Clark-Carter, D. (2007). Promoting children’s fruit and vegetable consumption: Interventions using the theory of planned behaviour as a framework British Journal of Health Psychology, 12, 639-650.
Dean, R. N., Farrell, J. M., Kelley, M. L., Taylor, M. J., & Rhodes, R. E. (2007). Testing the efficacy of the theory of planned behavior to explain strength training in older adults. Journal of Aging and Physical Activity, 15, 1-12.
Silk, K. J., Weiner, J., & Parrott, R. L. (2005). Gene cuisine or frankenfood? The theory of reasoned action as an audience segmentation strategy for messages about genetically modified foods. Journal of Health Communication, 10, 751-767.
Booth-Butterfield, S., & Reger, B. (2004). The message changes belief and the rest is theory: The “1% or less” milk campaign and reasoned action. Preventive Medicine, 39, 581-588.
Kelley, K., & Abraham, C. (2004). RCT of a theory-based intervention promoting healthy eating and physical activity amongst out-patients older than 65 years. Social Science and Medicine, 59, 787-797.
Branstrom, R., Ullen, H., & Brandberg, Y. (2004). Attitudes, subjective norms and perception of behavioural control as predictors of sun-related behaviour in Swedish adults. Preventive Medicine, 39, 992– 999.
Lajunen, T., & Rasanen, M. (2004). Can social psychological models be used to promote bicycle helmet use among teenagers? A comparison of the health belief model, theory of planned behavior, and the locus of control. Journal of Safety Research, 35, 115-123.
Drossaert, C. H. C., Boer, H., & Seydel, E. R. (2003). Prospective study on the determinants of repeat attendance and attendance patterns in breast cancer screening using the theory of planned behaviour. Psychology and Health, 18, 551-565.
Norman, P., Bennett, P., & Lewis, H. (1998). Understanding binge drinking among young people: An application of the theory of planned behavior. Health Education Research, 13, 163-169.
1.3 Health-related research involving classic persuasion variables
1.3.1 General background to persuasion effects research
O’Keefe,
D. J. (2002). The study of persuasive effects. In D. J. O’Keefe, Persuasion: Theory and research (2nd
ed., pp. 169-180).
1.3.2 Source factors
1.3.2.1 General background
O’Keefe,
D. J. (2002). Source factors. In D. J. O’Keefe, Persuasion: Theory and research (2nd ed., pp. 181-213).
1.3.2.2 Some health-related research
Jackson, L. D. (1994). Maximizing treatment adherence among back-pain patients: An experimental study of the effects of physician-related cues in written medical messages. Health Communication, 6, 173-191.
Peters, R. G., Covello, V. T., & McCallum, D. B. (1997). The determinants of trust and credibility in environmental risk communication: An empirical study. Risk Analysis, 17, 43-54.
Newcomb, M. D., Mercurio, C. S. A., & Wollard, C. A. (2000). Rock stars in anti-drug-abuse commercials: An experimental study of adolescents’ reactions. Journal of Applied Social Psychology, 30, 1160-1185.
Posavac, E. J., Kattapong, K. R., & Dew, D. E., Jr. (1999). Peer-based interventions to influence health-related behaviors and attitudes: A meta-analysis. Psychological Reports, 85, 1179-1194.
Cuijpers, P. (2002). Peer-led and adult-led school drug prevention: A meta-analytic comparison. Journal of Drug Education, 32, 107-119.
McComas, K. A., & Trumbo,
C. W. (2001). Source credibility in environmental health-risk controversies:
Application of Meyer’s credibility index. Risk Analysis, 21, 467-480.
Parrott, R., & Duggan, A. (1999). Using coaches as role models of sun protection for youth: Georgia’s “Got Youth Covered” project. Journal of Applied Communication Research, 27, 107-119.
Anderson, R. B., & McMillion, P. Y. (1995). Effects of similar and diversified modeling on African American women’s efficacy expectations and intentions to perform breast self-examination. Health Communication, 7, 327-343.
Turner, G., & Shepherd, J. (1999). A method in search of a theory: Peer education and health promotion. Health Education Research, 14, 235-247.
Wolf, R. C., & Pulerwitz, J. (2003). The influence of peer versus adult communication on AIDS-protective behaviors among Ghanaian youth. Journal of Health Communication, 8, 463-474.
Kelly, J. A., St. Lawrence, J. S., Stevenson, L. Y., Hauth, A. C., Kalichman, S. C., Diaz, Y. E., Brasfield, T. L., Koob, J. J., & Morgan, M. G. (1992). Community AIDS/HIV risk reduction: The effects of endorsements by popular people in three cities. American Journal of Public Health, 82, 1483-1489.
1.3.3 Message factors
1.3.3.1 General background
O’Keefe,
D. J. (2002). Message factors. In D. J. O’Keefe, Persuasion: Theory and research (2nd ed., pp. 215-240).
1.3.3.2 Some health-related research
Smith, S. W., Morrison, K., Kopfman, J. E., & Ford, L. A. (1994). The influence of prior thought and intent on the memorability and persuasiveness of organ donation message strategies. Health Communication, 6, 1-20.
Meyerowitz, B. E., & Chaiken, S. (1987). The effect of message framing on breast self-examination attitudes, intentions, and behavior. Journal of Personality and Social Psychology, 52, 500-510.
Rook, K. S. (1986). Encouraging preventive behavior for distant and proximal health threats: Effects of vivid versus abstract information. Journal of Gerontology, 41, 526-534.
Cox, B. S., Cox, A. B., & Cox, D. J. (2000). Motivating signage prompts safety belt use among drivers exiting senior communities. Journal of Applied Behavior Analysis, 33, 635-638.
Jones, J.
L., & Leary, M. R. (1994). Effects of appearance-based admonitions against
sun exposure on tanning intentions in young adults. Health Psychology, 13,
86-90.
Morgan, S. E., Miller, J., & Arasaratnam, L. A. (2002). Signing cards, saving lives: An evaluation of the worksite organ donation promotion project. Communication Monographs, 69, 253-273.
O’Keefe,
D. J., & Jensen, J. D. (2007). The relative persuasiveness of gain-framed
and loss-framed messages for encouraging disease prevention behaviors: A
meta-analytic review. Journal of Health
Communication, 12, 623-644.
Morgan, S. E., Cole, H. P., Struttmann, T., & Piercy, L. (2002). Stories or statistics? Farmers’ attitudes toward messages in an agricultural safety campaign. Journal of Agricultural Safety and Health, 8, 225-239.
Green, M. C. (2006). Narratives and cancer communication. Journal of Communication, 56, S163–S183.
Andersen, R. E., Franckowiak, S. C., Snyder, J., Bartlett, S. J., & Fontaine, K. R. (1998). Can inexpensive signs encourage the use of stairs? Results from a community intervention. Annals of Internal Medicine, 129, 363-369.
1.3.4 Receiver factors
1.3.4.1 General background
O’Keefe,
D. J. (2002). Receiver and context factors. In D. J. O’Keefe, Persuasion: Theory and research (2nd
ed., pp. 241-264).
1.3.4.2 Some health-related research
1.3.4.2.1 Receiver sensation-seeking
Lorch, E. P., Palmgreen, P., Donohew, L., Helm, D., Baer, S. A., & Dsilva, M. U. (1994). Program context, sensation seeking, and attention to televised anti-drug public service announcements. Human Communication Research, 20, 390-412.
Sheer, V. C. (1995). Sensation seeking predispositions and susceptibility to a sexual partner’s appeals for condom use. Journal of Applied Communication Research, 23, 212-229.
Sheer, V. C., & Cline, R. J. W. (1995). Individual differences in sensation seeking and sexual behavior: Implications for communication intervention for HIV/AIDS prevention among college students. Health Communication, 7, 205-223.
Everett, M. W., & Palmgreen, P. (1995). Influences of sensation seeking, message sensation value, and program context on effectiveness of anticocaine public service announcements. Health Communication, 7, 225-248.
Stephenson, M. T. (2003). Mass media strategies targeting high sensation seekers: What works and why. American Journal of Health Behavior, 27 (Supplement 3), 233-238.
Morgan, S. E., Palmgreen, P., Stephenson, M. T., Hoyle, R. H., & Lorch, E. P. (2003). Associations between message features and subjective evaluations of the sensation value of antidrug public service announcements. Journal of Communication, 53, 512-526.
1.3.4.2.2 Receiver regulatory focus
Zhao, G., & Pechmann, C. (2007). The impact of regulatory focus on adolescents’ response to antismoking advertising campaigns. Journal of Marketing Research, 44, 671-687.
Haddad, H., & Delhomme, P. (2006). Persuading young car drivers to take part in a driving skills test: The influence of regulatory fit on informational-assessment value and persuasion. Transportation Research Part F: Traffic Psychology and Behaviour, 9, 399-411.
Kim, Y.-J. (2006). The role of regulatory focus in message framing in antismoking advertisements for adolescents. Journal of Advertising, 35(1), 143-151.
Keller, P. A. (2006). Regulatory focus and efficacy of health messages. Journal of Consumer Research, 33, 109-114.
Lee, A. Y., & Aaker, J. L. (2004). Bringing the frame into focus: The influence of regulatory fit on processing fluency and persuasion. Journal of Personality and Social Psychology, 86, 205-218.
1.3.4.2.3 Creating resistance to persuasion
1.3.4.2.3.1 Inoculation
Pfau, M., & Van Bockern, S. (1994). The persistence of inoculation in conferring resistance to smoking initiation among adolescents: The second year. Human Communication Research, 20, 413-430.
Duryea, E. J., Ransom, M. V., & English, G. (1990). Psychological immunization: Theory, research, and current health behavior applications. Health Education Quarterly, 17, 169-178.
Pfau, M., Van Bockern, S., & Kang, J. G. (1992). Use of inoculation to promote resistance to smoking initiation among adolescents. Communication Monographs, 59, 213-230.
Pfau, M. (1995).
Designing messages for behavioral inoculation. In E. Maibach
& R. L. Parrott (Eds.), Designing
health messages: Approaches from communication theory and public health
practice (pp. 99-113).
Godbold, L. C., & Pfau, M. (2000). Conferring resistance to peer pressure among adolescents: Using inoculation theory to discourage alcohol use. Communication Research, 27, 411-437.
1.3.4.2.3.2 Refusal-skill training
Ennett, S. T., Tobler, N. S., Ringwald, C. L. , & Flowelling, R. L. (1994). How effective is drug abuse resistance education? A meta-analysis of Project DARE outcome evaluations. American Journal of Public Health, 84, 1394-1401.
Turner, G.
E., Burciaga, C., Sussman,
S., Klein-Selski, E., Craig, S., Dent, C. W., Mason, H.
R. C.,
Donaldson, S. I., Graham, J. W., & Hansen, W. B. (1994). Testing the generalizability of intervening mechanism theories: Understanding the effects of adolescent drug use prevention interventions. Journal of Behavioral Medicine, 17, 195-216.
Donaldson, S. I., Graham, J. W., Piccinin, A. M., & Hansen, W. B. (1995). Resistance-skills training and onset of alcohol use: Evidence for beneficial and potentially harmful effects in public schools and in private Catholic schools. Health Psychology, 14, 291-300.
Gorman, D. R. (1995). Are school-based resistance skills training programs effective in preventing alcohol misuse? Journal of Alcohol and Drug Education, 41, 74-98.
Wynn, S. R., Schulenberg, J., Maggs, J. L., & Zucker, R. A. (2000). Preventing alcohol misuse: The impact of refusal skills and norms. Psychology of Addictive Behaviors, 14, 36-47.
1.3.4.2.4 Reactance and other defensive reactions
1.3.4.2.4.1 Reactance
Bensley, L. S., & Wu, R. (1991). The role of psychological reactance in drinking following alcohol prevention messages. Journal of Applied Social Psychology, 21, 1111-1124.
Brehm, S.
S., & Brehm, J. W. (1981). Psychological
reactance: A theory of freedom and control.
Fogarty, J. S. (1997). Reactance theory and patient noncompliance. Social Science and Medicine, 45, 1277-1288.
Fogarty, J. S., & Youngs, G. A., Jr. (2000). Psychological reactance as a factor in patient noncompliance with medication taking: A field experiment. Journal of Applied Social Psychology, 30, 2365-2391.
Burgoon,
M., Alvaro, E., Grandpre, J., & Voulodakis, M.
(2002). Revisiting the theory of psychological reactance. In J. P. Dillard
& M. Pfau (Eds.), The persuasion
handbook: Developments in theory and practice (pp. 213-232).
1.3.4.2.4.2 Defensive reactions generally
Sherman, D. A. K., Nelson, L. D., & Steele, C. M. (2000). Do messages about health risks threaten the self? Increasing the acceptance of threatening health messages via self-affirmation. Personality and Social Psychology Bulletin, 26, 1046-1058.
Resnicow, K., Jackson, A., Wang, T., De, A. K., McCarty,
F.,
Blumberg, S. J. (2000). Guarding against threatening HIV prevention messages: An information-processing model. Health Education and Behavior, 27, 780-795.
Reed, M. B., & Aspinwall, L. G. (1998). Self-affirmation reduces biased processing of health-risk information. Motivation and Emotion, 22, 99-132.
Freeman, M. A., Hennessy, E. V., & Marzullo, D. M. (2001). Defensive evaluation of antismoking messages among college-age smokers: The role of possible selves. Health Psychology, 20, 424-433.
Sherman, D. K., & Cohen, G. L. (2002). Accepting threatening information: Self-affirmation and the reduction of defensive biases. Current Directions in Psychological Science, 11, 119-123.
Renner, B. (2004). Biased reasoning: Adaptive responses to health risk feedback. Personality and Social Psychology Bulletin, 30, 384-396.
Miller, W.
R., & Rollnick, S. (2002). Motivational interviewing: Preparing people for change (2nd ed.).
Thevos, A. K., Quick, R. E, & Yanduli,
V. (2000). Motivational interviewing enhances the adoption of water
disinfection practices in
Schmaling, K. B., Blume, A. W., & Afari, N. (2001). A randomized controlled pilot study of motivational interviewing to change attitudes about adherence to medications for asthma. Journal of Clinical Psychology in Medical Settings, 8, 167-172.
Harding, R., Dockrell, M. J. D., Dockrell, J., & Corrigan, N. (2001). Motivational interviewing for HIV risk reduction among gay men in commercial and public sex settings. AIDS Care, 13, 493-501.
Dunn, C., DeRoo, L., & Rivara, F. P. (2001). The use of brief interventions adapted from motivational interviewing across behavioral domains: A systematic review. Addiction, 96, 1725-1742.
Burke, B.
L., Arkowitz, H., & Menchola,
M. (2003). The efficacy of motivational interviewing: A meta-analysis of
controlled clinical trials. Journal of Consulting and Clinical Psychology,
71, 843-861.