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The influence of implicit theories and message frame on the persuasiveness of disease prevention and detection advocacies

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  • Mathur, Pragya
  • Jain, Shailendra Pratap
  • Hsieh, Meng-Hua
  • Lindsey, Charles D.
  • Maheswaran, Durairaj

Abstract

This research investigates the effectiveness of health message framing (gain/loss) depending on the nature of advocacy (prevention/detection) and respondents’ implicit theories (entity/incremental). Three experiments demonstrate that for detection advocacies, incremental theorists are more persuaded by loss frames. For prevention advocacies, incremental theorists are more persuaded by gain frames. For both advocacies (detection and prevention), entity theorists are not differentially influenced by frame. However, entity theorists are message advocacy sensitive such that they are more persuaded by prevention than detection advocacies, regardless of the message frame. These results are robust for measured as well as manipulated implicit theories and for different health contexts.

Suggested Citation

  • Mathur, Pragya & Jain, Shailendra Pratap & Hsieh, Meng-Hua & Lindsey, Charles D. & Maheswaran, Durairaj, 2013. "The influence of implicit theories and message frame on the persuasiveness of disease prevention and detection advocacies," Organizational Behavior and Human Decision Processes, Elsevier, vol. 122(2), pages 141-151.
    • Handle: RePEc:eee:jobhdp:v:122:y:2013:i:2:p:141-151
    DOI: 10.1016/j.obhdp.2013.05.002
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    References listed on IDEAS

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    1. Shailendra Pratap Jain & Charles Lindsey & Nidhi Agrawal & Durairaj Maheswaran, 2007. "For Better or For Worse? Valenced Comparative Frames and Regulatory Focus," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 34(1), pages 57-65, April.
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    Cited by:

    1. Rai, Dipankar & Lin, Chien-Wei (Wilson), 2019. "The influence of implicit self-theories on consumer financial decision making," Journal of Business Research, Elsevier, vol. 95(C), pages 316-325.
    2. Yucel-Aybat, Ozge & Hsieh, Meng-Hua, 2021. "Consumer mindsets matter: Benefit framing and firm–cause fit in the persuasiveness of cause-related marketing campaigns," Journal of Business Research, Elsevier, vol. 129(C), pages 418-427.
    3. Mathur, Pragya & Sarin Jain, Shalini, 2020. "Not all that glitters is golden: The impact of procedural fairness perceptions on firm evaluations and customer satisfaction with favorable outcomes," Journal of Business Research, Elsevier, vol. 117(C), pages 357-367.
    4. Dorit Efrat-Treister & Hadar Moriah & Anat Rafaeli, 2020. "The effect of waiting on aggressive tendencies toward emergency department staff: Providing information can help but may also backfire," PLOS ONE, Public Library of Science, vol. 15(1), pages 1-18, January.
    5. Zingoni, Matt & Byron, Kris, 2017. "How beliefs about the self influence perceptions of negative feedback and subsequent effort and learning," Organizational Behavior and Human Decision Processes, Elsevier, vol. 139(C), pages 50-62.

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