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Results for “Persuasive Communication”

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PubMed2005

Randomized controlled trial of a brief research-based intervention promoting fruit and vegetable consumption.

OBJECTIVE: The present study sought to test the efficacy of a brief research-based, leaflet-like intervention to promote eating the recommended daily intake of fruit and vegetables (RDIFV). DESIGN: A controlled, pre- post-test experimental study with random allocation and a 1 week self-report behavioural follow-up was conducted. METHOD: The intervention employed persuasive communication targeting self-efficacy and intention, and invited participants to form implementation intentions in relation to acquiring and preparing fruit and vegetables for consumption. RESULTS: Intervention participants had stronger post-intervention intentions to consume the RDIFV, and higher anticipated regret in relation to failing to do so, compared with controls, controlling for pre-intervention scores. At follow-up, the intervention group was found to have eaten more fruit and vegetables and to have consumed the RDIFV more frequently. DISCUSSION: It is concluded that this study supports the previously reported power of implementation intentions to prompt enactment of intentions, and that a brief research-based leaflet-like intervention could result in immediate enhancement of intentions and anticipated regret, and promote greater fruit and vegetable consumption.

Adolescent↗

PubMed2004

The eHealth Behavior Management Model: a stage-based approach to behavior change and management.

Although the Internet has become an important avenue for disseminating health information, theory-driven strategies for aiding individuals in changing or managing health behaviors are lacking. The eHealth Behavior Management Model combines the Transtheoretical Model, the behavioral intent aspect of the Theory of Planned Behavior, and persuasive communication to assist individuals in negotiating the Web toward stage-specific information. It is here - at the point of stage-specific information - that behavioral intent in moving toward more active stages of change occurs. The eHealth Behavior Management Model is applied in three demonstration projects that focus on behavior management issues: parent-child nutrition education among participants in the U.S. Department of Agriculture Special Supplemental Nutrition Program for Women, Infants and Children; asthma management among university staff and students; and human immunodeficiency virus prevention among South African women. Preliminary results have found the eHealth Behavior Management Model to be promising as a model for Internet-based behavior change programming. Further application and evaluation among other behavior and disease management issues are needed.

Adult↗

PubMed1994

Race of source effects in the elaboration likelihood model.

In a series of experiments, we investigated the effect of race of source on persuasive communications in the Elaboration Likelihood Model (R.E. Petty & J.T. Cacioppo, 1981, 1986). In Experiment 1, we found no evidence that White participants responded to a Black source as a simple negative cue. Experiment 2 suggested the possibility that exposure to a Black source led to low-involvement message processing. In Experiments 3 and 4, a distraction paradigm was used to test this possibility, and it was found that participants under low involvement were highly motivated to process a message presented by a Black source. In Experiment 5, we found that attitudes toward the source's ethnic group, rather than violations of expectancies, accounted for this processing effect. Taken together, the results of these experiments are consistent with S.L. Gaertner and J.F. Dovidio's (1986) theory of aversive racism, which suggests that Whites, because of a combination of egalitarian values and underlying negative racial attitudes, are very concerned about not appearing unfavorable toward Blacks, leading them to be highly motivated to process messages presented by a source from this group.

Black or African American↗

PubMed2006

Temporal framing and the decision to take part in type 2 diabetes screening: effects of individual differences in consideration of future consequences on persuasion.

Reliable individual differences in the extent to which people consider the long- and short-term consequences of their own behaviors are hypothesized to influence the impact of a persuasive communication. In a field experiment, the time frame of occurrence of positive and negative consequences of taking part in a proposed Type 2 diabetes screening program was manipulated in a sample of 210 adults with a mean age of 53 years. Individual differences in consideration of future consequences (CFC; A. Strathman, F. Gleicher, D. S. Boninger, & C. S. Edwards, 1994) moderated (a) the generation of positive and negative thoughts and (b) the persuasive impact of the different communications. Low-CFC individuals were more persuaded when positive consequences were short term and negative consequences were long term. The opposite was true of high-CFC individuals. Path analyses show that net positive thoughts generated mediated the effect of the CFC x Time Frame manipulations on behavioral intentions.

Adult↗

PubMed1999

Toward a reconceptualization of communication cues to action in the Health Belief Model: HIV test counseling.

In the present study, the persuasive communication of HIV test counselors as cues to action in clients' decisions to practice safer sex was examined. Results indicated that contrary to expectations, hypothesized relationships inherent in the Health Belief Model (HBM) were not supported for the pre-HIV test survey. However, clients' perceptions of the severity of HIV/AIDS, their susceptibility to HIV/AIDS, the benefits of and barriers to practicing safer sex, and self-efficacy were correlated with compliance with safer-sex recommendations reported on the post-HIV test survey. Intriguing results revolved around communication cues to action. HIV test counseling session transcripts were content analyzed to determine the persuasive messages used by HIV test counselors that may have cued clients' health beliefs and safer-sex behaviors. The inductively-derived coding scheme emphasized the complexity of the interpersonal interaction taking place during counseling sessions. Results indicated that in some cases, use of certain persuasive strategies was related to short-term adoption of safer-sex recommendations. These findings bolstered the argument for a move toward reconceptualizing the HBM by centralizing communication cues to action.

Acquired Immunodeficiency Syndrome↗

PubMed2004

Individual differences in sensitivity to health communications: consideration of future consequences.

There are reliable individual differences in the extent to which people consider the long- and short-term consequences of their behaviors. Such differences, assessed by the Consideration of Future Consequences (CFC) Scale (A. Strathman, F. Gleicher, D. S. Boninger, & C. S. Edwards, 1994), are hypothesized to influence the impact of a persuasive communication. In an experimental study, the time frame of occurrence of positive and negative consequences of engaging in a new colorectal cancer-screening program was manipulated in a sample of two hundred twenty 50-69-year-old men and women. CFC moderated (a) the processing of short- versus long-term consequences and (b) the persuasive impact of the different communications on behavioral intentions. Low CFC individuals produced more positive thoughts and were more persuaded when positive consequences were short term and negative consequences were long term. The opposite was true for high CFC individuals.

Aged↗

PubMedDate not supplied

Physician executives' persuasive styles of communication in upward influence situations.

This article examines the communicator style choices of physician executives when attempting to persuade a superior whose own style of communication is attractive and unattractive. In the November-December 1990 issue of Physician Executive, the author reported on persuasive strategies physician executives use to influence such targets of influence. Whereas the earlier study focused on what physician executives communicate to be persuasive, the present investigation treated the way physician executives communicate to persuade attractive and unattractive superiors. The results suggest that the way physician executives communicate in upward influence situations is affected by the way their superiors communicate with them.

Adult↗

PubMed2002

Baby, Be Safe: the effect of tailored communications for pediatric injury prevention provided in a primary care setting.

Injuries are a major cause of morbidity and mortality to young children. The provision of individually tailored educational materials in primary care settings may be an effective and efficient way to promote adoption of injury prevention measures by parents. A randomized controlled study compared the effectiveness of tailored and generic persuasive communications delivered in a primary care setting on the adoption of home and car safety behaviors. During routine well-child visits, a primarily African-American sample of parents of children ages 6-20 months (n=213) was randomized to receive either tailored or generic information regarding the prevention of injuries to their child. At follow-up, participants who received tailored information reported greater adoption of home and car safety behaviors than those receiving generic information. In addition, within the tailored information group, those who discussed the information with their physician showed significantly greater change than those who did not. However, this difference was not observed among those receiving generic information. Findings support the use of office-based tailored injury prevention education as a component of routine well-child care.

Communication↗

PubMed2006

A typology of middle school girls: audience segmentation related to physical activity.

The Trial of Activity for Adolescent Girls (TAAG) combines social ecological and social marketing approaches to promote girls' participation in physical activity programs implemented at 18 middle schools throughout the United States. Key to the TAAG approach is targeting materials to a variety of audience segments. TAAG segments are individuals who share one or more common characteristic that is expected to correlate with physical activity. Thirteen focus groups with seventh and eighth grade girls were conducted to identify and characterize segments. Potential messages and channels of communication were discussed for each segment. Based on participant responses, six primary segments were identified: athletic, preppy, quiet, rebel, smart, and tough. The focus group information was used to develop targeted promotional tools to appeal to a diversity of girls. Using audience segmentation for targeting persuasive communication is potentially useful for intervention programs but may be sensitive; therefore, ethical issues must be critically examined.

Adolescent↗

PubMed1989

Communicating with the elderly consumer: the growing health care challenge.

By the year 2010, one quarter of the U.S. population will be at least 55 years old. Government and private programs help some elderly persons receive adequate health care, but more are needed. The programs offered must be communicated effectively to this burgeoning population segment. The authors examine research results of gerontologists and experimental psychologists that shed light on perceptual, learning, and memory changes that occur with aging. The effects of these age-related changes are discussed within the theoretical context of persuasive communications. Implications for communication programs targeted at older consumers are presented.

Aged↗

PubMed2001

The role of the radiation safety specialist as witness: risk communication with attorneys, judges, and jurors.

As nuclear workers and members of the public continue to fear radiation in this litigious society, specialists in radiation safety will often be called upon as experts to explain the significance of radiation exposures or as fact witnesses to explain radiation safety practices. Radiation risk communication with attorneys, judges, and jurors presents special challenges to the communication skills of health physicists. Your role as the radiation specialist is to present testimony, either in the form of a deposition or as a trial witness, in a way that a judge or jury can understand. As a specialist in radiation safety, you will also need to educate the attorney that you work with so that he or she can ask the right questions and defend challenges in the case. The way that you communicate to attorneys, judges, and jurors could have a great impact on the case's outcome. As a radiation specialist, your testimony is not only to present the scientific basis for radiation health risks, but also to persuade the judge or jurors in the direction of the desired outcome of the case. Insights from the Myers-Briggs Type Indicator show that judges and jurors are most likely persuaded by "Sensing" language that is specific, detailed, measurable, and verifiable with their five senses. Thus, the conceptual, abstract, and theoretical "Intuitive" language often favored by radiation experts may not be understood or appreciated by a judge or jurors. They may also prefer the more personal, empathetic, and caring "Feeling" language rather than the impersonal, logical, and analytical "Thinking" language favored by health physicists. People's feelings about radiation risks are a big factor in radiation cases and providing testimony to address feeling-based conclusions requires a very different communication approach than normally used by health physicists. An understanding of language preferences can be crucial for effective communication with attorneys, judges, and jurors. These insights are derived from the author's experience as a communication specialist and as a radiation expert for the plaintiffs in two radon cases. This paper also provides insights into the qualifications for serving as an expert or fact witness, preparation for a trial, presenting testimony, the courtroom as drama, and the best language modes for persuasive communications with judges and jurors.

Communication↗

PubMed1997

Psychological aspects of genetic counseling. XI. Nondirectiveness revisited.

Directiveness and nondirectiveness are considered here as psychological phenomena and separated from the issue of giving or withholding advice. The former is a form of persuasive communication involving various combinations of deception, coercion, and threat, whereas the latter describes procedures that promote and enhance the autonomy and self-directedness of clients. Examples are given showing that professionals have considerable difficulty dealing with relatively simple, common issues arising in genetic counseling. It is suggested that many, if not most, problems involving the issue of nondirectiveness arise because of inadequacies in applying basic counseling skills. Several examples are given of nondirective counseling in situations involving direct questions and the proffering of "advice." The need to raise standards in counseling training is underscored if the field of genetic counseling is to remain nondirective.

Genetic Counseling↗

PubMed1984

Effects of public education about breast cancer and breast self-examination.

In a field experiment severity of and susceptibility to breast cancer were varied in four different persuasive messages about breast cancer and breast self-examination (BSE). The purpose of this study was to find out whether such health messages in a real-life setting had an effect on knowledge about symptoms, attitudes and behavior relating to BSE. The second goal of this study was to investigate whether fear, aroused by these persuasive communications, had a significant role in influencing the recommended behavior (BSE). In spite of a successful manipulation of seriousness and susceptibility no differences for the dependent variables could be established between the experimental groups after one month. However, differences were found by comparing the experimental groups with the no health message group. After reading the pamphlet (no matter which of the four) women showed greater intention to perform BSE regularly. This could be attributed to a higher estimation of the chance of recovery through early detection of lumps (efficacy) after reading the pamphlet. The health messages also appeared to have a positive influence on compliance with recommended behavior: women examined their breasts more in the prescribed way. An inhibiting effect of fear on behavior (which is sometimes theoretically suggested) was not found. The effects of the pamphlet that were established are formed in a more informational, cognitive way.

Attitude to Health↗

PubMed2006

The effect on teen driving outcomes of the Checkpoints Program in a state-wide trial.

Crash rates among teenagers are highly elevated during the first months of licensure. Parent-imposed driving restrictions on initial driving privileges can reduce exposure to high-risk driving conditions, thus reducing crash risk while teens' driving proficiency develops. This report describes the effect of the Checkpoints Program on driving limits and outcomes. Connecticut teens who obtained a learners permit over a 9-month period were recruited, providing a final sample of 3743 who obtained driver licenses. Families were randomized to the intervention or comparison condition. Intervention families received by mail a series of persuasive communications related to high-risk teen driving and a parent-teen driving agreement, while comparison families received on the same schedule general information on driving and vehicle maintenance. Relative to the comparison group, teens and parents in the Checkpoints Program reported significantly greater limits on high-risk teen driving conditions at licensure, 3-, and 6-months post-licensure; and intervention teens reported significantly less risky driving at each reporting period. By the 12-month follow up teens in the intervention group were significantly less likely than those in the comparison group to have had a traffic violation. However, no treatment group effect was found for crashes. This is the first study to report significant effects on teen driving behavior and performance of education designed to increase parental-imposed teen driving limits.

Accidents, Traffic↗

PubMed2000

Physician leadership: essential skills in a changing environment.

Precisely because they are at the center of clinical service delivery, physicians, especially surgeons, are the ideal leaders for health care in the 21st century. Although most physicians possess the traits essential for leadership, the vast majority lacks the technical skills necessary for major leadership/management roles that will both change and empower the local healthcare service delivery environment. Such skills include strategic and tactical planning, persuasive communication, negotiation, financial decision-making, team building, conflict resolution, and interviewing. Just like surgical training, these skills too require systematic training. With patients beginning to demand value-added service, it is important for healthcare executives to identify those physicians best suited to serve as leaders within the larger healthcare system and to deliberately nurture their growth in these administrative competencies.

Delivery of Health Care↗

PubMed2002

Indexing systematic rater agreement with a latent-class model.

A latent-class model of rater agreement is presented for which 1 of the model parameters can be interpreted as the proportion of systematic agreement. The latent classes of the model emerge from the factorial combination of the "true" category in which a target belongs and the ease with which raters are able to classify targets into the true category. Several constrained cases of the model are described, and the relations to other well-known agreement models and kappa-type summary coefficients are explained. The differential quality of the rating categories can be assessed on the basis of the model fit. The model is illustrated using data from diagnoses of psychiatric disorders and classifications of individuals in a persuasive communication study.

Humans↗

PubMed1999

Nutrition guidance by primary care physicians: models and circumstances.

The perception of primary care physicians of the ability to influence the lifestyle and eating habits of patients is an important factor in nutrition guidance practices. This perception is based on assumptions about the kind of influencing process that is effective or not and on the capacity of primary care physicians to play an effective role in these processes. The first elements is dealt with in this article. Three models are distinguished. The first model is the prescription model, based on a medical optimum and on information transfer as a metaphor. The second model is the persuasion model, based on a medical optimum, but presupposing blockades that have to be cornered by persuasive communication. The third is the interaction model. It is not based upon a medical but on an efficacy optimum, and on sharing of information and continuous involvement of the client in the interaction. Behind these three models we can perceive different views on communication and knowledge. Moreover, these three models are more or less appropriate with regard to different circumstances. The current stress on the psychological, social and cultural meaning of food and the new information context in which clients live, asks for more attention to the interaction model.

Family Practice↗

PubMed2000

Enhancing fitness training adherence of elite netball players: an evaluation of Maddux's revised Theory of Planned Behaviour.

An intervention based on the predictions of Maddux's revised Theory of Planned Behaviour was designed to improve fitness training adherence of a group of elite netball players. The intervention consisted of a persuasive communication and time management workshop, which targeted the social cognitive constructs of the theory. We adopted a multiple baseline across-individuals design over 14 weeks with 17 elite netball players. Baseline training adherence data were collected over the first 7 weeks. The targeted social cognitive constructs were assessed at baseline, post-intervention and follow-up. Large effect sizes for changes in training adherence from baseline to post-intervention were noted for 13 players (76%). Post-intervention analysis revealed significant changes in two of the targeted variables, perceived vulnerability and attitude towards current behaviour, suggesting that the intervention was associated with cognitive changes. Data from an intervention check provided additional evidence to support the efficacy of the intervention. A follow-up assessment over an additional 7 weeks showed that players' training frequency remained improved. The results support the view that the revised Theory of Planned Behaviour can help inform interventions that enhance the training adherence of elite netball players.

Adolescent↗