Gain-framed Messages Research Articles

Identifying effective message-framing techniques in behaviour change communication for healthy diets: An experimental study of promoting biofortified maize adoption in Ethiopia

There is an increasing interest in using insights from behavioural economics and psychology to influence people's decisions. However, little is known as to how to leverage these insights to inform educational campaigns in the context of nutrition-sensitive agriculture. We help to fill this void by investigating the effect of framed messages (gain vs loss) in stimulating demand for nutritionally enhanced crops. We conducted a field experiment with 648 farmers and found the following key results. First, nutrition education stimulates demand for nutritionally enhanced crops among smallholder farmers. Without nutrition education, farmers are less likely to switch from producing conventional maize to nutritionally enhanced maize. Second, gain-framed messages are slightly more effective: they result in a higher willingness to pay for nutritionally enhanced maize than loss-framed messages. Third, motivational orientations and risk perceptions of individuals moderate the effect of the framed messages.

The Effect of Message Framing on Preschoolers’ Attitudes and Behavioral Intentions: Influences of Age, Issue Involvement, and Delivery Method

Many previous studies have revealed that people’s decision-making may differ depending on message framing—whether the same content is presented with an emphasis on gain or loss. However, almost nothing is known about preschooler responses according to message framing. This study aimed to identify the characteristics of the message framing effect in preschoolers and to examine the influence of age, issue involvement, and delivery method on this effect. A total of 180 participants ranging from 3–5 years of age were randomly assigned to one of four conditions with different combinations of frame types and delivery methods. The attitudes and behavioral intentions of the children toward the messages were measured via questionnaire. The results showed that the effect of persuasive messages increased with age (p < 0.001, ηp2 = 0.14) and was higher when the messages were more relevant to children (p < 0.001, ηp2 = 0.15). Furthermore, loss-framed messages were more effective than gain-framed messages for issues delivered verbally with pictures, while the opposite was true for issues delivered only verbally (p < 0.001, ηp2 = 0.06). These results enable developmental and theoretical discussions of the framing effect in children and provide practical data for improving the persuasion efficacy of message delivery in children.

Emotional appeals effectiveness in enhancing charity digital advertisements

AbstractAdvertising appeals effectiveness has long been a point of debate in the literature. This study empirically tests hope and shame online advertisements aimed at enhancing donation quality to charities. Following a sequential research design the current research carries two studies to tests the effect of hope and shame appeal messages on social media on behavioral engagement measures, guided by the multi‐actor engagement framework. Findings indicate shame appeals framed as losses are more effective in driving engagement than hope gain framed messages. The overall findings provide supporting evidence for the interplay between negative emotions and message framing. To achieve higher engagement and trigger behavior change while utilizing budgets effectively, charities would benefit from utilizing loss framed and shame inducing advertising messages.

Engaging the Public in Disaster Communication: The Effect of Message Framing on Sharing Intentions for Social Media Posts

ABSTRACT In times of emergency, organizations and members of the public have generated and shared crowdsourced information to help damaged communities. Using the 2018 California Camp Fire as a case study, this study explores how communication interventions influence people’s online message-sharing intentions. Specifically, through the lens of construal-level theory and prospect theory, this study demonstrates the direct and moderate persuasive effects of message framing on sharing intentions for Facebook posts. Using an online experiment with Amazon Mechanical Turk workers (N = 475), this study found that a gain-framed message encourages social media post-sharing intentions. The persuasive power of first-person versus third-person perspective frames differed depending on the use of gain versus loss frames. The discussion highlights the theoretical and practical implications of our findings.

Message framing and COVID-19 vaccine acceptance among millennials in South India.

Vaccine hesitancy and refusal remain a major concern for healthcare professionals and policymakers. Hence, it is necessary to ascertain the underlying factors that promote or hinder the uptake of vaccines. Authorities and policy makers are experimenting with vaccine promotion messages to communities using loss and gain-framed messages. However, the effectiveness of message framing in influencing the intention to be vaccinated is unclear. Based on the Theory of Planned Behaviour (TPB), this study analysed the impact of individual attitude towards COVID-19 vaccination, direct and indirect social norms, perceived behavioural control and perceived threat towards South Indian millennials' intention to get vaccinated. The study also assessed the effect of framing vaccine communication messages with gain and loss framing. Data was collected from 228 Millennials from South India during the COVID-19 pandemic from September to October 2021 and analysed using PLS path modelling and Necessary Condition Analysis (NCA). The findings reveal that attitudes towards vaccination, perceived threat and indirect social norms positively impact millennials' intention to take up vaccines in both message frames. Further, independent sample t-test between the framing groups indicate that negative (loss framed message) leads to higher vaccination intention compared to positive (gain framed message). A loss-framed message is thus recommended for message framing to promote vaccine uptake among millennials. These findings provide useful information in understanding the impact of message framing on behavioural intentions, especially in the context of vaccine uptake intentions of Millennials in South India.

How can we better frame COVID-19 public health messages?

This Perspective discusses the use of fear appeals in promoting health behaviour. The discussion establishes that fear appeal-based public health messages (i.e. public health messages that emphasise the consequences of failing to engage in a particular health behaviour) have two components (1) perceived threat and (2) perceived efficacy. A perceived threat has two subcomponents (a) perceived high susceptibility (e.g. ‘I can contract COVID-19’) and (b) perceived high severity (e.g. ‘COVID-19 can kill me’). In a parallel fashion, perceived efficacy has two subcomponents (a) high response efficacy (e.g. ‘Staying at home can reduce my risk for COVID-19’) and (b) high self-efficacy (e.g. ‘I can stay at home’). This discussion demonstrates that for fear appeals to have a desirable effect on health behaviour change, all of the four conditions (i.e. high perceived susceptibility, high perceived severity, high response efficacy, and high self-efficacy) are important and need to be fulfilled. However, empirical evidence shows that the four conditions are almost never fulfilled, calling into question the effectiveness of using fear appeals in promoting health behaviour change. In contrast, gain-framed public health messages (i.e. public health messages that highlight the benefits of engaging in a particular health behaviour), which do not require the fulfillment of these four conditions, have been shown to have positive effects on behaviour change outcomes. We argue that public health messages that highlight the benefits of engaging in COVID-19 preventive behaviour can have persuasive, desirable effects on health behaviour change, compared to public health messages that highlight the consequences of failing to engage in a particular COVID-19 preventive behaviour.

Interplay of Message Frame and Reference Point on Recycled Water Acceptance in Green Community: Evidence from an Eye-Tracking Experiment

Public rejection of recycled water hinders the application of recycled water use projects in green communities. An effective information outreach strategy could help to overcome this obstacle. This study used message frames and reference points as control variables to design experimental materials and conduct eye-movement experiments to determine the effect of different information promotion strategies. The results of the study show that: (1) compared with the loss frame, the gain-framed messages are more effective; (2) self-referencing messages are more suitable for recycled water use promotion than other-referencing messages; (3) message frame (gain vs. loss) and reference point (self vs. others) have an interactive effect on the public’s information cognitive behavior; (4) the average duration of fixations for advertising message plays an intermediary role in the path of message frame and reference point jointly influencing the public acceptance. This study provides managerial implications for determining information dissemination strategies for applying recycled water-use projects in green communities.

How environmental gain messages affect cause involvement, attitude and behavioural intentions: the moderating effects of CSR scepticism and biospheric values

PurposeThis study examines the direct effect of outcome message frames (gain vs loss) on cause involvement and the moderating roles of consumers' corporate social responsibility (CSR) scepticism and biospheric values. Furthermore, the authors analyse (1) the effects of gain-framed messages on consumer attitudes towards an environmental cause (i.e. the use of reusable coffee cups) and towards the company promoting the cause (a coffee shop chain); (2) how consumer attitudes towards the cause affect their attitudes towards the company; and (3) how consumer attitudes towards both the cause and the company affect their behavioural intentions towards both the cause and the company.Design/methodology/approachUsing a 2 × 1 scenario-based, experimental design with a gain vs loss stimuli, Study 1 (n = 466) examines the moderating effects of CSR scepticism and biospheric values on the relationship between message framing and consumer cause involvement. Using gain-framed stimuli, Study 2 (n = 958) analyses the effects of cause involvement variations on attitudes and behaviours, through structural equation modelling.FindingsGain-framed messages are more effective than loss-framed messages at increasing cause involvement in consumers. Both CSR scepticism and biospheric values moderate the relationship between gain-framed messages and cause involvement. Cause involvement enhances consumer attitudes towards both the cause and the company promoting it, while company attitudes towards a cause positively influence consumers' behavioural intentions.Originality/valueThis study recommends that environmental CSR advertising managers should use gain-framed messages to positively influence consumer cause involvement.

Effect of Information Framing on Wearing Masks During the COVID-19 Pandemic: Interaction With Social Norms and Information Credibility

ObjectiveThe main objectives of this study were to use the effect of information framing (different expressions of the same issue, e.g., positive messages and negative messages) to explore key factors that influence the attitude of and intention of the public toward wearing masks and to understand the internal and external factors of intervention on information framing perception.MethodsThis study performed an online questionnaire survey to explore the influence of demographic characteristics, information framing, social norms, and information credibility on the attitude of the public toward masks and their intention to wear them.Results(1) Information framing had a significant impact on the attitudes of people toward masks and their intention to wear them, and the persuasion effect of gain-framed messages was higher than that of loss-framed messages. (2) Gender, income, occupation, educational background, and residence have no significant difference in attitude and intention to wear masks. There was a significant correlation between age and wearing of masks (p = 0.041 < 0.05). (3) Social norms affected people's perception of information framing and their attitude toward wearing masks, but only the impact of loss-framed messages on intention was significant. (4) Information framing affected people's perception of information credibility, which had a positive impact on their intention to wear masks; however, information credibility only had a significant impact on attitude toward wearing masks under the gain-framed messages and played an intermediary role.ConclusionThe impact of information framing on the attitude of people toward masks and their intention to wear them varies. Individuals involved in the publicity of health information related to this issue should pay attention to the influence of information framing and content on the public wearing masks as a means of enhancing public health awareness.

Acceptability and preliminary effectiveness of a text messaging intervention to reduce high-risk alcohol use among adults 50 and older: an exploratory study

PurposePrevalence rates of older adults (OA, 50+) with high-risk alcohol use are rapidly growing. Barriers to intervention persist for OA. Mobile interventions, specifically short message service (SMS, also known as text messaging), provide an opportunity to overcome such barriers. The purpose of this paper is to explore the acceptability and preliminary effectiveness of four SMS intervention conditions compared to mobile assessment only among OA (50–65 years old, n = 49) who drink at high-risk levels compared to younger adults (YA, 21–49 years old, n = 102).Design/methodology/approachWithin and between age group differences at baseline and end-of-treatment (12 weeks) were explored. Generalized linear modeling was used to test age by receipt of any SMS intervention (compared to assessment only) effects across health outcomes. Effect sizes and visual analyses were generated to assess for age by type of SMS interactions.FindingsBoth age groups reported intervention satisfaction. Two-thirds elected to continue receiving SMSs after treatment concluded. Descriptively, SMS groups demonstrated reduced drinking across age groups at end-of-treatment compared to mobile assessment only, though slightly larger effects were found for YA than for OA. Age significantly moderated the receipt of any SMS intervention only for depression (i.e., older age weakened the therapeutic effect). Of all the SMS types, tailored messages outperformed the other conditions on drinking outcomes for both age groups. Depression, craving and alcohol problems responded to gain-framed messages among OA and loss-framed messages among YA.Research limitations/implicationsThe findings of this paper suggest that SMS is acceptable and potentially effective across age groups. Further adaptation of SMS across age groups could enhance its effectiveness.Originality/valueThis is the first paper to explore the impact of older age on the efficacy of text messaging as an intervention for hazardous alcohol use.

Does the Message Frame Promote People’s Willingness to Vaccinate when they Worry about Side Effects from the COVID-19 Vaccine? Evidence from an Online Survey Experiment in China

ABSTRACT Vaccination is an effective strategy for controlling the coronavirus disease 2019 (COVID-19) pandemic. However, worrying about side effects (WSE) from the COVID-19 vaccine is the leading concern making people hesitant to get vaccinated. Regrettably, there are few studies on alleviating the negative impacts of WSE on COVID-19 vaccination. This study aimed to assess whether message framing (gain- and loss-framed) can moderate the impacts of WSE on the willingness to vaccinate. We conducted an online self-administered survey experiment with three groups: control group (non-framed group), gain-framed groups, and loss-framed groups. In total, 981 participants were randomly assigned to one of the three groups, and their willingness to vaccinate themselves, their children, and elderly members was recorded. People with a higher level of WSE exhibited a lower willingness to vaccinate against COVID-19. However, the gain- and loss-framed messages increased people’s willingness to vaccinate themselves, their children, and the elderly. Compared to the gain-framed messages, the loss-framed messages had a greater impact on enhancing people’s willingness to self-vaccinate, but not on vaccinating their children and the elderly. Although the gain- and loss-framed messages weakened the negative impacts of WSE on the willingness to be vaccinated, their buffer effect was non-significantly different. The findings in this study suggest that a loss-framed messaging strategy could be a valuable tool in disseminating information on vaccination against COVID-19.

Adults' Reaction to Public Health Messaging: Recall, Media Type, and Behavior Change Motivation.

This paper focuses on effective messaging practices identified in data collected after 10 years of implementing a gain-framed messaging campaign encouraging healthier behaviors in middle-aged and older adults. In Study 1, we measured message recall and intended health behaviors in an intercept survey of 733 adults. Binary logistic regression indicated that women were more likely than men to report intent to change behavior. Recalling messages from billboards or fliers was associated with a lower likelihood of intended behavior change, and media type was associated with intended behavior for those who saw the message online (reducing screen time) or on television (increasing physical activity and ceasing smoking). Study 2 focused on adult generational differences in response to the campaign and types of media used to access information. Data from an intercept survey of 604 clients at agencies serving low-income adults were segmented into three age groups: under 35, ages 35-54, and ages 55+. Recall and reaction to campaign materials differed by age group, and the influence of life stage factors and health costs varied across age groups. Television and newspapers were most frequently reported by the oldest group, and social media and online news/blogs were most frequently chosen by the youngest group. Campaign response of adults older than age 35 aligned with goals of improving health behaviors. Together, these studies indicate that diffuse messaging strategies may raise overall awareness, and targeted strategies may be more influential in motivating behavior change. Influential factors and media should be differentially leveraged to target different age cohorts of adults.

The persuasiveness of gain vs. loss framed messages on farmers’ perceptions and decisions to climate change: A case study in coastal communities of Vietnam

Ongoing climate change results in a large increase in damaging climatic events that affect people’s health, environment, biodiversity, and food security. One of the most vulnerable sectors to climate change is agriculture because farming relies heavily on planning for weather and seasons according to experience of past years, and therefore changes in seasons and unusual weather patterns lead to loss of crops or livestock. Responding to climate change impacts requires both mitigation and adaptation, in which communication plays an important role to raise awareness, change behaviours and gain policy support. Gain vs. loss message framing has been extensively studied in persuasive communication. Despite successful examples in risk communication, the effect of gain vs. loss message framing method in communicating climate change, a psychologically distant risk, is still not well understood. This study combines message persuasiveness with psychological distance to develop messages to encourage farmers on climate adaptation. We applied a 2 × 2 factorial design (gain/loss and abstract/concrete framed messages) and conducted the research in a coastal farming community (N = 368). Findings confirm that gain-framed messages are more effective in raising risk perceptions and efficacy, with stronger impact on behavioural intentions toward climate change, compared to loss-framed messages. Above all, farmers were more willing to take adaptation measures when exposed to gain- in combination with concrete-framed messages vs. loss- and abstract-framed. Implications for climate change communication research and practice are discussed.

“I lose” “I gain” vs. “They lose” “They gain”: The Influence of Message Framing on Donation Intentions in Disaster Fundraising

Grounded in the 2018 California Camp Fire context, this study explores how message framing in charitable appeals influences individuals’ donation intentions. A 2 (firstperson imagery perspective vs. third-person imagery perspective) × 2 (gain frame vs. loss frame) between-subject online experiment was conducted via Amazon’s MTurk. Results showed that gain/loss framing and imagery perspectives interactively influenced participants’ donation intentions. Specifically, when a message is lossframed, a first-person imagery perspective (“I lose”) message is more effective than a third-person imagery perspective (“they lose”) message in enhancing participants’ perceived issue relevance, induced empathy, and donation intention. In addition, when the message is framed with a third-person imagery perspective, a gain-framed (“they gain”) message is more persuasive than a loss-framed (“they lose”) message.

Effects of gain-loss-framed messages on virtual reality intervened fitness exercise

PurposeTechnology for fitness provides users with numerous features that aid the achievement of intended fitness/health goals such as checking consumption habits and adherence to exercise. Based upon the concepts of self-efficacy and prospect theories, this study aims to inspect the influence of messages frame on behavioral usage of virtual reality (VR) technology intervened fitness exercise.Design/methodology/approachBy usage of a laboratory-based experiment commissioning certain fitness exercises, this study is conducted on 150 respondents. An assessment is conducted on the efficiency of gain appeal mechanism (exercise performance feedback) toward the usage of VR intervened fitness exercise and measured surge in exercise self-efficacy (ESE), playfulness (PL) and outcome expectations.FindingsThe results show that gain-appealed/framed messages prove advantageous over loss-appealed/framed in performing VR intervened exercises. A bootstrapped (method) mediation analysis confirms higher positive effects of gain-framed messages upon intentions to use VR intervened fitness exercise. VR intervened fitness exercise was strongly and positively mediated by ESE, PL and outcome expectations.Practical implicationsThis study is of help to researchers and marketers trying to understand the role played by gain- and loss-framed messages on VR technology enabled fitness exercises.Originality/valueThis study helps VR and fitness technology developers and marketers understand the effectiveness of persuasive performance messages toward VR fitness exercise technology adoption amalgamating message intervention with better technology usage.

Effectiveness of message framing in changing COVID-19 vaccination intentions: Moderating role of travel desire.

This research examines the effectiveness of message framing, message appeal and information content in changing respondents' COVID-19 vaccination intentions through influencing their vaccine risk perceptions. Furthermore, the moderating effect of travel desire on the relationship between vaccine risk perceptions and changing vaccination intentions is examined. In doing so, two rounds of data that were collected from the same respondents. The first survey recorded respondents' vaccination intentions, travel desire and socio demographics. A follow up survey tested cause-and-effect relationships on the proposed relationships using a 2 (message frame: gain, loss) x 2 (message appeal: rational, emotional) ×2 (information content: subjective, objective) between-subjects online experimental design. Findings suggest that loss-framed messages are more effective than gain-framed and emotional-rational messages in reducing risk perceptions and, thus, changing vaccination intentions. Travel desire is found to moderate the effect of vaccine risk perception on vaccination intentions by weakening the negative effect of vaccine risk perception on vaccination intention. Findings show the importance of travel desire along with message framing and message appeal on changing individuals’ COVID-19 vaccination intentions in public health communications.

Mobile Text Messaging for Tobacco Risk Communication Among Young Adult Community College Students: Randomized Trial of Project Debunk.

BackgroundThe use of new and emerging tobacco products (NETPs) and conventional tobacco products (CTPs) has been linked to several alarming medical conditions among young adults (YAs). Considering that 96% of YAs own mobile phones, SMS text messaging may be an effective strategy for tobacco risk communication.ObjectiveProject Debunk is a community-based randomized trial aiming to identify specific types of messages that effectively improve perceived NETP and CTP risk among YAs in community colleges.MethodsWith YAs recruited offline from 3 campuses at the Houston Community College (September 2016 to July 2017), we conducted a 6-month randomized trial with 8 arms based on the combination of 3 message categories: framing (gain-framed vs loss-framed), depth (simple vs complex), and appeal (emotional vs rational). Participants received fully automated web-based SMS text messages in two 30-day campaigns (2 messages per day). We conducted repeated-measures mixed-effect models stratified by message type received, predicting perceived CTP and NETP risks. Owing to multiple testing with 7 models, an association was deemed significant for P<.007 (.05 divided by 7).ResultsA total of 636 participants completed the baseline survey, were randomized to 1 of 8 conditions (between 73 and 86 participants per condition), and received messages from both campaigns. By the 2-month post campaign 2 assessment point, 70.1% (446/636) completed all outcome measures. By the end of both campaigns, participants had a significant increase in perceived NETP risk over time (P<.001); however, participants had a marginal increase in perceived CTP risk (P=.008). Separately for each group, there was a significant increase in perceived NETP risk among participants who received rational messages (P=.005), those who received emotional messages (P=.006), those who received simple messages (P=.003), and those who received gain-framed messages (P=.003).ConclusionsIn this trial, YAs had an increase in perceived NETP risk. However, with stratification, we observed a significant increase in perceived NETP risk upon exposure to rational, emotional, simple, and gain-framed messages. In addition, YAs generally had an increase in perceived CTP risk and presented nonsignificant but observable improvement upon exposure to emotional, complex, and loss-framed messages. With the results of this study, researchers and practitioners implementing mobile health programs may take advantage of our tailored messages through larger technology-based programs such as smartphone apps and social media campaigns.Trial RegistrationClinicalTrials.gov NCT03457480; https://clinicaltrials.gov/ct2/show/NCT03457480International Registered Report Identifier (IRRID)RR2-10.2196/10977

What are healthcare workers’ preferences for hand hygiene interventions? A discrete choice experiment

ObjectivesTo understand the key attributes in designing effective interventions for improving healthcare workers’ (HCWs’) hand hygiene compliance and HCWs’ preference for these attributes.DesignA discrete choice experiment (DCE) was conducted with...

Teachers’ engaging messages: The role of perceived autonomy, competence and relatedness

“If you work hard you will learn interesting facts”.“Unless you work hard you will get into trouble”. These are examples of engaging messages teachers use to encourage engagement among their students. These kind of messages have been recently addressed by researchers, yet the reason why teachers use certain messages remains unexplored. This study aimed to identify profiles of teachers’ engaging messages and how these relate to their basic needs and students’ performance. The sample comprised 48 teachers and 1150 students. At the student-level, latent profile analysis showed three profiles: the gain-framed messages (GFM), the few-messages (FM), and the all-messages (AM) profiles. At the teacher-level, multilevel profile analysis showed an active and a passive profile. Results also indicated that teachers’ basic psychological needs were related to their use of engaging messages and this was related to students’ performance.

If You Quit Smoking, This Could Happen to You: Investigating Framing and Modeling Effects in an Anti-Smoking Serious Game

ABSTRACT Various interventions have been suggested to aid in smoking cessation. However, little is known about the effects of message framing in narratives embedded in serious games. This study compares when an individual experiences unfortunate events from smoking (i.e., loss frame) versus fortunate results benefited from smoking cessation (i.e., gain frame) in a computer game through a model (i.e., virtual self-modeling) that looks like oneself or a stranger. An experiment (N = 64) using a 2 (Message framing: Gain vs. Loss) x 2 (Modeling: Self vs. Other) between-subjects design was conducted using an anti-smoking game. Results show that the gain frame induces stronger perceived susceptibility compared to the loss frame, and self-modeling is more effective than other-modeling. Results further demonstrate that the virtual misfortune experienced through one’s own face, compared to someone else’s face, is significantly more likely to increase one’s susceptibility to the negative consequences of smoking. The study also finds a significant mediating role of identification between framing and susceptibility. Overall, by demonstrating the effectiveness of the self-modeling and gain-framed messages in gameplay, the present investigation provides meaningful contributions to the use of technology for effective health communication.