Healthy Skepticism Library item: 7524

Warning: This library includes all items relevant to health product marketing that we are aware of regardless of quality. Often we do not agree with all or part of the contents.

Publication type: Journal Article

Orbell S, Hagger M.
Temporal framing and the decision to take part in type 2 diabetes screening: effects of individual differences in consideration of future consequences on persuasion.
Health Psychol 2006 Jul; 25:(4):537-48
http://content.apa.org/journals/hea/25/4/537

Abstract:

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.

Keywords:
Adult Attitude to Health Decision Making* Demography Diabetes Mellitus, Type 2/epidemiology* Humans Mass Screening/methods* Motivation Persuasive Communication* Questionnaires Socioeconomic Factors Time Factors