Loman Jeroen G B, Müller Barbara C N, Oude Groote Beverborg Arnoud, van Baaren Rick B, Buijzen Moniek
Behavioural Science Institute, Radboud University.
AG Schulpädagogik-AG Schulentwicklung, Johannes-Gutenberg Universität Mainz.
J Exp Psychol Appl. 2018 Mar;24(1):81-91. doi: 10.1037/xap0000162.
Self-persuasion (self-generation of arguments) is often a more effective influence technique than direct persuasion (providing arguments). However, the application of this technique in health media communications has received limited attention. In two experiments, it was examined whether self-persuasion can be successfully applied to antialcohol media communications by framing the message as an open-ended question. In Experiment 1 (N = 131) cognitive reactions to antialcohol posters framed either as open-ended questions or statements were examined. In Experiment 2 (N = 122) the effectiveness of this framing to reduce actual alcohol consumption was tested. Experiment 1 demonstrated that exposure to an antialcohol poster framed as an open-ended question resulted in more self-generated arguments for drinking less alcohol and more favorable message evaluations than framing the same message as a statement. Experiment 2 showed that the self-persuasion poster did not affect the choice to consume alcohol but did reduce alcohol consumption for individuals who chose to drink any alcohol, compared with a direct persuasion poster or no intervention. Together, the results demonstrated the potential of self-persuasion in persuasive media messages for interventions aimed at alcohol consumption reduction specifically and for health communication in general. (PsycINFO Database Record
自我说服（自行生成论据）通常是一种比直接说服（提供论据）更有效的影响技巧。然而，这种技巧在健康媒体传播中的应用受到的关注有限。在两项实验中，研究了通过将信息构建为开放式问题，自我说服是否能成功应用于反酒精媒体传播。在实验1（N = 131）中，研究了对以开放式问题或陈述形式构建的反酒精海报的认知反应。在实验2（N = 122）中，测试了这种构建方式在减少实际酒精消费方面的有效性。实验1表明，接触以开放式问题构建的反酒精海报比将相同信息构建为陈述形式能产生更多关于少饮酒的自我生成论据以及更积极的信息评价。实验2表明，与直接说服海报或无干预相比，自我说服海报并未影响饮酒的选择，但确实减少了选择饮酒的个体的酒精消费量。总体而言，结果证明了自我说服在有说服力的媒体信息中对于旨在减少酒精消费的干预措施以及一般健康传播的潜力。（PsycINFO数据库记录）
