Smokers’ (Dis)satisfaction, Persuasive Constraint, and Influence of Expert and Non-Expert Sources

Abstract

The present research tested the hypothesis that an internal motivation to change is elaborated as an external constraint and is less predictive of change when the source is expert than when it is non-expert. In two studies, smokers were categorized as either dissatisfied or moderately satisfied according to their degree of dissatisfaction with their image as smokers (i.e., internal motivation to change). They were then exposed to an antismoking argument attributed either to an expert or to a non-expert source. Compared to moderately satisfied smokers, dissatisfied smokers perceived the source as making less effort to convince them (Study 1, N = 43), and as being less disrespectful (Study 2, N = 81), but this pattern was significant only for the non-expert source. Study 2 also showed that experts had more influence on intention to quit smoking among moderately satisfied smokers, whereas non-experts had more influence among dissatisfied smokers.

Antismoking norm and smokers' antismoking attitudes: The interplay between personal and group‐based self‐esteem

“…Moreover, our findings suggest that merely enforcing the antismoking norm in order to increase antismoking attitudes and reduce smoking behavior overlooks the complex personal and social contexts in which behavioral decisions are made. In fact, our results support the view that smoking and smoking cessation are related to complex identity processes involving self-esteem maintenance (e.g., Dijkstra & Buunk, 2008;Falomir & Mugny, 2004;Falomir, Mugny & Invernizzi, 2006;Lloyd & Lucas, 1998). Indeed, past research has shown that identity processes are among the most important determinants of smoking onset (e.g., Aloise-Young, Hennigan, & Graham, 1996;Barton, Chassin, Presson, & Sherman, 1982;Burton, Sussman, Hansen, Johnson, & Flay, 1989;Falomir et al, 2007;Shadel, Tharp-Taylor, & Fryer, 2008), intention to quit (Falomir & Invernizzi, 1999), reactions to antismoking messages (Falomir & Mugny, 2004;Freeman, Hennessy, & Marzullo, 2001), and smoking cessation (Gibbons, Eggleston, & Benthin, 1997;Shadel, Mermelstein, & Borrelli, 1996).…”