Tell me why… The influence of self-involvement on short term smoking behaviour

Müller, Barbara; Baaren, Rick B. van; Ritter, Simone M.; Woud, Marcella L.; Bergmann, Heiko; Harakeh, Zeena; Engels, Rutger C. M. E.; Dijksterhuis, Ap

doi:10.1016/j.addbeh.2008.12.016

Cited by 31 publications

(44 citation statements)

References 32 publications

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“…In addition to the above, it might be argued that self-persuasion could possibly also have a more stable or durable effect than other techniques of persuasion in the long term, as self-persuasion entails people generating the arguments themselves, and people are therefore likely to be more self-involved with these arguments (Müller et al, 2009). Therefore, an interesting question is whether there would be a difference between self-persuasion and other techniques when the timespan between the persuasion attempt and behavior, which was only a few minutes in Study 2, would be extended.…”

Section: Discussionmentioning

confidence: 99%

“…For instance, it has been suggested that characteristics of the arguments (Kardes et al, 2001) and characteristics of the individual (Damen et al, 2015) can alter the effectiveness of self-persuasion. In the domain of addictive behavior, research has suggested that the effectiveness of self-persuasion relies on a high grade of self-involvement (Müller et al, 2009). Moreover, the domains in which effects of self-persuasion have been demonstrated (e.g.…”

Section: H1mentioning

confidence: 99%

“…For example, Müller et al (2009) demonstrated that self-persuasion is a more effective technique for inhibiting smoking behavior, compared to external persuasion attempts. Regular smokers, who were instructed to write down arguments against smoking, waited longer to light up a cigarette compared to smokers who read arguments against smoking provided by the experimenter.…”

Section: Theoretical Backgroundmentioning

confidence: 99%

“…However, this awareness did not lead to higher relevance of the persuasive messages as might be assumed (Johnson and Eagly, 1989); rather, it seemed to result in some kind of immunization toward anti-smoking messages. In the same vein, most of the research that examined the influence of self-persuasion on behavior, mainly explored this by looking at addictive behaviors (Glock et al, 2013;Krischler and Glock, 2015;Müller et al, 2009Müller et al, , 2016, and it has been suggested that Self-persuasion as marketing technique the effectiveness of self-persuasion lies, among other things, in the fact that direct persuasion triggers defensive responses that help to justify the behavior (Liberman and Chaiken, 1992). In other words, people with addictive behaviors such as smoking in particular, may be immune to persuasion by direct arguments, because smokers may have developed defensive reactions as a response to repeated governmental campaigns that communicate injunctive norms.…”

Section: Theoretical Backgroundmentioning

confidence: 99%

“…warning labels on cigarette boxes; Hamilton et al, 2008). As demonstrated by Müller et al (2009), communicating an injunctive norm via direct persuasion is an inferior technique compared to using self-persuasion in relation to changing smoking behavior. Although the self-persuasion technique seems promising in changing behavior, the context in which self-persuasion has been studied is of limited relevance to marketers.…”

mentioning

confidence: 99%

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Self-persuasion as marketing technique: the role of consumers’ involvement

Bernritter

Ooijen

Müller

2017

European Journal of Marketing

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Purpose -This paper aims to demonstrate that self-persuasion can be used as a marketing technique to increase consumers' generosity and that the efficacy of this approach is dependent on consumers' involvement with target behavior.Design/methodology/approach -An experimental field-study was conducted to investigate the effects of self-persuasion versus direct persuasion attempts versus no persuasion attempts on consumers' tipping behavior in a lunchroom. Additionally, in a lab experiment, the moderating role of involvement on self-persuasion versus direct persuasion was tested.Findings -The results reveal that self-persuasion is more effective than direct persuasion attempts or no persuasive messages in increasing consumers' generosity. This is moderated by consumers' involvement with the target behavior. For consumers with high involvement, self-persuasion is more effective than direct persuasion, while no differences were found for consumers with moderate or low involvement.Practical implications -The scope of self-persuasion is not limited to the inhibition of undesired behavior, but it also extends to the facilitation of desired behavior, which considerably broadens the scope of this technique. Self-persuasion might be used as a marketing technique to influence consumers' purchase behavior. This might be particularly viable in situations in which consumers feel high involvement with products or behavior.Originality/value -Recently, research in health psychology demonstrated that self-persuasion is a very effective way of inhibiting undesired, addictive behavior and being more successful than direct persuasion. Yet, insufficient knowledge is available about the efficacy of self-persuasion with regard to promoting other

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Section: Discussionmentioning

confidence: 99%

Section: H1mentioning

confidence: 99%

Section: Theoretical Backgroundmentioning

confidence: 99%

Section: Theoretical Backgroundmentioning

confidence: 99%

mentioning

confidence: 99%

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Self-persuasion as marketing technique: the role of consumers’ involvement

Bernritter

Ooijen

Müller

2017

European Journal of Marketing

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Gedrag

Streur-Kranenburg¹

2023

Leefstijlgeneeskunde in De Praktijk

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Optimal content for warning messages to enhance consumer decision making and reduce problem gambling

Gainsbury

Aro²,

Ball³

et al. 2015

Journal of Business Research

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Warning messages for electronic gaming machines (EGMs) have been mandated to increase consumers' ability to make informed rational decisions and reduce excessive gambling consumption. However existing warnings have limited effectiveness. This paper presents the results of the first in situ trial of dynamic warnings for EGMs to evaluate the impact of message content. A series of dynamic warning messages was displayed across EGMs in venues. Gamblers (N=667) completed surveys to assess message recall and impact on thoughts and behaviours. Participants recalled messages that encouraged self-appraisal to a greater extent than messages providing information. Both message types had a small impact on behaviour by reducing gambling consumption. Messages that specifically discuss money spent appear to have the greatest impact. Salient and effective warnings that interrupt continuous and excessive consumption can serve as the first line of defence in the prevention of harmful behaviours and impede consumers' movement towards addiction.

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Tell me why… The influence of self-involvement on short term smoking behaviour

Cited by 31 publications

References 32 publications

Self-persuasion as marketing technique: the role of consumers’ involvement

Self-persuasion as marketing technique: the role of consumers’ involvement

Gedrag

Optimal content for warning messages to enhance consumer decision making and reduce problem gambling

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