When, How and Why is Loss-Framing More Effective than Gain- and
                        Non-Gain-Framing in the Promotion of Detection Behaviors?

Bosone, Lucia; Martinez, Frédéric

doi:10.5334/irsp.15

Cited by 20 publications

(15 citation statements)

References 20 publications

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“…Meta-analyses show that framing does not affect detection behaviours, such as attending screening appointments [49, 50]. Some research suggests that the effect of framing on health detection behaviours is moderated by individuals’ perception of their personal risk [49, 51, 52], and patients may not have perceived cardiovascular disease to be of high personal relevance.…”

Section: Discussionmentioning

confidence: 99%

Applying behavioural science to increase uptake of the NHS Health Check: a randomised controlled trial of gain- and loss-framed messaging in the national patient information leaflet

et al. 2019

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BackgroundThe NHS Health Check (NHSHC) is a national programme for the prevention of non-communicable diseases. Patients aged 40–74 without an existing cardiovascular-related condition should be invited quinquennially. Uptake is lower than anticipated. We assessed the impact on uptake of two new behaviourally-enhanced leaflets (with the current national leaflet as a control), enclosed with the invitation letter: the first trial on the leaflet.MethodsA double-blind three-armed randomized controlled trial was conducted. The new leaflets were shorter (two pages, instead of four); one was loss-framed (‘don’t miss out’) and the other was gain-framed (‘make the most of life’). The participants were patients from 39 practices in Lewisham and 17 practices in NE Lincolnshire, who were allocated to interventions using a random-number generator and received one of the leaflets with their invitation letter from April–September 2018. The outcome measure was uptake of an NHSHC by November 2018. The trial was powered to detect a 2% effect.ResultsUptake was 17.6% in the control condition (n = 3677), 17.4% in the loss-framed condition (n = 3664), and 18.2% in the gain-framed condition (n = 3697). Leaflet type was not a significant predictor of NHSHC uptake in a logistic regression that controlled for demographic variables, with GP practice as a random effect. Statistically significant predictors of uptake included location (higher uptake in Lewisham), age (increased age was associated with increased attendance) and sex (higher uptake in females). The Bayes Factor comparing the null to a hypothesis of differences between conditions was 416, which is extreme evidence in favour of the null hypothesis.ConclusionThere was no evidence for a meaningful effect of either a loss-framed or gain-framed behaviourally-informed leaflet type on uptake, which is surprising, given that behaviourally informed letters have improved uptake of NHSHCs. It is possible that people do not pay attention to leaflets that are enclosed with letters, or that the leaflet continues to support informed decision-making but this does not affect uptake.Trial registrationClinicaltrials.gov, NCT03524131. Registered May 14, 2018. Retrospectively registered.

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Section: Discussionmentioning

confidence: 99%

Applying behavioural science to increase uptake of the NHS Health Check: a randomised controlled trial of gain- and loss-framed messaging in the national patient information leaflet

et al. 2019

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“…This internalization should be more evident in Indonesia since, compared to their Chinese counterparts, Indonesian students are indoctrinated more strongly on collective-orientation regarding family values, security, conformity, achievement, motivation, performance-approach and performance-avoidance goals (Liem and Nie 2008). Bosone and Martinez' (2017) found that anticipated loss is stronger than behavioral anticipated gain. Proponents' anticipated distress can be aligned with anticipated loss and proponents' anticipated joyfulness with anticipated gain.…”

Section: Discussionmentioning

confidence: 96%

“…However, the influence of other people's anticipated emotions on self-efficacy is still absent from recent studies. Fortunately, Bosone and Martinez's (2017) work can be used as a starting point. They said that when framed with future gains, people show no increase in creativity efficacy.…”

Section: Mediating Effect Of Self-efficacymentioning

confidence: 99%

How Proponents and Opponents Influence Achievement Motivation: The Role of the Anticipated Emotions of Other People

Simamora

2021

GADJAH MADA INT. J. BUS.

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There are countless studies about the influence of other people’s emotions on individuals' behavior. However, the influence of proponents' and opponents' future emotions on achievement motivation remains unclear. This study aims to fill this gap. Therefore, departing from the emotional intelligence theory, the author materializes the anticipated emotions of other people concept and tests it using a static group experimental design with success and failure scenarios, involving 203 participants chosen judgmentally. When reminded of the proponents' joyfulness caused by their success, the Mann-Whitney U test with normal approximation, supported by the Monte Carlo estimation, shows that the mastery-avoidance, performance-approach, and performance-avoidance goals of the experimental group are enhanced. Whereas, when reminded that they would be envied and make the opponents feel distressed, the performance-approach goals are improved. In the failure scenario, when the participants were directed to the proponents' distress, as a response to their failure, the four components of the achievement goals are increased: mastery-approach, mastery-avoidance, performance-approach, and performance-avoidance. However, the opponents' joyfulness, anticipated as a malicious schadenfreude to the participants' failure, is only successful in stimulating the performance-avoidance goals. A Bayesian estimate with 5,000 times bootstrapping reveals that self-efficacy mediates the influence of the proponents' anticipated joyfulness on the mastery-approach fully, and on the performance-approach goals in a complementary way. Complementary mediation is also apparent in the impact of the proponents' distress on the mastery-approach and mastery-avoidance goals. Above all, love for the proponents is more potent than hatred from social environments for increasing the achievement motivation. Further research is encouraged to replicate this study with different social behavior.

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“…In the gain and lose scenario, schadenfreude can be viewed as lose and the condition of being envied situation as gain. Bosone and Martinez (2017) revealed that framing individuals with a loss would increase self-efficacy. We can understand this finding from Roger's selfprotection theory (Alicke & Sedikides, 2009;Rogers, 1975) which specifies that individuals will increase their self-efficacy when confronted with fear or threat.…”

Section: Rivals' Anticipated Emotions and Self-efficacymentioning

confidence: 99%

“…P7: Rivals' joyfulness, anticipated as a response to individuals' competitive position decrease, increases self-efficacy. Bosone and Martinez (2017) further stated that framing with gain has a weak effect on efficacy belief. The scenario of being envied positions students as the winner or high efficacy people that require no additional effort to cover the weakness.…”

Section: Rivals' Anticipated Emotions and Self-efficacymentioning

confidence: 99%

Silent Competition among Students: How Schadenfreude and Social Envy Influence Rating-based Achievement Motivation

Simamora

2021

JEHCP

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Schadenfreude and social envy have attracted human interest for thousands of years. However, little is know about how they influence achievement motivation in a hierarchical and competitive social environment. To overcome this problem, inspired by Mayer and Salovey's (1997) emotional intelligence theory, the author develops rivals' anticipated emotions (RAE) and models how the sense of being envied and become the schadenfreude target influence the motivation to avoid the decrease of or to increase current competitive position. The study follows Higgin's (1997) self-regulatory framework in students' context. In the schadenfreude scenario, as part of self-protection, the study proposes that the sense of being a schadenfreude target, represented by rivals' anticipated joyfulness (RAJ), influences students' motivation to avoid the decrease of current competitive position (prevention focus), especially for those who occupy upper and medium positions. Rivals' anticipated distress (RAD) that represents the sense of being envied stimulates students' motivation to increase competitive position (promotion focus), especially for those who occupy the lower and medium position. When working together, the RAJ and RAD stimulate promotion and avoidance motivations simultaneously, especially among mediocre students. Future researchers can widen their investigation into intergroup schadenfreude and social envy research domains.

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When, How and Why is Loss-Framing More Effective than Gain- and Non-Gain-Framing in the Promotion of Detection Behaviors?

Cited by 20 publications

References 20 publications

Applying behavioural science to increase uptake of the NHS Health Check: a randomised controlled trial of gain- and loss-framed messaging in the national patient information leaflet

Applying behavioural science to increase uptake of the NHS Health Check: a randomised controlled trial of gain- and loss-framed messaging in the national patient information leaflet

How Proponents and Opponents Influence Achievement Motivation: The Role of the Anticipated Emotions of Other People

Silent Competition among Students: How Schadenfreude and Social Envy Influence Rating-based Achievement Motivation

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