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Persuasive health technology
Published in Lisette van Gemert-Pijnen, Saskia M. Kelders, Hanneke Kip, Robbert Sanderman, eHealth Research, Theory and Development, 2018
Lisette (J.E.W.C.) van Gemert-Pijnen, Saskia M. Kelders, Nienke Beerlage-de Jong, Harri Oinas-Kukkonen
The Elaboration Likelihood Model (Petty & Cacioppo, 1986) is of specific interest to persuasive technology researchers, as it states that there are two routes for persuading people. The central route underscores reason and argument. The peripheral route builds upon social cues and often on the way arguments are provided, instead of the quality and content of arguments. This peripheral route takes into account contextual (peripheral) factors and the cognitive processing of information, the motivations and the abilities to understand messages. This way, the ELM challenges persuasive technology designers to focus not only on giving information and trying to persuade people using the central route but also on formulating strategies to trigger motivations and to increase the capabilities to understand information, specifically for working with technology.
Psychology and health promotion
Published in Robin Bunton, Gordon Macdonald, Health Promotion, 2003
A further development in the field of communication research is provided by the Elaboration Likelihood Model (Petty and Cacioppo 1986). This suggests that the influence of media output is the result of an interaction between message factors and the cognitive state of the recipient, namely their pre-existing beliefs and interests. Individuals are more likely to ‘centrally process’ messages if they are ‘motivated to receive an argument’, because either it is congruent with their pre-existing beliefs, or has personal relevance to them, or they have the intellectual capacity to understand the message. Such processing involves evaluation of arguments, assessment of conclusions, and their integration within existing belief structures. Any resulting attitude change is likely to be enduring and predictive of behaviour. In contrast, ‘peripheral processing’ is likely to occur when individuals are unmotivated to receive an argument, have low issue involvement, or incongruent beliefs. Such processing involves a response to the credibility and attractiveness of the source, but is likely to be transient and not predictive of behaviour. Indeed, the attractiveness of the source has been shown to be most important to those with low comprehension of message content (Ratneshwar and Chaiken 1991). As such, this theory again stresses the need to understand existing beliefs and tailor messages accordingly, but also suggests that those who are unmotivated may be influenced by the careful selection of who delivers the message or the type of emotional appeal chosen. For example, Scollay et al. (1992) reported that a message source known to be HIV positive or to have AIDS resulted in greater increases in knowledge, less risky attitudes, and safer behavioural intentions than a neutral source.
Effect of nostalgia as a motivational force for depressed students to seek professional psychological help
Published in Journal of American College Health, 2022
Syed Ali Hussain, Saleem Alhabash
The study also showed that message appeal – nostalgia vs. non-nostalgia – did not influence the expression of negative emotions and did not directly affect participants’ expression of help-seeking intentions by visiting the campus counseling center. One explanation is that a single message exposure may not be enough to promote help-seeking behavior. Additionally, it is essential to note that attitudes, defined as cognitive and affective evaluation of an objective of persuasion, might limit the explanatory power of behavioral intentions; posited by the elaboration likelihood model.36 On the same lines, our findings show that persuasive messages need a boost of emotions to engage participants in motivated processing of messages that enables them to accept the message and then act upon it.
Investigating the effect of undetectable = untransmittable message frames on HIV stigma: an online experiment
Published in AIDS Care, 2022
The literature concerning U = U has thus far examined characteristics of the individual that influence the message's effectiveness (Rendina & Parsons, 2018). This research is unique in that it examined characteristics of the message itself. The Elaboration Likelihood Model's account of the central and peripheral routes to persuasion (Petty & Cacioppo, 1984; 1986) may explain why the evidence-based message was more effective than the opinion-based message. The latter presented a weak argument that communicated anecdotal evidence and opinions, which may have made it difficult to elaborate upon and thus less persuasive. In the case of the evidence-based message, the presentation of scientific evidence and facts provided a cue for the recipient to elaborate upon the message, and shaped their beliefs accordingly.
‘We are on the same page:' the importance of doctors EHR screen sharing for promoting shared information and collaborative decision-making
Published in Journal of Communication in Healthcare, 2020
Lyn M. Van Swol, Miranda Kolb, Onur Asan
The elaboration likelihood model portrays people systematically processing persuasive messages and information when they have the ability and motivation to do so [32]. When information is difficult to understand, this can reduce both the ability of the receiver to understand and process a message and the motivation to want to spend time trying to understand complex, medical information, in particular [33]. However, moderate repetition of information can increase message scrutiny, as well as one’s ability to understand it [34]. In addition, according to the reiteration effect, people are more likely to perceive information as true when it is repeated, possibly because people misjudge the increased processing fluency of repeated information for feelings of the information as right or truthful [35,36]. Thus, information that is repeated is more likely to be processed, perceived as true, and influence judgment [32,37].