By Lucy M. Bertrand, Ryan A Nielson
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Additional info for Psychology of individual differences
1966). A Theory of Psychological Reactance. New York: Academic Press. , and Brehm, J. (1981). Psychological Reactance: A Theory of Freedom and Control. New York: Academic Press. , and Martin, C. (1995). Decision frame, procedural justice, and survivors‘ reactions to job layoffs. Organizational Behavior and Human Decision Processes, 63, 59-68. Broemer, P. (2002). Relative effectiveness of differently framed health messages: The influence of ambivalence. European Journal of Social Psychology, 32, 678-703.
And Rimer, B. (2003). Affect, Framing, and Persuasion. Journal of Marketing Research, 11, 54-64. , and Cothran, D. (2005). Why are you bringing up condoms now? The effect of message content on framing effects of condom use messages. Health Psychology, 24, 321-326. , and Lee, A. (2009). Its time to vote: The effect of matching message orientation and temporal frame on political persuasion. Journal of Consumer Research, 35, 877-889. Kramer, R. (1989). Windows of vulnerability or cognitive illusions?
Both studies examined reactions to advantages and disadvantages (advantages are equivalent to gain, disadvantages are equivalent to loss) message framed problems. The messages in the first dealt with skin cancer, obesity, and the flu, and those in the second dealt with anti-smoking, glaucoma, and pedestrian safety public service announcement. The experiment required two samples of University of Wisconsin students to read either advantage or disadvantage forms of these messages, along with select measures of BIS/BAS, affective responses, attitudes, intentions and demographics.
Psychology of individual differences by Lucy M. Bertrand, Ryan A Nielson