Book chapter
Individual differences and message framing: A review
Psychology of Individual Differences, pp.1-34
Nova Science Publishers
2012
Abstract
This manuscript is a review of recent research related to individual differences and message framing. Message framing is the manipulation of the language in a communication in an attempt to alter attitudes or behavior. Message frames refer to whether a persuasive appeal emphasizes the positive consequences of adapting a particular behavior (gain-frames), or the negative consequences of not adopting a behavior (loss-frames). Message framing effects have been investigated in a variety of arenas including consumer behavior, political advocacy, and health-related decisions. Research has revealed that people's reactions to message frames are significantly impacted by a variety of individual differences. The individual differences that have been investigated (and will be reviewed in this study) include a) demographic variables (such as gender) b) personality variables (Big Five Personality, self-esteem) and c) cognitive variables (need for cognition). Other pertinent individual difference variables included self-regulatory focus and approach/avoidance motivation. An understanding of how an individual uniquely responds to message from their environment is essential for the promotion of successful decision-making. This chapter provides a general review of the recent research connecting individual differences and message framing. It also provides insights that may promote future research.
Details
- Title: Subtitle
- Individual differences and message framing: A review
- Creators
- Kevin T. Mahoney - University of IowaWalter C. Buboltz - University of IowaIrwin P. Levin - University of Iowa, United States
- Resource Type
- Book chapter
- Publication Details
- Psychology of Individual Differences, pp.1-34
- Publisher
- Nova Science Publishers; New York
- Number of pages
- 34
- Language
- English
- Date published
- 2012
- Academic Unit
- Marketing; Psychological and Brain Sciences
- Record Identifier
- 9984963098302771
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