ABSTRACT

Self and relational goals influence health behaviors. This investigation examined how these distinct motivations affect response to persuasive anti-smoking testimonials. While self vs. relational message cues failed to influence message response, findings indicated that dispositional levels of interdependence predicted more favorable message judgments when exposed to loss-framed, but not gain-framed messages. Furthermore, results showed that interdependence was a strong, positive predictor of character identification, an antecedent to both favorable message judgments and anti-smoking attitudes. Subsequent mediation analyses indicated that interdependence indirectly predicted favorable message judgments and anti-smoking attitudes through character identification. Although the relationship was substantially weaker, the findings also revealed an unexpected significant association between independent self-construal and character identification. Overall, the findings indicate that individual differences in self vs. relational goals contribute to the efficacy of persuasive appeals.

摘要

自我和关系目标会影响健康行为。这项调查研究了这些不同的动机如何影响对有说服力的反吸烟推荐的反应。虽然自我与关系消息线索未能影响消息响应，但研究结果表明，当暴露于损失框架而非增益框架消息时，相互依存的性格水平预测了更有利的消息判断。此外，结果表明，相互依赖是性格识别的一个强有力的、积极的预测因素，是有利的信息判断和反吸烟态度的先决条件。随后的中介分析表明，相互依赖通过性格识别间接预测了有利的信息判断和反吸烟态度。虽然关系弱了很多，研究结果还揭示了独立​​自我解释和性格识别之间出乎意料的显着关联。总体而言，研究结果表明，自我目标与关系目标的个体差异有助于说服力的有效性。