When communications collide with recipients' actions: effects of post-message behavior on intentions to follow the message recommendation.
Two experiments investigated the processes through which post-message behavior (e.g., noncompliance) influences resistance to the message. Participants in Experiment 1 read preventive, consumer-education messages that either opposed the consumption of an alcohol-like product or recommended moderation. Half of the participants then tried the product, whereas the remaining participants performed a filler task. In the absence of trial, the two messages had the same effect. However, recipients of the abstinence-promoting preventive message who tried the product had stronger intentions to use the product in the future than recipients of the moderation message. This finding suggests that assessments of message impact may be inadequate unless an opportunity for trial is also provided. Results are interpreted in terms of self-perception and cognitive dissonance and contrasted from psychological reactance.
Albarracín
Dolores
D
University of Florida, Gainesville, FL 32611, USA. dalbarra@ufl.edu
Cohen
Joel B
JB
Kumkale
G Tarcan
GT
D000293:Adolescent; D000328:Adult; D000428:Alcohol Drinking / Q000517:prevention & control / Q000523:psychology; D000434:Alcoholic Beverages / Q000009:adverse effects*; D001294:Attitude to Health; D003073:Cognitive Dissonance; D015438:Health Behavior; D006266:Health Education; D006801:Humans; D007389:Internal-External Control; D008297:Male; D010565:Persuasive Communication; D012309:Risk-Taking; D012649:Self Concept; D012718:Set, Psychology; D012932:Social Facilitation; D013695:Temperance / Q000523:psychology