title: The use of gain- or loss-frame messages and efficacy appeals to dissuade excessive alcohol consumption among college students: a test of psychological reactance theory.
abstract: The present study applies psychological reactance theory (PRT) to examine the effectiveness of a 2 (frame: gain, loss) x 2 (efficacy: present, not present) experiment to determine best practices in dissuading excessive alcohol consumption among college students. Results from the structural model revealed no association between a perceived threat to choose and message frame or efficacy appeals. As anticipated, a perceived threat to freedom was positively associated with state reactance, which in turn was positively associated with a boomerang effect and negatively associated with favorable source appraisal. State reactance was not associated with favorable attitudes toward preventing the overconsumption of alcohol. In addition to main effects, interactions between message frame and efficacy appeal with four person factors (participant age, trait reactance, perceived health risk, and alcohol consumption) were examined. Individuals perceiving health risk to be low would benefit from gain-frame messages, whereas loss-frame messages would be most effective for heavy drinkers. Finally, when communicating to underage drinkers, our results support using efficacy appeals when accompanied by a loss-frame message.
authors.affiliation: Department of Communication, University of Illinois at Urbana-Champaign, Urbana, Illinois 61801, USA. bquick@illinois.edu
authors.forename: Brian L
authors.initials: BL
authors.lastname: Quick
authors.forename: Benjamin R
authors.initials: BR
authors.lastname: Bates
mesh_terms: D000293:Adolescent; D000328:Adult; D000428:Alcohol Drinking / Q000517:prevention & control* / Q000523:psychology; D002755:Choice Behavior; D005260:Female; D005610:Freedom; D007722:Health Knowledge, Attitudes, Practice; D006801:Humans; D008297:Male; D010565:Persuasive Communication; D011582:Psychological Theory; D013334:Students / Q000523:psychology*; D014495:Universities; D055815:Young Adult