title: Changing health behavior motivation from I-must to I-want.
abstract: In the past, medicine was dominated by acute diseases. Since treatments were unknown to patients they followed their medical doctors´ directives-at least for the duration of the disease. Behavior was thus largely motivated by avoiding expected costs associated with alternative behaviors (I-must). The health challenges prevailing today are chronic conditions resulting from the way we chose to live. Traditional directive communication has not been successful in eliciting and maintaining appropriate lifestyle changes. An approach successful in other fields is to motivate behavior by increasing expected rewards (I-want). Drawing on neuroeconomic and marketing research, we outline strategies including simplification, repeated exposure, default framing, social comparisons, and consumer friendliness to foster sustained changes in preference. We further show how these measures could be integrated into the health care system.
authors.affiliation: Institute of Clinical Neuroscience and Medical Psychology, Medical Faculty, Heinrich-Heine-University Düsseldorf, Düsseldorf, Germany; Mauritius Hospital, Meerbusch, Germany. Electronic address: Stefan.Knecht@stmtk.de.
authors.forename: S
authors.initials: S
authors.lastname: Knecht
authors.affiliation: Heinrich-Heine-University Düsseldorf, Düsseldorf, Germany.
authors.forename: P
authors.initials: P
authors.lastname: Kenning
mesh_terms: D003142:Communication; D003657:Decision Making; D015438:Health Behavior; D006801:Humans; D009042:Motivation / Q000502:physiology*; D012201:Reward; D012919:Social Behavior
keywords: Behavioral change; Cardiovascular disease; Decision making; Drug adherence; Life style; Motivation; Neuroeconomics; Neurology; Public health