
Contents
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Defining Terms and Describing Overlap Defining Terms and Describing Overlap
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Lessons from Persuasion Lessons from Persuasion
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Fear-Appeals Redux Fear-Appeals Redux
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Lessons from Social Comparison Lessons from Social Comparison
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Self-Evaluation Self-Evaluation
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Self-Enhancement, Contrast, and Assimilation Self-Enhancement, Contrast, and Assimilation
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Health Communications Based on Persuasion Principles Health Communications Based on Persuasion Principles
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Self-Affirmation Self-Affirmation
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Gain and Loss Framing Gain and Loss Framing
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Fear Appeals and Graphic Warning Labels Fear Appeals and Graphic Warning Labels
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Empirical Evidence on Health Communication Based on Social Comparison Empirical Evidence on Health Communication Based on Social Comparison
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Social-Norm Campaigns Social-Norm Campaigns
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Health Communications Using Comparison with Patients Health Communications Using Comparison with Patients
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Combining Persuasion and Comparison in Health Communications Combining Persuasion and Comparison in Health Communications
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Tailored Messages Tailored Messages
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Narrative Communication Narrative Communication
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High-Tailored Proxy Health Interventions High-Tailored Proxy Health Interventions
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Conclusions Conclusions
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References References
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13 Social Comparison and Persuasion Processes in Health Communications
Get accessJerry Suls, Behavioral Research Program, Division of Cancer Control & Populations Sciences, National Cancer Institute, Bethesda, MD
Kathryn Bruchmann is a Ph.D. candidate in social psychology at the University of Iowa.
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Published:16 December 2013
Cite
Abstract
Two basic social processes, persuasion and social comparison, have figured prominently in the development and implementation of health communications since the early 1950s. This chapter reviews relevant theory and evidence from basic persuasion and comparison research to demonstrate the centrality of the self-concept for understanding changes in personal belief, opinion, self-efficacy, and behavior change. Then, selective evidence and implications from health communications research are reviewed: Interventions using self-affirmation; gain-loss framing and graphic warning labels/fear appeals from the persuasion area; and interventions using normative provision, social comparison interventions, and support groups from the comparison area. In the final section, personalized, tailored health-communication approaches that capitalize on both persuasion and comparison paradigms are described. For intervention and public-policy purposes, it is recommended that communications that increase personal relevance, cognitive elaboration, and assimilation to health role-models have the strongest potential for creating lasting health behavior change.
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