The credibility of refutation in two-sided anti-drug messages

  title={The credibility of refutation in two-sided anti-drug messages},
  author={Erlinde Cornelis and Verolien Cauberghe and Patrick De Pelsmacker},
  journal={Journal of Social Marketing},
Purpose – This study aims to address the credibility effects of refutational versus non-refutational two-sided messages. Additionally, it aims to unravel the moderating role of issue ambivalence and argument type. Design/methodology/approach – A 2 × 2 × 2 between-subjects factorial experimental design (N = 853 adolescents) investigates the effect of eight anti-binge drinking and anti-marijuana messages on source and message credibility. Findings – The results show that refutation increases… 

Message Sidedness Effects in Advertising: The Role of Yin-Yang Balancing Theory

Past research has shown mixed results regarding the persuasiveness of two-sided messages. Various underlying constructs were suggested to explain the differences in results. This study draws on the

Message Sidedness in Health Claims: Roles of Mood State, Product Involvement, and Self-Rated Health Status

The results indicate that two-sided messages in claims are more persuasive than one- sided messages because they pass the “sufficiency threshold” and moderate the relationship between message sidedness in claims and product evaluation.

How Self-confidence Moderates the Effect of Two-sided Messages on Purchase Intention

This article seeks to clarify how two-sided messages work by explaining their causal effects on purchase intention moderated by the self-confidence of individuals. Three studies were performed. Study


Purpose – This paper examines the impact of source credibility (expertise and trustworthiness) on perceived value (perceived usefulness), as well as the latter’s impact on sub-dimensions of customer

Perspectives on “other” customers’ roles in citizenship behaviour

Purpose The purpose of this paper is to examine the impact of source credibility (expertise and trustworthiness) on perceived value (perceived usefulness (PU)), as well as the latter’s

The Interaction Effect of Type of Message X YouTuber's Media Metrics on Customers' Responses and the Moderation of Conformity Intention

The results of an experiment showed that high YouTubers’ media metrics have more effect for 1SMs and less effect for 2SMs, and conformity intention moderates the effect of the interaction type of message X media metrics.

Informing, implying or directing? Testing the effects of message sidedness, conclusiveness and their interaction in national and local Google Ads campaigns

  • Qingjiang Yao
  • Business
    Journal of Research in Interactive Marketing
  • 2021
PurposeThis study aims to apply and test the effectiveness of message sidedness and conclusiveness in Google Ads advertising.Design/methodology/approachFour field experiments on Google Ad campaigns

Antecedents of Green Advertisement Credibility

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The Inoculating Effect of Message Sidedness on Adolescents’ Binge Drinking Intentions

In this study, we assess an alternative strategy for health interventions, namely, two-sided messages. A 3 × 2 between-subjects factorial experimental design investigates the effect of three

Understanding two‐sided persuasion: An empirical assessment of theoretical approaches

This study tries to evaluate empirically the validity and generality of causal models based on alternative theories and the integrative frame-work provided by Crowley and Hoyer (1994) to explain the

Explaining the joint effect of source credibility and negativity of information in two-sided messages

By referring to different stages of an attribution process, this study examines how source credibility effects and opposing effects of negative information in two-sided messages can be disentangled.

Boomerang Effects in Response to Public Health Interventions: Some Unintended Consequences in the Alcoholic Beverage Market

Some consumer reactions described in research on alcoholic beverage warnings, alcohol education efforts, and the minimum drinking age can be concisely explained in terms of psychological reactance, suggesting the potential cost of oppositional attitudes or behavior should receive substantial attention in the evaluation of proposed and current interventions.

A qualitative study of college student responses to conflicting messages in advertising: anti-binge drinking public service announcements versus wine promotion health messages

Employing qualitative methodology to understand how college students respond to conflicting messages will assist health promotion practitioners develop more effective alcohol abuse prevention messages and provide suggestions for researchers for studying this phenomenon from other perspectives in the future.

Characterizing Drug Non-Users as Distinctive in Prevention Messages: Implications of Optimal Distinctiveness Theory

  • M. Comello
  • Computer Science
    Health communication
  • 2011
Drug-prevention messages that portray non-users as a large and undifferentiated majority may not be as successful as messages that emphasize uniqueness of non- users.

The Drug Resistance Strategies Intervention: Program Effects on Substance Use

The article demonstrates how a growth modeling approach can be used to evaluate a communication-based intervention by analyzing changes over time rather than differences between the pretest and posttest scores.

Meta‐analysis comparing the persuasiveness of one‐sided and two‐sided messages

A meta‐analysis comparing the persuasiveness of one‐sided and two‐sided messages was conducted. Based on the Elaboration Likelihood Model it was hypothesized that audience favorability would moderate

How to Handle Opposing Arguments in Persuasive Messages: A Meta-Analytic Review of the Effects of One-Sided and Two-Sided Messages

A random-effects meta-analytic review of the effects of one-sided and two-sided persuasive messages identifies two key moderator variables: whether the two-sided message is refutational or