The Impact of Message Sidedness on Adolescents’ Binge Drinking Intentions after Peer Pressure: The Moderating Role of Issue Involvement

  • Erlinde Cornelis
  • Verolien Cauberghe
  • Patrick De Pelsmacker
Part of the European Advertising Academy book series (EAA)


Ample studies demonstrate the dire effects of binge drinking, which is the episodic or irregular consumption of excessive amounts of alcohol, especially among adolescents (Oei and Morawska, 2004; Vik et al., 2003. Hence, there is a strong need for prevention programs to reduce alcohol use among adolescents (Swahn et al., 2004).


Behavioral Intention Binge Drinking Unhealthy Behavior Health Risk Prevention Weakly Issue 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


  1. Beatty, S. E. and S.Talpade (1994), “Adolescent Influence in Family Decision Making: A Replication with Extension,” in: Journal of Consumer Research, 21(2), 332–341.CrossRefGoogle Scholar
  2. Bohner, G.; Einwiller, S.; Erb, H. and F.Siebler (2003), “When Small Means Comfortable: Relations Between Product Attributes in Two-sided Advertising,” in:Journal of Consumer Psychology,13(4), 454–463.CrossRefGoogle Scholar
  3. Chebat, J. C. and J. Picard (1985), “The Effects of Price and Message-sidedness on Confidence in Product and Advertisement with Personal Involvement as Mediator Variable,” in:International Journal of Research in Marketing, 2(2), 129–141.CrossRefGoogle Scholar
  4. Crowley, A. E. and W. D. Hoyer (1994), “An Integrative Framework for Understanding Two-sided Persuasion,” in:Journal of Consumer Research, 20(4), 561–574.CrossRefGoogle Scholar
  5. Devlin, E.; Eadie, D.; Stead, M. and K. Evans (2007), “Comparative Study of Young People’s Response to Anti-smoking Messages,” in:International Journal of Advertising, 26(1), 99–128.Google Scholar
  6. Eisend, M. (2006), “Two-sided Advertising: A Meta-analysis,” in:International Journal of Research in Marketing, 23(2), 187–198.CrossRefGoogle Scholar
  7. Eisend, M. (2007), “Understanding Two-sided Persuasion: An Empirical Assessment of Theoretical Approaches,” in:Psychology and Marketing, 24(7), 615–640.CrossRefGoogle Scholar
  8. Etgar, M. and S. A. Goodwin (1982), “One-sided Versus Two-sided Comparative Message Appeals for New Brand Introductions,” in:Journal of Consumer Research, 8(4), 460–465.CrossRefGoogle Scholar
  9. Golden, L. L. and M. I. Alpert (1987), “Comparative Analysis of the Relative Effectiveness of One- and Two-sided Communication for Contrasting Products,” in:Journal of Advertising, 16(1), 18-25.Google Scholar
  10. Gotlieb, J. B. and D. Sarel (1991), “Comparative Advertising Effectiveness: The Role of Involvement and Source Credibility,” in:Journal of Advertising, 20(1), 38–45.Google Scholar
  11. Hastak, M. and J. W. Park (1990), “Mediators of Message Sidedness Effects on Cognitive Structure for Involved and Uninvolved Audiences,” in: Goldberg, M. E. et al. (eds.): Advances in Consumer Research, 17, 329–336.Google Scholar
  12. Hovland, C. I. (1954), “Effects of the Mass Media of Communication,” in: Gilbert, D. T., Fiske, S. T. Lindzey, G. (eds.).Handbook of Social Psychology. Cambridge, MA: Addison-Wesley Publishing Company.Google Scholar
  13. Johnson, P. B.; Boles, S. M.; Vaughan, R. and H. D. Kleber (2000), “The Co-occurrence of Smoking and Binge Drinking in Adolescence,” in: Addictive Behaviors, 25(5), 779–783.CrossRefGoogle Scholar
  14. Kamins, M. A. and H. Assael (1987), “Two-sided Versus One-sided Appeals: A Cognitive Perspective on Argumentation, Source Derogation, and the Effect of Disconfirming Trial on Belief Change,” in:Journal of Marketing Research, 24(1), 29–39.CrossRefGoogle Scholar
  15. Leippe, M. and R. Elkin (1987), “When Motives Clash: Issue Involvement and Response Involvement as Determinants of Persuasion,” in:Journal of Personality and Social Psychology, 52, 266-278.CrossRefGoogle Scholar
  16. McGuire, W. (1961), “Resistance to Persuasion Conferred by Active and Passive Prior Refutation of the Same and Alternative Counterarguments,” in:Journal of Abnormal and Social Psychology,63(2), 326–332.CrossRefGoogle Scholar
  17. Oei, T. P. S. and A. Morawska (2004), “A Cognitive Model of Binge Drinking: The Influence of Alcohol Expectancies and Drinking Refusal Self-efficacy,” in:Addictive Behaviors, 29(1), 159-179.CrossRefGoogle Scholar
  18. Quick, B. L. and B. R. Bates (2010), “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,” in:Journal of Health Communication, 15(6), 603–628.CrossRefGoogle Scholar
  19. Reynolds, B. and M. W. Seeger (2005), “Crisis and Emergency Risk Communication as an Integra- tive Model,” in:Journal of Health Communication, 10(1), 43–55.CrossRefGoogle Scholar
  20. Smith, R. E. and S. O. Hunt (1978), “Attributional Processes and Effects in Promotional Situations,” in:Journal of Consumer Research, 5(3), 149–158.CrossRefGoogle Scholar
  21. Stayman, D.; Hoyer, W. and R. Leon (1987), “Attribute Importance in Discounting Product Features in Advertising,” in: Douglas, S. P., et al. (eds.), AMA Educators’ Proceedings No. 53, American Marketing Association Summer Educator’s Conference, Toronto, Canada.Google Scholar
  22. Swahn, M.; Simon, T.; Hammig, B. and J. Guerrero (2004), “Alcohol-consumption Behaviors and Risk for Physical Fighting and Injuries Among Adolescent Drinkers,” in: Addictive Behaviors, 29(5), 959-963.CrossRefGoogle Scholar
  23. Vik, P. W.; Cellucci, T. and H. Ivers (2003), “Natural Reduction of Binge Drinking Among College Students,” in:Addictive Behaviors, 28(4), 643–655.CrossRefGoogle Scholar
  24. Wicki, M.; Kuntsche, E. and G. Gmel (2010), “Drinking at European Iniversities? A Review of Students’ Alcohol Use,” in:Addictive Behaviors, 35(11), 378–384.CrossRefGoogle Scholar
  25. Zhang, Y. and R. Buda (1999), “Moderating Effects of Need for Cognition on Responses to Positively Versus Negatively Framed Advertising Messages,” in:Journal of Advertising, 28(2), 1–15.Google Scholar

Copyright information

© Gabler Verlag | Springer Fachmedien Wiesbaden 2012

Authors and Affiliations

  • Erlinde Cornelis
    • 1
  • Verolien Cauberghe
    • 2
  • Patrick De Pelsmacker
    • 3
  1. 1.Ghent UniversityBelgium
  2. 2.Ghent UniversityBelgium
  3. 3.Ghent UniversityBelgium

Personalised recommendations