The argument from example in health communication
Persuading and enabling patients to live a healthier life
The argument from example is frequently used in health communication interventions. Some of these arguments are
narrative in nature, in the sense that they relate a series of logically related events containing an experiencing agonist. In
this article, research on narrative persuasion is discussed in order to show how such narrative arguments from examples can
influence the target audience’s beliefs about the possibility that a certain action will lead to certain consequences, the
desirability of such consequences, as well as provide the target audience with ways by which to circumvent obstacles that prevent
them from putting their intentions into actions. As such, narrative arguments from example can serve the needs of both people who
still need to be motivated to change their behavior as those of people who already intend to adapt their behavior but fail to put
this intention into action.
Article outline
- 1.Introduction
- 2.Communicating with non-intenders, intenders and actors
- 3.The argument from example: Its use and strength
- 4.Narrative aspects of the argument from example
- 5.How stories influence people’s attitudes
- 6.The argument from example in health contexts
- 6.1Non-intenders and the argument from example
- 6.2Intenders and the argument from example
- 7.What makes a convincing argument from example?
- 8.Conclusion and discussion
- Note
-
References
References (46)
Allen, Mike, and Raymond Preiss
1997 “
Comparing the persuasiveness of narrative and statistical evidence using meta-analysis.”
Communication Research Reports 141: 125–131.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Baesler, James, and Judee Burgoon
1994 “
The temporal effects of story and statistical evidence on belief change.”
Communication Research, 21(5): 582–602.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Bandura, Albert
1977 “
Self-efficacy: toward a unifying theory of behavioral change.”
Psychological review, 84(2): 191–215.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Boeijinga, Anniek, Hans Hoeken, and José Sanders
2016 “
Health promotion in the trucking setting: Understanding Dutch truck drivers’ road to health lifestyle changes.”
Work, 55(2): 385–397.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Boeijinga, Anniek, Hans Hoeken, and José Sanders
2017a “
An analysis of health promotion materials for Dutch truck drivers: off target and too difficult?”
Work, 561: 539–549.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Boeijinga, Anniek, Hans Hoeken, and José Sanders
2017b “
The persuasive effects of risk perception-focused versus planning strategies-focused health narratives targeting Dutch truck drivers.”
International Journal of Communication, 111: 5007–5026.
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Braddock, Kurt and James Dillard
2016 “
Meta-analytic Evidence For the Persuasive Effect of Narratives on Beliefs, Attitudes, Intentions, and Behaviors.”
Communication Monographs, 83 (4): 446–67.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Busselle, Rick, and Helena Bilandzic
2009 “
Measuring narrative engagement.”
Media Psychology, 12 (4): 321–347.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
De Graaf, Anneke, Hans Hoeken, José Sanders, and Johannes Beentjes
2009 “
The role of dimensions of narrative engagement in narrative persuasion.”
Communications, 34 (4): 385–405.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
De Graaf, Anneke, Hans Hoeken, José Sanders, and Johannes Beentjes
2012 “
Identification as a mechanism of narrative persuasion.”
Communication Research, 39 (6): 802–821.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
De Wit, John, Enny Das, and Raymond Vet
2008 “
What works best: Objective statistics or a personal testimonial? An assessment of the persuasive effects of different types of message evidence on risk perception.”
Health Psychology, 27(1): 110–115.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Dillard, Amanda, Angela Fagerlin, Sonya Dal Cin, Brian Zikmund-Fisher, and Peter Ubel
2010 “
Narratives that address affective forecasting errors reduce perceived barriers to colorectal cancer screening.”
Social Science & Medicine, 71(1): 45–52.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Fishbein, Martin, and Icek Ajzen
2011 Predicting and changing behavior: The reasoned action approach. Taylor & Francis.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Green, Melanie, and Timothy Brock
2000 “
The role of transportation in the persuasiveness of public narratives.”
Journal of Personality and Social Psychology, 79 (5): 701–721.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Green, Melanie, and Timothy Brock
2002 “
In the mind’s eye: Transportation-Imagery Model of narrative persuasion.” In
Narrative impact: Social and cognitive foundations, ed. by
Melanie C. Green,
Jeffrey J. Strange, and
Timothy C. Brock, 315–341. Mahwah, NJ: Lawrence Erlbaum.
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Greene, Kathryn, Shelly Campo, and Smita C. Banerjee
2010 “
Comparing normative, anecdotal, and statistical risk evidence to discourage tanning bed use.”
Communication Quarterly 58 (2): 111–132.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Hitchcock, David, and Jean Wagemans
Hoeken, Hans
2001 “
Anecdotal, statistical, and causal evidence: Their perceived and actual persuasiveness.”
Argumentation 15 (4): 425–437.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Hoeken, Hans, and Karin Fikkers
2014 “
Issue-relevant thinking and identification as mechanisms of narrative persuasion.”
Poetics, 441: 84–99.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Hoeken, Hans, and Lettica Hustinx
2007 “
The impact of exemplars on responsibility stereotypes in fund-raising letters.”
Communication Research, 34(6): 596–617.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Hoeken, Hans, and Lettica Hustinx
2009 “
When is statistical evidence superior to anecdotal evidence? The role of argument type.”
Human Communication Research, 351: 491–510.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Hoeken, Hans, and Jop Sinkeldam
2014 “
The role of identification and emotion and perception of just outcome in evoking emotions in narrative persuasion.”
Journal of Communication, 64 (5): 935–955.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Hoeken, Hans, Ester Šorm, and Peter Jan Schellens
2014 “
Arguing about beliefs: Lay people’s criteria to distinguish strong arguments from weak ones.”
Thinking & Reasoning, 20 (1): 77–98.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Hoeken, Hans, Matthijs Kolthoff, and José Sanders
2016 “
Story perspective and character similarity as drivers of identification and narrative persuasion.”
Human Communication Research, 42 (2): 292–311.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Hornikx, Jos
2018 “
Combining anecdotal and statistical evidence in real-life discourse: Comprehension and persuasiveness.”
Discourse Processes, 55 (3): 324–336.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Hornikx, Jos, and Hans Hoeken
2007 “
Cultural differences in the persuasiveness of evidence types and evidence quality.”
Communication Monographs 74 (4): 443–463.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Maio, Gregory R., Bas Verplanken, Antony Manstead, Wolfgang Stroebe, Charles Abraham, Paschal Sheeran, and Mark Conner
2007 “
Social psychological factors in lifestyle change and their relevance to policy.”
Social Issues and Policy Review, 1 (1): 99–137.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Moyer-Gusé, Emily
2008 “
Toward a theory of entertainment persuasion: Explaining the persuasive effects of entertainment-education messages.”
Communication Theory, 18 (3): 407–425.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Moyer-Gusé, Emily, Adrienne H. Chung, and Parul Jain
2011 “
Identification with characters and discussion of taboo topics after exposure to an entertainment narrative about sexual health.”
Journal of Communication, 61(3): 387–406.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Nisbett, Richard E., and Lee Ross
1980 Human inference: Strategies and shortcomings of social judgment. Prentice-Hall.
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Oatley, Keith
1999 “
Meeting of minds: Dialogue, sympathy, and identification in reading fiction.”
Poetics, 28 (5–6): 439–454.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Prati, Gabriele, Luca Pietrantoni, and Bruna Zani
2012 “
Influenza vaccination: The persuasiveness of messages among people aged 65 years and older.”
Health Communication, 27(5): 413–420.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Schellens, Peter Jan, and Menno De Jong
2004 “
Argumentation Schemes in Persuasive Brochures.”
Argumentation, 18(3): 295–323.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Schellens, Peter Jan, Ester Šorm, Rian Timmers, and Hans Hoeken
2017 “
Laypeople’s Evaluation of Arguments: Are Criteria for Argument Quality Scheme-Specific?”
Argumentation, 31(4):681–703.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Schwarzer, Ralf
2008 “
Modeling Health Behavior Change: How to Predict and Modify the Adoption and Maintenance of Health Behaviors.”
Applied Psychology, 57(1):1–29.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Sheeran, Paschal
2002 “
Intention – behavior relations: A conceptual and empirical review.”
European review of social psychology, 12(1): 1–36.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Shen, Fuyuan, Vivian Sheer and Ruobing Li
2015 “
Impact of Narratives on Persuasion in Health Communication: A Meta-Analysis.”
Journal of Advertising, 44 (2): 105–113.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Slater, Michael, and Donna Rouner
2002 “
Entertainment-education and elaboration likelihood: Understanding the processing of narrative persuasion.”
Communication Theory, 12 (2): 173–191.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
So, Jiyeon, and Robin Nabi
2013 “
Reduction of perceived social distance as an explanation for media’s influence on personal risk perceptions: A test of the risk convergence model.”
Human Communication Research, 39(3): 317–338.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Toolan, Michael
2001 Narrative: a critical linguistic introduction (2nd Ed.). London: Routledge.
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Walton, Douglas, Christopher Reed, and Fabrizio Macagno
2008 Argumentation schemes. Cambridge University Press.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Webb, Thomas, and Paschal Sheeran
2006 “
Does changing behavioral intentions engender behavior change? A meta-analysis of the experimental evidence.”
Psychological bulletin, 132(2): 249–268.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Zebregs, Simon, Bas van den Putte, Peter Neijens, and Anneke de Graaf
2015 “
The differential impact of statistical and narrative evidence on beliefs, attitude, and intention: A meta-analysis.”
Health communication, 30(3): 282–289.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Zillmann, Dolf
1999 “
Exemplification theory: Judging the whole by some of its parts.”
Media Psychology, 1(1): 69–94.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Zillmann, Dolf
2006 “
Exemplifcation effects in the promotion of safety and health.”
Journal of Communication, 56(1): 221–237.
![DOI logo](https://benjamins.com/logos/doi-logo.svg)
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Zillmann, Dolf, and Hans-Bernd Brosius
2000 Exemplification in communication: The influence of case reports on the perception of issues. Mahwah, NJ: Routledge.
![Google Scholar](https://benjamins.com/logos/google-scholar.svg)
Cited by (1)
Cited by 1 other publications
Dudley, Matthew Z., Gordon K. Squires, Tracy M. Petroske, Sandra Dawson & Janesse Brewer
2023.
The Use of Narrative in Science and Health Communication: A Scoping Review.
Patient Education and Counseling 112
► pp. 107752 ff.
![DOI logo](//benjamins.com/logos/doi-logo.svg)
This list is based on CrossRef data as of 4 july 2024. Please note that it may not be complete. Sources presented here have been supplied by the respective publishers.
Any errors therein should be reported to them.