When numbers make you feel: Impact of round versus precise numbers on preventive health behaviors

Published on Jan 1, 2019in Organizational Behavior and Human Decision Processes
· DOI :10.1016/J.OBHDP.2018.08.005
Monica Wadhwa5
Estimated H-index: 5
(TU: Temple University),
Kuangjie Zhang3
Estimated H-index: 3
(NTU: Nanyang Technological University)
Six experiments found that people are more likely to engage in preventive behaviors when they are exposed to preventive messages, which present health-related numerical cues as round numbers (e.g., 15.00%) versus precise numbers (e.g., 15.29%). When participants were exposed to round numbers in preventive messages, they indicated a higher intention to get vaccinated against flu, spent longer time flossing their teeth and were more likely to reduce their consumption of unhealthy food, compared with when they were exposed to precise numbers. Providing evidence for an affect-based mechanism, the current research shows that round numbers intensify people’s negative affective reactions toward the health risk, which, in turn, increase their likelihood to engage in preventive behaviors. These findings indicate that presenting health-related numerical cues as round versus precise numbers in preventive messages can have a powerful impact on preventive behaviors.
📖 Papers frequently viewed together
1 Citations
1 Author (Chris Van Hoof)
2 Citations
#1Claus-Christian Carbon (University of Bamberg)H-Index: 37
#2Sabine Albrecht (University of Bamberg)H-Index: 3
: The GANE (glutamate amplifies noradrenergic effects) model described by Mather et al. offers a neurophysiological basis for the arousal mechanism which is essential for empirical aesthetics and Gestalt processing. More generally, the core principle of perception can be interpreted as a continuous processing of competing arousal states, yielding selective amplification and inhibition of percepts to deduce the meaning of a scene.
4 CitationsSource
#1Blair Kidwell (OSU: Ohio State University)H-Index: 17
#2Jonathan Hasford (FIU: Florida International University)H-Index: 6
Last. David M. Hardesty (UK: University of Kentucky)H-Index: 19
view all 3 authors...
Consumers are often mindless eaters. This research provides a framework for how consumers can become more mindful of their food choices. To do so, the authors develop an ability-based training program to strengthen people's ability to focus on goal-relevant emotional information. They demonstrate not only that emotional ability (EA) is trainable and that food choices can be enhanced (Study 1) but also that EA training improves food choices beyond a nutrition knowledge training program (Study 2)....
21 CitationsSource
This research proposes that because rounded numbers are more fluently processed, rounded prices (e.g., 200.00) encourage reliance on feelings. In contrast, because nonrounded numbers are disfluently processed, nonrounded prices (e.g., 98.76) encourage reliance on cognition. Thus, rounded (nonrounded) prices lead to a subjective experience of "feeling right" when the purchase decision is driven by feelings (cognition). Further, this sense of feeling right resulting from the fit between the rou...
69 CitationsSource
#1Catherine Fassbender (UC Davis: University of California, Davis)H-Index: 18
#2Sébastien Houde (Stanford University)H-Index: 12
Last. Samuel M. McClure (Stanford University)H-Index: 42
view all 10 authors...
We identify a novel contextual variable that alters the evaluation of delayed rewards in healthy participants and those diagnosed with attention deficit/hyperactivity disorder (ADHD). When intertemporal choices are constructed of monetary outcomes with rounded values (e.g., 25.00), discount rates are greater than when the rewards have nonzero decimal values (e.g., 5.12). This finding is well explained within a dual system framework for temporal discounting in which preferences are constructed...
20 CitationsSource
#1Long Wang (CityU: City University of Hong Kong)H-Index: 9
#2Chen-Bo Zhong (U of T: University of Toronto)H-Index: 24
Last. J. Keith Murnighan (NU: Northwestern University)H-Index: 53
view all 3 authors...
Rational choice models suggest that decisions should be both deliberate and calculative. In contrast, the current research suggests that calculations may lead to unintended social and moral consequences. We tested whether engaging in a calculative task would lead decision makers to overlook the social and moral consequences of their subsequent decisions and act selfishly and unethically. In each of the first four experiments, participants first completed either a calculative or a comparable, non...
41 CitationsSource
#1Adrian R. Camilleri (Duke University)H-Index: 11
#2Richard P. Larrick (Duke University)H-Index: 37
Interest is increasing in using behavioral decision insights to design better product labels. A specific policy target is the fuel economy label, which policy makers can use to encourage reduction in carbon dioxide emissions from transport-related fossil-fuel combustion. In two online experiments, the authors examine whether vehicle preferences can be shifted toward more fuel-efficient vehicles by manipulating the metric (consumption of gas vs. cost of gas) and scale (100 miles vs. 15,000 miles ...
48 CitationsSource
#1Sabine Albrecht (University of Bamberg)H-Index: 3
#2Claus-Christian Carbon (University of Bamberg)H-Index: 37
Abstract Processing fluency plays a large role in forming judgments, as research repeatedly shows. According to the Hedonic Fluency Model, more fluently processed stimuli are rated more affectively positive than less fluently processed stimuli. Most research documenting such findings uses neutral or positive stimuli with low complexity, thus any potential impact of initial stimulus valence cannot be tested. In the present study, 60 IAPS stimuli ranging from very negative to very positive valence...
43 CitationsSource
#1Alexandra Jerez-Fernandez (Princeton University)H-Index: 1
#2Ashley N. Angulo (UCLA: University of California, Los Angeles)H-Index: 1
Last. Daniel M. Oppenheimer (UCLA: University of California, Los Angeles)H-Index: 29
view all 3 authors...
63 CitationsSource
#1Y. Charles Zhang (UM: University of Michigan)H-Index: 2
#2Norbert Schwarz (UM: University of Michigan)H-Index: 139
Abstract The role of conversational processes in quantitative judgment is addressed. In three studies, precise numbers (e.g., 29.75) had a stronger influence on subsequent estimates than round numbers (e.g., 0), but only when they were presented by a human communicator whose contributions could be assumed to observe the Gricean maxims of cooperative conversational conduct. Numeric precision exerted no influence when the numbers were presented as the result of an automated procedure that lacks...
41 CitationsSource
#1Andrew F. Hayes (OSU: Ohio State University)H-Index: 56
Part I: Fundamental Concepts. Introduction. A Scientist in Training. Questions of Whether, If, How, and When. Conditional Process Analysis. Correlation, Causality, and Statistical Modeling. Statistical Software. Overview of this Book. Chapter Summary. Simple Linear Regression. Correlation and Prediction. The Simple Linear Regression Equation. Statistical Inference. Assumptions for Interpretation and Statistical Inference. Chapter Summary. Multiple Linear Regression. The Multiple Linear Regressio...
15k Citations
Cited By1
#1Gaurav Jain (RPI: Rensselaer Polytechnic Institute)H-Index: 2
#2Gary J. Gaeth (UI: University of Iowa)H-Index: 22
Last. Irwin P. Levin (UI: University of Iowa)H-Index: 59
view all 4 authors...
Abstract We compare the impact of round and non-round numbers used in a communication message on consumers’ evaluations and judgments towards the associated target entity. We find that the use of non-round numbers, in contrast to round numbers, in a message frame results in increased attention to numerical values, which further leads to a comparison of the associated measures with ideal reference points. This leads to an increased framing effect in the non-round numbers condition compared to the...