TY - JOUR

T1 - Investigating the Persuasive Effects of Testimonials on the Acceptance of Digital Stress Management Trainings Among University Students and Underlying Mechanisms

T2 - A Randomized Controlled Trial

AU - Apolinário-Hagen, Jennifer

AU - Fritsche, Lara

AU - Wopperer, Jeannette

AU - Wals, Frank

AU - Harrer, Mathias

AU - Lehr, Dirk

AU - Ebert, David D.

AU - Salewski, Christel

N1 - We thank the Heinrich Heine University Düsseldorf for covering the publication fees (university library, Open-Access-Funds of the Heinrich Heine University Düsseldorf). Publisher Copyright: © Copyright © 2021 Apolinário-Hagen, Fritsche, Wopperer, Wals, Harrer, Lehr, Ebert and Salewski.

PY - 2021/10/13

Y1 - 2021/10/13

N2 - Objective: This experiment aims to investigate the influence of narrative information varying in the degree of perceived similarity and source credibility in supplemented testimonials on the acceptance of digital mental health services (digi-MHSs). Methods: In fall 2020, n=231 university students were randomly assigned to an active control group (aCG, n=55, “information only”) or one of three intervention groups (IGs) receiving information plus different testimonials being presented either by nonacademic staff (IG1, n=60), university students (IG2, n=58) or experts (IG3, n=58). We assessed mediation effects of similarity and credibility on acceptance in terms of attitudes and usage intentions. Results: Exposure to testimonials was associated with higher usage intentions (d=0.50) and more positive attitudes toward digi-MHSs (d=0.32) compared to mere information (aCG). Regarding source-related effects, one-way ANOVA showed group differences in intentions ((Formula presented.) =0.13) that were significantly higher after exposure to testimonials targeted at students than in the other groups after adjusting for baseline intentions ((Formula presented.) =0.24). Concerning underlying mechanisms, there were full mediation effects of similarity (IG1 versus IG2) on attitudes [95%CI (0.030, 0.441)] and intentions to use digi-MHSs [95%CI (0.100, 0.528)] and of credibility on attitudes [IG2 versus IG3; 95%CI (−0.217, −0.004)], all favoring students’ testimonials. Conclusion: Overall, this study indicates that the acceptance of digi-MHSs can be substantially increased by providing a simple, context-sensitive information intervention, including testimonials by university students. Since we identified mediating effects of credibility on cognitive attitudes and similarity on affect-driven intentions, a future trial could vary these features using narrative versus statistic information on digi-MHSs.

AB - Objective: This experiment aims to investigate the influence of narrative information varying in the degree of perceived similarity and source credibility in supplemented testimonials on the acceptance of digital mental health services (digi-MHSs). Methods: In fall 2020, n=231 university students were randomly assigned to an active control group (aCG, n=55, “information only”) or one of three intervention groups (IGs) receiving information plus different testimonials being presented either by nonacademic staff (IG1, n=60), university students (IG2, n=58) or experts (IG3, n=58). We assessed mediation effects of similarity and credibility on acceptance in terms of attitudes and usage intentions. Results: Exposure to testimonials was associated with higher usage intentions (d=0.50) and more positive attitudes toward digi-MHSs (d=0.32) compared to mere information (aCG). Regarding source-related effects, one-way ANOVA showed group differences in intentions ((Formula presented.) =0.13) that were significantly higher after exposure to testimonials targeted at students than in the other groups after adjusting for baseline intentions ((Formula presented.) =0.24). Concerning underlying mechanisms, there were full mediation effects of similarity (IG1 versus IG2) on attitudes [95%CI (0.030, 0.441)] and intentions to use digi-MHSs [95%CI (0.100, 0.528)] and of credibility on attitudes [IG2 versus IG3; 95%CI (−0.217, −0.004)], all favoring students’ testimonials. Conclusion: Overall, this study indicates that the acceptance of digi-MHSs can be substantially increased by providing a simple, context-sensitive information intervention, including testimonials by university students. Since we identified mediating effects of credibility on cognitive attitudes and similarity on affect-driven intentions, a future trial could vary these features using narrative versus statistic information on digi-MHSs.

KW - attitude

KW - eHealth

KW - intention

KW - mental health

KW - personal narratives

KW - stress

KW - students

KW - Psychology

UR - http://www.scopus.com/inward/record.url?scp=85118346577&partnerID=8YFLogxK

U2 - 10.3389/fpsyg.2021.738950

DO - 10.3389/fpsyg.2021.738950

M3 - Journal articles

C2 - 34721212

AN - SCOPUS:85118346577

VL - 12

JO - Frontiers in Psychology

JF - Frontiers in Psychology

SN - 1664-1078

M1 - 738950

ER -