Page 184 - Nutrition Counseling and Education Skills: A Guide for Professionals

A third approach, verbal persuasion, is widely used by counselors in attempts to influence behavior, but is
among the least effective approaches. Telling people what to do, that they possess the ability to do it, and
informing them of the benefits, is not as helpful, especially if the individual has failed to follow dietary
changes. The encouragement of the counselor, or support from others, may vary greatly depending on their
perceived credibility, their prestige, trustworthiness, and other factors. The counselor saying: “I know you can
do it” isn’t effective and the client may not mobilize efforts to change.11,16

Physiologic and Emotional States
Finally, people partly judge their capabilities from physiologic states and emotions. Situations in which an
individual has to cope with lifestyle changes may produce anxiety, stress, hunger, fatigue, and tension. Those
who regain the weight, for example, may have lowered self-esteem and SE. Those susceptible to anxiety may
become self-preoccupied with their perceived inadequacies rather than with the task at hand. Stress-reducing
activities and discussion of correct interpretation of body signals may be of help.

In summary, an effective intervention program should increase SE as well as increase the value of the
outcome. Personal mastery of a dietary change or accomplishment of a goal is the most compelling. Small
“wins” build confidence for additional changes. Good role models, such as former clients, may be enlisted to
explain how they overcame difficulties. Anxiety, hunger, and stress, should be explained to make sure that the
individual does not misread body signals and abandon efforts.

With employees, personal accomplishments give better efficacy information than telling people that they
are capable of performing a job. Modeling after the performance of others, such as seeing that hard work leads
to a promotion, is another source of efficacy information. Behaviors, both good and bad, may be adopted from
seeing what others are doing.

Cognitive Appraisal of Efficacy Information

The extent to which success raises SE depends partly on the amount of effort expended. Laborious effort
suggests less SE than success achieved through minimal effort. One’s performance suggests higher SE if
attained through continuous progress rather than through discouraging reversals. In addition, various factors
enter into personal appraisals. People with high SE set higher goals with a firmer commitment, attribute
failure to lack of effort, and may increase effort and persistence in achieving a goal.

If people are not fully convinced of their personal efficacy, they abandon the skills they have learned when
they fail to get quick results. Those with low SE may attribute it to low ability and those with negative self-
beliefs do not discard them readily.16 Even when actual performance attainments are beyond their previous
levels, they may discount their importance or credit their achievements to factors other than to their own
capabilities.

Thus, in their daily lives, people approach, explore, and try to deal with health situations within their
capabilities, while avoiding situations they perceive as exceeding their ability. People weigh various sources of
information in deciding their choices of behaviors, how much effort they put forth, and how long they will
persist in the face of difficulties.11,16 SE expectations are presumed to influence one’s level of performance by
enhancing intensity and persistence of effort.

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