Fifteen years of fear arousal: Research on threat appeals: 1953-1968.

Higbee, Kenneth L.

doi:10.1037/h0028430

Cited by 263 publications

(135 citation statements)

References 55 publications

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“…More specifically, early fear-persuasion studies provided empirical support for a direct positive relationship between fear and persuasion (e.g., Higbee, 1969;Insko et al, 1965;Leventhal & Watts, 1966) as well as a direct negative relationship (e.g., Haefner, 1956;Janis & Feshbach, 1953). Given the apparent irreconcilability of these disparate research findings, the curvilinear, or 'inverted u', view of the fear-persuasion relationship was proposed.…”

Section: Introductionmentioning

confidence: 99%

“…Surprisingly, despite the frequency with which threat appeals are utilised in health advertising, a substantial body of literature spanning over five decades attests to contradictory findings regarding the manner in which fear is related to persuasion (for a range of reviews and empirical studies see, Bennett, 1996;Boster & Mongeau, 1984;Higbee, 1969;Janis, 1967;Janis & Feshbach, 1953;Elliott, 2003;Haefner, 1956;Insko, Arkoff, & Insko, 1965;King & Reid, 1990;Kohn et al, 1982;LaTour & Rotfeld, 1997;Leventhal 1970;Leventhal & Watts, 1966;Ray & Wilkie, 1970;Sternthal & Craig, 1981;Sutton, 1982;Sutton, 1992, Witte, Berkowitz, Cameron, & McKeon, 1998. More specifically, early fear-persuasion studies provided empirical support for a direct positive relationship between fear and persuasion (e.g., Higbee, 1969;Insko et al, 1965;Leventhal & Watts, 1966) as well as a direct negative relationship (e.g., Haefner, 1956;Janis & Feshbach, 1953).…”

Section: Introductionmentioning

confidence: 99%

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Examining the effectiveness of physical threats in road safety advertising: The role of the third-person effect, gender, and age

Lewis

Watson

Tay

2007

Transportation Research Part F: Traffic Psychology and Behaviou

124

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Threatening advertisements have been widely used in the social marketing of road safety.However, despite their popularity and over five decades of research into the fear-persuasion relationship, an unequivocal answer regarding their effectiveness remains unachieved. More contemporary "fear appeal" research has explored the extent other variables moderate this relationship. In this study, the third-person effect was examined to explore its association with the extent male and female drivers reported intentions to adopt the recommendations of two road safety advertisements depicting high physical threats. Drivers (N = 152) first provided responses on pre-exposure future driving intentions, subsequently viewed two advertisements, one antispeeding and one anti-drink driving, followed by measurement of their perceptions and postmanipulation intentions. The latter measure, post-manipulation intentions, was taken as the level of message acceptance for each advertisement. Results indicated a significant gender difference with females reporting reverse third-person effects (i.e., the messages would have more influence on themselves than others) and males reporting classic third-person effects (i.e., the messages would have more influence on others than themselves). Consistent with such third-person effects, females reported greater intention not to speed and not to drink and drive after being exposed to the advertisements than males. To determine the extent that third-person differential perceptions contributed to variance explained in post-manipulation intentions, hierarchical regressions were conducted. These regressions revealed that third-person scores significantly contributed to the variance explained in post-manipulation intentions, beyond the contribution of other factors including demographic characteristics, pre-exposure intentions and past behaviour. The theoretical and applied implications of the results are discussed.2

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Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Examining the effectiveness of physical threats in road safety advertising: The role of the third-person effect, gender, and age

Lewis

Watson

Tay

2007

Transportation Research Part F: Traffic Psychology and Behaviou

124

View full text Add to dashboard Cite

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“…On the other hand, as mentioned above, fear appeals in advertisements also attract attention and intensify the persuasive power of the ad. Higbee (1969) and LaTour and Pitts (1989) find that powerful fear appeals in health and security-related products are more effective than weak fear appeals (Snipes et al, 1999). However, it is also crucial to decide on the right amount of fear-appeal to be used.…”

Section: Ethical Problems Of Guerilla Advertising Strategiesmentioning

confidence: 99%

“…According to Duke et al (1993) and LaTour and Zahra (1989), the use of fear appeals leads to negative, unwanted reactions on individual consumers. Higbee (1969) argues that too much fear-appeal leads to anxiety disorders. On the other hand, as mentioned above, fear appeals in advertisements also attract attention and intensify the persuasive power of the ad.…”

Section: Ethical Problems Of Guerilla Advertising Strategiesmentioning

confidence: 99%

Guerrilla Marketing Communication Tools and Ethical Problems in Guerilla Advertising

Ay¹,

Aytekin²,

Nardali³

2010

American J. of Economics and Business Administration

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Problem statement: Companies attempt to reach private worlds of consumers and give them memorable experience with their brands by using guerrilla marketing tools. Guerrilla advertising, which is one of the guerrilla marketing tools, usually attracts the attention of consumers but sometimes irritates and annoys the consumers and even breaks the law. Approach: The study determined these ethical aspects by evaluating different guerilla advertising strategies of the companies. A critical assessment of the printed and visual discoursed of guerilla ads were made in this context. Results: The assessment indicated that there are some ethical problems about guerrilla advertising implementations. Especially the ads, which include fear-appeal, may irritate people. Also, distraction of attention in traffic is the other important ethical problem. Conclusion/Recommendations: These kinds of guerrilla ads may reduce the effectiveness of advertisements in general and dislike of a company's ad may lead to biased reactions towards future advertisements. Ethical, legal and societal boundaries must be considered in guerilla advertising strategies. In sum today's marketers have to take greater responsibility for the negative impacts of the practices of guerilla advertising.

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“…Social, psychological, and demographic variables have been examined as potential correlates of smoking pattern and change. [13][14][15][16][17][18][19][20][21][22][23] Although the question of significant correlates has not as yet been resolved, previous research has been useful in suggesting independent variables for examination in relation to the smoking data reported in this paper.…”

mentioning

confidence: 99%

Health beliefs and smoking patterns in heart patients and their wives: a longitudinal study.

Croog¹,

Richards²

1977

Am J Public Health

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Smoking patterns of 205 male patients were examined over a period of eight years after a primary myocardial infarction. Smoking data from their wives at one year after the heart attack were also examined. A marked, persistent reduction in smoking was found among the men. Smoking patterns of wives remained essentially unchanged. Smoking patterns before the heart attack were not related to demographic variables, except for the association between smokernonsmoker status and social status measures. Conceptions of susceptibility, threat, and power of prevention Few studies of smoking behavior have reported on populations which achieved a twofold objective: elimination or marked reduction of smoking, and maintenance ofthis behavior change over an extended period. In experiments on changing health-related behavior, it often has been noted that prevention-oriented approaches are extremely difficult and that long-term successes are not easily achieved. Prevention efforts in such areas as caries reduction, hypertension, diet control in heart disease and in anti-smoking campaigns bear ample witness to this. [1][2][3][4] Recently, however, some degree of success in altering smoking behavior has been noted in a number of studies of post-cardiac patients. [5][6][7][8] In this paper we report on a study population of male cardiac patients whose level of smoking as a group was reduced and remained at a lower level eight or nine years after a primary myocardial infarction. In addition, we present data on the smoking patterns ofa population ofwomen-the wives of these patients-at one year following the first heart attack. The purposes are: a) to describe the smoking patterns of the patients over time; b) to examine the smoking patterns of the two groups at one year following the attack; c) to report on an exploration of social, demographic, and personality variables in relation to smoking behavior; and d) to view the long-term smoking patterns in terms of some conceptual notions employed in existing theoretical frameworks and hypotheses developed for explaining preventive health behavior.9-12Address reprint requests to Dr. Sydney H. Croog, Professor, Department of Behavioral Sciences and Community Health, University of Connecticut Health Center, Farmington, CT 06032. This paper, submitted to the Journal November 24, 1976, was revised and accepted for publication March 3, 1977. drawn from theoretical models on preventive health behavior were employed for analysis. High proportions of husbands and wives reported belief in smoking as important in the etiology of the heart attack, and in possibilities of prevention. Specific beliefs concerning threat, susceptibility, and prevention were not found to be related to the massive drop in smoking behavior among the men nor to stability in pattern among the wives. Alternative explanations are reviewed. (Am J.Public Health 67: [921][922][923][924][925][926][927][928][929][930] 1977) Motivations for changes in smoking pattern have been the object of a massive effort of empirica...

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Fifteen years of fear arousal: Research on threat appeals: 1953-1968.

Cited by 263 publications

References 55 publications

Examining the effectiveness of physical threats in road safety advertising: The role of the third-person effect, gender, and age

Examining the effectiveness of physical threats in road safety advertising: The role of the third-person effect, gender, and age

Guerrilla Marketing Communication Tools and Ethical Problems in Guerilla Advertising

Health beliefs and smoking patterns in heart patients and their wives: a longitudinal study.

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