TY - JOUR
T1 - Putting the Fear Back Again (and Within Individuals)
T2 - Revisiting the Role of Fear in Persuasion
AU - Shen, Lijiang
N1 - Publisher Copyright:
© 2017 Taylor & Francis Group, LLC.
PY - 2017/11/2
Y1 - 2017/11/2
N2 - The overwhelming majority of fear appeal research came from the between-individuals approach and yielded consistent evidence for a linear fear–persuasion relationship. A recent review suggested that the within-individuals approach might be more appropriate. Studies that measured fear at multiple time points have consistently revealed a curvilinear association between fear and persuasion predicted by the drive model. A Web-based experiment (N = 454) using tobacco warning labels was conducted to replicate the inverted-U shape curvilinear relationship between fear and persuasion, and to revisit the role of fear in fear appeal theories. Results showed that the inverted-U fear curve positively predicted persuasion and reduced maladaptive responses, and that the linear trajectory of fear positively predicted maladaptive responses and failure of persuasion.
AB - The overwhelming majority of fear appeal research came from the between-individuals approach and yielded consistent evidence for a linear fear–persuasion relationship. A recent review suggested that the within-individuals approach might be more appropriate. Studies that measured fear at multiple time points have consistently revealed a curvilinear association between fear and persuasion predicted by the drive model. A Web-based experiment (N = 454) using tobacco warning labels was conducted to replicate the inverted-U shape curvilinear relationship between fear and persuasion, and to revisit the role of fear in fear appeal theories. Results showed that the inverted-U fear curve positively predicted persuasion and reduced maladaptive responses, and that the linear trajectory of fear positively predicted maladaptive responses and failure of persuasion.
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U2 - 10.1080/10410236.2016.1220043
DO - 10.1080/10410236.2016.1220043
M3 - Article
C2 - 27690661
AN - SCOPUS:84989945052
SN - 1041-0236
VL - 32
SP - 1331
EP - 1341
JO - Health Communication
JF - Health Communication
IS - 11
ER -