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94 Ss were exposed to various combinations of fear-arousing and neutral communications concerning the effects of smoking. Measures of anxiety and self-esteem were taken on all Ss with the IPAT Self-analysis Form and the Janis and Field Personality Questionnaire, respectively. Ss were then formed into high and low anxiety and self-esteem groups. Of 24 predicted directions of opinion change, 23 were realized although only 11 were statistically significant. These results were predicted from a fear-reduction interpretation of personality as affecting the susceptibility to persuasion in the situation where opposed communications on the same topic are utilized.

No abstract