Fear appeals and persuasion: the differentiation of a motivational construct.

Leventhal, Howard

doi:10.2105/ajph.61.6.1208

Cited by 226 publications

(131 citation statements)

References 23 publications

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“…We assume that HTI has the potential to lower the threat of a certain disease, for example, cancer. In this regard, and building on parallel process models of threat information, the perceived threat of an illness is a result of two perceptions: the severity of the illness and the susceptibility to the illness (Leventhal, 1971;Witte, 1992). The severity of the illness refers to the negative outcomes the illness brings, for example, the risk of dying from the illness.…”

Section: Introductionmentioning

confidence: 99%

An experimental test to reveal negative side-effects of high treatability information on preventative health behaviour

Dijkstra

Dalley

et al. 2018

Psychology & Health

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An experimental test to reveal negative side-effects of high treatability information on preventative health behaviour. Wu, Yingqiu; Dijkstra, Arie; Dalley, Simon; Roerink, Florentine Take-down policy If you believe that this document breaches copyright please contact us providing details, and we will remove access to the work immediately and investigate your claim. Objectives: When the course of a disease can be positively changed by health professionals the disease can be indicated as 'highly treatable'. This 'high treatability information' (HTI) may have negative side-effects on people's preventative motivation. This study examined the effects of HTI regarding skin cancer on preventative motivation. Design: This study employed a 2 (high treatability (HTI) versus low treatability (LTI)) × 2 (high versus low susceptibility)−experiment with a hanging control group. (family) History and self-efficacy were assessed as moderators. Participants (N = 309) were randomly assigned to one of the five conditions. Main outcome measures: The main outcome was intention to engage in preventative actions regarding skin cancer. Results: HTI significantly lowered the intention compared to LTI, under the condition of high susceptibility in people with low self-efficacy. In addition, in people with a (family) history of skin cancer, HTI significantly lowered the intention compared to the no-information group. Conclusion: HTI regarding skin cancer can cause a drop in the preventative motivation. The effects can be conceptualised as negative side-effects of HTI. As substantial proportions of the general population have a (family) history of skin cancer or low self-efficacy, the side-effects may be widespread, possibly increasing the incidence of skin cancer.

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Section: Introductionmentioning

confidence: 99%

An experimental test to reveal negative side-effects of high treatability information on preventative health behaviour

Dijkstra

Dalley

et al. 2018

Psychology & Health

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“…El estudio de los mensajes de miedo cuenta con propuestas teóricas consistentes, como el Modelo de Respuesta Paralela Extendido que se desarrolla a partir de los formulados por Leventhal (1970Leventhal ( , 1971 sobre mensajes de miedo y Rogers (1975Rogers ( , 1983Rogers ( , 1985 desde la teoría de la Motivación Protectora. Pero es Witte (1992aWitte ( , 1992bWitte ( , 1998Witte y Allen, 2000), quien plantea que depende de cómo se presente el mensaje de miedo para que la persona lo valore como amenaza en función de la severidad percibida sumada a la cantidad de vulnerabilidad que perciba.…”

Section: El Valor De La Información Sobre Drogas Y Otras Adicciones Yunclassified

Análisis de la información en la prevención del consumo de drogas y otras adicciones

Rodríguez¹,

López‐Sánchez²,

Castillo-López³

et al. 2014

HAAJ

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ResumenTraditionally a large proportion of the preventive programs focused in drugs and other addictions among adolescents and young people have drawn on the information as a core strategy to discourage the consumption, using arguments based in the consequences of the deterioration being substance consumers, as well as in the abuse of other non chemical addictive behaviors. The classical approach is based on the rational decision process among young people to do the consumption or not, therefore if they were properly informed about the risks they would choose the no consumption. Is essential to address the importance of three topics around the information issue: degree and quality information among young people, degree and quality information among parents and information source search about drugs and its credibility degree. The models of transmission and information content used by the commercial advertising may be more appropriate and effective than the 'fear resort' within health behaviors and addictions in general. The trend of health message promoters continue to be the communication of risk and negative consequences, following the fear resort way. We propose that would be more effective using positive messages enforcing a healthy lifestyle.Keywords: Addiction prevention, Addiction information, Fear resort.Tradicionalmente gran parte de los programas preventivos de drogas y otras adicciones dirigidos a preadolescentes y adolescentes, se han apoyado en la información como estrategia fundamental para disuadir el consumo, utilizando argumentos basados en las consecuencias del deterioro al ser consumidores de sustancias, así como en el abuso de otras conductas adictivas no químicas. El enfoque clásico se apoya en que los jóvenes toman sus decisiones de consumir, o no, en base a una elaboración racional, por tanto en el caso de estar informados de los riesgos que asumen al consumir optarían por no hacerlo. Es fundamental incidir en la importancia que adquieren tres cuestiones alrededor de la información: el nivel y calidad de la información que tienen los jóvenes, el nivel y calidad de la información que tienen los padres y la búsqueda de las fuentes de información sobre drogas y su nivel de credibilidad. Posiblemente los modelos de transmisión y contenido de información que utiliza la publicidad comercial podrían ser más adecuados y eficaces que los del recurso al miedo en el ámbito de los comportamientos de salud, y por supuesto, de las adicciones en general. La tendencia de los promotores de mensajes de salud sigue siendo la de transmitir las consecuencias y los riesgos, en la línea de la apelación al miedo. Presumimos que se alcanzaría una mayor eficiencia con mensajes positivos, reforzando los estilos de vida saludables.Palabras clave: Prevención de adicciones, Información sobre adicciones, Recurso al miedo.

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“…The Extended Parallel Process Model (EPPM) is an expansion of previous fear appeal theoretical approaches (Janis, 1967;Leventhal, 1971;Rogers, 1975;Rogers, 1983;Witte, 1992). According to the EPPM, threat motivates action, and perceived efficacy determines whether the action taken will be either to control the danger (through protective behaviour) or to control the fear (which inhibits protective behaviour).…”

Section: Applying Fear Appeals To Different Market Segmentsmentioning

confidence: 99%

HIV/Aids fear appeal advertisements directed at different market segments: Some considerations for corporate sponsors and NPO’s

Terblanche-Smit

Terblanché

2013

SAJBM

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The purpose of social advertising is to influence human behaviour for societal benefit. Given concern about the Aids pandemic in South Africa, this study used structural equation modelling and partial least squares to investigate whether the use of fear in social advertising increases the likelihood of adopting appropriate behaviour pertaining to HIV/Aids prevention. Fear, attitude towards the advertisements, severity, susceptibility, response efficacy and self-efficacy were examined for their effect on behavioural intent of young adults within specific market segments. Relationships were found among susceptibility, fear, attitude, and behavioural intent, and different relationship paths were identified for segments based on gender and culture/racial groupings. These differences show the value in tailoring fear appeals to different segments when addressing social cause advertisements.

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Fear appeals and persuasion: the differentiation of a motivational construct.

Abstract: How to persuade people to engage in preventive health behavior has been a matter of concern to professional health workers. This theoretical analysis is devoted to the role of fear though it is only a part of the picture.

Cited by 226 publications

References 23 publications

An experimental test to reveal negative side-effects of high treatability information on preventative health behaviour

An experimental test to reveal negative side-effects of high treatability information on preventative health behaviour

Análisis de la información en la prevención del consumo de drogas y otras adicciones

HIV/Aids fear appeal advertisements directed at different market segments: Some considerations for corporate sponsors and NPO’s

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