The role of fear in persuasion
Article first published online: 22 SEP 2004
© 2004 Wiley Periodicals, Inc.
Psychology & Marketing
Special Issue: Fear Appeals in Social Marketing Campaigns
Volume 21, Issue 11, pages 909–926, November 2004
How to Cite
Dillard, J. P. and Anderson, J. W. (2004), The role of fear in persuasion. Psychol. Mark., 21: 909–926. doi: 10.1002/mar.20041
- Issue published online: 22 SEP 2004
- Article first published online: 22 SEP 2004
Previous research on fear/threat appeals has correlated fear intensity with persuasion. However, fear might influence persuasion in at least four conceptually distinct ways: (a) the proclivity to experience fear, (b) the rise from baseline to peak, (c) peak intensity, and (d) the decline from peak to postmessage fear. A study was conducted in which 361 participants read a message that first described the dangers of influenza, then advocated obtaining a free vaccination. Significant positive correlations were observed between tonic, that is, traitlike, activation of the behavioral-inhibition system (BIS) and various indices of fear arousal. Nonsignificant correlations were observed between the behavioral-activation system (BAS) and the same indices. Both rise and peak measures of fear predicted persuasion, but decline in fear had no discernible impact on persuasion. © 2004 Wiley Periodicals, Inc.