Fear in advertising: The influence of consumers’ product involvement and culture

Journal of International Consumer Marketing

Volumn 17, Issue 2-3, 2005, Pages 7-32

  Cochrane, Lucy ^a   Quester, Pascale ^b  

^a Rapp Collins Australia ^*  (Australia)

^b UNIVERSITY OF ADELAIDE   (Australia)

Author keywords

Advertising; Culture; Fear appeals; Product involvement

Indexed keywords

EID: 85011500624     PISSN: 08961530     EISSN: 15287068     Source Type: Journal    
DOI: 10.1300/J046v17n02_02     Document Type: Article

References (45)

1. Aaker, D.A., Stayman, D.M. and Hagerty, M.R., (1986), “Warmth in Advertising: Measurement, Impact and Sequence of Effects’” Journal of Consumer Research, 12 (March): 365-381
2. Alden, D. L. and Hoyer, W.D., (1993), “An Examination of Cognitive Factors Relating to Humorousness in Television Advertising,” Journal of Advertising, 22 (June), 2:29-38
3. Arthur, D. and Quester, P.G., (2004), “Who’s afraid of that ad? Applying segmentation to the Protection Motivation Model,” Psychology and Marketing, Vol. 21, No. 9: 671-696
4. Bagozzi, R.P., Gopinath, H. and Nyer, P.U., (1999), “The Role of Emotions in Advertising,” Journal of the Academy of Marketing Science, Spring, Vol. 27, No. 2: pp. 184-207
5. Batra, R. and Ray, M.L., (1986), “Affective Responses Mediating Acceptance of Advertising,” Journal of Consumer Research, 13 (September): 234-249
6. Bello, D.C., Pitts, R.E. and Etzel, M.J. (1983), “The Communication Effects of Controversial Sexual Content in Television Programs and Commercials,” Journal of Advertising, 12 (3):32-42
7. Biswas, A., Olsen, J.E. and Carlet, V., (1992), “A Comparison of Print Advertisements from the United States and France,” Journal of Advertising, 21 (4):73-82
8. Brooker, G., (1981), “A Comparison of Persuasive Effects of Mild humour and Mild fear Appeals,” Journal of Advertising, 10 (4):29-40
9. Burnett, J.J. and Wilkes, R.E., (1980), “Fear Appeals to Segments only,” Journal of Advertising Research, 20 (5):21-33
10. Cacioppo, J.T. and Petty, R.E., (1979), “Effects of Message Repetition and Position on Cognitive Responses, Recall, and Persuasion,” Journal of Personality and Social Psychology, 37 (January): 97-109
11. Chattopadhyay, A. and Basu, K., (1992), “Does Attitude towards the Ad endure? The Moderating Effects of Attention and Delay,” Journal of Consumer Research, 19 (June): 87-99
12. Chattopadhyay, A. and Nedunadi, P., (1990), “Humor in Advertising: The Moderating Role of Prior Brand Evaluation,” Journal ofMarketing Research, 27 (November): 466-476
13. Coakes, S.J. and Steed, L.J., (1999), SPSS: Data Analysis without Anguish, Versions 7.0, 7.5, 8.0 for Windows, Brisbane, Australia: Jacaranda Wiley Ltd.
14. Eagley, A.H. and Chaiken, S., (1993), “The Nature of attitudes” in A.H. Eagly and S. Chaiber (Ed.), The Psychology of Attitudes (pp. 1-21), Ft. Worth, TX
15. Harcourt Gordon, M.E., McKeage, K. and Fox, M.A., (1998), “Relationship Marketing Effectiveness: The Role of Involvement,” Psychology and Marketing, 15 (5):443-459
16. Huang, M-H., (1998), “Exploring a new Typology of Advertising Appeals: Basic versus social, emotional advertising in a global setting,” International Journal of Advertising, 17:145-168
17. Janis, I., (1967), “Effects of Fear Arousal on Attitude Change: Recent Developments in Theory and Experimental Research,” in Advances in Experimental Social Psychology, Vol. 3, L. Berkowitz (Ed.), New York: Academic Press, Inc. 166-224
18. Kapferer, J-N and Laurent, G., (1986), “Consumer Involvement Profile: A New Practical Approach to Consumer Involvement,” Journal of Advertising Research, 25 (5): 48-59
19. Kelleris, J.J., Cox, A.D. and Cox, D., (1993), “The Effect of Background Music on Ad Processing: A Contingency Explanation,” Journal of Marketing, 57 (October): 114-125
20. Kemper, T.D., (1987), “How many emotions are there? Wedding the social and autonomic components,” American Journal of Sociology, 93:263-289
21. LaTour, M.S. and Pitts, R.E., (1989), “Using Fear Appeals in Advertising for AIDS Prevention in the College-Age Population,” Journal of Health Care Marketing, 9 (3):5-14
22. LaTour, M.S., Snipes, R. and Bliss, S., (1996), “Don’t be Afraid to Use Fear Appeals,” Journal of Health Care Marketing, 9 (3):5-14
23. LaTour, M.S. and Zahra, S.J., (1988), “Fear Appeals as Advertising Strategy: Should They Be Used?” The Journal of Services Marketing, 2 (4):5-14
24. Laurent, G. and Kapferer, J-N., (1985), “Consumer Involvement Profile: New Empirical results,” in E. Hirchsman and M. Holbrook (Eds.), Advances in Consumer Research, 12, 290-295, Provo, UT: Association for Consumer Research
25. Lastovicka, J.L. and Gardner, D.M., (1979), Components of Involvement, in Attitude Research Plays for High Stakes (Eds.), John C. Maloney and Bernard Silverman, Chicago, American Marketing Association, 53-73
26. MacInnis, D.J. and Park, C.W., (1991), “The Differential Role of Characteristics of Music on High- and Low-Involvement Consumer Processing of Ads,” Journal of Consumer Research, 18 (September): 161-173
27. Macklin, M.C., Bruvald, N.T. and Shea, C.L., (1985), “Is it Always as Simple as ‘Keep it Simple’?” Journal of Advertising, 14(4):26-35
28. Malatesta, C.Z. and Wilson, A., (1988), “Emotion cognition interaction in personality development: A discrete emotions, functionalist analysis,” The British Journal of Social Psychology, 27:91-112
29. Menasco, M., (1982), “Threats and Promises in Advertising Appeals” in Advances in Consumer Research, Vol. 10, Richard Bagozzi and Alice M. Tybout (Eds.), Ann Arbor, MI: Associates for Consumer Research, 221-227
30. Miniard, P.W., Sirdeshmulch, D. and Innis, D.E., (1992), “Pheripheral Persuasion and Brand Choice,” Journal of Consumer Research, 19 (September): 226-239
31. Oglivy, D. and Raphaelson, J., (1982), “Research on Advertising Techniques that Work-and Don’t Work,” Harvard Business Reviews, 22 (July-August): 22
32. Peterson, R.A., Wilson, W.R. and Brown, S.P., (1992), “Effects of Advertised Customer Satisfaction Claims on Consumer Attitudes and Purchase Intentions,” Journal of Advertising Research, 32 (March/April): 34-40
33. Petty, R.E. and Cacioppo, J.T., (1981), Attitudes and Persuasions: Classic and Contemporary Approaches, Dubuque, IA: William C. Brown.
34. Petty, R.E. and Cacioppo, J.T., (1986), “The Elaboration Likelihood Model of Persuasion,” in Advances in Experimental Social Psychology, Vol. 19, Leonard Berkowitz (Ed.), Orlando, FL: Academic Press, Inc, 123-205
35. Petty, R.E., Cacioppo, J.T. and Schumann, D., (1983), “Central and Peripheral Routes to Advertising Effectiveness: The Moderating Role of Involvement,” Journal of Consumer Research, 10 (September), 135-145
36. Plutchik and Robert, (1967), The Emotions: Facts Theories and a New Model, Random House Publishing, New York, U.S.A., 3rd Ed.
37. Quinn, V., Meenaghan, T. and Brannick, T., (1992), “Fear Appeals: Segmentation is the Way to Go,” International Journal of Advertising, 11 (4):355-367
38. Rogers, R.W., (1975), “A Protection Motivation Theory of Fear Appeals and Attitude Change,” Journal of Psychology, 91:93-114
39. Sanbonmatsu, D. and Kardes, F.R., (1988), “The Effects of Physiological Arousal on Informative Processing and Persuasion,” Journal of Consumer Research, 15 (December): 379-385
40. Tanner, J.F., Hunt, J.B. and Eppright, D.R., (1991), “The Protection Motivation Model: A Normative Model of Fear Appeals,” Journal of Marketing, 55 (July): 36-45
41. Traylor, M.B., (1981), “Product Involvement and Brand Commitment,” Journal of Advertising Research, Vol. 21, No. 6 (December): 51-56
42. Wells, W.D., (1964), “EQ, Son of EQ, and the Reaction Profile,” Journal of Marketing, 28 (October): 45-52
43. Weinberger, M. and Spotts, H., (1989), “Humor in U.S. versus U.K. TV Commercials: A Comparison,” Journal of Advertising, 18 (2):39
44. Whitller, T.E. and DiMedo, J., (1991), “Viewers-Reactions to Racial Cues in Advertising Stimuli,” Journal of Advertising Research, 31 (December): 37-46
45. Zikmund, W.G., (1997), Business Research Methods, 6th Ed., Fort Worth, The Dryden Press, Harcourt Brace College Publishers.