Paper Details

Source:

Keller, Punam Anand (1999), "Converting the Unconverted: The Effect of Inclination and Opportunity to Discount Health-Related Fear Appeals", Journal of Applied Psychology, 84, 403-415.
[Endnote]

Variable(s):

• Fear Arousal: low
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• Fear arousal: high
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• Prior behavior: adherent
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• Prior behavior: unconverted
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• Message Order: conventional
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• Message order: reversed
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• Persuasion
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• Susceptibility
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• Severity
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• Response efficacy
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• Self-efficacy
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• Refutations
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• Supportive Thoughts
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• Correction index
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• Attitude change
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Citations:

• Keller, P. A. (1996), "Increasing the persuasiveness of fear appeals: The effect of arousal and elaboration", Journal of Consumer Research. [Endnote]
• Rogers, E. M. (1983). [Endnote]
• Rogers, R. W. (1976), "Fear appeals and attitude change: Effects of a threat's noxiousness, probablility of occurrence, and the efficacy of coping responses", Journal of Personality and Social Psychology. [Endnote]
• Ray, M. L. (1970), "Fear: The potential of an appeal neglected by marketing", Journal of marketing. [Endnote]