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Fear-Arousing and Empathy-Arousing Appeals to Help: The Pathos of Persuasion

Articles
Shelton, M. L., & Rogers, R. W. (1981). Fear-arousing and empathy-arousing appeals to help: The pathos of persuasion.. Journal of Applied Social Psychology, 11, 4, 366-378.
Tested the proposition that the components of a fear appeal, which persuade people to protect themselves, are the same components that persuade them to protect others. Films showi…

Availability: A Heuristic for Judging Frequency and Probability

Articles
Tversky, A., & Kahneman, D. (1973). Availability: A heuristic for judging frequency and probability.. Cognitive Psychology, 5, 2, 207-232.
Conducted a series of experiments with 877 Ss to explore a judgmental heuristic in which S evaluates the frequency of classes or the probability of events by availability (i.e.,…

A Historical View of Scare Tactics

Articles
Boyer, P. (1986). A historical view of scare tactics. Bulletin of the Atomic Scientist, January, 17-19.

Fear Appeals, Individual Differences, and Environmental Concern

Articles
Hine, D. W., & Gifford, R. (1991). Fear appeals, individual differences, and environmental concern. Journal of Environmental Education, 23, 1, 36-41.
Examined the effect of a brief but intense antipollution message (APM) on verbal commitment (stated willingness to act) and on 3 forms of immediate behavioral commitment (donating…

Green Advertising and the Reluctant Consumer. Special Issue: Green Advertising

Articles
Zinkhan, G. M., & Carlson, L. (1995). Green advertising and the reluctant consumer. Special Issue: Green advertising.. Journal of Advertising, 24, 2, 1-6.
Presents an introduction to a special issue on green advertising. As ecological concerns evolve and diffuse throughout society, advertisers are interested in developing green (env…

Buyer Characteristics of the Green Consumer and their Implications for Advertising Strategy. Special Issue: Green Advertising

Articles
Shrum, L. J., McCarty, J. A., & Lowrey, T. M. (1995). Buyer characteristics of the green consumer and their implications for advertising strategy. Special Issue: Green advertising. Journal of Advertising, 24, 2, 71-82.
Determined the extent to which particular consumer attitudes and beliefs are related to interest in purchasing environmentally safe products. Data from 3,264 respondents to the DD…

The Baby is Sick/the Baby is Well: A Test of Environmental Communication Appeals. Special Issue: Green Advertising

Articles
Obermiller, C. (1995). The baby is sick/the baby is well: A test of environmental communication appeals. Special Issue: Green advertising. Journal of Advertising, 24, 2, 55-70.
Investigated "sick baby" and "well baby"communication strategies in environmental or social marketing. Two studies were conducted with 300 adults. In the 1st study, 95 Ss were use…

Several Antecedent Strategies in Reduction of an Environmentally Destructive Behavior

Articles
Smith, J. M., & Bennett, R. (1992). Several antecedent strategies in reduction of an environmentally destructive behavior. Psychological Reports, 70, 1, 241-242.
Investigated the effects of response-specific prompts, prompts identifying long- and short-term consequences, and response-specific prompts on the reduction of environmentally des…

The Effects of Appraised Severity and Efficacy in Promoting Water Conservation: An Informational Analysis

Articles
Kantola, S. J., Syme, G. J., & Nesdale, A. R. (1983). The effects of appraised severity and efficacy in promoting water conservation: An informational analysis. Journal of Applied Social Psychology, 13, 2, 164-182.
To test R. W. Rogers's (see PA, Vol 55:4488) and M. Fishbein and I. Ajzen's (1975) behavioral intention model, 38-48 Ss observed 1 of 4 water conservation films differing in messa…

A Field Experiment in Communicating a New Risk: Effects of the Source and a Message Containing Explicit Conclusions

Articles
Gutteling, J. M. (1993). A field experiment in communicating a new risk: Effects of the source and a message containing explicit conclusions. Basic and Applied Social Psychology, 14, 3, 295-316.
383 inhabitants of Dutch cities received a brochure containing information about the risks and benefits of a new hazardous technology. The control group consisted of 125 Ss who di…

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