The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
The Protection Motivation Model: A Normative Model of Fear Appeals
Abstract
Marketing researchers have questioned the use of the fear appeal, believing it to be too difficult to implement properly. AIDS, drug abuse, and other social problems have caused practitioners to return to the fear appeal, but with little direction from marketing theory. The protection motivation paradigm offers a prescriptive model to improve the effectiveness of the fear appeal. The authors propose and empirically test several changes to the PM model. Results indicate that fear appeals should present certain material in a specified order and attack maladaptive behaviors.
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Cites
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Folkman, S. (2013) · Encyclopedia of Behavioral Medicine · doi:10.1007/978-1-4419-1005-9_215 · Cited by 27,833
Protection motivation and self-efficacy: A revised theory of fear appeals and attitude change
Maddux, J. E., & Rogers, R. W. (1983) · Journal of Experimental Social Psychology · doi:10.1016/0022-1031(83)90023-9 · Cited by 2,342
Cited by
A Meta-Analysis of Fear Appeals: Implications for Effective Public Health Campaigns
Witte, K., & Allen, M. (2000) · Health Education & Behavior · doi:10.1177/109019810002700506 · Cited by 3,216
Appealing to fear: A meta-analysis of fear appeal effectiveness and theories
Tannenbaum, M. B., Hepler, J., Zimmerman, R. S., Saul, L., Jacobs, S., Wilson, K., & Albarracín, D. (2015) · Psychological Bulletin · doi:10.1037/a0039729 · Cited by 1,315
“27 38 I Y Y Y R PP N SEE S 50 I — Tanner et al. (1991) .81 60 I N — —”
Avoidance of Information Technology Threats: A Theoretical Perspective1
Liang, H., & Xue, Y. (2009) · MIS Quarterly · doi:10.2307/20650279 · Cited by 733
YOUN, S. (2009) · Journal of Consumer Affairs · doi:10.1111/j.1745-6606.2009.01146.x · Cited by 449
Wang, J., Liu-Lastres, B., Ritchie, B. W., & Mills, D. J. (2019) · Annals of Tourism Research · doi:10.1016/j.annals.2019.102743 · Cited by 272
‘Fear of missing out’: antecedents and influence on purchase likelihood
Good, M. C., & Hyman, M. R. (2020) · Journal of Marketing Theory and Practice · doi:10.1080/10696679.2020.1766359 · Cited by 159
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A Terror Management Perspective on the Persuasiveness of Fear Appeals
Shehryar, O., & Hunt, D. M. (2005) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp1504_2 · Cited by 80
Intention to adopt services by AI avatar: A protection motivation theory perspective
Park, J., Yun, J., & Chang, W. (2024) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2024.103929 · Cited by 51
Some like it Healthy: Demand for functional and conventional yogurts in the italian market
Bonannoxs, A. (2012) · Agribusiness · doi:10.1002/agr.20288 · Cited by 33
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Metadata
- Authors
- Tanner, J. F., Hunt, J. B., & Eppright, D. R.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1991-07
- Volume
- 55
- Issue
- 3
- Pages
- 36-45
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2326247870
- Cited by
- 475
- References
- 2
- FWCI
- 7.43
- Type
- journal article
- Language
- en
- Open access
- closed
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