Fear appeals and persuasion: the differentiation of a motivational construct.

@article{Leventhal1971FearAA,
  title={Fear appeals and persuasion: the differentiation of a motivational construct.},
  author={Howard Leventhal},
  journal={American journal of public health},
  year={1971},
  volume={61 6},
  pages={1208-24}
}
THE goal of the present paper is to invite new thoughts about the effects of fear-arousing communications on persuasion. As a consequence, it is unashamedly theoretical and may seem to run counter to the insistent cries for the practical and relevant. But it is my thought that the theories and assumptions we make about other people are an important determinant of what we say when we try to influence or educate them. To do a better job in this role, we must be sure that we are using the most… CONTINUE READING