This thesis includes several studies on the use of fear appeals in social marketing
advertising. The first study uses a content analysis to examine the use of fear appeals in a
sample of 589 social marketing television ads. The social marketing ads represented five
health-related behaviors (smoking, drinking, driving while impaired, drug abuse, unsafe sex)
in five countries (Canada, United States, Great Britain, Australia, New Zealand), covering the
period from 1980 through to 1994. The sample was content analyzed to examine the incidence
of fear appeals, the adherence to the prescriptions of the Ordered Protection Motivation (OPM)
model (Tanner, Hunt, and Eppright 1991), and whether fear appeals vary by country-of-origin,
the types of behavior being targeted by social marketing advertising (smoking, drinking,
driving while impaired, drug abuse, unsafe sex), and the choice of an intended target group
(by age and/or sex). Findings suggest that ads generally adhere to the major tenets of the
OPM model. In terms of incidence, the use of fear appeals is less common when the sponsor
is a for-profit corporation, when the ads are targeted at a youthful target group, and when the
behaviors being targeted are perceived to be less serious. Fear appeals appear to be more
common in ads from Australia, as compared to the United States or Canada.
To examine the idea that different target groups may respond differently to fear appeal
ads, two experiments and a focus group were conducted. First, an exploratory experiment
used drinking and driving (DUI) ads as a stimulus to examine the differential effectiveness of
two different types of ads against different behavioral risk groups. This study compared an
"OPM" social marketing print ad (i.e., one using fear appeals of the format prescribed by the
OPM model), to a "MALADAPT" social marketing print ad (i.e., one which simply presents
counter-arguments against maladaptive responses, beliefs, and behaviors). Individuals who
differed in the extent to which they engaged in the targeted risky behavior (i.e., those who do
engage in DUI versus those who do not engage in DUI) were exposed to either the "OPM"
or "MALADAPT" social marketing ads, or to a control condition. It was expected that the
non-DUI group would experience the greatest change in attitudes and behavioral intentions
when exposed to the traditional "OPM" social marketing ad, while the DUI group would
experience the greatest attitudinal/behavioral change when exposed to the "MALADAPT"
social marketing ad. However, the results of the initial exploratory experiment were
inconclusive, and further study of the DUI target group was warranted.
Therefore, a focus group was conducted which examined the attitudes and beliefs of
the DUI group. A key finding from this qualitative research was that DUI individuals are
unconcerned about getting into an accident, but are instead primarily concerned with getting
caught by the police. This suggests that some of the traditional high-fear appeals which feature
bloody accidents may not be effective with this high-risk target group, and reinforces the idea
that the MALADAPT ad which tries to attack maladaptive beliefs may be the most effective
means of influencing this DUI target group.
Insights from the focus group provided the means for improving the ad stimuli and
questionnaire for a replication of the experiment. Pretests for the ad stimuli helped in
developing ads which were compelling and interesting for all experimental conditions. Based
on these inputs, the experiment was refined and replicated. Findings indicated that the
"MALADAPT" ad (which attacked maladaptive coping responses) was actually more effective
with the high risk DUI group than the traditional OPM fear-appeal type of ad. / Business, Sauder School of / Graduate
| Identifer | oai:union.ndltd.org:UBC/oai:circle.library.ubc.ca:2429/6653 |
| Date | 05 1900 |
| Creators | Lavack, Anne Marie |
| Source Sets | University of British Columbia |
| Language | English |
| Detected Language | English |
| Type | Text, Thesis/Dissertation |
| Format | 21539353 bytes, application/pdf |
| Rights | For non-commercial purposes only, such as research, private study and education. Additional conditions apply, see Terms of Use https://open.library.ubc.ca/terms_of_use. |
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