| Abstract: | Fear-arousing persuasive communications frequently incorporate so many types of information that the results can be difficult to interpret. R. Nisbett and L. Ross' (1980, Human inference: Strategies and shortcomings of social judgment, Englewood Cliffs, NJ: Prentice-Hall) analysis of informational vividness offers an attractive conceptual framework that identifies and predicts the effects of several types of information that have been confounded with other variables in fear appeal studies. Thus, the first purpose of this factorial experiment was to investigate the persuasive impact of three types of vivid information frequently used in fear appeals: emotional interest, concreteness, and proximity. It was predicted that vivid information would be more persuasive than pallid information. The results disclosed that emotionally interesting information was highly effective in changing intentions to seek protection from the depicted health threat. Also, the impact of information of high emotional interest and greater temporal and spatial proximity was enhanced with the passage of time, but information of low emotional interest and proximity diminished over time. Additional findings indicated that concrete, specific information was memorable and affected beliefs. The data rejected the hypothesis that memorial availability mediated the effects of vivid information. Implications for designing and strengthening fear appeals were discussed. |
