Filter Results

Select search scope: search across all journals or within the current journal

Search this journal

Enter search terms…

Advanced search

Browse

About

About Sage
About Sage Journals
Privacy Policy
Terms of Use
Contact Us
Help

Information for

Authors
Editors
Librarians
Researchers
Reviewers
Frequently asked questions

All content on this site: Copyright © 2026 Sage Publications. All rights reserved. This website is technically supported and operated by China National Publications Import and Export (Group) Co., Ltd. 京ICP备09090397号-11

Marketing and the Use of Fear- or Anxiety-arousing Appeals

Journal of Marketing

Impact Factor: 10.6 / 5-Year Impact Factor: 18.9

Journal Homepage Submission guidelines

Restricted access

Research article

First published online April, 1971

Marketing and the Use of Fear- or Anxiety-arousing Appeals

Volume 35, Issue 2

https://doi.org/10.1177/002224297103500212

Abstract

Are anxiety-arousing advertising messages more effective with nonowners of a product than with owners? The author reports on an experimental test of this hypothesis.

Get full access to this article

View all access options for this article.

Browse journal

Current issue OnlineFirst All issues

Similar articles

Restricted access

Challenges and pitfalls for direct mail across borders: The European example

Restricted access

Article Commentary: Organizing for interactivity

Restricted access

An Internet Culture?: Implications for Marketing

Restricted access

From Ghetto Marketing to Social Marketing: Bringing Social Relevance to Mainstream Marketing