References
- Banas, E., Turner, M. M., & Fink, E. L. (2007, November). You ain’t guiltin’ me into nothin’: Guilt, adolescents, and reactance. Presented at the annual conference of the National Communication Association, Chicago, Illinois.
- Banas, J., Turner, M. M., & Shulman, H. (2012). A test of competing hypotheses of the effects of mood on persuasion. Communication Quarterly, 60(2), 143–164. doi:10.1080/01463373.2012.668845
- Basil, D. Z., Ridgeway, N. M., & Basil, M. D. (2006). Guilt appeals: The mediating effect of responsibility. Psychology and Marketing, 23, 1035–1054. doi:10.1002/mar.20145
- Basil, D. Z., Ridgeway, N. M., & Basil, M. D. (2008). Guilt and giving: A process model of empathy and efficacy. Psychology and Marketing, 25, 1–23. doi:10.1002/mar.20200
- Bennett, R. (1998). Shame, guilt and responses to nonprofit and public sector ads. International Journal of Advertising, 17, 483–499. doi:10.1080/02650487.1998.11104734
- Boster, F. J., Mitchell, M. M., Lapinski, M. K., Cooper, H., Orrego, V. O., & Reinke, R. (1999). The impact of guilt and type of compliance-gaining message on compliance. Communication Monographs, 66, 167–177. doi:10.1080/03637759909376470
- Bozinoff, L., & Ghingold, M. (1983). Evaluating guilt arousing marketing communications. Journal of Business Research, 11, 243–255. doi:10.1016/0148-2963(83)90031-0
- Carlsmith, J. M., & Gross, A. E. (1969). Some effects of guilt on compliance. Journal of Personality and Social Psychology, 11, 232–239. doi:10.1037/h0027039
- Cotte, J., Coulter, R. A., & Moore, M. (2005). Enhancing or disrupting guilt: The role of ad credibility and perceived manipulative intent. Journal of Business Research, 58, 361–368. doi:10.1016/S0148-2963(03)00102-4
- Coulter, R. H., Cotte, J., & Moore, M. L. (1997). Guilt appeals in advertising: Are you feeling guilty?. In D. T. LeClair & M. Hartline (Eds.). 1997 Winter Marketing Educators' Conference: Marketing theory and applications (pp. 109-115). Chicago, IL: American Marketing Association.
- Coulter, R. H., Cotte, J., & Moore, M. L. (1999). Believe it or not: Persuasion, manipulation and credibility of guilt appeals. Advances in Consumer Research, 26, 288–294.
- Coulter, R. H., & Pinto, M. B. (1995). Guilt appeals in advertising: What are their effects? Journal of Applied Psychology, 80, 697–705. doi:10.1037/0021-9010.80.6.697
- Dearing, R. L., Stuewig, J., & Tangney, J. P. (2005). On the importance of distinguishing shame from guilt: Relations to problematic alcohol and drug use. Addictive Behavior, 30, 1392–1404. doi:10.1016/j.addbeh.2005.02.002
- Dillard, J. P., & Nabi, R. L. (2006). The persuasive influence of emotion in cancer prevention and detection messages. Journal of Communication, 56, s123–s139. doi:10.1111/j.1460-2466.2006.00286.x
- Dillard, J. P., & Shen, L. (2005). On the nature of reactance and its role in persuasive health communication. Communication Monographs, 72, 144–168. doi:10.1080/03637750500111815
- Dunlop, S., Wakefield, M., & Kashima, Y. (2008). Can you feel it? Negative emotion, risk, and narrative in health communication. Media Psychology, 11, 52–75. doi:10.1080/15213260701853112
- Eagly, A. H., & Chaiken, S. (1993). The psychology of attitudes. Fort Worth, TX: Harcourt Brace.
- Edell, J. A., & Burke, M. C. (1987). The power of feelings in understanding advertising effects. Journal of Consumer Research, 14, 421–433. Retrieved from http://www.jstor.org/stable/2489502
- Edmondson, B. (1986). The demographics of guilt. American Demographics, 3, 33–56.
- Faul, F., Erdfelder, E., Buchner, A., & Lang, A.-G. (2009). Statistical power analyses using G*Power 3.1: Tests for correlation and regression analyses. Behavior Research Methods, 41, 1149–1160. doi:10.3758/BRM.41.4.1149
- Fishbein, M., & Cappella, J. N. (2006). The role of theory in developing effective health communication. Journal of Communication, 56, s1–s17. doi:10.1111/j.1460-2466.2006.00280.x
- Hibbert, S., Smith, A., Davies, A., & Ireland, F. (2007). Guilt appeals: Persuasion knowledge and charitable giving. Psychology and Marketing, 24, 723–742. doi:10.1002/mar.20181
- Hong, S. M., & Faedda, S. (1996). Refinement of the Hong Psychological Reactance Scale. Educational and Psychological Measurement, 56, 173–182. doi:10.1177/0013164496056001014
- Hu, L., & Bentler, P. M. (1999). Cutoff criteria for fit indexes in covariance structure analysis: Conventional criteria versus new alternatives. Structural Equation Modeling: A Multidisciplinary Journal, 6, 1–55. doi:10.1080/10705519909540118
- Huhmann, B. A., & Brotherton, T. P. (1997). A content analysis of guilt appeals in popular magazine advertisements. Journal of Advertising, 26, 35–45. Retrieved from http://www.jstor.org/stable/4189032
- Izard, C. E. (1977). Human emotions. New York, NY: Plenum Press.
- Jiménez, M., & Yang, K. C. (2008). How guilt level affects green advertising effectiveness? Journal of Creative Communications, 3, 231–254. doi:10.1177/097325861000300301
- Kikumbih, N., Hanson, K., Mills, A., Mponda, H., & Schellenberg, J. A. (2005). The economics of social marketing: The case of mosquito nets in Tanzania. Social Science and Medicine, 60, 369–381. doi:10.1016/j.socscimed.2004.05.005
- Laros, F. J., & Steenkamp, J. B. E. (2005). Emotions in consumer behavior: A hierarchical approach. Journal of Business Research, 58, 1437–1445. doi:10.1016/j.jbusres.2003.09.013
- Lazarus, R. S. (1991). Emotion and adaptation. New York, NY: Oxford University Press.
- Lee, S. Y., Hwang, H., Hawkins, R., & Pingree, S. (2008). Interplay of negative emotion and health self-efficacy on the use of health information and its outcomes. Communication Research, 35, 358–381. doi:10.1177/0093650208315962
- Lerner, J. S., & Keltner, D. (2001). Fear, anger, and risk. Journal of Personality and Social Psychology, 81(1), 146–159. doi:10.1037//O022-3514.81.1.146
- Lindsey, L. L., Yun, K. A., & Hill, J. B. (2007). Anticipated guilt as motivation to help unknown others: An examination of empathy as a moderator. Communication Research, 34, 468–480. doi:10.1177/0093650207302789
- Lindsey, L. L. M. (2005). Anticipated guilt as behavioral motivation: An examination of appeals to help unknown others through bone marrow donation. Human Communication Research, 31, 453–481. doi:10.1111/j.1468-2958.2005.tb00879.x
- Mitchell, M., Brown, K., Morris-Villagran, M., & Villagran, P. (2001). The effects of anger, sadness and happiness on persuasive message processing: A test of the negative state relief model. Communication Monographs, 68(4), 347–359. doi:10.1080/03637750128070
- Moore, D. J., Harris, W. D., & Chen, H. C. (1995). Affect intensity: An individual difference response to advertising appeals. Journal of Consumer Research, 154–164. Retrieved from http://www.jstor.org/stable/2489809
- Nabi, R. L. (1999). A cognitive functional model for the effects of discrete negative emotions on information processing, attitude change, and recall. Communication Theory, 9, 292–320. doi:10.1111/j.1468-2885.1999.tb00172.x
- O’Keefe, D. J. (2000). Guilt and social influence. In M. E. Roloff (Ed.), Communication yearbook (Vol. 23, pp. 67–101). Thousand Oaks, CA: Sage.
- O’Keefe, D. J. (2002). Guilt as a mechanism of persuasion. In J. P. Dillard & M. Pfau (Eds.), The persuasion handbook: Developments in theory and practice (pp. 329–344). Thousand Oaks, CA: Sage.
- O’Keefe, D. J. (2003). Message properties, mediating states, and manipulation checks: Claims, evidence, and data analysis in experimental persuasive message effects research. Communication Theory, 13, 251–274. doi:10.1111/j.1468-2885.2003.tb00292.x
- Petty, R. E., & Cacioppo, J. T. (1981). Attitudes and persuasion: Classic and contemporary approaches. Dubuque, IA: Brown.
- Pinto, M. B., & Priest, S. (1991). Guilt appeals in advertising: An exploratory study. Psychological Reports, 69, 375–385. doi:10.2466/pr0.1991.69.2.375
- Pinto, M. B., & Worobetz, N. D. (1992). Note on guilt appeals in advertising: Covariate effects on self-esteem and locus of control. Psychological Reports, 70, 19–22. doi:10.2466/pr0.1992.70.1.19
- Roberts, J. (2009). The guilt appeal (cover story). Marketing Week, 32, 14–18.
- Smith, C. A., & Ellsworth, P. C. (1985). Patterns of cognitive appraisal in emotion. Journal of Personality and Social Psychology, 48, 813–838. doi:10.1037/0022-3514.48.4.813
- Sweat, M. D., Denison, J., Kennedy, C., Tedrow, V., & O’Reilly, K. (2012). Effects of condom social marketing on condom use in developing countries: A systematic review and meta-analysis, 1990–2010. Bulletin of the World Health Organization, 90, 613–622. Retrieved from https://doi.org/10.2471/BLT.11.094268
- Turner, M. M. (2011). Discrete emotions and the design and evaluation of health communication messages. In H. Cho (Ed.), Designing messages for health communication campaigns: Theory and practice (pp. 59–71). Thousand Oaks, CA: Sage.
- Turner, M. M., & Underhill, J. C. (2012). Motivating emergency preparedness behaviors: The differential effects of guilt appeals and actually anticipating guilty feelings. Communication Quarterly, 60, 545–559. doi:10.1080/01463373.2012.705780
- Witte, K. (1992). Putting fear back into fear appeals: The extended parallel process model. Communication Monographs, 59, 329–349. doi:10.1080/03637759209376276