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Fear, guilt, and shame appeals in social marketing

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Cited by:

  1. Cesare Amatulli & Matteo Angelis & Alessandro M. Peluso & Isabella Soscia & Gianluigi Guido, 2019. "The Effect of Negative Message Framing on Green Consumption: An Investigation of the Role of Shame," Journal of Business Ethics, Springer, vol. 157(4), pages 1111-1132, July.
  2. van Rijn, Jordan & Barham, Bradford & Sundaram-Stukel, Reka, 2017. "An experimental approach to comparing similarity- and guilt-based charitable appeals," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 68(C), pages 25-40.
  3. Albinsson, Pia A. & Huhmann, Bruce A. & Burman, Bidisha, 2025. "How allusion enhances consumer response to hope appeals in health messaging," Journal of Business Research, Elsevier, vol. 191(C).
  4. Kamatham, Sri Harsha & Pahwa, Parneet & Jiang, Juncai & Kumar, Nanda, 2021. "Effect of appeal content on fundraising success and donor behavior," Journal of Business Research, Elsevier, vol. 125(C), pages 827-839.
  5. Dong Jenn Yang, 2018. "Exploring the communication effects of message framing of smoking cessation advertising on smokers’ mental processes," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 15(3), pages 315-332, September.
  6. Tejaswi Patil & Zillur Rahman, 2023. "A bibliometric analysis of scientific literature on guilt in marketing," Management Review Quarterly, Springer, vol. 73(3), pages 1385-1415, September.
  7. Newman, Christopher L. & Howlett, Elizabeth & Burton, Scot, 2014. "Implications of fast food restaurant concentration for preschool-aged childhood obesity," Journal of Business Research, Elsevier, vol. 67(8), pages 1573-1580.
  8. Julie V. Stanton & Deirdre T. Guion, 2013. "Taking Advantage of a Vulnerable Group? Emotional Cues in Ads Targeting Parents," Journal of Consumer Affairs, Wiley Blackwell, vol. 47(3), pages 485-517, November.
  9. Chan, Eugene Y. & Septianto, Felix, 2024. "Self-construals and health communications: The persuasive roles of guilt and shame," Journal of Business Research, Elsevier, vol. 170(C).
  10. Amos Owen Thomas, 2016. "Voter empowerment for emerging democracies: Mobilising the marginalised in Peru," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 13(3), pages 239-263, October.
  11. Lancellotti, Matthew P. & Thomas, Sunil, 2018. "Men hate it, women love it: Guilty pleasure advertising messages," Journal of Business Research, Elsevier, vol. 85(C), pages 271-280.
  12. Yanyan Chen & Dirk C. Moosmayer, 2020. "When Guilt is Not Enough: Interdependent Self-Construal as Moderator of the Relationship Between Guilt and Ethical Consumption in a Confucian Context," Journal of Business Ethics, Springer, vol. 161(3), pages 551-572, January.
  13. Bernhard, Fabian, 2022. "When bankers feel guilty–Employees’ vicarious guilt and the support of moral business practices," European Management Journal, Elsevier, vol. 40(3), pages 419-428.
  14. Antonetti, Paolo & Baines, Paul & Jain, Shailendra, 2018. "The persuasiveness of guilt appeals over time: Pathways to delayed compliance," Journal of Business Research, Elsevier, vol. 90(C), pages 14-25.
  15. Grappi, Silvia & Bergianti, Francesca & Gabrielli, Veronica & Baghi, Ilaria, 2024. "The effect of message framing on young adult consumers’ sustainable fashion consumption: The role of anticipated emotions and perceived ethicality," Journal of Business Research, Elsevier, vol. 170(C).
  16. Björn Vollan & Karla Henning & Deniza Staewa, 2017. "Do campaigns featuring impact evaluations increase donations? Evidence from a survey experiment," Journal of Development Effectiveness, Taylor & Francis Journals, vol. 9(4), pages 500-518, October.
  17. Septianto, Felix & Kemper, Joya A., 2021. "The effects of age cues on preferences for organic food: The moderating role of message claim," Journal of Retailing and Consumer Services, Elsevier, vol. 62(C).
  18. Beatriz Casais & João F. Proença, 2022. "The use of positive and negative appeals in social advertising: a content analysis of television ads for preventing HIV/AIDS," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 19(3), pages 623-647, September.
  19. Arnet, Sandro & Nißen, Marcia & von Wangenheim, Florian, 2024. "Don’t be a hamster! Social appeals to curb panic buying at the point-of-sale," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
  20. Gianluca Gionfriddo & Francesco Rizzi & Tiberio Daddi & Fabio Iraldo, 2023. "The impact of green marketing on collective behaviour: Experimental evidence from the sports industry," Business Strategy and the Environment, Wiley Blackwell, vol. 32(8), pages 5349-5367, December.
  21. Qiteng Zhang & Bo Liu, 2025. "Integrating Business Psychology into Public Service Communication: A Qualitative Analysis in Beijing's Urban Landscape," International Journal of Research and Scientific Innovation, International Journal of Research and Scientific Innovation (IJRSI), vol. 12(10), pages 2398-2411, October.
  22. Ana C. Martinez-Levy & Dario Rossi & Giulia Cartocci & Marco Mancini & Gianluca Flumeri & Arianna Trettel & Fabio Babiloni & Patrizia Cherubino, 2022. "Message framing, non-conscious perception and effectiveness in non-profit advertising. Contribution by neuromarketing research," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 19(1), pages 53-75, March.
  23. Xin, Benlu & Zhu, Chengfeng & Septianto, Felix, 2022. "The effects of mixed emotional appeals in leveraging paradox brands," Journal of Business Research, Elsevier, vol. 153(C), pages 266-275.
  24. Birau, Mia M. & Faure, Corinne, 2018. "It is easy to do the right thing: Avoiding the backfiring effects of advertisements that blame consumers for waste," Journal of Business Research, Elsevier, vol. 87(C), pages 102-117.
  25. Xie, Quan & Wang, Tianjiao (Grace), 2022. "Promoting corporate social responsibility message in COVID-19 advertising: How threat persuasion affects consumer responses to altruistic versus strategic CSR," Journal of Business Research, Elsevier, vol. 148(C), pages 315-324.
  26. van Rijn, Jordan & Quinones, Esteban J. & Barham, Bradford L., 2017. "An Experimental Test of Gender Differences in Charitable Giving: Empathy Is at the Heart of the Matter," Staff Paper Series 586, University of Wisconsin, Agricultural and Applied Economics.
  27. Aristeidis Theotokis & Emmanouela Manganari, 2015. "The Impact of Choice Architecture on Sustainable Consumer Behavior: The Role of Guilt," Journal of Business Ethics, Springer, vol. 131(2), pages 423-437, October.
  28. Fazal-e-Hasan, Syed Muhammad & Ahmadi, Hormoz & Mortimer, Gary & Sekhon, Harjit & Kharouf, Husni & Jebarajakirthy, Charles, 2020. "The interplay of positive and negative emotions to quit unhealthy consumption behaviors: Insights for social marketers," Australasian marketing journal, Elsevier, vol. 28(4), pages 349-360.
  29. Samer Sarofim & Elizabeth Minton & Amabel Hunting & Darrell E. Bartholomew & Saman Zehra & William Montford & Frank Cabano & Pallab Paul, 2020. "Religion's influence on the financial well‐being of consumers: A conceptual framework and research agenda," Journal of Consumer Affairs, Wiley Blackwell, vol. 54(3), pages 1028-1061, September.
  30. van Rijn, Jordan & Barham, Bradford & Sundaram-Stukel, Reka, 2016. "An Experimental Approach to Comparing Similarity- and Guilt-Based Charitable Appeals," Staff Paper Series 584, University of Wisconsin, Agricultural and Applied Economics.
  31. Mary Beth Pinto & Arpan Yagnik, 2017. "Fit for life: A content analysis of fitness tracker brands use of Facebook in social media marketing," Journal of Brand Management, Palgrave Macmillan, vol. 24(1), pages 49-67, January.
  32. Key, Thomas Martin & Czaplewski, Andrew J., 2017. "Upstream social marketing strategy: An integrated marketing communications approach," Business Horizons, Elsevier, vol. 60(3), pages 325-333.
  33. Billy Sung & Felix Septianto & Michelle Stankovic, 2023. "The effect of severe imagery in advertising on charitable behavior and the moderating role of social closeness," Journal of Consumer Affairs, Wiley Blackwell, vol. 57(3), pages 1352-1376, July.
  34. Carmela Donato, 2021. "Disgust and preference for familiar brands," Italian Journal of Marketing, Springer, vol. 2021(1), pages 5-23, June.
  35. Rayner, Ethan & Baxter, Stacey M. & Ilicic, Jasmina, 2015. "Smoker's recall of fear appeal imagery: Examining the effect of fear intensity and fear type," Australasian marketing journal, Elsevier, vol. 23(1), pages 61-66.
  36. Ronald Conlin & Steven Bauer, 2022. "Examining the impact of differing guilt advertising appeals among the Generation Z cohort," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 19(2), pages 289-308, June.
  37. Vincent Didiek Wiet Aryanto & Yohan Wismantoro & Yudith Vega Paramitadevi, 2020. "The Climate Change Issue towards Behavioral Intentions: A Perspective of Social Marketing," International Journal of Energy Economics and Policy, Econjournals, vol. 10(2), pages 483-490.
  38. Caroline Moraes & Finola Kerrigan & Roisin McCann, 2020. "Positive Shock: A Consumer Ethical Judgement Perspective," Journal of Business Ethics, Springer, vol. 165(4), pages 735-751, September.
  39. Nguyen, Hoang Sinh & Laufer, Daniel & Krisjanous, Jayne, 2020. "The effectiveness of guilt and shame appeals on health communications: The moderating role of self-construal and personal cultural orientation," Australasian marketing journal, Elsevier, vol. 28(4), pages 310-324.
  40. Felix Septianto & Widya Paramita, 2021. "Sad but smiling? How the combination of happy victim images and sad message appeals increase prosocial behavior," Marketing Letters, Springer, vol. 32(1), pages 91-110, March.
  41. Bruttel Lisa & Nithammer Juri & Stolley Florian, 2022. "“Thanks in advance” – The negative effect of a polite phrase on compliance with a request," German Economic Review, De Gruyter, vol. 23(1), pages 61-78, February.
  42. Mengtian Zhao & Heather Rosoff & Richard S. John, 2019. "Media Disaster Reporting Effects on Public Risk Perception and Response to Escalating Tornado Warnings: A Natural Experiment," Risk Analysis, John Wiley & Sons, vol. 39(3), pages 535-552, March.
  43. Rita Ferreira Gomes & Beatriz Casais, 2018. "Feelings generated by threat appeals in social marketing: text and emoji analysis of user reactions to anorexia nervosa campaigns in social media," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 15(4), pages 591-607, December.
  44. Rundle-Thiele, Sharyn & Schuster, Lisa & Dietrich, Timo & Russell-Bennett, Rebekah & Drennan, Judy & Leo, Cheryl & Connor, Jason P., 2015. "Maintaining or changing a drinking behavior? GOKA's short-term outcomes," Journal of Business Research, Elsevier, vol. 68(10), pages 2155-2163.
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