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Four Perspectives on the Role of Fear in Persuasion
Unformatted Document Text:  Four Perspectives on . . . 26 References Baron, R.S., Logan, H., Lilly, J., Inman, M.L., & Brennan, M. (1994). Negative emotion and message processing. Journal of Experimental Social Psychology, 30, Bates, J. E. (2000). Temperament as an emotion construct: Theoretical and practical issues. In M. Lewis & J. M. Haviland-Jones (Eds.), Handbook of emotions (2 nd edition, pp. 382- 396). New York, NY: Guilford. Boster, F.J., & Mongeau, P.A. (1984). Fear-arousing persuasive messages. In R. Bostrom (Ed.), Communication yearbook 8 (pp. 330-375). Newbury Park, CA: Sage. Carver, S., & Scheier, M.F. (1999). Themes and issues in the self-regulation of behavior. In R.S. Wyer, Jr. (Ed.), Perspectives on behavioral self-regulation: Advances in social cognition, vol.12 (pp. 1-107). Mahwah, NJ: Erlbaum. Carver, S., & White, T.L. (1994). Behavioral inhibition, behavioral activation, and affective responses to impending reward and punishment: The BIS/BAS scales. Journal of Personality and Social Psychology, 67, 319-333. Cialdini, R.B., & Kenrick, D.T. (1976). Altruism as hedonism: A social development perspective on the relationship between negative mood and helping. Journal of Personality and Social Psychology, 34, 907-914. Cohen, A. R. (1957). Need for cognition and order of communications as determinants of opinion change. In C. I. Hovland (Ed.), The order of presentation in persuasion. (pp. 79-97). New Haven, CT: Yale University Press. Cohen, J. (1987). Statistical power for the behavioral sciences (Rev. ed.). Hillsdale, NJ: Erlbaum.

Authors: Dillard, James. and Anderson, Jason.
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Four Perspectives on . . .
26
References
Baron, R.S., Logan, H., Lilly, J., Inman, M.L., & Brennan, M. (1994). Negative emotion
and message processing. Journal of Experimental Social Psychology, 30,
Bates, J. E. (2000). Temperament as an emotion construct: Theoretical and practical
issues. In M. Lewis & J. M. Haviland-Jones (Eds.), Handbook of emotions (2
nd
edition, pp. 382-
396). New York, NY: Guilford.
Boster, F.J., & Mongeau, P.A. (1984). Fear-arousing persuasive messages. In R. Bostrom
(Ed.), Communication yearbook 8 (pp. 330-375). Newbury Park, CA: Sage.
Carver, S., & Scheier, M.F. (1999). Themes and issues in the self-regulation of behavior.
In R.S. Wyer, Jr. (Ed.), Perspectives on behavioral self-regulation: Advances in social cognition,
vol.12 (pp. 1-107). Mahwah, NJ: Erlbaum.
Carver, S., & White, T.L. (1994). Behavioral inhibition, behavioral activation, and
affective responses to impending reward and punishment: The BIS/BAS scales. Journal of
Personality and Social Psychology, 67, 319-333.
Cialdini, R.B., & Kenrick, D.T. (1976). Altruism as hedonism: A social development
perspective on the relationship between negative mood and helping. Journal of Personality and
Social Psychology, 34, 907-914.
Cohen, A. R. (1957). Need for cognition and order of communications as determinants of
opinion change. In C. I. Hovland (Ed.), The order of presentation in persuasion. (pp. 79-97).
New Haven, CT: Yale University Press.
Cohen, J. (1987). Statistical power for the behavioral sciences (Rev. ed.). Hillsdale, NJ:
Erlbaum.


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