Examining the influence of trait anxiety/repression-sensitization on individuals' reactions to fear appeals

While fear appeals have the potential to be effective persuasive strategies , individual difference variables often affect the outcomes of these appeal s. The present work extends Witte's Extended Parallel Process Model (EPPM) (1992a) by addressing how individual differences influence reactions to fea r appeals. Specifically, we explore the influence of trait anxiety/repressi on-sensitization on the impact of persuasive fear appeals promoting condom usage to prevent AIDS. First, the lack of isomorphism between conceptual an d operational definitions of trait anxiety/repression-sensitization is iden tified. Second, two models are proposed to test the influence of trait anxi ety/repression-sensitization on reactions to fear appeals (both moderationa l and mediational models). The results indicate that one's inherent level o f anxiety influences how one perceives both the threat and the efficacy of recommended responses. How ever, trait anxiety/repression-sensitization app ears to have no influence-either directly, indirectly, or interactively-on attitudes, intentions, behaviors, perceived manipulation, or message deroga tion. The exception is defensive avoidance, which appears to be directly re lated to one's characteristic level of anxiety.