TY - JOUR T1 - Does It Pay to shock? JF - Journal of Advertising Research JO - J Advert Res SP - 268 LP - 280 DO - 10.2501/JAR-43-3-268-280 VL - 43 IS - 3 AU - Darren W. Dahl AU - Kristina D. Frankenberger AU - Rajesh V. Manchandra Y1 - 2003/09/01 UR - http://www.journalofadvertisingresearch.com/content/43/3/268.abstract N2 - Although the use of shocking content in advertising appeals has been widely adopted, the effectiveness of such communication strategies has not been empirically investigated. In two laboratory studies, conducted in the context of HIV/AIDS prevention, we examine the effectiveness of shock advertising in comparison to the commonly used appeals of fear and information. Our findings suggest that shocking content in an advertisement significantly increases attention, benefits memory, and positively influences behaviour among a group of university students. ER -