Abstract
ABSTRACTGuilt has been identified as a crucial factor mediating the effects of social campaigns. So far, however, knowledge regarding the process of guilt arousal is limited. This paper studies processes of guilt arousal and effects for the context of environmental donation campaigns. Following the extended parallel process model, environmental concern and self-efficacy are introduced as main predictors. Results of an experiment show that guilt arousal enhances campaign effects for those with a high concern but is the wrong strategy to reach those with a low concern. Guilt arousal is not influenced by self-efficacy and occurs independently of emotional message frames.
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