FightandFlight: Evidence of Aggressive Capitulation in the Face of Fear Messages from Terrorists

Abstract

In an era of digital technology and theInternet, terrorists can communicate their threats directly to citizens ofWestern countries. Yet no research has examined whether these messages change individuals' attitudes and behavior or the psychological processes underlying these effects. Two studies (conducted in 2008 and 2010) examined howAmerican,Australian, andBritish participants responded to messages fromOsama binLaden that threatened violence if troops were not withdrawn fromAfghanistan. Heightened fear in response to the message resulted in what we call “aggressive capitulation,” characterized by two different group‐protection responses: (1) submission to terrorist demands in the face of threats made against one's country and (2) support for increased efforts to combat the source of the threat but expressed in abstract terms that do not leave one's country vulnerable. Fear predicted influence over and above other variables relevant to persuasion. Theoretical and practical implications are discussed.