Breast self-examination pamphlets: a content analysis grounded in fear appeal research.

In this study, we used the topic of breast self-examination (BSE) to illustrate how content analysis of promotional texts (already in existence, in the process of being created, or both) can provide supplementary data to that derived from audience analysis. Specifically, we used content analysis to isolate messages in BSE pamphlets that are consistent with the variables of severity, susceptibility, response efficacy, and self-efficacy, identified by existing fear appeal research and supported by other persuasion research as critical to the construction of effective health promotion messages. We then used statistical analyses to describe the relation among these 4 message variables. Our findings suggested that BSE pamphlets contain an unbalanced proportion of threat to efficacy arguments. Additionally, the efficacy messages were substantively weak. We contrasted these messages against the relatively strong mammography arguments contained in these pamphlets. We then provided recommendations for formulating stronger persuasive arguments in BSE promotional materials.