How did fear of pain help medical advertising attract attention in the 19th century?

In the 19th century, medical advertising leveraged the human response to suffering to drive commercial interest. As early as 1843, industry leaders recognized that pain, or the fear of pain, was the most powerful motivator for attracting public attention. Consequently, advertisements for nostrums and purported cures dominated the available space in the press, as charlatans exploited the vulnerability of individuals seeking relief from their distress.1

This practice was rooted in the understanding that people in states of great stress or pain are often desperate for a miracle and susceptible to the exaggerated claims of those who promise relief. By focusing on these deep-seated fears, quacks were able to capture a significant portion of the advertising market, often prioritizing these messages over other appeals, such as vanity, which was considered the second strongest motivator.1