Many IT professionals use the fear, uncertainty and denial (FUD) approach to persuade senior management to increase security, according to a survey conducted by WatchGuard Technologies.

Forty-nine percent of the 150 network and security administrators polled support the FUD approach, including use of worst-case scenarios involving confidentiality breaches or liability charges in order to justify secruity investments to upper management.

However, 30 percent of survey respondents said rational facts, including cost-based analysis and productivity statistics, are enough to convince management to make changes.

Those surveyed were administrators from small and midsize companies who are subscribers to WatchGuard's LiveSecurity Service.