WorldWideScience

Sample records for internally persuasive discourse

  1. The Discursive Dynamics in Teacher Education: Authoritative Discourse or Internally Persuasive Discourse?

    Directory of Open Access Journals (Sweden)

    Maria Otilia Guimarães Ninin

    2014-06-01

    Full Text Available This article, based on the socio-cultural-historical theoretical perspective, discusses the activity in which individuals engage as constitutive of the social roles they occupy. It aims to trigger discussion of discursive dynamics in the context of critical-collaborative teacher education, focusing on internally persuasive and authoritative discourse (BAKHTIN, 1981 and their co-occurrence in situations of negotiation of meanings. This distinction is relevant because it is possible to understand different argumentative enunciations or not, conducted by educators in training, which approach or distance themselves from those cast by their trainers or isolated voices of theoretical practice, indicating possibilities of creation or reduction of dialogic expansion. From the emphasis on internally persuasive discourse, this article highlights the critical - collaborative argumentation role in training educators. Examples selected from a corpus of research collected in public school in São Paulo subsidize the discussion supported by Bakhtin (1981 and Vygotsky (1998; 2001.

  2. The multimodal argumentation of persuasive counter discourses

    DEFF Research Database (Denmark)

    Maier, Carmen Daniela

    The continuous interest in and concern with business communication can be detected in the way critical aspects of this kind of communication are represented and debated in a wide range of discourses in a wide range of contexts. Drawing upon a social semiotic perspective, this paper explores...... the persuasive counter discourse of Media Bites videos: http://griid.org/category/media-bites/. The videos are a part of GRIID organization’s efforts directed at revealing misleading communicative strategies employed in various business contexts. In these instructive videos, the viewers are made familiar...... the misleading strategies employed. The viewers are also instructed where else they can find information about these strategies and the consequences of misleading advertising discourse. The argumentation framework of the Media Bites videos is also persuasively articulated for engaging the viewers as active...

  3. Multimodal instruction and persuasion in disclosing greenwashing discourses

    DEFF Research Database (Denmark)

    Maier, Carmen Daniela

    and accompanied by new voice-over commentaries and new visual material. The new voice-over narrator instructs the viewers how to identify and decode the multimodal persuasive strategies employed in the original discourse. Simultaneously, the viewers are also persuaded to accept the new understanding...... and social actions when the commercials' greenwashing discourse is used for other instructive and persuasive purposes. When mapping and explaining these transformations, the analysis is based on the investigation of the multifunctional interplay of semiotic modes as language and images. On the basis...

  4. Examining the Effects of Gender and Second Language Proficiency on Hispanic Writers' Persuasive Discourse.

    Science.gov (United States)

    Bermudez, Andrea B.; Prater, Doris L.

    1994-01-01

    Examines the use of persuasive responses by Hispanic second-language writers and categorizes these responses by level of language proficiency and gender. Findings indicate that students exit English-as-a-Second-Language classes without having achieved a higher level of expertise in the use of persuasive discourse and that females elaborate more…

  5. Trends in International Persuasion: Persuasion in the Arms Control Negotiations.

    Science.gov (United States)

    Hopmann, P. Terrence; Walcott, Charles

    An analysis of the bargaining process in international arms control negotiations is possible by developing a framework of interrelated hypotheses, by delineating and practicing interactions study called "Bargaining Process Analysis," and by formulating procedural steps that bridge the gap between laboratory studies and "real world" situations. In…

  6. Revisiting persuasion in oral academic and professional genres: Towards a methodological framework for Multimodal Discourse Analysis of research dissemination talks

    Directory of Open Access Journals (Sweden)

    Julia Valeiras-Jurado

    2018-04-01

    Full Text Available Previous work on oral genres (Kress & Van Leeuwen, 2001; Kress, 2010; Bateman, 2011 as well as on persuasion (O’Keefe, 2002; Perloff, 2003; Poggi & Pelachaud, 2008 has indicated that effective persuasive oral communication depends heavily on the use of a wide range of different semiotic modes including words, gestures and intonation. However, little attention has been paid so far to how speakers convey their communicative intentions orchestrating different modes into a coherent multimodal ensemble (Kress, 2010. In this paper we propose a methodological framework for Multimodal Discourse Analysis (MDA of persuasion in oral academic and professional genres. Drawing on previous studies on persuasion (Fuertes-Olivera et al., 2001; O’Keefe, 2002; Perloff, 2003; Virtanen & Halmari, 2005; Dafouz-Milne, 2008, our framework combines earlier proposals for MDA (Querol-Julián, 2011; Querol-Julián & Fortanet-Gómez, 2014 with an ethnographic perspective (Rubin & Rubin, 1995. Our study focuses specifically on the analysis of persuasive strategies used in dissemination talks. The proposed MDA caters for the following modes: words, intonation, head movements and gestures. Preliminary findings hint at a relation between persuasion and so-called modal density (Norris, 2004. Finally, we propose a tentative taxonomy of persuasive strategies and how they are realised multimodally.

  7. "Relinquish the reins": persuasion and consensus in the discourse of pregnancy and childbirth advice literature.

    Science.gov (United States)

    Rodgers, Ornaith

    2015-03-01

    Popular pregnancy and childbirth advice books constitute an important source of information for pregnant women. These texts shape women's perceptions of pregnancy, childbirth and the medical care they will receive during this time. This article reports on a study of the enactment of power relations between pregnant women and their medical caregivers in the discourse of pregnancy and childbirth advice literature and its implications for practice. The study focuses on the discursive positioning of women in relation to medical personnel through a critical discourse analysis of two popular advice books, one in English and one in French. The article suggests that through the use of a number of key discursive strategies, pregnant women are constructed as under the control of the medical institution in these texts. However, this control is not achieved by an overt oppressive discourse, instead it is achieved through persuasion and consensus by generating the consent of pregnant women to comply with medical norms. The medical institution is represented in these texts as a dominant force while women are constructed as powerless recipients of medical care. Medical professionals should firstly consider whether the power relations represented in these texts correspond to those enacted in clinics and delivery rooms. Secondly, caregivers should be cautious about recommending popular pregnancy and childbirth advice books to women as the relationship between pregnant women and their caregivers may be undermined by the negative power asymmetry enacted in these texts. Copyright © 2014 Australian College of Midwives. Published by Elsevier Ltd. All rights reserved.

  8. International political theory : varieties of moral discourse

    NARCIS (Netherlands)

    Kamminga, Menno R.

    2007-01-01

    This article aims to demonstrate the value of James Gustafson's 'varieties of moral discourse' typology for international political theory (IPT), or moral reflection about international politics. Gustafson's typology is defended as entailing an adequate conception of IPT through a threefold

  9. Persuasive Technology

    DEFF Research Database (Denmark)

    This book constitutes the proceedings of the 5th International Conference on Persuasive Technology, PERSUASIVE 2010, held in Copenhagen Denmark in June 2010. The 25 papers presented were carefully reviewed and selected from 80 submissions. In addition three keynote papers are included in this vol......This book constitutes the proceedings of the 5th International Conference on Persuasive Technology, PERSUASIVE 2010, held in Copenhagen Denmark in June 2010. The 25 papers presented were carefully reviewed and selected from 80 submissions. In addition three keynote papers are included...... in this volume. The topics covered are emotions and user experience, ambient persuasive systems, persuasive design, persuasion profiles, designing for health, psychology of persuasion, embodied and conversational agents, economic incentives, and future directions for persuasive technology....

  10. An Investigation Of The Effects Of The Metaphor and Simile In Persuasive Discourse

    Science.gov (United States)

    Reinsch, N. Ramar, Jr.

    1971-01-01

    The author found through experimentation that a well-used metaphor can facilitate persuasion and attitude change. The author's hypothesis is that inclusion of similes will increase persuasiveness but that use of metaphors instead of similes would have a greater effect in attitude change. (MS)

  11. Discourse in freshman engineering teams: The relationship between verbal persuasions, self-efficacy, and achievement

    Science.gov (United States)

    Yasar, Senay

    Collaborative teamwork is a common practice in both science and engineering schools and workplaces. This study, using a mixed-methods approach, was designed to identify which team discourse characteristics are correlated with changes in student self-efficacy and achievement. Bandura's self-efficacy theory constitutes the theoretical framework. Seven teams, consisting of first-year engineering students, took the pre- and post-surveys and were video- and audio-recorded during a semester-long Introduction to Engineering Design course. Three instruments were developed: a self-efficacy survey, a team interaction observation protocol, and a team interaction self-report survey. The reliability and validity of these instruments were established. An iterative process of code development and refinement led to the development of thirty-five discourse types, which were grouped under six discourse categories: task-oriented, response-oriented, learning-oriented, support-oriented, challenge-oriented, and disruptive. The results of the quantitative data analysis showed that achievement and gain in self-efficacy were significantly correlated ( r=.55, p<.01). There was also a positive correlation between support-orientated discourse and post self-efficacy scores ( r=.43, p<.05). Negative correlations were observed between disruptive discourse behaviors and post self-efficacy (r=-.48, p<.05). Neither being challenged by peers nor receiving negative feedback revealed significant correlations with student self-efficacy. In addition, no direct correlations between the team discourse characteristics and achievement were found. These findings suggest that collaborative teamwork can lead to achievement to the extent that it supports self-efficacy. They also suggest that interactions such as receiving positive or negative feedback have less impact on self-efficacy than does the overall constructive behavior of the group. The qualitative component of the study, which focused on three case

  12. Cultural Styles of Persuasion

    Science.gov (United States)

    Glenn, E. S.; And Others

    1977-01-01

    Offers an alternative methodology for studying persuasive strategies by examining the persuasive strategies selected by professional persuaders representing those cultures being studied. Analyzes the persuasive styles of United States, Soviet Union and Arab diplomats involved in international negotiations in the Security Council of the United…

  13. Persuasive Technologies - Making a difference together

    DEFF Research Database (Denmark)

    Hansen, Sandra Burri Gram

    book on persuasive technology was published. Since then, already twelve annual conferences have been held on the topic. The Persuasive Technology community has attracted many young scholars and has kept very strong core of leading scientists in the area of research. At the same time, not all...... discourses around human behaviour, behaviour change, early interventions for behaviour change, persuasive technology, persuasive systems design, design with intent, personalized persuasion, behaviour change support systems, health behaviour change, socially influencing systems, user experience design...

  14. 'Setting the joy free' with Cadbury UK : A CDA analysis of how persuasion is communicated within Cadbury UK's social media discourse, according to Aristotle's 'persuasive proofs'

    OpenAIRE

    Bell, Jordan

    2017-01-01

    This study uses a CDA analysis in order to take a critical look at how linguistic and visual techniques are used to create positive messages about a ‘modern’ brand, British confectionary company, Cadbury UK, in their social media discourse on Facebook, Instagram and Twitter. The study goes further in exploring how these messages are constructed in a way which according to Aristotle, is ‘persuasive’, looking at how they appealed to emotion (pathos), the character or trustworthiness of the bran...

  15. Exclusive Minilateralism: An Emerging Discourse within International Climate Change Governance?

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    Jeffrey Scott McGee

    2011-12-01

    Full Text Available Over the past five years there have been a series of significant international climate change agreements involving only elite state actors. The Asia-Pacific Partnership on Clean Development and Climate, APEC Sydney Leaders Declaration and US Major Economies Process all displayed a shift towards a model of international climate change governance involving a small group of economically powerful states, to the exclusion of less powerful states and environmental NGOs. The modest result from the UNFCCC COP 15 meeting in Copenhagen in December 2009 and subsequent UNFCCC meetings has strengthened calls for international climate governance to be pared down to smaller decision making forums of key states only. This article argues that these developments evidence an emerging discourse of ‘exclusive minilateralism’ in international climate policy that is challenging the inclusive multilateral discourse that has formed the bedrock of international climate change governance since the inception of UN climate regime in the early 1990s. The exclusive minilateralism discourse offers a significant challenge to both the cosmopolitan and discursive democratic aspirations of international climate change governance. One response to the exclusive minilateral discourse is to reform the UNFCCC consensus-based decision making rule to provide the COP with greater ease of decision making on key issues relating to mitigation and adaptation. Another response is to more formally include the exclusive minilateralism discourse within the UNFCCC COP process. This could be achieved by forming a small peak body of states and key NGO groups to act as an influential advisor to the COP process on key issues requiring expedition and resolution.

  16. Barbarian Hordes : The Overpopulation Scapegoat in International Development Discourse

    NARCIS (Netherlands)

    Fletcher, Robert; Breitling, Jan; Puleo, Valerie

    2014-01-01

    Despite sustained critique of a neo-Malthusian focus on ‘overpopulation’, the issue continues to resurface regularly within international development discourse, particularly with respect to ‘sustainable’ development in relation to growing environmental security concerns. This suggests that the issue

  17. Equal, global, local: discourses in Taiwan's international medical graduate debate.

    Science.gov (United States)

    Ho, Ming-Jung; Shaw, Kevin; Liu, Tzu-Hung; Norris, Jessie; Chiu, Yu-Ting

    2015-01-01

    With the globalisation of medicine, the role of international medical graduates (IMGs) has expanded. Nonetheless, the experiences of native-born IMGs remain under-researched. In Taiwan, public controversy has unfolded around IMGs educated in Poland, calling into question the meaning(s) of equality in policy and medicine. In focusing on the return of IMGs to their countries of origin, this study adds to the growing literature concerning equality and globalisation in medical education. The primary research aim was to analyse how stakeholders in the IMG debate use equality in their arguments. The authors set out to frame the dispute within the recent history of Taiwanese medical governance. An overarching objective was to contribute a critical, historical view of how discourses of globalisation and equality construct different policy approaches to international medical education. The authors performed a critical discourse analysis of a public policy dispute in Taiwan, assembling an archive from online interactions, government reports and news articles. Coding focused on stakeholders' uses of equality to generate broader discourses. International and domestic Taiwanese students conceived of equality differently, referencing both 'equality of opportunity' and 'equality of outcome' within localisation and globalisation frameworks, respectively. The dominance of localisation discourse is reflected in hostile online rhetoric towards Poland-educated IMGs. Rhetorical disagreements over equality in medical education trace shifting state policies, from earlier attempts to remove barriers for IMGs to the present-day push to regulate IMGs for acculturation and quality assurance. The global Internet had a double-sided influence, facilitating both democratic political mobilization and the spread of hate speech. The policy debate in Taiwan mirrors discourses in Canada, where IMGs are likewise conceived either as globally competent physicians or as lacking in merit and technical

  18. The persuasive aims of Metal Gear Solid: A discourse theoretical approach to the study of argumentation in video games

    DEFF Research Database (Denmark)

    Stamenkovic, Dusan; Jacevic, Milan; Wildfeuer, Janina

    2017-01-01

    in a representative video game combine so as to convince the player to act, play, and perhaps think accordingly. The multimodal approach employed in the paper combines the notion of discourse aims and the rhetorical and argumentative structure of Metal Gear Solid (Kojima, 1998), and analyses different narrative...... strategies and verbal cues, as well as the overall interface, control, and gameplay. The results suggest that verbal and textual cues combine with audio-visual elements and highly specific gameplay strategies in order to refrain the player from killing enemies. This might indicate that video games are likely...

  19. Internal-external stimulus competition in a system of interacting moving particles: Persuasion versus propaganda

    Science.gov (United States)

    Clementi, N. C.; Revelli, J. A.; Sibona, G. J.

    2015-07-01

    We propose a general nonlinear analytical framework to study the effect of an external stimulus in the internal state of a population of moving particles. This novel scheme allows us to study a broad range of excitation transport phenomena. In particular, considering social systems, it gives insight of the spatial dynamics influence in the competition between propaganda (mass media) and convincement. By extending the framework presented by Terranova et al. [Europhys. Lett. 105, 30007 (2014), 10.1209/0295-5075/105/30007], we now allow changes in individual's opinions due to a reflection induced by mass media. The equations of the model could be solved numerically, and, for some special cases, it is possible to derive analytical solutions for the steady states. We implement computational simulations for different social and dynamical systems to check the accuracy of our scheme and to study a broader variety of scenarios. In particular, we compare the numerical outcome with the analytical results for two possible real cases, finding a good agreement. From the results, we observe that mass media dominates the opinion state in slow dynamics communities; whereas, for higher agent active speeds, the rate of interactions increases and the opinion state is determined by a competition between propaganda and persuasion. This difference suggests that kinetics can not be neglected in the study of transport of any excitation over a particle system.

  20. Dialogism in Advertising Persuasion

    Directory of Open Access Journals (Sweden)

    Maria Helena Cruz Pistori

    2014-06-01

    Full Text Available This article analyzes two advertisements from the same brand, but produced in different local media: France and Brazil. It aims to pursue the interrelation and nexus needed between the verbal, visual and extraverbal dimensions to produce and understand the effects of persuasive sense. Concepts from ancient and modern Rhetoric, as well as dialogic discourse analysis notions and categories, inspired in the works of Bakhtin and the Circle, are the article’s theoretical-methodological basis. In the chosen advertisements, we observe the tense way they reflect and refract reality and how this is expressed in concrete utterances, constructed according to genre coercions. By analyzing the produced meaning effects, we especially highlight the presence of persuasion in different dialogic relationships allowed by the texts, audience importance in effect construction of text persuasive meaning, and proximity between advertisement and epidictic genre in ancient rhetoric. Persuasive dialogic relationships express broad and different spheres of human activity, in connection with the organization of social life, space and time; in fact, they are not aimed at product purchase, but at access to a way of life, which is linked to ideological values of privilege.

  1. Economic Objects: How Policy Discourse in the United Kingdom Represents International Students

    Science.gov (United States)

    Lomer, Sylvie

    2014-01-01

    Despite the significant and increasing presence of international students in the United Kingdom, on a national level there has been a lack of formal policy towards international students. Instead, in policy discourse, international students are represented in economic terms to the exclusion of other dimensions of experience and action. This…

  2. Persuasive Design

    DEFF Research Database (Denmark)

    Gram-Hansen, Sandra Burri

    2013-01-01

    of the specific context. This paper argues that the claim of persuasive design may not be the ability to change the user’s attitude or behaviour towards a given subject, but rather on the ability to create designs, which adapt the context in a way, which facilitates the ability to act within the opportune moment....

  3. Discourses of Antagonism and Desire: Marketing for International Students in Neighbourhood Schools

    Science.gov (United States)

    Arber, Ruth

    2009-01-01

    This paper explores the consequences of these discourses for the ways that international students are identified and positioned within school communities. My argument is developed in four sections. The first describes my ongoing exploration into the impact of international student programmes in Australia. The second exemplifies my argument:…

  4. Manipulação, contramanipulação e persuasão no discurso presidencial: mecanismos circunstanciais ou sempre atuais? Manipulation, countermanipulation and persuasion in the presidential discourse: circumstantial or ever present mechanisms?

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    Lidia Almeida Barros

    2003-01-01

    Full Text Available Este trabalho procede a uma análise dos processos de persuação, manipulação e contramanipulação presentes em um pronunciamento presidencial1. Objetiva compreender como os enunciadores do discurso organizam o mesmo no sentido de obter a adesão do enunciatário (sociedade brasileira. Do ponto de vista metodológico, são analisadas as embreagens e debreagens espaço-temporais, a criação de objetos de valor e anti-sujeitos, mecanismos empregados pelo enunciador para estabelecer um contrato com o enunciatário. Oposição e governo são investidos de valores como prejuízo à nação e entendimento nacional. Este estudo pretende fornecer alguns parâmetros para comparação entre discursos de mesma natureza.This study makes an analysis of persuasion, manipulation and countermanipulation processes present in a presidential speech. It aims at understanding how the discourse enunciators organise the discourse in order to obtain the enunciatee's acceptance (the Brazilian society. From a methodological point of view, we analysed space- and time-shiftings in and out, the creation of value objects and anti-subjects, and mechanisms used by the enunciator to establish a contract with the enunciatee. Opposition and government are invested with values as loss to the nation and national understanding. This study intends to offer some parameters that can be used to establish comparisons between similar discourses.

  5. Persuasion: A Leader's Edge

    National Research Council Canada - National Science Library

    McGuire, Mark

    2002-01-01

    .... Nevertheless, today's leaders should realize the need for persuasion. In one manner or another, leaders depend on persuasive rhetoric to convince, encourage, and energize superiors, peers, and subordinates...

  6. Introduction: Discourse Analysis and Policy Discourse

    NARCIS (Netherlands)

    D.R. Gasper (Des); R.J. Apthorpe (Raymond)

    1996-01-01

    markdownabstractAbstract: As introduction to a collection on policy discourses and patterns of argumentation in international development, this paper clarifies different meanings of `discourse' and 'discourse analysis', including as applied in development studies, and explains why effective

  7. Oral Academic Discourse Socialisation: Challenges Faced by International Undergraduate Students in a Malaysian Public University

    Science.gov (United States)

    Mahfoodh, Omer Hassan Ali

    2014-01-01

    This paper reports a qualitative study which examines the challenges faced by six international undergraduate students in their socialisation of oral academic discourse in a Malaysian public university. Data were collected employing interviews. Students' presentations were also collected. Semi-structured interviews were transcribed verbatim and…

  8. Child Labor in India, Philipine, Iran and the International Human Rights Discourse

    OpenAIRE

    Seyed Ali Ehsankhah

    2016-01-01

    This article addresses the connections between poverty, illiteracy and child labor through the lens of international human rights discourse, particularly assessing the debate between the developed countries and The lesser developed countries (LDCs) over incorporating a ‘social clause’ articulating waged worker rights into international trade agreements. Poverty, often viewed simply as lack of income, is now being approached through the broader perspective of lack of opportunities, albeit u...

  9. Implicit Theories of Persuasion.

    Science.gov (United States)

    Roskos-Ewoldsen, David R.

    1997-01-01

    Explores whether individuals have implicit theories of persuasion. Examines how persuasive strategies are cognitively represented--identifies types of tactics in attitude change and social acceptability of persuasive strategies. Finds implicit theories of persuasion reflect the audience's familiarity with the topic. Finds also that implicit…

  10. Persuasion in Ambient Intelligence

    NARCIS (Netherlands)

    Kaptein, M.C.; Markopoulos, P.; Ruyter, de B.E.R.; Aarts, E.H.L.

    2010-01-01

    Although the field of persuasive technologies has lately attracted a lot of attention, only recently the notion of ambient persuasive technologies was introduced. Ambient persuasive technologies can be integrated into every aspect of life, and as such have greater persuasive power than the

  11. Persuasive and Politeness Strategies in Chinese Foreign Trade

    Institute of Scientific and Technical Information of China (English)

    张芳芳

    2013-01-01

    During international trade negotiations Chinese salespersons tend to employ a variety of persuasive and politeness strat⁃egies in marketing their products. Persuasion involves face-threatening acts (FTAs), thus politeness strategies which are applied to reduce face-threatening are combined with persuasive communication. This paper, taking Brown and Levinson’s model of po⁃liteness as a reference, makes an analysis on politeness strategies used in persuasive communication of the salespersons.

  12. The Metaphors on International Intervention: A Discourse Analysis of the Sri Lankan English Newspaper Editorials

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    Jeyaseelan Gnanaseelan

    2015-07-01

    Full Text Available The metaphors used in the Sri Lankan English newspaper editorials during the peace talk time (2001-2007 commenting on the international intervention in the Sri Lankan ethnic conflict reveal community based ideological and attitudinal positions of the newspapers published in Sri Lanka. Metaphors literally contribute to our understanding of reality. The frames and scripts used for legitimization and de-legitimization of the issues related to international intervention and facilitation in the peace talk, peace process and monitoring the ceasefire bring out certain realities comfortable to certain people, groups or communities. The binary positions projected in the editorial discourse are identified. Discourse constitutes power in constructing ideational, textual and interpersonal constructs which are ideological. It can transmit and even legitimize power in society. During the peace talk time, the editorials are expected to develop constructive discourse on conflict intervention and resolution to make a positive impact on legislative changes but they display ‘ethno-nationalist’ tendencies. The study analyzes whether the media has been a part of the problem or a part of the solution. Since newspaper and editorial discourses are the constructions of journalists and editors of the elites, the biased ideologies are “hidden or subtle in expressions and often revealed in mild forms”. This study takes up selected editorials of the Sri Lankan English newspapers which appeared mainly during the Memorandum of Understanding between the Sri Lankan government and the Liberation Tigers of Tamil Eezham during that period, to relate the discourse themes with rhetorical and metaphorical features.

  13. Public Discourse on Human Trafficking in International Issue Arenas

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    Niina Meriläinen

    2015-01-01

    Full Text Available The purpose of this study is to better understand how the complex problem of human trafficking is addressed in international debates. How the discussion about human trafficking develops and how it is debated ultimately influences how the decision-making process unfolds. In order to understand the formation of public policy and laws, therefore, it is important to study the debate that occurs prior to decision making. This analysis focuses on the narratives used by major, well-established human rights and political actors that argue for necessary actions to be undertaken—such as the formation of new policies and laws in the European Union—as an attempt to protect citizens of the EU and other regions in the world from becoming victims of trafficking networks. Our research examines how the topic of human trafficking is framed and how this framework is intertwined in the debate with other social problems. We focus on how human trafficking is discussed by two well-established human rights Non-Governmental Organizations (NGOs, Amnesty International (Amnesty and Human Rights Watch (HRW, in addition to the European Parliament (EP. The research questions for this study include: (1 In what context is human trafficking discussed by the three actors? (2 How do these actors frame the definition of human trafficking in their presentations? To answer these questions, we have conducted a systematic content analysis of documents that include official statements and research reports of the NGOs, as well as resolutions and recommendations of the EP. Altogether, 240 documents were analyzed in detail. These findings indicate that the two human rights organizations, Amnesty and Human Rights Watch, along with the European Parliament, all address human trafficking as an important social problem, albeit to varying degrees. Each actor has a different method of correlating human trafficking with many other social problems, thereby emphasizing different causes and

  14. “We Have No Influence”: International Discourse and the Instrumentalisation of Transitional Justice in Burundi

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    David Taylor

    2013-09-01

    Full Text Available Burundi may soon reach yet another crossroads in its tumultuous history and on its path towards transitional justice. A contentious draft law for a Truth and Reconciliation Commission awaits approval by the country’s National Assembly, which has raised a number of concerns about the independence of the eventual commission, the likelihood of popular participation in the process and the prospects for criminal justice. But as this practice note seeks to demonstrate, the international community in Burundi may in fact be contributing to the instrumentalisation of the process. The note highlights how the discourse of the international community may partially facilitate a certain duplicity among influential figures within the current government, particularly with respect to compliance with stipulations under the 2000 Arusha Peace Agreement. Two common rationalisations in particular are explained that have seemingly emerged among the international community with respect to transitional justice and that are at the heart of this instrumentalisation: outside imposition and a lack of influence. The note argues that since transitional justice can no longer be regarded as an apolitical process, international actors must be more cognisant of their actions and discourse with a view to ensuring credible transitional justice processes in contexts like Burundi.

  15. The Discourse on Human Rights and the International Regime of Human Rights

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    Eyassu Gayim

    2016-11-01

    Full Text Available The international regime of human rights governs the kinds of freedoms, liberties, benefits, autonomy and protection which human beings are entitled to, what kind of obligations we have in this connection and what the roles of states are in recognizing and protecting these rights. Yet, the sources, foundation and justifications for these rights and who we are by nature to deserve some rights has been contentious over the centuries, not least because we live in social context, which requires balancing rights by meeting the broader community interests: political order, stability, and satisfying the general welfare. This paper re-visits the major contentious positions in the discourse on human rights for purposes of explaining how the international community has navigated when shaping the contours of the international regime of human rights. Has this regime endorsed, rejected or avoided some of these positions? Does it follow a clear political ideology?

  16. Persuasive Designs for Learning – Learning in Persuasive Design

    DEFF Research Database (Denmark)

    Hansen, Sandra Burri Gram; Bertel, Lykke Brogaard; Ryberg, Thomas

    2016-01-01

    Both in theory and in practice, learning has been argued to hold significant potential in relation to persuasive technologies. Particularly when persuasive initiatives strive to motivate sustainable behavior changes. Correspondingly, the notion of persuasive design may constitute a valuable...

  17. Human Rights, Human Needs, Human Development, Human Security - Relationships between four international human discourses.

    NARCIS (Netherlands)

    D.R. Gasper (Des)

    2007-01-01

    markdownabstractAbstract: Human rights, human development and human security form increasingly important, partly interconnected, partly competitive and misunderstood ethical and policy discourses. Each tries to humanize a pre-existing and unavoidable major discourse of everyday life, policy and

  18. Construction of War Discourse on International News Agencies: Case Study Terrorist attacks November 13th 2015

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    Ángel TORRES-TOUKOUMIDIS

    2017-01-01

    Full Text Available This study analyzes warmongering rhetoric presented by international agencies Reuters, Al Arabiya, Al Jazeera and Associated Press (AP of the information related to the terrorist attacks in Paris on November 13th, 2015 for 15 days after the event. We have started from a quantitative and qualitative analysis of 550 information units using the software MAXQDA (v. 11.0.11. Subsequently, the semantic criteria of media discourse: functionality, significance and direction of the goal was applied on the selected sample. The results demonstrate the prevailing demonization of Islam, the exaltation of fear and panic in the discursive construction and it highlighted the spectacle of the information as a communicative strategy on the rhetorical guidance.

  19. What makes it persuasive?

    DEFF Research Database (Denmark)

    Hansen, Sandra Burri Gram; Rabjerg, Maja Færge; Hovedskou, Ea Kirstine Bork

    2018-01-01

    as persuasive. We refer to the rhetorical concept of peithenanke, in order to explain the subtle nuances of different types of behaviour design, and support previously made arguments that transparency and ethics are fundamental qualities of persuasion, which should not be overlooked neither in theory nor...

  20. What makes it persuasive?

    DEFF Research Database (Denmark)

    Hansen, Sandra Burri Gram; Rabjerg, Maja Færge; Hovedskou, Ea Kirstine Bork

    2018-01-01

    Based on an analysis of two wearable activity trackers, this papers seeks to contribute to the discussion of characteristics of persuasive design, by arguing that although principles commonly applied in persuasive technologies are present, it may not justify that a technology is defined as persua...

  1. Shaping Discourse and Setting Examples

    DEFF Research Database (Denmark)

    Persson, Anders

    2017-01-01

    around an issue. By using Tuomas Forsberg's framework of four different mechanisms of normative power: persuasion, invoking norms, shaping the discourse and the power of example on three important case studies from the conflict (EC/EU's declaratory diplomacy on the need for a just peace in the conflict...

  2. Agent Persuasion Mechanism of Acquaintance

    Science.gov (United States)

    Jinghua, Wu; Wenguang, Lu; Hailiang, Meng

    Agent persuasion can improve negotiation efficiency in dynamic environment based on its initiative and autonomy, and etc., which is being affected much more by acquaintance. Classification of acquaintance on agent persuasion is illustrated, and the agent persuasion model of acquaintance is also illustrated. Then the concept of agent persuasion degree of acquaintance is given. Finally, relative interactive mechanism is elaborated.

  3. Evaluation of tte International System In Russian Official Discourse and Academic Analysis

    Directory of Open Access Journals (Sweden)

    Igor A. Istomin

    2016-01-01

    Full Text Available The article draws a comparison between Russian official and expert foreign policy discourses, focusing on representations of the power balance and relations between major states as the defining features of international system. The author attempts to identify actual and potential contribution of academics in the Russian foreign policy thinking. Conceptual documents and programme statements of national leadership elevate the notion of 'polycentric world' as a value in itself, which guides national actions on international arena. Although, until the late 2000s its rise was perceived as a welcome, but remote prospect, since the U.S. failures in Iraq and Afghanistan as well as global financial crisis expectations regarding it construction increased. They are accompanied, however, by a more critical appraisal of the concept. The mainstream Russian expert community shares normative appreciation of the polycentric global system as an intrinsic good. It also nourishes expectations of its emergence with almost inevitable certainty. Most of the time, it does not take into account concerns incorporated in the Western IR theories, regarding destabilizing effect of competition between multiple centers of power. The article demonstrates that both Russian political leadership and expert community perceive polycentric system as an international 'great power concert', which is just one and relatively rare form of it. It requires not only virtual parity in capabilities of several players, but also the lack of serious disputes among them. Meanwhile, in the Russia academic community there is a place for a critical tradition, which associates current decentralization of the international system with its chaotization and weakening governance. In recent years this approach gains additional prominence. However, the Russian debates on global order lacks more elaborated discussion regarding sources of power in international system as well as explanation of the binding

  4. The Shifting Discourses of Educational Leadership: International Trends and Scotland's Response

    Science.gov (United States)

    Torrance, Deirdre; Humes, Walter

    2015-01-01

    Increasing emphasis has been placed on leadership within educational theory, policy and practice. Drawing on a wide range of academic literature and policy documents, this paper explores how the discourse of leadership has shifted and for what purposes. The authors are critical of the lack of conceptual underpinning for that discourse, evident…

  5. Human Rights, Human Needs, Human Development, Human Security : Relationships between four international 'human' discourses

    NARCIS (Netherlands)

    D.R. Gasper (Des)

    2007-01-01

    textabstractHuman rights, human development and human security form increasingly important, partly interconnected, partly competitive and misunderstood ethical and policy discourses. Each tries to humanize a pre-existing and unavoidable major discourse of everyday life, policy and politics; each

  6. Persuasion: A Leader's Edge

    National Research Council Canada - National Science Library

    McGuire, Mark

    2002-01-01

    .... Persuasive argument is a vital aspect of strategic leadership. Any leader faced with the inherent complexities of leading his or her organization through transformational change must be capable of persuading...

  7. Persuasion Via Mere Exposure

    Science.gov (United States)

    Tucker, Raymond K.; Ware, Paul D.

    1971-01-01

    Describes an experiment which sought to effect persuasion by merely exposing subjects to the name of a stimulus object for a specified number of times. Through illustration, explains the theoretical basis and methodology employed in a mere exposure experiment. (Author)

  8. Opinion and Persuasion

    OpenAIRE

    Ioan Constantin Dima; Daniela Gîfu

    2014-01-01

    The research proves that persuasion has two types of objectives. Its main objective is the change of opinion. Its fundamental and foundational objectives are the change in attitude, generic conduct and situational behaviour. The main objective controls the fundamental objectives. The change in attitudes and conduct/behaviour is presided by changes in opinion. Persuasion is thus shown to be primarily and ultimately a matter of opinion. As such, its mechanism to manage and generate ...

  9. Models of Persuasion Dialogue

    Science.gov (United States)

    Prakken, Henry

    This chapter1 reviews formal dialogue systems for persuasion. In persuasion dialogues two or more participants try to resolve a conflict of opinion, each trying to persuade the other participants to adopt their point of view. Dialogue systems for persuasion regulate how such dialogues can be conducted and what their outcome is. Good dialogue systems ensure that conflicts of view can be resolved in a fair and effective way [6]. The term ‘persuasion dialogue’ was coined by Walton [13] as part of his influential classification of dialogues into six types according to their goal. While persuasion aims to resolve a difference of opinion, negotiation tries to resolve a conflict of interest by reaching a deal, information seeking aims at transferring information, deliberationdeliberation wants to reach a decision on a course of action, inquiry is aimed at “growth of knowledge and agreement” and quarrel is the verbal substitute of a fight. This classification leaves room for shifts of dialogues of one type to another. In particular, other types of dialogues can shift to persuasion when a conflict of opinion arises. For example, in information-seeking a conflict of opinion could arise on the credibility of a source of information, in deliberation the participants may disagree about likely effects of plans or actions and in negotiation they may disagree about the reasons why a proposal is in one’s interest.

  10. And lead us (not) into persuasion…? : persuasive technology and the ethics of communication

    NARCIS (Netherlands)

    Spahn, A.

    2012-01-01

    The paper develops ethical guidelines for the development and usage of persuasive technologies (PT) that can be derived from applying discourse ethics to this type of technologies. The application of discourse ethics is of particular interest for PT, since ‘persuasion’ refers to an act of

  11. Discourse of political archetypes in international relations of the post soviet states of the Central Asia (statement of the problem

    Directory of Open Access Journals (Sweden)

    Алексей Алексеевич Клинцов

    2009-12-01

    Full Text Available In the given article the author considers the problem of discourse of political archetypes in international relations of the post Soviet states of the Central Asia. In author's opinion, political archetypes as historically developed fundamental bases of ethnic consciousness render essential influence on modern diplomacy of the countries of the given region. That is why they require serious and profound studying by domestic and foreign political science.

  12. Selecting effective persuasive strategies in behavior change support systems: Third International Workshop on Behavior Change Support Systems (BCSS 2015)

    NARCIS (Netherlands)

    Kelders, Saskia Marion; Kulyk, Olga Anatoliyivna; van Gemert-Pijnen, Julia E.W.C.; Oinas-Kukkonen, Harri; Kelders, Saskia; Kulyk, Olga; van Gemert-Pijnen, Lisette; Oinas-Kukkonen, Harri

    2015-01-01

    The Third International Workshop on Behavior Change Support Systems provides a place to discuss recent advances in BCSS research. The selected papers show that research into behavior change support systems is expanding: not only by trying to reach more and other people, but also by expanding the

  13. Persuasive Design in Teaching and Learning

    DEFF Research Database (Denmark)

    Behringer, Reinhold; Øhrstrøm, Peter

    2013-01-01

    studies, and language learning. At the International Workshop of EuroPLOT Persuasive Technology for Learning, Education and Teaching (IWEPLET 2013), the results of the project were presented, and an overview of related research was given. One of the main conclusions of EuroPLOT has been that the specific......The EuroPLOT project (2010-2013) has developed Persuasive Learning and Technologies (PLOTs) and has evaluated them in four real-world case studies, which cover the widely different teaching scenarios of uni- versity education, adult learning in industry, informal learning at a museum, literature...

  14. The Necessary Art of Persuasion.

    Science.gov (United States)

    Conger, Jay A.

    1998-01-01

    Discusses the importance of persuasion in business and offers four essential steps to effective persuasion: establish credibility, identify common ground, use vivid language and compelling evidence, and connect emotionally with the audience. (JOW)

  15. And Lead Us (Not) into Persuasion…? Persuasive Technology and the Ethics of Communication

    OpenAIRE

    Spahn, Andreas

    2011-01-01

    The paper develops ethical guidelines for the development and usage of persuasive technologies (PT) that can be derived from applying discourse ethics to this type of technologies. The application of discourse ethics is of particular interest for PT, since ‘persuasion’ refers to an act of communication that might be interpreted as holding the middle between ‘manipulation’ and ‘convincing’. One can distinguish two elements of discourse ethics that prove fruitful when applied to PT: the analysi...

  16. Persuasion, Learning and Context Adaptation

    DEFF Research Database (Denmark)

    Gram-Hansen, Sandra Burri; Ryberg, Thomas

    2013-01-01

    This paper further develops the notion of distinguishing between Persuasive Technology and Persuasive Design, and considering Persuasive Design a meta-perspective which may be applied to more established design traditions as an ethics and context-oriented perspective. The paper addresses a challe...

  17. Persuasion in Complex Games

    OpenAIRE

    Guhe, M.; Lascarides, A.

    2014-01-01

    We study the power of persuasion in a game where each player’s own preferences over the negotiation’s outcomes are dynamic and uncertain. Our empirical set up supports evaluating individual aspects of the persuasion and reaction strategies in controlled ways. We show how this general method gives rise to domain-specific conclusions, in our case for The Settlers of Catan: e.g., the less scope there is for persuading during the game, the more one must ensure one gains an immediate benefit from ...

  18. Mediating argumentative deconstruction of advertising discourses

    DEFF Research Database (Denmark)

    Maier, Carmen Daniela

    exposes how the advertising discourse of various companies is articulated when promoting well known products and services in their commercials. The original advertising discourse is deconstructed and reconstructed with additional visual material in front of the viewers' eyes who are instructed by a voice......-over narrator what to look at and how to identify and decode the persuasive strategies employed. The present multimodal analysis focuses on the characteristic features of these Media Bites argumentative discourses that challenge the legitimacy of the original advertising discourses. Looking specifically...... the deceptive advertising messages.    ...

  19. The organization and logic of doctrinary discourse

    Directory of Open Access Journals (Sweden)

    Maria Nicolescu

    2007-01-01

    Full Text Available The purpose of this paper is to point out the main characteristics of doctrinary discourse in terms of structure and organization, as well as the type of argumentation used (conventions, subject matter, persuasive techniques, emphasizing the similarities with scientific discourse. Doctrinary discourse offers an abstract and partial view of divinity, as conceived by a particular religious group. It is a referential discourse, its statements constantly targeting the divine nature of God and His manifestations. The proof takes the form of Biblical evidence, which has the role of axioms in mathematics: truth taken as granted and used as such.

  20. Media and Persuasive Messages.

    Science.gov (United States)

    Simonson, Michael R.

    1984-01-01

    Discussion of attitude change through mediated instruction and how attitudes are related to learning is followed by guidelines for the use of six categories of persuasion techniques by instructional designers. Summaries of research findings on the effectiveness of each technique in mediated instruction are included. (MBR)

  1. The Conceptual Pond – a Persuasive Tool for Quantifiable Qualitative Assessment

    DEFF Research Database (Denmark)

    Sørensen, Christian Grund; Sørensen, Mathias Grund

    2013-01-01

    design, and the epistemological potential of the application. In this discourse, contextualized rhetorical and persuasive technology theories are implemented. Functionality and epistemological impact is exemplified through several use cases, one of these linked to the EUROPlot project. In a more...... comprehensive scope, this chapter adds to the discussion of the role of IT systems in experiencing the world and reflecting on it, thus breaking new ground for designing persuasive applications supporting human recognition....

  2. ANAPHORIC ENCAPSULATION AND PRESUPPOSITION: PERSUASIVE AND STEREOTYPICAL USES OF A COHESIVE STRATEGY

    Directory of Open Access Journals (Sweden)

    Filippo Pecorari

    2014-12-01

    Full Text Available This paper focuses on the presuppositional values of anaphoric encapsulation. We highlight that presupposition is a basic feature of argumentative and persuasive uses of this cohesive strategy, but may also apply to stereotypical instances, where evaluation does not coincide with persuasion. Finally, we analyse examples where a higher-order definite noun phrase does not presuppose the existence of a discourse referent.

  3. Trading Quality across Borders: Colonial Discourse and International Quality Assurance Policies in Higher Education

    Science.gov (United States)

    Blanco Ramírez, Gerardo

    2014-01-01

    Accountability and quality assurance have become central discourses in higher education policy throughout the world. However, accountability and quality assurance involve power and control. Practices and ideas about quality developed in the Global North are spreading rapidly across the Global South, leading to increased uniformity in the…

  4. Persuasive Conversational Agent with Persuasion Tactics

    Science.gov (United States)

    Narita, Tatsuya; Kitamura, Yasuhiko

    Persuasive conversational agents persuade people to change their attitudes or behaviors through conversation, and are expected to be applied as virtual sales clerks in e-shopping sites. As an approach to create such an agent, we have developed a learning agent with the Wizard of Oz method in which a person called Wizard talks to the user pretending to be the agent. The agent observes the conversations between the Wizard and the user, and learns how to persuade people. In this method, the Wizard has to reply to most of the user's inputs at the beginning, but the burden gradually falls because the agent learns how to reply as the conversation model grows.

  5. A Theoretical Account on the Study of Metaphor in Didactic Discourse

    Directory of Open Access Journals (Sweden)

    Ahmad El-Sharif

    2016-04-01

    Full Text Available This article makes a literary review to the linguistic research in the use of metaphor in didactic discourse; especially the religious one. Acknowledging Conceptual Metaphor Theory as the primary theory in the field, the researcher embarks upon how metaphor is perceived and analysed in discourse in order to pertain its persuasive function. The article presents different approaches to metaphor analysis and their interconnection. The implications of these approaches are later deduced and interpreted within the scope of Islamic religious discourse as an example of didactic discourses. Keywords: Metaphors, Metaphor Analysis, Didactic Discourse, Persuasion

  6. Attitudes and persuasion.

    Science.gov (United States)

    Crano, William D; Prislin, Radmila

    2006-01-01

    Study of attitudes and persuasion remains a defining characteristic of contemporary social psychology. This review outlines recent advances, with emphasis on the relevance of today's work for perennial issues. We reiterate the distinction between attitude formation and change, and show its relevance for persuasion. Single- and dual-process models are discussed, as are current views on dissonance theory. Majority and minority influence are scrutinized, with special emphasis on integrative theoretical innovations. Attitude strength is considered, and its relevance to ambivalence and resistance documented. Affect, mood, and emotion effects are reviewed, especially as they pertain to fear arousal and (un)certainty. Finally, we discuss attitude-behavior consistency, perhaps the reason for our interest in attitudes in the first place, with emphasis on self-interest and the theory of planned behavior. Our review reflects the dynamism and the reach of the area, and suggests a sure and sometimes rapid accumulation of knowledge and understanding.

  7. Discourse, More Discourse!

    Directory of Open Access Journals (Sweden)

    Lara N. Sinelnikova

    2017-10-01

    Full Text Available The article is an analytical review of three volumes of the Bulletin of the Russian University of Friendship of Peoples on the problem of discourse. The author has formed a number of headings, the complex of which allows to judge the priority areas of modern scientific knowledge, an essential part of which is discourse. The heading «Pragmatics and metapragmatics of discourse» was formed mainly on the basis of the articles of famous foreign researchers. In each article there are curious ideas, and the generalization of the thesis can be as follows: the evaluation category has a direct relation to the pragmatics, and the estimated semantics of the word is manifested in communication. In the section «Synchronization of paradigmatic relations: text, discourse, style, utterance, speech act, genre» the articles are presented, the material of which is important for revealing the paradigmatic relations between the phenomena named in the heading, including the culturally conditioned features. In the heading “Institutional discourses and problems of hybridization of discourses”, the material of articles of both Russian and foreign researchers is summarized, which makes it possible to identify both the general (even universal orientation of discourse studies and specific approaches and characteristics due to the peculiarities of social processes and national cultural codes . The heading «Identity in its relation to the language / discursive personality» focuses on understanding the close relationship of the category of identity with the problems of discourse and various types of communication. Many authors of the articles present a retrospective of the development of the concepts under consideration, describe the path of their development from the moment they enter the scientific space to the present. At the same time, ways of coordination and integration of methods and approaches are outlined, which is necessary for understanding the prospects

  8. Persuasion detection in conversation

    OpenAIRE

    Gilbert, Henry T.

    2010-01-01

    Approved for public release; distribution is unlimited In this thesis, we present a system for annotating persuasion in conversation based on a social-psychological model. We augmented the social model developed by James Cialdini with some of our own categories for annotators to label. The conversations consisted of 37 hostage negotiation transcripts from private and public sources, with all personal information removed from the private source transcripts. We evaluated the level of agre...

  9. Targeting and Persuasive Advertising

    OpenAIRE

    Egli, Alain (Autor/in)

    2015-01-01

    Firms face a prisoner's dilemma when advertising in a competitive environment. In a Hotelling framework with persuasive advertisingfirms counteract this prisoner's dilemma with targeting. The firms even solve the prisoner's problem if targeted advertising is effective enough. Advertising turns from wasteful competition into profits. This is in contrast to wasteful competition as argument for regulations. A further result is maximum advertising differentiation: thefirms target their advertisin...

  10. The '"[H]unt for New Canadians Begins in the Classroom": The Construction and Contradictions of Canadian Policy Discourse on International Education

    Science.gov (United States)

    Trilokekar, Roopa Desai; El Masri, Amira

    2017-01-01

    In Canada's first-ever strategy, international education (IE) is linked to immigration policy with international students (IS) recruited as "ideal" immigrants. This paper engages in policy sociology and Ball's concepts of "policy as text" and "policy as discourse" (10). It follows three stages of critical policy…

  11. Institutional discourse analysis: educational discourse

    Directory of Open Access Journals (Sweden)

    Б В Пеньков

    2009-12-01

    Full Text Available The author examines discourse parameters for the administrative, teachers and students discourse varieties in American high school. The study identifies the discourse markers, their relationships and functions.

  12. Persuasion et Influence : changer les attitudes, changer les comportements. Regards de la psychologie sociale

    OpenAIRE

    Fointiat , Valérie; Barbier , Laura

    2015-01-01

    International audience; The study of the socio-psychological processes involved in persuasion is onethe pivotal topics in social psychology. Eight decades ago, researchers from Yaleuniversity were the first in studying the mechanism of persuasion in the specificcontext of World War ll. Persuasion is obtained when the receptor of communicationmakes a change in his mind that is when a change in attitude occurs. Logically, such achange in attitude should imply a change in behavior. The research ...

  13. Mixing English in Persian Print Advertising Discourse

    Directory of Open Access Journals (Sweden)

    Zohreh Gooniband Shooshtari

    2013-09-01

    Full Text Available This article intended to illustrate a profile of the role and impact of English in magazine print advertising in Iran, by examining the quantitative results obtained from discourse analysis. Three issues of Khanevadeh Sabz and two issues of Zendegi Ideal were collected and a total of 261 advertisements were analyzed. Results indicated that English has consistently been utilized in Persian magazine advertisements, representing attention-getting, persuasion, international brands, prestige, modernity, globalization, premium quality, fun, innovation and creativity. However, using English in Persian magazine advertisements is culturally and linguistically constrained. Culturally, in advertising traditional products English is only employed to introduce the name and e-mail address. Linguistically, although some English written slogans in Persian magazines had puns in them; the English used in Persian magazine advertisements mostly consists of easy-to-read vocabulary. Overall, in spite of the public’s generally low proficiency in English, it is predicted that English mixing will continue to thrive in magazine advertising discourse in Iran.

  14. And lead us (not) into persuasion…? Persuasive technology and the ethics of communication.

    Science.gov (United States)

    Spahn, Andreas

    2012-12-01

    The paper develops ethical guidelines for the development and usage of persuasive technologies (PT) that can be derived from applying discourse ethics to this type of technologies. The application of discourse ethics is of particular interest for PT, since 'persuasion' refers to an act of communication that might be interpreted as holding the middle between 'manipulation' and 'convincing'. One can distinguish two elements of discourse ethics that prove fruitful when applied to PT: the analysis of the inherent normativity of acts of communication ('speech acts') and the Habermasian distinction between 'communicative' and 'strategic rationality' and their broader societal interpretation. This essay investigates what consequences can be drawn if one applies these two elements of discourse ethics to PT.

  15. Studies of Discourse and Governmentality

    DEFF Research Database (Denmark)

    have attempted to critically rethink Foucault’s ideas. This is the first volume that attempts to revisit and expand studies of governmentality by connecting it to the theories and methods of discourse analysis. The volume draws on different theoretical stances and methodological approaches including...... critical discourse analysis, conversation analysis, dialogic analysis, multimodal discourse analysis, the discourse-historical approach, corpus analysis and French discourse analysis. The volume is relevant to students and scholars in the fields of critical discourse studies, conversation analysis......, international studies, environmental studies, political science, public policy and organisation studies....

  16. Formal systems for persuasion dialogue

    NARCIS (Netherlands)

    Prakken, Henry

    This article reviews formal systems that regulate persuasion dialogues. In such dialogues two or more participants aim to resolve a difference of opinion, each trying to persuade the other participants to adopt their point of view. Systems for persuasion dialogue have found application in various

  17. The Persuasive Qualities of Maps

    DEFF Research Database (Denmark)

    Glud, Louise Nørgaard; Albrechtslund, Anders; Harder, Henrik

    2009-01-01

      In this article we explore the persuasive qualities of maps that  connect people’s behavior and emotions to location. We introduce  Actor-Network Theory (ANT) [Latour 2005] to grasp the many  actors involved in persuasive design processes. We argue that  these many types of actors should...

  18. Persuasive interface: Designing for the WWW

    DEFF Research Database (Denmark)

    Dormann, Claire

    1997-01-01

    rhetorical figures such as metaphor, metonymy or visual pun are described and illustrated in relation with Web pages. The figures pertain to every aspect of Web design, images and concepts used to convey meaning, and the detailed visual characteristics of all Web components. Subsequently, their application...... to the design of Web pages is discussed. The rhetorical perspective suggests manners in which to express the most efficient statement. Rhetorical figures are techniques that are employed to enhance documents or to find original solutions to design problems. The concern here is to make Web authors aware......The design of Web documents is approached from the perspective of visual rhetoric and important aspects of persuasive discourses (e.g. the role of emotion) are presented in connection with the World Wide Web (WWW). The origin of the rhetorical figures is first briefly outlined. Then, a few...

  19. Persuasion, Politeness and Relational Models

    Directory of Open Access Journals (Sweden)

    Jerzy Świątek

    2017-06-01

    Full Text Available Politeness Theory, just like Grice’s Cooperative Principle, points out that pragmatic analysis of language behaviour has to be grounded in extra-linguistic facts of social (or even biological nature. Additionally, despite the slightly misleading label, Politeness Theory provides a sound methodology to explain some persuasive as well as politeness phenomena. In the same vein, the so called Relational Model Theory provides another theoretical framework for the explanation of persuasive phenomena and persuasive language. Both Relational Model Theory and Politeness Theory show that persuasion is also to be understood as a rational response to not-so-rational social and biological needs. In the article an attempt is made to compare the two theories focusing on their explanatory power in reference to language choices aiming at enhancing the persuasive potential of a language message.

  20. Combining robotic persuasive strategies : the persuasive power of a storytelling robot that uses gazing and gestures

    NARCIS (Netherlands)

    Ham, J.R.C.; Cuijpers, R.H.; Cabibihan, J.J.

    Earlier theorizing suggested that an (artificial) agent that combines persuasive strategies will be more persuasive. Therefore, the current research investigated whether a robot that uses two persuasive strategies is more persuasive than a robot that uses only one. Two crucial persuasive strategies

  1. Gender-Related Discourses as Mediators in the Association between Internalization of the Thin-Body Ideal and Indicants of Body Dissatisfaction and Disordered Eating

    Science.gov (United States)

    Morrison, Todd G.; Sheahan, Emer E.

    2009-01-01

    This study examined whether the gender-related discourses of self-objectification, self-silencing, and anger suppression mediated the association between internalization of the thin-body ideal and body dissatisfaction and eating pathology. We employed a cross-sectional design to study both university (n = 140) and community (n = 76) samples of…

  2. Analyzing Discourse: Text and Talk. Georgetown University Round Table on Languages and Linguistics (Washington, D.C., 1981).

    Science.gov (United States)

    Tannen, Deborah, Ed.

    The Georgetown Round Table on discourse analysis dealt with the following aspects of the topic: Emerson's essay on language; oral remembering and narrative structures; persuasive discourse; social construction of topical cohesion; discourse as an interactional achievement; the place of intonation; topic as the unit of analysis in a criminal law…

  3. Discourse Surrounding the International Education Standards for Professional Accountants (IES): A Content Analysis Approach

    Science.gov (United States)

    Sugahara, Satoshi; Wilson, Rachel

    2013-01-01

    The development and implementation of the International Education Standards (IES) for professional accountants is currently an important issue in accounting education and for educators interested in a shift toward international education standards more broadly. The purpose of this study is to investigate professional and research discourse…

  4. Engaging the Discourse of International Language Recognition through ISO 639-3 Signed Language Change Requests

    Science.gov (United States)

    Parks, Elizabeth

    2015-01-01

    Linguistic ideologies that are left unquestioned and unexplored, especially as reflected and produced in marginalized language communities, can contribute to inequality made real in decisions about languages and the people who use them. One of the primary bodies of knowledge guiding international language policy is the International Organization…

  5. Persuasive Designs for Learning - Learning in Persuasive Design

    DEFF Research Database (Denmark)

    Hansen, Sandra Burri Gram

    and evaluate persuasive learning designs for energy and environment education. Through an exploratory mixed methods approach, I extend my understanding of persuasive design and strive to establish its claim in relation to other more established research areas. I contribute to the field by arguing towards......In this dissertation, the potential of applying persuasive design principles to the development of learning designs in complex organizations is explored, analysed and developed. My research is conducted in collaboration with the Danish Ministry of Defence and the Danish army, where I design, test...... the potential of constructive ethics applied in practice, and with initial steps towards a methodological framework for persuasive design, which bridges between system-oriented and user-centred approaches to design....

  6. Re-Examining the Agentic Shift: The Sense of Agency Influences the Effectiveness of (Self)Persuasion.

    Science.gov (United States)

    Damen, Tom G E; Müller, Barbara C N; van Baaren, Rick B; Dijksterhuis, Ap

    2015-01-01

    In the present study we investigated whether differences in the sense of agency influenced the effectiveness of both direct persuasion and self-persuasion techniques. By manipulating both the delay and contingency of the outcomes of actions, participants were led to experience either a low or high sense of agency. Participants were subsequently presented with arguments as to why a clean local environment is important (direct persuasion), or were asked to generate those arguments themselves (self-persuasion). Subsequently, participants' cleanliness attitudes and willingness to participate in a campus cleanup were measured. The results show that techniques of direct persuasion influenced attitudes and volunteering behavior under conditions of low rather than high agency, whereas techniques of self-persuasion were most effective under conditions of high rather than low agency. The present findings therefore show how recent experiences of agency, a state based experience of control, can influence the effectiveness of both external and internal persuasion techniques.

  7. Troubling Discourses on Gender and Education

    Science.gov (United States)

    Lahelma, Elina

    2014-01-01

    Background: In educational policies, two discourses on gender have existed since the 1980s. I call them the "gender equality discourse" and the "boy discourse". The gender equality discourse in education is based on international and national declarations and plans, and is focused predominantly on the position of girls and…

  8. Among cosmopolitan values and strategic interests: liberal and realist discourses of canada’s international security policy during post- cold war

    OpenAIRE

    Rodríguez M., Federmán

    2014-01-01

    The purpose of the article is to explain the liberal and realist discourses that underpinned the Canadian International Security Policy (CISP) during the post-Cold War. In particular, it offers evidence to show that Canadian governments inevitably debate between cosmopolitan values and strategic interests in formulating their respective policies of international security. After considering how liberal and realist orientations of this policy have been studied in the literature on CISP, it expl...

  9. Decolonializing Discourse

    DEFF Research Database (Denmark)

    Alvesson, Mats; Kärreman, Dan

    2011-01-01

    identifies three particular problems prevalent in the current organizational discourse literature: reductionism, overpacking, and colonization and suggests three analytical strategies to overcome these problems: counter-balancing concepts — aiming to avoid seeing ‘everything’ as discourse — relativizing...

  10. Persuasion in experimental ultimatum games

    DEFF Research Database (Denmark)

    Andersson, Ola; Galizzi, Matteo M.; Hoppe, Tim

    2010-01-01

    We study persuasion effects in experimental ultimatum games and find that Proposers' payoffs significantly increase if, along with offers, they can send messages which Responders read before deciding. Higher payoffs are driven by both lower offers and higher acceptance rates.......We study persuasion effects in experimental ultimatum games and find that Proposers' payoffs significantly increase if, along with offers, they can send messages which Responders read before deciding. Higher payoffs are driven by both lower offers and higher acceptance rates....

  11. Persuasion, Politeness and Relational Models

    OpenAIRE

    Jerzy Świątek

    2017-01-01

    Politeness Theory, just like Grice’s Cooperative Principle, points out that pragmatic analysis of language behaviour has to be grounded in extra-linguistic facts of social (or even biological) nature. Additionally, despite the slightly misleading label, Politeness Theory provides a sound methodology to explain some persuasive as well as politeness phenomena. In the same vein, the so called Relational Model Theory provides another theoretical framework for the explanation of persuasive phenome...

  12. Competitiveness, Diversification and the International Higher Education Cash Flow: The EU's Higher Education Discourse amidst the Challenges of Globalisation

    Science.gov (United States)

    Mayo, Peter

    2009-01-01

    This paper focuses on the EU discourse on Higher Education and analyses this discourse within the context of globalisation. Importance is attached to the issues of lifelong learning, competitiveness, diversification, entrepreneurship, access, knowledge society, modernisation, quality assurance, innovation and creativity, governance and business-HE…

  13. Strategies to Enhance Student Success: A Discourse Analysis of Academic Advice in International Student Handbooks

    Science.gov (United States)

    Romerhausen, Nick J.

    2013-01-01

    As the population of international students continues to rise at U.S. colleges and universities, multiple academic obstacles pose barriers to success. Research on strategies of intervention has primarily included face-to-face interactions while an exploration of other assistance approaches is minimal in comparison. This study explored the role…

  14. The International Claim in Teacher Education in Denmark. Discourses, Discussions, and Dilemmas

    DEFF Research Database (Denmark)

    Carlsen, Benny Bang; Bjerg Petersen, Karen

    2014-01-01

    Karen Bjerg Petersen and Benny Bang Carlsen raise a certain number of questions regarding the internationalization of Danish teacher education. Their start is historical, but even with the clear opinion of seeing the international claim as a gain, dilemmas remain, which have to be solved in a dif...... in a difficult search for harmony....

  15. International Branch Campuses: A Multi-Paradigmatic Analysis of University Discourse

    Science.gov (United States)

    Arwari, Tracy Tara

    2014-01-01

    The world is an increasingly interconnected body; higher education has not been immune to the charms of globalization. Both on their domestic and international branch campuses, universities must reconcile their organizational mission and institutional vision with the new possibilities and obstacles presented by a globalized community. The…

  16. Cultural Continuity in EFL Teaching in International Higher Education: From a Discourse Perspective of Chinese Learners

    Science.gov (United States)

    Yang, Wenhui; Chen, Linhan

    2015-01-01

    This paper presents an ethnographic study of the application of cultural continuity in English as Foreign Language (EFL) teaching in International College, GDUFS China. Based on Holliday's (2001) findings and Brown's (2000) twelve "manifestos" together with interviews of the Chinese learners, the authors investigate the discoursal…

  17. Mutuality in Cambodian International University Partnerships: Looking beyond the Global Discourse

    Science.gov (United States)

    Leng, Phirom

    2016-01-01

    This study examines the mutuality issue in international partnership programs between Cambodian universities and universities in France, the USA, Japan and South Korea. It adopts Galtung's and Held's four aspects of mutuality as its conceptual framework and follows a qualitative case study research design. The study finds that most partnership…

  18. Discourse analysis: Conversational analysis of the internal conversation in Oracle Corporation Malaysia

    Directory of Open Access Journals (Sweden)

    Marwa Marwa

    2017-07-01

    Full Text Available This study highlights the internal conversation which takes place in Oracle CorporationMalaysia. Through the study, it will be shown how conversational analysis is used toanalyze the transcription of a telephone conversation between Oracle staffs. The analysisof the transcriptions will apply a few basic concepts of conversational analysis; turntakingorganization, and the adjacency pair. The objective of the study is to find out howthe internal conversations takes place by focusing on the conversation itself, that is, theconversational structures spontaneously produced by people during talk ranging fromturn-taking strategies, how topics are introduced, conversation closings and so on. Bylooking in detail at such talk, we can gain a detailed understanding of how the staffs seethemselves in relation to the company that influence their daily lives.Keywords: conversational analysis, turn-taking, adjacency pairs

  19. Musicology, Diplomacy, and International Networks at the Turn of the 20th Century. Discourses, Practices, Events

    OpenAIRE

    Urchueguía, Cristina; Napoli, Alberto; Caceres, Maria; Ottomano, Vincenzina; Körner, Axel; Wade, Bonnie; Escrivá-Llorca, Ferran; Sibille, Christiane

    2017-01-01

    The birth of musicology as a theoretical discipline coincided with the professionalization of international academic bodies, most famously in natural and social sciences, but also in the humanities. While presenting an important example of transnational exchange, such trend in academic research was directly affected by intergovernmental relations. The intersections between the beginnings of musicology as a theoretical discipline and diplomatic relations will be the object of...

  20. A Theoretical Account on the Study of Metaphor in Didactic Discourse

    Science.gov (United States)

    El-Sharif, Ahmad

    2016-01-01

    This article makes a literary review to the linguistic research in the use of metaphor in didactic discourse; especially the religious one. Acknowledging Conceptual Metaphor Theory as the primary theory in the field, the researcher embarks upon how metaphor is perceived and analysed in discourse in order to pertain its persuasive function. The…

  1. Personalized persuasion: tailoring persuasive appeals to recipients' personality traits.

    Science.gov (United States)

    Hirsh, Jacob B; Kang, Sonia K; Bodenhausen, Galen V

    2012-06-01

    Persuasive messages are more effective when they are custom-tailored to reflect the interests and concerns of the intended audience. Much of the message-framing literature has focused on the advantages of using either gain or loss frames, depending on the motivational orientation of the target group. In the current study, we extended this research to examine whether a persuasive appeal's effectiveness can be increased by aligning the message framing with the recipient's personality profile. For a single product, we constructed five advertisements, each designed to target one of the five major trait domains of human personality. In a sample of 324 survey respondents, advertisements were evaluated more positively the more they cohered with participants' dispositional motives. These results suggest that adapting persuasive messages to the personality traits of the target audience can be an effective way of increasing the messages' impact, and highlight the potential value of personality-based communication strategies.

  2. D.3.2 PLOT Persuasive Learning Design Framework

    DEFF Research Database (Denmark)

    Gram-Hansen, Sandra Burri; Schärfe, Henrik; Winther-Nielsen, Nicolai

    2011-01-01

    of the technological learning tools and products which are currently related to the PLOT project, namely the GLOMaker and the 3ET tool, and a selection of GLOs and learning exercises. The primary focus of the analysis is to explore how the theoretical perspectives presented in D.3.1 are represented in these tools...... as an: ‚Internal report for project use containing an empirically-based assessment of existing systems and their potential in terms of learning and persuasion. This will be used as a discussion document by the consortium.‛ To meet the requirements of this deliverable, this documents presents analysis......, in particular the notions of persuasive design and constructive alignment. Whilst the report provides a persuasive design perspective on the technologies related to Euro PLOT, it must be stressed that if the document is to function as a basis for further discussion within the consortium, the partners...

  3. Contagion on complex networks with persuasion

    Science.gov (United States)

    Huang, Wei-Min; Zhang, Li-Jie; Xu, Xin-Jian; Fu, Xinchu

    2016-03-01

    The threshold model has been widely adopted as a classic model for studying contagion processes on social networks. We consider asymmetric individual interactions in social networks and introduce a persuasion mechanism into the threshold model. Specifically, we study a combination of adoption and persuasion in cascading processes on complex networks. It is found that with the introduction of the persuasion mechanism, the system may become more vulnerable to global cascades, and the effects of persuasion tend to be more significant in heterogeneous networks than those in homogeneous networks: a comparison between heterogeneous and homogeneous networks shows that under weak persuasion, heterogeneous networks tend to be more robust against random shocks than homogeneous networks; whereas under strong persuasion, homogeneous networks are more stable. Finally, we study the effects of adoption and persuasion threshold heterogeneity on systemic stability. Though both heterogeneities give rise to global cascades, the adoption heterogeneity has an overwhelmingly stronger impact than the persuasion heterogeneity when the network connectivity is sufficiently dense.

  4. Strategic Spatial Planning as Persuasive Storytelling

    DEFF Research Database (Denmark)

    Olesen, Kristian

    the persuasive power of spatial concepts in bringing transport infrastructure projects onto the national political agenda. In conclusion, the paper calls for critical attention to the rationalities underpinning practices of persuasive storytelling in contemporary strategic spatial planning....

  5. Social Robots as Persuasive Agents

    DEFF Research Database (Denmark)

    Vlachos, Evgenios; Schärfe, Henrik

    2014-01-01

    Robots are more and more used in a social context, and in this paper we try to formulate a research agenda concerning ethical issues around social HRI in order to be prepared for future scenarios where robots may be a naturally integrated part of human society. We outline different paradigms to d...... to describe the role of social robots in communication processes with humans, and connect HRI with the topic of persuasive technology in health care, to critically reflect the potential benefits of using social robots as persuasive agents....

  6. Persuasive robotics : artificial embodied agents as persuasive technology

    NARCIS (Netherlands)

    Liu, C.; Ham, J.R.C.; Midden, C.J.H.

    2011-01-01

    • Social robots may provide a solution to many societal challenges. One of their core qualities must be the ability of effectively influencing human behavior or attitudes. • As a basis for strong influence, persuasive robots can take on the role of a social actor that can build a relationship with

  7. Multimodal instruction and persuasion in disclosing greenwashing discourses

    DEFF Research Database (Denmark)

    Maier, Carmen Daniela

    products. In order to secure correct understanding of environmental claims, to promote behavioral change and to encourage environmental action, some of these movements, organizations and institutions also try to instruct the general public in media literacy. In this paper, I analyze the instructive videos...

  8. Wilt Thou Be Lord of all the World? Modals and Persuasion in Shakespeare

    Directory of Open Access Journals (Sweden)

    Nakayasu Minako

    2014-03-01

    Full Text Available Persuasion is defined as human communication designed to influence the judgements and actions of others (Simons & Jones 2011. The purpose of this research is to analyse the discourse of persuasion in Shakespeare from the perspective of historical pragmatics (Jucker & Taavitsainen 2010, with particular attention to modals employed as part of the strategies. The modals under investigation are proximal and distal central modals, SHALL/SHOULD, WILL/WOULD, CAN/COULD, MAY/MIGHT, MUST, and the contracted form ’LL. The data for the present study is drawn from The Riverside Shakespeare (Evans 1997 and the concordance by Spevack (1968-1980. The corpus includes both cases where the persuasion attempt is successful and unsuccessful.

  9. Toward a Model of Influence in Persuasive Discussions: Negotiating Quality, Authority, Privilege, and Access within a Student-Led Argument

    Science.gov (United States)

    Engle, Randi A.; Langer-Osuna, Jennifer M.; McKinney de Royston, Maxine

    2014-01-01

    It is commonly observed that during classroom or group discussions some students have greater influence than may be justified by the normative quality of those students' contributions. We propose a 5-component theoretical framework in order to explain how undue influence unfolds. We build on literatures on persuasion, argumentation, discourse, and…

  10. Patterns of Propaganda and Persuasion.

    Science.gov (United States)

    Rank, Hugh

    Because children are exposed to highly professional sales pitches on television and because the old material produced by the Institute of Propaganda Analysis is outdated and in error, a new tool for the analysis of propaganda and persuasion is called for. Such a tool is the intensify/downplay pattern analysis chart, which includes the basic…

  11. Persuasion in Experimental Ultimatum Games

    DEFF Research Database (Denmark)

    Andersson, Ola; Galizzi, Matteo; Hoppe, Tim

    2008-01-01

     This paper experimentally studies persuasion effects in ultimatum games and finds that Proposers' payoffs significantly increase if, along with offers, they can send messages which Responders read before their acceptance decision. Higher payoffs are due to higher acceptance rates as well as more...

  12. A Model of Interpersonal Persuasion.

    Science.gov (United States)

    Cegala, Donald J.

    The traditional views of audience analysis and rhetorical strategy are examined in terms of modifications necessary for application to persuasion in interpersonal communication contexts. To obtain guidance for ways in which the traditional concepts may be modified, a framework consisting of selected work by Erving Goffman and Ernest Becker is…

  13. Persuasion: A Selected, Annotated Bibliography.

    Science.gov (United States)

    McDermott, Steven T.

    Designed to reflect the diversity of approaches to persuasion, this annotated bibliography cites materials selected for their contribution to that diversity as well as for being relatively current and/or especially significant representatives of particular approaches. The bibliography starts with a list of 17 general textbooks on approaches to…

  14. Argumentativeness and Resistance to Persuasion.

    Science.gov (United States)

    Levine, Timothy R.; Badger, Eugenia E.

    1993-01-01

    Examines college students' level of argumentativeness in relation to persuasion. Finds that highly argumentative individuals experienced more attitude change than their less argumentative counterparts. Shows that topic had no effect upon attitude change and that topic did not interact with argumentativeness. (SR)

  15. Changing attitudes through persuasive communication.

    Science.gov (United States)

    Clarke, A

    Nurses are uniquely placed to provide effective health education with the aim of promoting attitude and behavioural change. This article explores the literature relating to attitude formation, attitude change and the nature of persuasive communication, and identifies specific strategies that will be useful to all nurses.

  16. The Persuasive Power of Data Visualization.

    Science.gov (United States)

    Pandey, Anshul Vikram; Manivannan, Anjali; Nov, Oded; Satterthwaite, Margaret; Bertini, Enrico

    2014-12-01

    Data visualization has been used extensively to inform users. However, little research has been done to examine the effects of data visualization in influencing users or in making a message more persuasive. In this study, we present experimental research to fill this gap and present an evidence-based analysis of persuasive visualization. We built on persuasion research from psychology and user interfaces literature in order to explore the persuasive effects of visualization. In this experimental study we define the circumstances under which data visualization can make a message more persuasive, propose hypotheses, and perform quantitative and qualitative analyses on studies conducted to test these hypotheses. We compare visual treatments with data presented through barcharts and linecharts on the one hand, treatments with data presented through tables on the other, and then evaluate their persuasiveness. The findings represent a first step in exploring the effectiveness of persuasive visualization.

  17. The necessary art of persuasion.

    Science.gov (United States)

    Conger, J A

    1998-01-01

    Business today is largely run by teams and populated by authority-averse baby boomers and Generation Xers. That makes persuasion more important than ever as a managerial tool. But contrary to popular belief, the author asserts, persuasion is not the same as selling an idea or convincing opponents to see things your way. It is instead a process of learning from others and negotiating a shared solution. To that end, persuasion consists of four essential elements: establishing credibility, framing to find common ground, providing vivid evidence, and connecting emotionally. Credibility grows, the author says, out of two sources: expertise and relationships. The former is a function of product or process knowledge and the latter a history of listening to and working in the best interest of others. But even if a persuader's credibility is high, his position must make sense--even more, it must appeal--to the audience. Therefore, a persuader must frame his position to illuminate its benefits to everyone who will feel its impact. Persuasion then becomes a matter of presenting evidence--but not just ordinary charts and spreadsheets. The author says the most effective persuaders use vivid--even over-the-top--stories, metaphors, and examples to make their positions come alive. Finally, good persuaders have the ability to accurately sense and respond to their audience's emotional state. Sometimes, that means they have to suppress their own emotions; at other times, they must intensify them. Persuasion can be a force for enormous good in an organization, but people must understand it for what it is: an often painstaking process that requires insight, planning, and compromise.

  18. A Review of the Organisation for Economic Cooperation and Development's International Education Surveys: Governance, Human Capital Discourses, and Policy Debates

    Science.gov (United States)

    Morgan, Clara; Volante, Louis

    2016-01-01

    Given the influential role that the Organisation for Economic Cooperation and Development (OECD) plays in educational governance, we believe it is timely to provide an in-depth review of its education surveys and their associated human capital discourses. By reviewing and summarizing the OECD's suite of education surveys, this paper identifies the…

  19. Persuasiveness of eWOM Communications: Literature Review and Suggestions for Future Research

    OpenAIRE

    Ismagilova , Elvira; Slade , Emma; Williams , Michael

    2016-01-01

    Part 4: Information Sharing on Social Media; International audience; Electronic word-of-mouth (eWOM) plays an important part in consumer purchase decision. The way consumers perceive the persuasiveness of eWOM message can affect their attitude, and purchase intention, and hence sales. Thus, the topic of persuasiveness of eWOM communications has received much attention from scholars. The objective of this paper is to provide a brief review of the existing literature related to the effectivenes...

  20. Persuasive Talk in Social Contexts: Development, Assessment, and Intervention.

    Science.gov (United States)

    Nippold, Marilyn A.

    1994-01-01

    This article reviews the developmental literature in spoken persuasion and discusses implications for assessment and intervention with students with language-learning disorders, in terms of persuading others, analyzing persuasive appeals, and responding to persuasive appeals. (JDD)

  1. The effect of background music in auditory health persuasion

    NARCIS (Netherlands)

    Elbert, Sarah; Dijkstra, Arie

    2013-01-01

    In auditory health persuasion, threatening information regarding health is communicated by voice only. One relevant context of auditory persuasion is the addition of background music. There are different mechanisms through which background music might influence persuasion, for example through mood

  2. Persuasion on Trial: An Exercise for Understanding the Benefits of Studying Persuasion

    Science.gov (United States)

    Seiter, John S.; Gass, Robert H.

    2013-01-01

    The study of persuasion is the wellspring of the communication discipline. Nevertheless, in one review, Seiter and Gass (2004) noted that ''critics of persuasion seem to emerge and reemerge with some regularity'' (p. 2). Although the study of persuasion is generally venerated by those within the field of communication, it is…

  3. A review of studies on persuasion in Japan (1)

    OpenAIRE

    深田, 博己; 木村, 堅一; 牧野, 幸志; 樋口, 匡貴; 原田, 耕太郎; 山浦, 一保

    2001-01-01

    The purpose of this study is to review the studies on persuasion in Japan. An examination has been made of 152 persuasion studies published in Japan-141 journal papers and 11 technical books. The present study consists of the following four parts. 1. Overview of persuasion studies in Japan: (1) quantitative characteristics of persuasion studies, (2) change in the number of persuasion studies with the times, (3) viewpoint of the review. 2. General problems of persuasion studies: (1...

  4. Architectural discourse

    DEFF Research Database (Denmark)

    Boeriis, Morten; Nørgaard, Nina

    2013-01-01

    Using a multimodal social semiotic perspective, this article presents an analysis of the University of Southern Denmark as a text with particular focus on discourse and framing (cf. van Leeuwen 2005). The university consists of an original part and more recent extensions. The article examines how...... the original and the new parts of the buildings respectively realize different discourses related to education and the educational system more generally, and in particular how framing plays an important role in this respect. While employing van Leeuwen’s system network for framing (2005: 18) for the analysis...

  5. Pitfalls in Persuasion: How Do Users Experience Persuasive Techniques in a Web Service?

    Science.gov (United States)

    Segerståhl, Katarina; Kotro, Tanja; Väänänen-Vainio-Mattila, Kaisa

    Persuasive technologies are designed by utilizing a variety of interactive techniques that are believed to promote target behaviors. This paper describes a field study in which the aim was to discover possible pitfalls of persuasion, i.e., situations in which persuasive techniques do not function as expected. The study investigated persuasive functionality of a web service targeting weight loss. A qualitative online questionnaire was distributed through the web service and a total of 291 responses were extracted for interpretative analysis. The Persuasive Systems Design model (PSD) was used for supporting systematic analysis of persuasive functionality. Pitfalls were identified through situations that evoked negative user experiences. The primary pitfalls discovered were associated with manual logging of eating and exercise behaviors, appropriateness of suggestions and source credibility issues related to social facilitation. These pitfalls, when recognized, can be addressed in design by applying functional and facilitative persuasive techniques in meaningful combinations.

  6. A Study on Persuasive Technologies: The Relationship between User Emotions, Trust and Persuasion

    Directory of Open Access Journals (Sweden)

    Wan Nooraishya Wan Ahmad

    2018-06-01

    Full Text Available A successful persuasive technology is able to persuade people to change from one state to a more well known state. Therefore, to allow for a change, persuasive technology must be able to affect users’ emotion and make the user trust the technology so that they will adopt the persuasive technology into their daily life routine, as well as continue to use the technology for long period. This paper is aimed to study the relation between users’ emotion with trust and persuasion and how they may contribute to the success of changing a person attitude or behavior towards a certain context or issue. Twenty five participants have completed the study in 6 weeks by using two types of persuasive technology that were assessed at three different interaction stages: pre, during and post. Result shows that emotions have a significant effect on trust, whereas the effect of emotions on persuasion using the persuasive technology was mediated by trust.

  7. Language Symmetry: A Force behind Persuasion

    Science.gov (United States)

    Yeager, Joseph; Sommer, Linda

    2012-01-01

    Language operates according to rules. Rules mean prediction. The application of these language rules to persuasive campaigns through linguistic technology can result in major gains in advertising, political and marketing outcomes. For qualitative researchers in communications, marketing and messaging, one area of persuasive language technology can…

  8. Playing to win over: validating persuasive games

    NARCIS (Netherlands)

    R.S. Jacobs (Ruud)

    2017-01-01

    textabstractThis dissertation describes four years of scientific inquiry into persuasive games – digital games designed to persuade – as part of a multidisciplinary research project ‘Persuasive Gaming. From Theory-Based Design to Validation and Back’ funded by the Netherlands Organization for

  9. A Heuristic for the Teaching of Persuasion.

    Science.gov (United States)

    Schell, John F.

    Interpreting Aristotle's criteria for persuasive writing--ethos, logos, and pathos--as a concern for writer, language, and audience creates both an effective model for persuasive writing and a structure around which to organize discussions of relevant rhetorical issues. Use of this heuristic to analyze writing style, organization, and content…

  10. Persuasion and Attitude Change in Science Education.

    Science.gov (United States)

    Koballa, Thomas R., Jr.

    1992-01-01

    Persuasion is presented as it may be applied by science educators in research and practice. The orientation taken is that science educators need to be acquainted with persuasion in the context of social influence and learning theory to be able to evaluate its usefulness as a mechanism for developing and changing science-related attitudes. (KR)

  11. Advanced communication skills: conflict management and persuasion.

    Science.gov (United States)

    Ang, Marigene

    2002-11-01

    principles used in persuasion. Each student had the opportunity to make a five-to-ten-minute persuasive speech, the topic to be applicable to the student's specialty, which was reviewed by his peers. Feedback was tailored specifically to the different principles of persuasion. The curriculum was judged to be effective in changing confidence and attitudes as evidenced by pre- and post-course evaluations that students filled out during the last session of the class. Six things contributed to its success: (1) the class was offered as a fourth-year seminar; students could see its relevance and therefore were motivated to learn. (2) Activities were designed to build on learning in ways that graduated from passive to active. In such a way the theoretical was made practical. (3) Feedback was immediate and congruent. For example, the evaluators and patient-actors were all trained in the conflict management principles taught. (4) Feedback done by peer review allowed students to internalize strategies. (5) Concrete steps were given for behavioral change. (6) Small-group sessions invited camaraderie and allowed for individualized attention. Future activities include integrating this curriculum into residency teaching; the course is a continuation of a first-year course on interviewing skills taken by every student.

  12. Applying persuasive design in a diabetes mellitus application

    NARCIS (Netherlands)

    Smink, Sjoerd

    2012-01-01

    This paper describes persuasive design methods and compares this to an application currently under development for diabetes mellitus patients. Various elements of persuasion and a categorization of persuasion types are mentioned. Also discussed are principles of how successful persuasion should be

  13. Strategies of persuasion in offers to participate in cancer clinical trials I: Topic placement and topic framing.

    Science.gov (United States)

    Barton, Ellen; Eggly, Susan; Winckles, Andrew; Albrecht, Terrance L

    2014-01-01

    Clinical trials are the gold standard in medical research evaluating new treatments in cancer care; however, in the United States, too few patients enroll in trials, especially patients from minority groups. Offering patients the option of a clinical trial is an ethically-charged communicative event for oncologists. One particularly vexed ethical issue is the use of persuasion in trial offers. Based on a corpus of 22 oncology encounters with Caucasian-American (n = 11) and African-American (n = 11) patients, this discourse analysis describes oncologists' use of two persuasive strategies related to the linguistic structure of trial offers: topic placement and topic framing. Findings are presented in total and by patient race, and discussed in terms of whether these strategies may constitute ethical or unethical persuasion, particularly with respect to the ethical issue of undue influence and the social issue of underrepresentation of minorities in cancer clinical trials.

  14. Resisting persuasion by the skin of one's teeth: the hidden success of resisted persuasive messages.

    Science.gov (United States)

    Tormala, Zakary L; Clarkson, Joshua J; Petty, Richard E

    2006-09-01

    Recent research has suggested that when people resist persuasion they can perceive this resistance and, under specifiable conditions, become more certain of their initial attitudes (e.g., Z. L. Tormala & R. E. Petty, 2002). Within the same metacognitive framework, the present research provides evidence for the opposite phenomenon--that is, when people resist persuasion, they sometimes become less certain of their initial attitudes. Four experiments demonstrate that when people perceive that they have done a poor job resisting persuasion (e.g., they believe they generated weak arguments against a persuasive message), they lose attitude certainty, show reduced attitude-behavioral intention correspondence, and become more vulnerable to subsequent persuasive attacks. These findings suggest that resisted persuasive attacks can sometimes have a hidden yet important success by reducing the strength of the target attitude. ((c) 2006 APA, all rights reserved).

  15. Persuasive Technology and Users Acceptance of E-commerce: Users Perceptions of Website Persuasiveness

    OpenAIRE

    Muna M. Alhammad; Stephen R. Gulliver

    2014-01-01

    Persuasive technologies have been extensively applied in the context of e-commerce for the purpose of marketing, enhancing system credibility, and motivating users to adopt the systems. Recognising that persuasion impacts on consumer behaviour to purchase online have not been investigated previously. This study reviews theories of technology acceptance, and identifies their limitation in not considering the effect of persuasive technologies when determining user online technology acceptance. ...

  16. Content, Context & Connectivity Persuasive Interplay

    DEFF Research Database (Denmark)

    Sørensen, Christian Grund

    2013-01-01

    -supported research project under EACEA). In the development of this project several categories of content have been implemented in technology enhanced learning tools. These have been designed to support learning in different contexts and eventually the role of the connectivity of these learning objects and tools......The aim of this paper is to discuss the relationship between content, context and connectivity and suggesting a model of Dynamic Interplay. This is done in relation to a specific learning environment concerning cultural mediation, in casu the Kaj Munk Case of the EuroPLOT-project (an EU...... is discussed. Focus is here on The Kaj Munk Study Edition, The Conceptual Pond, Immersive Layers Design, and Generative Learning Objects (GLOs) which are applications affiliated with the Munk case. This paper explores the persuasive potential of the interplay between the different applications for the benefit...

  17. Persuasive Technology and Business Models

    DEFF Research Database (Denmark)

    Søndergaard, Morten Karnøe; Lindgren, Peter; Veirum, Niels Einar

    Recently, there has been growing interest in research on Big Data since more and more information is becoming available to us every day. This is caused by the concurrent rise of new smart technologies (mobile phones, tracking devices, sensors etc.) and social networks, which allow us to virtually...... share everything, with everybody, everywhere - and anytime. These smart technologies might also be used to persuade human beings to change their behavior. The following article aims at presenting an easily understandable way to approach these new developments. Since Big Data can be used to measure...... specific behavior, this results to the ability of designing for specific changes. Businesses use different persuasive technologies to persuade users, customers and network partners to change behavior. Operating more than one value proposition, both tangible and intangible value proposition, in combination...

  18. PERSUASION, INTERACTION AND THE CONSTRUCTION OF KNOWLEDGE: REPRESENTING SELF AND OTHERS IN RESEARCH WRITING

    Directory of Open Access Journals (Sweden)

    Ken Hyland

    2008-12-01

    Full Text Available It is now increasingly accepted that academic knowledge is closely related to the social practices of academic communities, and particularly to their discourses. Texts are persuasive only when they employ rhetorical conventions that colleagues find convincing, and in recent years corpus analyses have helped to underpin this social constructivist position and to reveal some of the ways this is achieved. In this paper I discuss the role of interaction in this process. Based on an analysis of 240 published research papers from eight disciplines and insider informant interviews, I explore the nature of interactive persuasion in this genre. I show here the importance of interaction in academic argument, suggest some of the ways this is achieved, and indicate how these choices reflect and construct disciplinary communities.

  19. Does Culture Affect how People Receive and Resist Persuasive Messages? Research Proposals about Resistance to Persuasion in Cultural Groups

    OpenAIRE

    Renata Kolodziej-Smith; Daniel Patrick Friesen; Attila Yaprak

    2013-01-01

    Abstract Even though persuasion has been a widely researched topic in consumer behavior, the great majority of these studies have involved American consumers and focused on persuasion itself, with very few addressing resistance to persuasive attempts. None has addressed resistance to persuasion in a cross-cultural context. We aim to contribute to closing this gap in the literature with this paper. Specifically, we aim to expand knowledge of the persuasive process by applying the cultural dime...

  20. Persuasive territories in European cultural politics:

    DEFF Research Database (Denmark)

    Thelle, Mikkel; Thylstrup, Nanna Bonde

    2011-01-01

    Purpose – This paper aims to view the concept of persuasive technology as a framework for discussing cultural politics on the internet. Taking digital collections as a point of departure, the cases of Europeana and Google Books are to be discussed as promoting different assemblies of information......, practice and identity politics. Through this discussion the study aims to show how the internet becomes territorialized through persuasive mechanisms. Design/methodology/approach – The study applies different concepts on the cases, derived from different fields of social theory, such as “soft power......”, “assembly” and “folksonomy” in order to question the traditional view of persuasive technology as a concept instrumental to, for example, marketing agendas. Targeting the relation between policy and everyday practice, the paper aims to open a discussion of persuasive technology deeply embedded in digital...

  1. "Think" versus "feel" framing effects in persuasion.

    Science.gov (United States)

    Mayer, Nicole D; Tormala, Zakary L

    2010-04-01

    Three studies explored think ("I think . . . ") versus feel ("I feel . . . ") message framing effects on persuasion.The authors propose a matching hypothesis, suggesting that think framing will be more persuasive when the target attitude or message recipient is cognitively oriented, whereas feel framing will be more persuasive when the target attitude or message recipient is affectively oriented. Study 1 presented cognitively and affectively oriented individuals with a think- or feel-framed message. Study 2 primed cognitive or affective orientation and then presented a think- or feel-framed message. Study 3 presented male and female participants with an advertisement containing think- or feel-framed arguments. Results indicated that think (feel) framing was more persuasive when the target attitude or recipient was cognitively (affectively) oriented. Moreover, Study 2 demonstrated that this matching effect was mediated by processing fluency. Theoretical and practical implications are discussed.

  2. Aristotle's Rhetoric, Hitler's Program, and the Ideological Problem of Praxis, Power, and Professional Discourse.

    Science.gov (United States)

    Katz, Steven B.

    1993-01-01

    Examines Hitler's use of propaganda to construct praxis and define phronesis in Nazi Germany in terms of the rational but open-ended nature of Aristotle's political-ethical thought. Examines the failure of professional discourse surrounding the siting of a low-level nuclear waste facility to create a persuasive reality and yet ideologically…

  3. Embodied Resistance to Persuasion in Advertising

    Science.gov (United States)

    Lewinski, Peter; Fransen, Marieke L.; Tan, Ed S.

    2016-01-01

    From the literature on resistance to persuasion in advertising, much is known about how people can resist advertising by adopting resistance strategies, such as avoidance, counter-arguing, and selective attention (e.g., Fransen et al., 2015b). However, the role of emotion regulation and bodily expression in resisting persuasion is so far underexplored. This is a surprising observation if one considers that at least 40% of advertisements use positive emotions (i.e., happiness) to persuade people to like the ad, brand, and product (Weinberger et al., 1995). In this article we present a framework in which we apply previous knowledge and theories on emotion regulation and embodiment to the process of resistance to persuasion. In doing so, we specifically address the role of facial expression in the course of resistance. The literature and findings from our own research lead us to propose that people can resist persuasion by controlling their facial expression of emotion when exposed to an advertisement. Controlling the expression of emotions elicited by an ad (for example refusing to smile) might be a fruitful way to resist the ad’s persuasive potential. Moreover, we argue that co-viewers can affect embodied resistance to persuasion. Showing the viability of embodied resistance to persuasion is relevant in view of the fact that ads trying to persuade us by addressing our positive emotions are ubiquitous. Embodied resistance might help people to cope with these induced positive emotions in order to resist advertisements and might therefore work as a novel and effective strategy to resist persuasion. PMID:27574512

  4. Eight Simple Secrets to More Persuasive Writing.

    Science.gov (United States)

    Caswell, Donald

    The goal of persuasive writing is to move the reader to action or to get the reader to refrain from action, and most of the secrets of persuasion can work either way. To get readers to take action, a writer has to appeal to the emotions as much as possible. To get readers to refrain from action, a writer must appeal to the intellect. The secrets…

  5. The Effect of Cultural Orientation on Persuasion.

    OpenAIRE

    Aaker, Jennifer L; Maheswaran, Durairaj

    1997-01-01

    The objective of this research is to assess the cross-cultural generalizability of persuasion effects predicted by dual process models. In two experiments, the impact of motivation, congruity of persuasive communication and the diagnosticity of heuristic cues on the processing strategies and product evaluations of members of a collectivist culture were compared with findings documented in past research in individualist cultures. This research supports the view that perceptual differences in c...

  6. From Geocaching to Mobile Persuasive Learning

    DEFF Research Database (Denmark)

    Gram-Hansen, Lasse Burri; Gram-Hansen, Sandra Burri; Øhrstrøm, Peter

    This paper presents some of the initial steps taken towards digital mediation of the cultural heritage related to Danish author Kaj Munk and the impact these steps have had on the ongoing research on persuasive learning.......This paper presents some of the initial steps taken towards digital mediation of the cultural heritage related to Danish author Kaj Munk and the impact these steps have had on the ongoing research on persuasive learning....

  7. Embodied Resistance to Persuasion in Advertising

    Directory of Open Access Journals (Sweden)

    Peter Lewinski

    2016-08-01

    Full Text Available From the literature on resistance to persuasion in advertising, much is known about how people can resist advertising by adopting resistance strategies, such as avoidance, counter-arguing and selective attention (e.g., Fransen, Verlegh, Kirmani, & Smit, 2015a. However, the role of emotion regulation and bodily expression in resisting persuasion is so far underexplored. This is a surprising observation if one considers that at least 40% of advertisements use positive emotions (i.e., happiness to persuade people to like the ad, brand, and product (Weinberger et al., 1995. In this article we present a framework in which we apply previous knowledge and theories on emotion regulation and embodiment to the process of resistance to persuasion. In doing so, we specifically address the role of facial expression in the course of resistance. Based on the literature and findings largely established in our own research, we propose that people can resist persuasion by controlling their facial expression of emotion when exposed to an advertisement. Controlling the expression of emotions elicited by an ad (for example refusing to smile might be a fruitful way to resist the ad’s persuasive potential. Moreover, we argue that co-viewers can affect embodied resistance to persuasion. Showing the viability of embodied resistance to persuasion is relevant in view of the fact that ads trying to persuade us by addressing our positive emotions are ubiquitous. Embodied resistance might help people to cope with these induced positive emotions in order to resist advertisements and might therefore work as a novel and effective strategy to resist persuasion.

  8. Embodied Resistance to Persuasion in Advertising.

    Science.gov (United States)

    Lewinski, Peter; Fransen, Marieke L; Tan, Ed S

    2016-01-01

    From the literature on resistance to persuasion in advertising, much is known about how people can resist advertising by adopting resistance strategies, such as avoidance, counter-arguing, and selective attention (e.g., Fransen et al., 2015b). However, the role of emotion regulation and bodily expression in resisting persuasion is so far underexplored. This is a surprising observation if one considers that at least 40% of advertisements use positive emotions (i.e., happiness) to persuade people to like the ad, brand, and product (Weinberger et al., 1995). In this article we present a framework in which we apply previous knowledge and theories on emotion regulation and embodiment to the process of resistance to persuasion. In doing so, we specifically address the role of facial expression in the course of resistance. The literature and findings from our own research lead us to propose that people can resist persuasion by controlling their facial expression of emotion when exposed to an advertisement. Controlling the expression of emotions elicited by an ad (for example refusing to smile) might be a fruitful way to resist the ad's persuasive potential. Moreover, we argue that co-viewers can affect embodied resistance to persuasion. Showing the viability of embodied resistance to persuasion is relevant in view of the fact that ads trying to persuade us by addressing our positive emotions are ubiquitous. Embodied resistance might help people to cope with these induced positive emotions in order to resist advertisements and might therefore work as a novel and effective strategy to resist persuasion.

  9. Review of Elaboration Likelihood Model of persuasion

    OpenAIRE

    藤原, 武弘; 神山, 貴弥

    1989-01-01

    This article mainly introduces Elaboration Likelihood Model (ELM), proposed by Petty & Cacioppo, that is, a general attitude change theory. ELM posturates two routes to persuasion; central and peripheral route. Attitude change by central route is viewed as resulting from a diligent consideration of the issue-relevant informations presented. On the other hand, attitude change by peripheral route is viewed as resulting from peripheral cues in the persuasion context. Secondly we compare these tw...

  10. Effects of forewarning and afterwarning on persuasion

    OpenAIRE

    深田, 博己; 有倉, 巳幸

    1993-01-01

    The present study was designed to investigate the effects of forewarning and afterwarning of the persuasive and fear-arousing intents of a communicator on persuasion. Two independent variables were manipulated: forewarning conditions (forewarning and no-forewarning) and afterwarning conditions (afterwarning and no-afterwarning). Two hundred and twenty five female college students were randomly assigned to one of the four experimental groups and one control group. Experimental groups were expo...

  11. Effective Verbal Persuasion in Prayer, Business, and Teaching

    Directory of Open Access Journals (Sweden)

    Russell Jay Hendel

    2016-10-01

    Full Text Available What verbal techniques – persuasion, explanation and evaluation – yield superior results? Answers to this question are taken from the education, business and prayer literature. We show that the best verbal approaches i focus on the future, ii attribute causes that are internal and controllable like effort, iii advocate sub-goals that are specific and achievable short term and iv use imagery focusing on emotions of mastery and enjoyment. Three theories – attribution theory, goal setting theory and imagery studies – are used to justify the results.

  12. Arguing collaboratively: Argumentative discourse types and their potential for knowledge building.

    Science.gov (United States)

    Felton, Mark; Garcia-Mila, Merce; Villarroel, Constanza; Gilabert, Sandra

    2015-09-01

    There is growing interest in using argumentative discourse in educational settings. However, in a previous study, we found that discourse goals (persuasion vs. consensus) while arguing can affect student outcomes in both content learning and reasoning. In this study, we look at argumentative discourse data from a previous study to ask how differences in discourse might account for the differences we observed in learning and reasoning outcomes. One hundred and five dialogues (57 disputative, 48 consensus) between 7th grade science students attending a public high school near Tarragona, Spain. Participants were randomly assigned to conditions and paired with peers who disagreed with them on three topics related to renewable energy sources. After instruction on each topic, they were asked to either 'argue to convince' (persuasion condition) or 'argue to reach consensus' (consensus condition) on that topic. Conversations were audio-recorded and transcribed for analysis. Students in the persuasion condition engaged in shorter conversational exchanges around argumentative claims and were more likely to use moves that foreclosed discussion, whereas students in the consensus condition were more likely to use moves that elicited, elaborated on, and integrated their partners' ideas. When arguing to reach - rather than defend - a conclusion, students are more likely to coconstruct knowledge by exchanging and integrating arguments. These findings are consistent with predictions about the potential of argumentation for knowledge building and suggest that teachers must attend to discourse goals when using argumentation to support learning and reasoning. © 2015 The British Psychological Society.

  13. Relations between "Education and Social Inclusion" in Argentina and Brazil: the specific appropriations of some debates and educational ideas of the current international discourse plot

    Directory of Open Access Journals (Sweden)

    Hernán Amar

    2015-09-01

    Full Text Available This article describes and analyzes in a first movement, some problematizations on relations between "Education and Social Inclusion" enunciated by the Education for All, coordinated by UNESCO. In the second movement, we argue that the production of educational ideas and arguments raised by the EFA are translated according to the particular historical traditions of the regions and/or their nationals. To account for mediations and passages made between an educational discourse fragment the international circulation, and Latin American local appropriations in recent history, in terms of continuities and ruptures (neoliberalism-postneoliberalism. Finally, in a third movement, we enunciate some reviews about the problematics between inclusive education and quality of education, given that the current public policy debates and both global and local levels are reduced to themes arising from the significant educational quality. On the contrary, we believe that these discussions should address the current breakdown of meanings about the place and nature of the Other as diversity (even dyed an ethnocentric vision and advance the recognition of the subjects in terms of social justice, recovering some notions like equality, emancipation and political subjectivity.

  14. A cookbook method for Persuasive Game Design

    Directory of Open Access Journals (Sweden)

    Panote Siriaraya

    2018-03-01

    Full Text Available Despite the growing interest in persuasive game design, there have been few methods which cover the complete process of game design that designers could draw upon in their practice. In this paper, the Persuasive Game Design method(PGD is presented as a non-directive approach for designing persuasive games including a practical hand-out. To better fit with the practical constraints encountered in game design, this method adopts a “cookbook” approach. A set of essential PGD components and tools are provided from which game designers can choose from, given their specific context and resources. Designers first consider the game design steps(“dishes” to use in creating their game and in each step, select which components(“ingredients” to take into account and tools(“utensils” to use. The proposed method, based on our experience as persuasive game researchers and design practitioners, is further refined using feedback from professional game designers. The paper concludes with a case study illustrating how to put the meal into practice. Overall, the method provides a useful contribution to the existing research domain by combining knowledge from game theory, game design and design methodology to create a structured yet flexible approach which covers the complete persuasive game design process for researchers, students and practitioners. 

  15. Discourse Connectives in L1 and L2 Argumentative Writing

    Science.gov (United States)

    Hu, Chunyu; Li, Yuanyuan

    2015-01-01

    Discourse connectives (DCs) are multi-functional devices used to connect discourse segments and fulfill interpersonal levels of discourse. This study investigates the use of selected 80 DCs within 11 categories in the argumentative essays produced by L1 and L2 university students. The analysis is based on the International Corpus Network of Asian…

  16. Persuasive Game Design : A model and its definitions

    NARCIS (Netherlands)

    Visch, V.T.; Vegt, N.J.H.; Anderiesen, H.; Van der Kooij, K.

    2013-01-01

    The following position paper proposes a general theoretical model for persuasive game design. This model combines existing theories on persuasive technology, serious gaming, and gamification. The model is based on user experience, gamification design, and transfer effects.

  17. Source reliability in auditory health persuasion : Its antecedents and consequences

    NARCIS (Netherlands)

    Elbert, Sarah P.; Dijkstra, Arie

    2015-01-01

    Persuasive health messages can be presented through an auditory channel, thereby enhancing the salience of the source, making it fundamentally different from written or pictorial information. We focused on the determinants of perceived source reliability in auditory health persuasion by

  18. On discourse space modeling

    OpenAIRE

    Казыдуб, Надежда

    2013-01-01

    Discourse space is a complex structure that incorporates different levels and dimensions. The paper focuses on developing a multidisciplinary approach that is congruent to the complex character of the modern discourse. Two models of discourse space are proposed here. The Integrated Model reveals the interaction of different categorical mechanisms in the construction of the discourse space. The Evolutionary Model describes the historical roots of the modern discourse. It also reveals historica...

  19. Source personality and persuasiveness: big five predispositions to being persuasive and the role of message involvement.

    Science.gov (United States)

    Oreg, Shaul; Sverdlik, Noga

    2014-06-01

    In the present studies we incorporate a Person × Situation perspective into the study of the persuasion source. Specifically, we aimed to identify the personality characteristics of the persuasive individual and test the moderating role of target and source involvement. In three studies we found support for hypothesized relationships between source persuasiveness and Extraversion, Neuroticism, and Openness to Experience, and evidence for a moderating effect of involvement. In a preliminary study (N = 66, M(age)  = 22.7, 64% female), we demonstrated expected differences in the personality ratings assigned to a hypothetical persuasive versus nonpersuasive individual. In Study 1 (N = 95, M(age)  = 24.1, 62% female), through sets of two-person debates, we showed that source Extraversion and Openness to Experience were positively, and Neuroticism negatively, associated with source persuasiveness. In Study 2 (N = 148, M(age)  = 24.3, 61% female), we manipulated the level of involvement and mostly replicated the results from Study 1, but, corresponding with our predictions, only when involvement was low. Our findings demonstrate the relevance of an interactionist approach to the study of persuasion, highlighting the role of personality in the study of the persuasion source. © 2013 Wiley Periodicals, Inc.

  20. The psychological aspects of change of attitudes - persuasion

    OpenAIRE

    Fajtlová, Zuzana

    2013-01-01

    This bachelor's thesis is focused on social psychological topic of attitude change through persuasion. It brings certain theoretical background of the topic with its key points and processes. Mainly it is the definition of persuasion, what are the subjects of persuasion, the main conditions, influences, goals and other variables, that step into the process. It is also trying to capture the most important mechanisms, that play role in the process of persuasion. In the whole text the practical ...

  1. The Neural Basis of Changing Social Norms through Persuasion

    OpenAIRE

    Yomogida, Yukihito; Matsumoto, Madoka; Aoki, Ryuta; Sugiura, Ayaka; Phillips, Adam N.; Matsumoto, Kenji

    2017-01-01

    Social norms regulate behavior, and changes in norms have a great impact on society. In most modern societies, norms change through interpersonal communication and persuasive messages found in media. Here, we examined the neural basis of persuasion-induced changes in attitude toward and away from norms using fMRI. We measured brain activity while human participants were exposed to persuasive messages directed toward specific norms. Persuasion directed toward social norms specifically activate...

  2. Prototype Effect and the Persuasiveness of Generalizations.

    Science.gov (United States)

    Dahlman, Christian; Sarwar, Farhan; Bååth, Rasmus; Wahlberg, Lena; Sikström, Sverker

    An argument that makes use of a generalization activates the prototype for the category used in the generalization. We conducted two experiments that investigated how the activation of the prototype affects the persuasiveness of the argument. The results of the experiments suggest that the features of the prototype overshadow and partly overwrite the actual facts of the case. The case is, to some extent, judged as if it had the features of the prototype instead of the features it actually has. This prototype effect increases the persuasiveness of the argument in situations where the audience finds the judgment more warranted for the prototype than for the actual case (positive prototype effect), but decreases persuasiveness in situations where the audience finds the judgment less warranted for the prototype than for the actual case (negative prototype effect).

  3. Embodied resistance to persuasion in advertising

    DEFF Research Database (Denmark)

    Lewinski, Peter; Fransen, Marieke L.; Tan, Ed

    2016-01-01

    expression in resisting persuasion is so far underexplored. This is a surprising observation if one considers that at least 40% of advertisements use positive emotions (i.e., happiness) to persuade people to like the ad, brand, and product (Weinberger et al., 1995). In this article we present a framework......From the literature on resistance to persuasion in advertising, much is known about how people can resist advertising by adopting resistance strategies, such as avoidance, counter-arguing, and selective attention (e.g., Fransen et al., 2015b). However, the role of emotion regulation and bodily...... in which we apply previous knowledge and theories on emotion regulation and embodiment to the process of resistance to persuasion. In doing so, we specifically address the role of facial expression in the course of resistance. The literature and findings from our own research lead us to propose that people...

  4. Argument Strength and the Persuasiveness of Stories

    Science.gov (United States)

    Schreiner, Constanze; Appel, Markus; Isberner, Maj-Britt; Richter, Tobias

    2017-01-01

    ABSTRACT Stories are a powerful means to change people’s attitudes and beliefs. The aim of the current work was to shed light on the role of argument strength (argument quality) in narrative persuasion. The present study examined the influence of strong versus weak arguments on attitudes in a low or high narrative context. Moreover, baseline attitudes, interindividual differences in working memory capacity, and recipients’ transportation were examined. Stories with strong arguments were more persuasive than stories with weak arguments. This main effect was qualified by a two-way interaction with baseline attitude, revealing that argument strength had a greater impact on individuals who initially were particularly doubtful toward the story claim. Furthermore, we identified a three-way interaction showing that argument strength mattered most for recipients who were deeply transported into the story world in stories that followed a typical narrative structure. These findings provide an important specification of narrative persuasion theory. PMID:29805322

  5. Attitude change: persuasion and social influence.

    Science.gov (United States)

    Wood, W

    2000-01-01

    This chapter reviews empirical and theoretical developments in research on social influence and message-based persuasion. The review emphasizes research published during the period from 1996-1998. Across these literatures, three central motives have been identified that generate attitude change and resistance. These involve concerns with the self, with others and the rewards/punishments they can provide, and with a valid understanding of reality. The motives have implications for information processing and for attitude change in public and private contexts. Motives in persuasion also have been investigated in research on attitude functions and cognitive dissonance theory. In addition, the chapter reviews the relatively unique aspects of each literature: In persuasion, it considers the cognitive and affective mechanisms underlying attitude change, especially dual-mode processing models, recipients' affective reactions, and biased processing. In social influence, the chapter considers how attitudes are embedded in social relations, including social identity theory and majority/minority group influence.

  6. COMMUNICATIVE PECULIARITY OF INTERPRETATIVE AND DELIBERATIVE STYLE IN PEDAGOGICAL DISCOURSE

    Directory of Open Access Journals (Sweden)

    Tsinkerman Tamara Nikolaevna

    2013-04-01

    Full Text Available The aim of the paper is to characterize the communicative peculiarities of the interpretative-deliberative style in pedagogical discourse. The object of the study is interpretative-deliberative style viewed as one of the communication forms in pedagogical discourse; the subject of the analysis is the stratagem and tactics characteristics of the interpretative-deliberative communicative style. Descriptive and analytical as well as stylistic and discourse analysis methods are employed. The author reveals the most prevalent strategies–explanatory, interpretative and deliberative–employed in communicative interaction in situations of educative persuasion. The communicative characteristics of the analyzed style are: a rational type of the communicative action, a trust-based tone and the emotional involvement of the communication participants. The results can be used for clarifying specifics of speech behavior in educative communication as well as for comparing styles of educative communication in different enthnocultural traditions.

  7. Teaching Students the Persuasive Message through Small Group Activity

    Science.gov (United States)

    Creelman, Valerie

    2008-01-01

    Teaching students to write persuasive messages is a critical feature of any undergraduate business communications course. For the persuasive writing module in the author's course, students write a persuasive message on the basis of the four-part indirect pattern often used for sales or fund-raising messages. The course text she uses identifies…

  8. Communication and Persuasion: Factors Influencing a Patient's Behavior.

    Science.gov (United States)

    Logan, Henrietta L.

    1991-01-01

    Three elements of persuasion (source, message, and audience) are discussed, and a paradigm for persuasion, the Elaboration Likelihood Model, which unifies many existing attitude theories, is described. Selected concepts and research on attitudes and persuasion are also examined as a context for teaching preventive behaviors and strategies in…

  9. THE INFLUENCE OF CULTURE ON THE STEPS OF PERSUASIVE KEYNOTE SPEECH

    Directory of Open Access Journals (Sweden)

    Alief Noor Farida

    2017-04-01

    Full Text Available Persuasion in business is important. It can be done by giving information about the products to the customers via advertisements or keynote speech when the company is launching the products. As the function of a keynote speech is important, the speaker of the event should be able to deliver the speech in a clear and concise manner. In this study, discourse analysis was done to find out the moves of persuasive keynote speech in mobile phone launching events. There were four keynote speeches analyzed. They have similar move structure: Introduction^Body^Conclusion, but the steps constructing the moves are different, especially in Move 1 and Move 3. In Move 2, the steps follow Monroe’s Motivated Sequence. The structure of the steps in the move 1 and move 2 of the keynote speeches under study varies. The variation of step structure is highly influenced by the cultural background of both the speakers and the audiences; eastern and western culture have some significant differences. This study shows that basic knowledge on the audience’s cultural background will help the keynote speaker to construct his/her speech to give better persuasive effect on the audience.

  10. Proliferation Persuasion. Coercive Bargaining with Nuclear Technology

    Energy Technology Data Exchange (ETDEWEB)

    Volpe, Tristan A. [George Washington Univ., Washington, DC (United States)

    2015-08-31

    Why do states wait for prolonged periods of time with the technical capacity to produce nuclear weapons? Only a handful of countries have ever acquired the sensitive nuclear fuel cycle technology needed to produce fissile material for nuclear weapons. Yet the enduring trend over the last five decades is for these states to delay or forgo exercising the nuclear weapons option provided by uranium enrichment or plutonium reprocessing capabilities. I show that states pause at this threshold stage because they use nuclear technology to bargain for concessions from both allies and adversaries. But when does nuclear latency offer bargaining benefits? My central argument is that challengers must surmount a dilemma to make coercive diplomacy work: the more they threaten to proliferate, the harder it becomes to reassure others that compliance will be rewarded with nuclear restraint. I identify a range of mechanisms able to solve this credibility problem, from arms control over breakout capacity to third party mediation and confidence building measures. Since each step towards the bomb raises the costs of implementing these policies, a state hits a sweet spot when it first acquires enrichment and/or reprocessing (ENR) technology. Subsequent increases in proliferation capability generate diminishing returns at the bargaining table for two reasons: the state must go to greater lengths to make a credible nonproliferation promise, and nuclear programs exhibit considerable path dependency as they mature over time. Contrary to the conventional wisdom about power in world politics, less nuclear latency thereby yields more coercive threat advantages. I marshal new primary source evidence from archives and interviews to identify episodes in the historical record when states made clear decisions to use ENR technology as a bargaining chip, and employ this theory of proliferation persuasion to explain how Japan, North Korea, and Iran succeeded and failed to barter concessions from the

  11. A Framework to Develop Persuasive Smart Environments

    Science.gov (United States)

    Lobo, Pedro; Romão, Teresa; Dias, A. Eduardo; Danado, José Carlos

    This paper presents a framework for the creation of context-sensitive persuasive applications. The framework allows the authoring of new persuasive smart environments producing the appropriate feedback to the users based on different sensors spread throughout the environment to capture contextual information. Using this framework, we created an application, Smart Bins, aimed at promoting users' behavioural changes regarding the recycling of waste materials. Furthermore, to evaluate the usability of our authoring tool, we performed user tests to analyze if developers could successfully create the Smart Bins application using the framework. A description of the Smart Bins application, as well as the results of the user tests, are also presented in this paper.

  12. The Roots of Research in (political) Persuasion: Ethos, Pathos, Logos and the Yale Studies of Persuasive Communications

    OpenAIRE

    DEMİRDÖĞEN, Ülkü D.

    2010-01-01

    In ancient Greece, Aristotle claimed in his Rhetoric that the function of rhetoric was not to persuade, but to discover the means of persuasion in each case. It is remarkable how the empirical approach towards persuasion embedded in ‘ethos, pathos, logos’ of Aristotle seems to be revisited by the Yale study group in 1950s, with the aim of discovering the laws of persuasive communications in laboratory settings. The contemporary quest carried out by the Yale research program on persuasion ref...

  13. A practitioner's guide to persuasion: an overview of 15 selected persuasion theories, models and frameworks.

    Science.gov (United States)

    Cameron, Kenzie A

    2009-03-01

    To provide a brief overview of 15 selected persuasion theories and models, and to present examples of their use in health communication research. The theories are categorized as message effects models, attitude-behavior approaches, cognitive processing theories and models, consistency theories, inoculation theory, and functional approaches. As it is often the intent of a practitioner to shape, reinforce, or change a patient's behavior, familiarity with theories of persuasion may lead to the development of novel communication approaches with existing patients. This article serves as an introductory primer to theories of persuasion with applications to health communication research. Understanding key constructs and general formulations of persuasive theories may allow practitioners to employ useful theoretical frameworks when interacting with patients.

  14. Designing persuasive interactive environments : a hands-on workshop to explore interactivity and persuasion in design

    NARCIS (Netherlands)

    Rozendaal, Marco; Bekker, Tilde; Vermeeren, Arnold; Kanis, Marije; Aprile, Walter; van der Helm, Aadjan; Middendorf, Wouter

    2012-01-01

    Ambient Intelligent environments are interactive environments that sense human behaviour and can respond intelligently. This workshop explores how interactive environments can be designed with persuasive quality, influencing human experience and behaviour. The workshop follows a

  15. Book review: Unveiling the Whale: Discourses on Whales and Whaling

    Science.gov (United States)

    John Schelhas

    2012-01-01

    Whaling represents one of the most internationally controversial and highly polarized environmental issues of recent times. Arne Kalland, in Unveiling the Whale: Discourses on Whales and Whaling, examines the whaling issue from the perspective of a pro-whaling country with an emphasis on analysis of discourse in international arenas, primarily the International Whaling...

  16. Formalising arguments about the burden of persuasion.

    NARCIS (Netherlands)

    Prakken, H.; Sartor, G.

    2007-01-01

    This paper presents an argument-based logic for reasoning about allocations of the burden of persuasion. The logic extends the system of Prakken (2001), which in turn modified the system of Prakken & Sartor (1996) with the possibility to distribute the burden of proof over both sides in an argument

  17. Power of Persuasion: Becoming the Influencer

    Science.gov (United States)

    Johnson, William C.; Young, Norman

    2012-01-01

    The ability to effectively communicate an idea is as important as the idea itself. Facility managers are called on to perform an incredible variety of tasks taking into account a diverse group of stakeholders and multiple competing priorities. Becoming a powerful influencer and sharpening one's skills of persuasion will prove to be a fundamental…

  18. Rhetoric and Gender in Jane Austen's "Persuasion."

    Science.gov (United States)

    Walzer, Arthur E.

    1995-01-01

    Argues for a reading of Jane Austen's "Persuasion" that undermines Joseph Duffy's reading of the novel as a commentary on shifting social class structures, and which bolsters Nancy Armstrong's reading as a commentary on female voice and the values of the domestic household. Interprets the novel in the light of 18th-century rhetorical…

  19. Persuasion = Stating and Arguing Claims Well

    Science.gov (United States)

    Lapp, Diane; Fisher, Douglas

    2012-01-01

    Inside a ninth-grade classroom, we witness one teacher's very intentional instructional attempts that resulted in her students being able to convey well-crafted reasoning and text-supported evidence to mount persuasive arguments. Through personal examples and Internet resources, the teacher concretized pathos, logos, and ethos. The teacher and…

  20. Persuasive and Informative Advertising: A Classroom Experiment

    Science.gov (United States)

    Freeborn, Beth A.; Hulbert, Jason P.

    2011-01-01

    The authors outline a pair of classroom activities designed to provide an intuitive foundation to the theoretical introduction of advertising in monopoly markets. The roles of both informative and persuasive advertising are covered. Each student acts as a monopolist and chooses the number of (costly) advertisements and the price. The experiments…

  1. Embodied resistance to persuasion in advertising

    NARCIS (Netherlands)

    Lewinski, P.; Fransen, M.L.; Tan, E.S.

    From the literature on resistance to persuasion in advertising, much is known about how people can resist advertising by adopting resistance strategies, such as avoidance, counter-arguing, and selective attention (e.g., Fransen et al., 2015b). However, the role of emotion regulation and bodily

  2. Position paper persuasive technologies in challenging contexts

    NARCIS (Netherlands)

    Boer, de J. (Johannes)

    2014-01-01

    This paper, presented at the Persuasive Conference 2014 (21-23 May, Padua, Italy) describes an experiment in which the particpants daily received a SMS message. De SMS message was meant was meant to trigger participants on safety awareness, cleaning behaviour, and quick and instant tasks.

  3. Persuasion Analysis: A Companion to Composition.

    Science.gov (United States)

    Rank, Hugh

    Paying less attention to the traditionally taught rational, logical argument analysis format, this book focuses on analysis of the emotional, non-logical persuasive language and techniques often seen in television advertisements. In so doing, readers become more discerning consumers and hone their writing skills. Designed as both a self-study…

  4. Developing Persuasive Technology for ASD Challenged Teenagers

    DEFF Research Database (Denmark)

    Aagaard, Morten; Øhrstrøm, Peter

    2012-01-01

    The HANDS project suggests the use of Mobile Persuasion in order to support teenagers with an autism diagnosis and normal or high IQ. The paper offers a description of the HANDS toolset and its potential. The HANDS toolset has been evaluated at four schools for teenagers with autism over a period...

  5. A systematic review of persuasive marketing techniques to promote food to children on television.

    Science.gov (United States)

    Jenkin, G; Madhvani, N; Signal, L; Bowers, S

    2014-04-01

    The ubiquitous marketing of energy-dense, nutrient-poor food and beverages is a key modifiable influence on childhood dietary patterns and obesity. Much of the research on television food advertising is focused on identifying and quantifying unhealthy food marketing with comparatively few studies examining persuasive marketing techniques to promote unhealthy food to children. This review identifies the most frequently documented persuasive marketing techniques to promote food to children via television. A systematic search of eight online databases using key search terms identified 267 unique articles. Thirty-eight articles met the inclusion criteria. A narrative synthesis of the reviewed studies revealed the most commonly reported persuasive techniques used on television to promote food to children. These were the use of premium offers, promotional characters, nutrition and health-related claims, the theme of taste, and the emotional appeal of fun. Identifying and documenting these commonly reported persuasive marketing techniques to promote food to children on television is critical for the monitoring and evaluation of advertising codes and industry pledges and the development of further regulation in this area. This has a strong potential to curbing the international obesity epidemic besieging children throughout the world. © 2014 The Authors. obesity reviews © 2014 International Association for the Study of Obesity.

  6. Sociology of Discourse

    DEFF Research Database (Denmark)

    Agustin, Oscar Garcia

    Sociology of Discourse takes the perspective that collective actors like social movements are capable of creating social change from below by creating new institutions through alternative discourses. Institutionalization becomes a process of moving away from existing institutions towards creating...

  7. Gender, Discourse, and "Gender and Discourse."

    Science.gov (United States)

    Davis, Hayley

    1997-01-01

    A critic of Deborah Tannen's book "Gender and Discourse" responds to comments made about her critique, arguing that the book's analysis of the relationship of gender and discourse tends to seek, and perhaps force, explanations only in those terms. Another linguist's analysis of similar phenomena is found to be more rigorous. (MSE)

  8. The international perception of scientific discourse about the climate threat by public in six countries: South Africa, Brazil, China, United States, France, India. Investigation report

    International Nuclear Information System (INIS)

    Baecher, Cedric; Dutreix, Nicolas; Buick, Rebecca; Ioualalen, Romain; Guyot, Paul; Campagne, Jean-Charles; Collomb, Etienne

    2012-01-01

    Based on a bibliographic study, a web-based study, qualitative interviews, a quantitative field survey, a study of some results from the ScenaRio 2012 project, this investigation aimed at highlighting the perception that people of different countries and cultural backgrounds (South Africa, Brazil, China, United States, France, India) have from the scientific discourse on climate change threat. The authors first give an overview of the sources of scientific discourse on climate change (primary sources like scientific institutions, GIEC, secondary sources), then analyse how this discourse is relayed by the media (media operation principles, recent trends, Internet, messages and tools to communicate with public opinions). They analyse and comment the behaviour of the different public opinions, outline the determining factors of public opinions, the diversity of noticed profiles, and the behaviour of young generations. They also propose a comparison between countries and a synthesis of results for each country

  9. Neutrosophic elements in discourse

    Directory of Open Access Journals (Sweden)

    Florentin Smarandache

    2015-08-01

    Full Text Available Discourse analysis is a synergy of social science disciplines, including linguistics, education, sociology, anthropology, social work, cognitive psychology, social psychology, area studies, cultural studies, international relations, human geography, communication studies, and translation studies, subject to its own assumptions, dimensions of analysis, and methodologies. The aim of this paper is to present the applicability of (t, i, f-Neutrosophic Social Structures, introduced for the first time as new type of structures, called (t, i, f-Neutrosophic Structures, and presented from a neutrosophic logic. Neutrosophy theory can be assimilated to interpret and evaluate the individual opinion of social structures. This type of analyse already tested and applied in mathematics, artificial inteligence as well can be applied in social sciences by reseachers in social sciences, communication, sociology, psycology.

  10. Power, Discourse, and Learning Global Citizenship: A Case Study of International NGOs and a Grassroots Movement in the Narmada Valley, India

    Science.gov (United States)

    Shukla, Natasha

    2009-01-01

    The field of transnational contestation conceptualized as global civil society (GCS) is gaining academic interest as a political "counter-force" against the exigencies of globalization. However, social actors within GCS occupy unequal positions of power in relation to each other. This article examines how the discourses of transnational action…

  11. John Stuart Mill's Philosophy of Persuasion

    Directory of Open Access Journals (Sweden)

    Helen Ruth McCabe

    2014-02-01

    Full Text Available In his youth, John Stuart Mill followed his father’s philosophy of persuasion but, in 1830, Mill adopted a new philosophy of persuasion, trying to lead people incrementally towards the truth from their original stand-points rather than engage them antagonistically. Understanding this change helps us understand apparent contradictions in Mill’s cannon, as he disguises some of his more radical ideas in order to bring his audience to re-assess and authentically change their opinions. It also suggests a way of re-assessing the relationship between Mill’s public and private works, to which we should look if we are attempting to understand his thought.

  12. Prototype effect and the persuasiveness of generalizations

    OpenAIRE

    Dahlman, Christian; Sarwar, Farhan; Bååth, Rasmus; Wahlberg, Lena; Sikström, Sverker

    2015-01-01

    An argument that makes use of a generalization activates the prototype for the category used in the generalization. We conducted two experiments that investigated how the activation of the prototype affects the persuasiveness of the argument. The results of the experiments suggest that the features of the prototype overshadow and partly overwrite the actual facts of the case. The case is, to some extent, judged as if it had the features of the prototype instead of the features it actually ...

  13. The Impact of Persuasive Communication in Advertising

    OpenAIRE

    Natalia COGALNICEANU

    2011-01-01

    Persuasive speeches and actions in the business world have become in time the most crucial elements, we might even say existential. Whether through negotiation or through manipulation, the partners or opponents, directs their efforts to obtain material benefits and/or emotional. The contemporary world is invaded with advertisements essentialy aimed (in addition to information) to persuade the consumers to buy products or services, even those which they do not necessarily need. Therefore, in t...

  14. PROMOTING GREEN TRANSPORTATION VIA PERSUASIVE GAMES

    OpenAIRE

    Hedemalm, E; Hallberg, J; Kor, A; Andersson, K; Pattinson, C

    2017-01-01

    It is now widely accepted that human behaviour accounts for a large portion of total global emissions, and thus influences climate change to a large extent (IPCC, 2014). Changing human behaviour when it comes to mode of transportation is one component which could make a difference in the long term. In order to achieve behavioural change, we investigate the use of a persuasive multiplayer game. Transportation mode recognition is used within the game to provide bonuses and penalties to users ba...

  15. HUMAN NATURE: BETWEEN PERSUASION AND MANIPULATION

    Directory of Open Access Journals (Sweden)

    CRISTINA LUCIA ȘUTIU

    2014-11-01

    Full Text Available Each word is an attempt to influence other persons, as Alex Mucchielli said. Communication, by using words, is a characteristic of human beings, and it plays an important role in everyday life. Communication can be seen as an attempt to share information through a process of symbolic interaction between human beings. It is an essential life process through which humans create, transmit and utilize information by words. Putting words in act, we can express feelings, we can share opinions and we can obtain whatever we want, finally. It is essential to take into account certain ethical rules whenever we start a communication process. As the main purpose of communication is to convince people, this goal can be achieved only by using persuasion and/or manipulation. The last century is a sort of witness as regards the use of words in order to persuade people to adhere to certain ideological precepts and to determine them to act in a certain desirable way by the initiators of the communication process. Practically, there is a fine line between persuasion and manipulation; and in this situation, it is hard for ordinary people to distinguish between them. Manipulation appears like a persuasive process and it hides its true aims. This is the only way by which it can operate and for that it is considered immoral and invasive in the mind and soul of people. Human beings are now in the position to look for a way to protect themselves against such an invasive act and to find a way to distinguish between correct and false information. What can we do? In this study we analyze persuasion and manipulation from an ethical point of view and we search for paths to protect ourselves from the manipulative techniques.

  16. Persuasive and Informative Advertising: A Classroom Experiment

    OpenAIRE

    Beth A. Freeborn; Jason P. Hulbert

    2009-01-01

    This paper outlines a pair of classroom activities designed to provide an intuitive foundation to the theoretical introduction of advertising in monopoly markets. The roles of both informative and persuasive advertising are covered. Each student acts as a monopolist and chooses the number of (costly) advertisements and price. The experiments are intended for intermediate microeconomics or industrial organization courses, though may be utilized in any course that covers advertising models.

  17. Position paper persuasive technologies in challenging contexts

    OpenAIRE

    Boer, de, J. (Johannes)

    2014-01-01

    This paper, presented at the Persuasive Conference 2014 (21-23 May, Padua, Italy) describes an experiment in which the particpants daily received a SMS message. De SMS message was meant was meant to trigger participants on safety awareness, cleaning behaviour, and quick and instant tasks. The experiment was part of the Safety at Work project of Saxion University of Applied Sciences.

  18. Persuasive Communication and Feedback of Attitude Change

    OpenAIRE

    Yamaura, Kazuho; Kurokawa, Masaru; Suzuki, Kouhei

    1996-01-01

    This study examined how subjects who were persuaded to change their attitudes, actually changed their attitude after being told the degree of their changed attitudes. At first, 133 college students (Men : 27,Women : 106) were recorded for their initial attitudes (first session). After one week, the subjects were told opposite persuasion messages against their initial attitudes and their attitudes were measured again (second session). After another two weeks, the subjects were told how much th...

  19. Acttention – Influencing Communities of Practice with Persuasive Learning Designs

    DEFF Research Database (Denmark)

    Hansen, Sandra Burri Gram; Ryberg, Thomas

    2015-01-01

    design within this more established field of research and development. Rather than focus on improving learning technologies or motivating the interest in a subject, persuasive designs may be more efficient when used to influence the communities of practice in educational institutions.......Based on the preliminary results of implementing and testing a persuasive learning initiative in the Danish Military, this paper discusses and develops the notion of persuasive learning designs. It is suggested that the acquirement of new knowledge is fundamental to persuasion, and that persuasive...... learning designs distinguish themselves by leading to sustainable change to the learner’s attitude and/or behaviour. A practical example of persuasive learning designs is provided in terms of the interactive location-based learning game Acttention, which has been developed and tested on behalf...

  20. The application of persuasive technology to educational settings

    DEFF Research Database (Denmark)

    Mintz, Joseph; Aagaard, Morten

    2012-01-01

    in the domain of health promotion. We present a mainly theoretical consideration of how persuasive technology could be used in educational contexts, particularly in school settings. We consider how persuasive technology design may need to be modified to meet the needs of complex educational settings. We propose......Persuasive technology is a sub-discipline of Human–Computer Interaction that has emerged within the last 10 years, and which has generated increasing interest in the application of persuasion to systems design. Most applications have to date been developed in commercial contexts, as well...... four design principles for the use of persuasive technology in instructional design, including credibility and Kairos. We derive these from theoretical considerations, as well as from our experience with the HANDS project, which has developed a mobile persuasive application for positive behaviour...

  1. The Neural Basis of Changing Social Norms through Persuasion.

    Science.gov (United States)

    Yomogida, Yukihito; Matsumoto, Madoka; Aoki, Ryuta; Sugiura, Ayaka; Phillips, Adam N; Matsumoto, Kenji

    2017-11-24

    Social norms regulate behavior, and changes in norms have a great impact on society. In most modern societies, norms change through interpersonal communication and persuasive messages found in media. Here, we examined the neural basis of persuasion-induced changes in attitude toward and away from norms using fMRI. We measured brain activity while human participants were exposed to persuasive messages directed toward specific norms. Persuasion directed toward social norms specifically activated a set of brain regions including temporal poles, temporo-parietal junction, and medial prefrontal cortex. Beyond these regions, when successful, persuasion away from an accepted norm specifically recruited the left middle temporal and supramarginal gyri. Furthermore, in combination with data from a separate attitude-rating task, we found that left supramarginal gyrus activity represented participant attitude toward norms and tracked the persuasion-induced attitude changes that were away from agreement.

  2. Is Persuasive Advertising Always Combative in a Distribution Channel?

    OpenAIRE

    Chi-Cheng Wu; Ying-Ju Chen; Chih-Jen Wang

    2009-01-01

    The existing marketing literature suggests that persuasive advertising elicits counteractions from competing manufacturers and consequently leads to wasteful cancellation of the advertising effects. Thus, persuasive advertising is widely perceived to be combative in nature. A series of previously published papers demonstrates that appropriate targeting may partially mitigate the combative nature of persuasive advertising in that either the rival manufacturer or the retailer may benefit. In th...

  3. A Correlational and Descriptive Study of Student Writing in Three Aims of Discourse.

    Science.gov (United States)

    1981-12-01

    than the old abondend house does now. As it stands it is the perfect target and meeting place for criminals and drug addicts . If the house were C... Whale and Robinson (1978) discovered that, in a free-writing situation, students most often chose to write transactional (referential and persuasive...discourse.27 (Perhaps in the transactional aim they used the narrative mode more than any other, as Pianko’s study suggested, but Whale and Robinson did

  4. Prices, Politics and Persuasion: The Case of Pollution Control and Clean Technology Adoption

    OpenAIRE

    Wenli Cheng; Dingsheng Zhang; CEMA, Central University of Finance and Economics

    2013-01-01

    This paper presents three simple models to study how prices, politics and persuasion may each play a role in environmental policymaking. Our conclusions are twofold. First, in the absence of increasing returns, requiring the polluting industry to purchase pollution permits can internalize the negative externality of pollution, and the optimal price of pollution permits should increase with the disutility of pollution. Second, with increasing returns in the industry using clean technologies, i...

  5. Discourse analysis and Foucault's

    Directory of Open Access Journals (Sweden)

    Jansen I.

    2008-01-01

    Full Text Available Discourse analysis is a method with up to now was less recognized in nursing science, althoughmore recently nursing scientists are discovering it for their purposes. However, several authors have criticized thatdiscourse analysis is often misinterpreted because of a lack of understanding of its theoretical backgrounds. In thisarticle, I reconstruct Foucault’s writings in his “Archaeology of Knowledge” to provide a theoretical base for futurearchaeological discourse analysis, which can be categorized as a socio-linguistic discourse analysis.

  6. Girls' Education: The Power of Policy Discourse

    Science.gov (United States)

    Monkman, Karen; Hoffman, Lisa

    2013-01-01

    Girls' education has been a focus of international development policy for several decades. The discursive framing of international organizations' policy initiatives relating to girls' education, however, limits the potential for discussing complex gender issues that affect the possibilities for gender equity. Because discourse shapes our…

  7. Disclosing the persuasive nature of advergames: moderation effects of mood on brand responses via persuasion knowledge

    NARCIS (Netherlands)

    van Reijmersdal, E.A.; Lammers, N.; Rozendaal, E.; Buijzen, M.

    2015-01-01

    The aim of this study was to investigate whether the effects of advergame disclosures were moderated by gamers’ moods. More specifically, we tested whether the effects of disclosures on brand recall, game attitude, and brand attitude via activated persuasion knowledge were different for people in

  8. Disclosing the persuasive nature of advergames: Moderation effects of mood on brand responses via persuasion knowledge

    NARCIS (Netherlands)

    Reijmersdal, E.A. van; Lammers, N.; Rozendaal, E.; Buijzen, M.A.

    2015-01-01

    The aim of this study was to investigate whether the effects of advergame disclosures were moderated by gamers’ moods. More specifically, we tested whether the effects of disclosures on brand recall, game attitude, and brand attitude via activated persuasion knowledge were different for people in

  9. Discourse Futures and Discourse-to-Come

    DEFF Research Database (Denmark)

    McIlvenny, Paul

    assemblages, and ‘the future’, in order to develop a prefigurative discourse studies for social change that is relevant to the turbulent twenty first century. This exploration of key issues is illustrated with three case studies: (a) reality TV parenting programmes, (b) the “Earth Hour” global media campaign......, implementing and managing democratic social change and transformation, with an explicit focus on shaping a just future. Work in discourse studies will be compared and contrasted with contemporary ideas about governmentality, mobility, infrastructure, social movements, consumption practices, sociotechnical...... to profile in future research. This includes mapping the mediated discourses and social interactional encounters interleaved with the ever changing practices and powers of, for example, control, freedom, access, mobility, cleanliness, comfort, convenience, consumption, waste, recycling and reuse...

  10. 12 CFR 508.10 - Burden of persuasion.

    Science.gov (United States)

    2010-01-01

    ... 12 Banks and Banking 5 2010-01-01 2010-01-01 false Burden of persuasion. 508.10 Section 508.10 Banks and Banking OFFICE OF THRIFT SUPERVISION, DEPARTMENT OF THE TREASURY REMOVALS, SUSPENSIONS, AND PROHIBITIONS WHERE A CRIME IS CHARGED OR PROVEN § 508.10 Burden of persuasion. The petitioner has the burden of...

  11. The role of dimensions of narrative engagement in narrative persuasion

    NARCIS (Netherlands)

    Graaf, A.M.; Hoeken, J.A.L.; Sanders, J.M.; Beentjes, J.W.J.

    2009-01-01

    Several models of narrative persuasion posit that a reader's phenomenological experience of a narrative plays a mediating role in the persuasive effects of the narrative. Because the narrative reading experience is multi-dimensional, this experiment investigates which dimensions of this experience -

  12. The role of dimensions of narrative engagement in narrative persuasion

    NARCIS (Netherlands)

    Graaf, A. de; Hoeken, J.A.L.; Sanders, J.M.; Beentjes, J.W.J.

    2009-01-01

    Several models of narrative persuasion posit that a reader's phenomenological experience of a narrative plays a mediating role in the persuasive effects of the narrative. Because the narrative reading experience is multi-dimensional, this experiment investigates which dimensions of this experience –

  13. On the Role of Ethics in Persuasive Design

    DEFF Research Database (Denmark)

    Gram-Hansen, Sandra Burri; Gram-Hansen, Lasse Burri

    2013-01-01

    In this paper, a selection of the current primary approaches to Persuasive Design are analysed and discussed in relation to two ongoing research projects. Based on experiences gained when applying persuasive design to more established research areas, it is suggested that current research within t...

  14. The effectiveness of self-persuasion in media campaigns

    NARCIS (Netherlands)

    Bernritter, S.F.

    2014-01-01

    Recently, it has been demonstrated that self-persuasion can be activated by media campaigns, which were more effective than those using direct argumentation. Extending these findings, in the present paper we investigated conditions under which self-persuasion can be successfully applied in media

  15. "Dateline NBC"'s Persuasive Attack on Wal-Mart.

    Science.gov (United States)

    Benoit, William L.; Dorries, Bruce

    1996-01-01

    Develops a typology of persuasive attack strategies. Identifies two key components of persuasive attack: responsibility and offensiveness. Describes several strategies for intensifying each of these elements. Applies this analysis to "Dateline NBC"'s allegations that Wal-Mart's "Buy American" campaign was deceptive. Concludes…

  16. Design for Change : EPIC pillars for Persuasive Design for Health

    NARCIS (Netherlands)

    Tjin-Kam-Jet-Siemons, Liseth; van Gemert-Pijnen, Julia E.W.C.

    2016-01-01

    What makes technology now truly empathic? How to develop designs that matter? We apply the EPIC for change model for persuasive and empathic designs. EPIC stands for: • Engagement: Creating experience, flow using persuasive strategies and triggers in development, using positive psychology concepts;

  17. Measuring Effectiveness of Persuasive Games Using an Informative Control Condition

    NARCIS (Netherlands)

    Soekarjo, Mara; van Oostendorp, H.

    2015-01-01

    Research about the effectiveness of persuasive games is still emerging. This article presents a literature review of studies that empirically evaluate the effectiveness of persuasive games. The review concluded that limited empirical evidence is currently available to prove their effectiveness in

  18. D.3.1 PLOT Persuasive Learning Design Framework

    DEFF Research Database (Denmark)

    Gram-Hansen, Sandra Burri; Schärfe, Henrik; Dinesen, Jens Vilhelm

    2011-01-01

    offer examples of central issues in learning theories can be aligned with persuasive efforts as seen from a rhetorical point of view. In section 3, we continue the work of defining intersections between persuasion and didactics, where more specifically oriented towards the notions of kairos...

  19. Persuasion: The Theory and Practice of Manipulative Communication.

    Science.gov (United States)

    Gordon, George N.

    Drawing together both the history of persuasion as an historical facet of civilization and current practice, and speculation concerning its many manifestation in modern life, this book attempts to review persuasive communication--interpersonal, social, and mass-oriented--from the influences of society to the influences of the mass media. The first…

  20. The Persuasive Program in Adult Education: Theory and Planning.

    Science.gov (United States)

    Atkinson, Thomas Grant

    The purpose of this study was to investigate, develop, and explicate a procedure, theoretical in nature, which adult educators can use for comprehending, analyzing and planning single-event persuasive programs for adults. The study conceptualized persuasion as a behavioral phenomenon consisting of verifiable human action which constitutes, or is…

  1. Receiver Expectations: Toward a New Model of Resistance to Persuasion.

    Science.gov (United States)

    Miller, Michael D.; Burgoon, Michael

    Communication research long has noted how pretreatment strategies ("inoculations") induce resistance to persuasion, but a new model proposes that resistance is an integral part of the persuasion process. Using the inoculation framework, researchers showed the importance of threats to an individual's attitudes in developing resistance to…

  2. The Locus of Metaphorical Persuasion: An Empirical Test.

    Science.gov (United States)

    Hitchon, Jacqueline C.

    1997-01-01

    Investigates whether the locus of persuasion of the metaphor "A is B" lies in the valence of B, as widely assumed, or in the valence of the metaphor ground, what A and B share. Indicates that global affect toward B does not transfer onto A and that metaphorical persuasion is a distinct process meriting further investigation. (SR)

  3. A Design Approach to Teaching Persuasion: Theory and Application.

    Science.gov (United States)

    Neal, W. Patrick; And Others

    One course in persuasion reviews six theories of attitude change--five based on Otto Lerbinger's designs for persuasive communication (cognitive design, stimulus response design, motivational design, personality design, and social design), and a sixth (perceptual design) developed by the instructors. Instruction in each includes a variety of…

  4. An Empirical Test of a Model of Resistance to Persuasion.

    Science.gov (United States)

    And Others; Burgoon, Michael

    1978-01-01

    Tests a model of resistance to persuasion based upon variables not considered by earlier congruity and inoculation models. Supports the prediction that the kind of critical response set induced and the target of the criticism are mediators of resistance to persuasion. (JMF)

  5. The Application of Persuasive Technology to Educational Settings

    Science.gov (United States)

    Mintz, Joseph; Aagaard, Morten

    2012-01-01

    Persuasive technology is a sub-discipline of Human-Computer Interaction that has emerged within the last 10 years, and which has generated increasing interest in the application of persuasion to systems design. Most applications have to date been developed in commercial contexts, as well in the domain of health promotion. We present a mainly…

  6. Persuasion with Unintelligible Messages: A Cognitive Response Analysis.

    Science.gov (United States)

    Padgett, Vernon R.; Brock, Timothy C.

    Theories of persuasion have long assumed a process which includes comprehension of the message by the recipient. Several hundred undergraduates at Ohio State University and Marshall University (Ohio) participated in six experiments examining persuasion and the use of unintelligible messages. Subjects in individual cubicles of a university language…

  7. Affective and executive network processing associated with persuasive antidrug messages.

    Science.gov (United States)

    Ramsay, Ian S; Yzer, Marco C; Luciana, Monica; Vohs, Kathleen D; MacDonald, Angus W

    2013-07-01

    Previous research has highlighted brain regions associated with socioemotional processes in persuasive message encoding, whereas cognitive models of persuasion suggest that executive brain areas may also be important. The current study aimed to identify lateral prefrontal brain areas associated with persuasive message viewing and understand how activity in these executive regions might interact with activity in the amygdala and medial pFC. Seventy adolescents were scanned using fMRI while they watched 10 strongly convincing antidrug public service announcements (PSAs), 10 weakly convincing antidrug PSAs, and 10 advertisements (ads) unrelated to drugs. Antidrug PSAs compared with nondrug ads more strongly elicited arousal-related activity in the amygdala and medial pFC. Within antidrug PSAs, those that were prerated as strongly persuasive versus weakly persuasive showed significant differences in arousal-related activity in executive processing areas of the lateral pFC. In support of the notion that persuasiveness involves both affective and executive processes, functional connectivity analyses showed greater coactivation between the lateral pFC and amygdala during PSAs known to be strongly (vs. weakly) convincing. These findings demonstrate that persuasive messages elicit activation in brain regions responsible for both emotional arousal and executive control and represent a crucial step toward a better understanding of the neural processes responsible for persuasion and subsequent behavior change.

  8. Non-verbal Persuasion and Communication in an Affective Agent

    NARCIS (Netherlands)

    André, Elisabeth; Bevacqua, Elisabetta; Heylen, Dirk K.J.; Niewiadomski, Radoslaw; Pelachaud, Catherine; Peters, Christopher; Poggi, Isabella; Rehm, Matthias; Cowie, Roddy; Pelachaud, Catherine; Petta, Paolo

    2011-01-01

    This chapter deals with the communication of persuasion. Only a small percentage of communication involves words: as the old saying goes, “it’s not what you say, it’s how you say it‿. While this likely underestimates the importance of good verbal persuasion techniques, it is accurate in underlining

  9. Persuasive territories in European cultural politics : critical and controlled knowledgescapes

    DEFF Research Database (Denmark)

    Thelle, Mikkel; Thylstrup, Nanna Bonde

    2011-01-01

    ”, “assembly” and “folksonomy” in order to question the traditional view of persuasive technology as a concept instrumental to, for example, marketing agendas. Targeting the relation between policy and everyday practice, the paper aims to open a discussion of persuasive technology deeply embedded in digital...

  10. PhD Crisis Discourse: A Critical Approach to the Framing of the Problem and Some Australian "Solutions"

    Science.gov (United States)

    Cuthbert, Denise; Molla, Tebeje

    2015-01-01

    A feature of HE reform discourse is the tendency to construct the rationale for reform in terms of averting calamity and risk. We refer to this risk talk as "crisis discourse." This study examines the formulation of PhD crisis discourse internationally and in Australia. We find that a key feature of PhD crisis discourse is that…

  11. THE RHET ORIC OF TRAVEL: PERSUASION TOOLS IN THE LITHUANIAN TRAVEL LITERATURE

    Directory of Open Access Journals (Sweden)

    Gabrielė Gibavičienė

    2018-04-01

    Full Text Available Rhetoric which in the context of this research is seen not only as a structure of text but also as a structure of thought is presented in the article as a new universal way of researching Lithuanian travel literature discourse. Three popular Lithuanian travel books are chosen for this research – Kelionė į Jeruzalę (Journey to Jerusalem, 1601 by Mikalojus Kristupas Radvila Našlaitėlis, Svečiuose pas 40 tautų (At the Company of 40 Nations, 1935–1936 by Matas Šalčius, and Sapnuoju, kad einu (Dreaming the Path, 2014 by Jokūbas Vilius Tūras. The article presents the research of three persuasion tools ethos, logos and pathos in Lithuanian travel literature and how they are involved in successful communication process. The article reveals exactly how trusting the author and presenting actual traveller’s experience is connected with stimulating audience’s emotions and what part in this process is taken by the journey itself. The article also analyses how the enthymeme is involved in achieving persuasion and how it captures traveller’s views, communication guidelines and common features of different travel texts.

  12. “The Bitter Laughter”. When Parody Is a Moral and Affective Priming in Political Persuasion

    Science.gov (United States)

    D’Errico, Francesca; Poggi, Isabella

    2016-01-01

    Research on socially aware systems requires fine-grained knowledge of the mechanisms of persuasion in order to promote civic knowledge and aware political participation. Within humor studies, political parody is generally considered a simple pleasant weapon for political evaluation, currently explained by referring to the so called “just a joke effect” (Nabi et al., 2007). Indeed the funny side of parody can induce positive emotions, but it also includes a discrediting act that sometimes produces a “bitter laughter.” The present study aims to understand the role played by negative and moral emotions aroused by parody. A parody is defined as a communicative behavior (a discourse, text, body movement, song) that imitates a communicative behavior or trait displayed by some Target by reproducing it in a distorted way, with the aim of making fun of the Target. Based on a socio-cognitive approach, a distinction is made between “surface” and “deep” parody (Poggi and D’Errico, 2013), with the former simply imitating behaviors actually displayed by the Target, and the latter implying a (humorous) re-categorization of the Target. The paper studies the effect of these two different types of parody on persuasion processes. Results show that the deep parody, as opposed to surface parody, triggers more negative emotions, and in particular indignation, that in turn lead to more negative evaluations of the Target. Moreover, the moral priming of parody is influenced by the Target politician’s gender. PMID:27555825

  13. "The Bitter Laughter". When Parody Is a Moral and Affective Priming in Political Persuasion.

    Science.gov (United States)

    D'Errico, Francesca; Poggi, Isabella

    2016-01-01

    Research on socially aware systems requires fine-grained knowledge of the mechanisms of persuasion in order to promote civic knowledge and aware political participation. Within humor studies, political parody is generally considered a simple pleasant weapon for political evaluation, currently explained by referring to the so called "just a joke effect" (Nabi et al., 2007). Indeed the funny side of parody can induce positive emotions, but it also includes a discrediting act that sometimes produces a "bitter laughter." The present study aims to understand the role played by negative and moral emotions aroused by parody. A parody is defined as a communicative behavior (a discourse, text, body movement, song) that imitates a communicative behavior or trait displayed by some Target by reproducing it in a distorted way, with the aim of making fun of the Target. Based on a socio-cognitive approach, a distinction is made between "surface" and "deep" parody (Poggi and D'Errico, 2013), with the former simply imitating behaviors actually displayed by the Target, and the latter implying a (humorous) re-categorization of the Target. The paper studies the effect of these two different types of parody on persuasion processes. Results show that the deep parody, as opposed to surface parody, triggers more negative emotions, and in particular indignation, that in turn lead to more negative evaluations of the Target. Moreover, the moral priming of parody is influenced by the Target politician's gender.

  14. Vaccine-Hesitant Justifications: "Too Many, Too Soon," Narrative Persuasion, and the Conflation of Expertise.

    Science.gov (United States)

    Rodriguez, Nathan J

    2016-01-01

    Vaccine-preventable diseases have re-emerged as more individuals have strayed from the recommended inoculation schedule. Previous work on vaccine hesitancy is generally limited to content analyses. Using grounded theory, this project examines vaccine debates on a prominent discussion board over a period of five years. Individuals generally justified opposition or hesitancy toward vaccines through personal experience and/or research, and the concepts of narrative persuasion and the conflation of expertise help describe the most prominent characteristics of such discourse. A consideration of online comments regarding vaccinations allows practitioners to not only become better prepared for patient concerns they might encounter, and but also become more familiar with the types of anecdotes and narratives that may be influential but left unspoken in face-to-face conversations.

  15. Modeling Narrative Discourse

    Science.gov (United States)

    Elson, David K.

    2012-01-01

    This thesis describes new approaches to the formal modeling of narrative discourse. Although narratives of all kinds are ubiquitous in daily life, contemporary text processing techniques typically do not leverage the aspects that separate narrative from expository discourse. We describe two approaches to the problem. The first approach considers…

  16. Linking Discourse and Space

    DEFF Research Database (Denmark)

    Richardson, Tim; Jensen, Ole B.

    2003-01-01

    The aim of the paper is to explore how spatialities are contructed in spatial policy discourses and to explore how these construction processes might be conceptualised and analysed.......The aim of the paper is to explore how spatialities are contructed in spatial policy discourses and to explore how these construction processes might be conceptualised and analysed....

  17. Cultural Keywords in Discourse

    DEFF Research Database (Denmark)

    contributes to a global turn in cultural keyword studies by exploring keywords from discourse communities in Australia, Brazil, Hong Kong, Japan, Melanesia, Mexico and Scandinavia. Providing new case studies, the volume showcases the diversity of ways in which cultural logics form and shape discourse...

  18. A systematic process for persuasive mobile healthcare applications

    Science.gov (United States)

    Qasim, Mustafa Moosa; Ahmad, Mazida; Omar, Mazni; Zulkifli, Abdul Nasir; Bakar, Juliana Aida Abu

    2017-10-01

    In recent years there has been an increased focus on persuasive design of mobile in the healthcare domain. However, most of the studies did not follow systematic processes while analysis and designing the persuasive technology applications, and they also failed to provide some of the relevant information needed to design the persuasive applications. Adding to this is a need for more guidance in order to set how the persuasive guidelines can be implemented, which also means that there is a need for a way to transform the persuasive components into software requirements and functionalities. Therefore, this paper proposes a general systematic process to be used independently of the problem domain in order to analyze the customers' significant requirements. Such domain is the obesity problem among Malaysian children, and the most significant treatment of this case is parents' involvement. To this end, this paper will apply a systematic process in monitoring the children's obesity status among parents.

  19. D.3.3 PLOT Persuasive Learning Design Framework

    DEFF Research Database (Denmark)

    Gram-Hansen, Sandra Burri

    2012-01-01

    In this third and final deliverable of WP3: Persuasive Learning Designs, the theoretical cross field between persuasion and learning and the practical analysis of the technological learning tools and products which are currently related to the PLOT project, namely the GLOMaker and the 3ET tool......, are linked together as persuasive learning designs are defined and exemplified through the four e-PLOT cases. Based on the literary study of D.3.1 as well as the subsequent discussions and reflections regarding the theoretical foundation and practical application of persuasive learning technologies......-PLOT work cases. In conclusion, the report presents a number of suggestions regarding the improvement of the two learning tools, which from a theoretical perspective will enhance the persuasive potential, and which can be taken into consideration in WP4 and 5....

  20. Emotional flow in persuasive health messages.

    Science.gov (United States)

    Nabi, Robin L

    2015-01-01

    Overwhelmingly, the literature on the persuasive influence of emotions has focused on individual emotions, fear in particular, though some recent attention has been given to mixed emotions in persuasive appeals. Building on this newer wave of research, this article argues that instead of focusing on singular emotional states or collections of emotions evoked by a message, it might prove valuable to explore the flow, or evolution, of emotional experience over the course of exposure to a health message. The article offers a brief introduction to the concept of emotion, followed by a review of the state of the literature on the use of emotion in health messages. The concept of emotional flow is then introduced along with a consideration of how it has been tacitly incorporated into the study of emotional health messages. Finally, the utility of the concept of emotional flow is elaborated by articulating the ways in which it might be harnessed to facilitate the creation of more effective health messages, individually as well as across campaigns. The article concludes with an agenda for future research.

  1. Rhetoric and Lexicalisation as Aspects of Persuasive Strategy in the Language of Insurance Advertising in the Nigerian Print Media

    Directory of Open Access Journals (Sweden)

    Albert Lekan Oyeleye

    2014-09-01

    Full Text Available This paper examines the discourse function of rhetoric and lexicalisation in insurance advertising discourse in the Nigerian print media. It investigates how they are used as part of the advertisers’ strategies of persuasion. Published insurance advertisements were collected from three purposively selected Nigerian national newspapers The Guardian, The Punch and Daily Champion, complemented with billboard advertisements from all the southwestern states of Nigeria. These were analysed using insights from Gumperz (1982’s theory of interactional sociolinguistics and M.A.K. Halliday’s systemic functional grammar. The analysis reveals that the lexical choice of the advertisers contained a dominant use of skill-indicative lexical items which portrayed the insurance companies as experts in their field. There was also a strategic use of morality indicative lexical items, to persuade potential clients about the trustworthiness of the company. Risk-indicative and, action-provoking lexical items, pictorial rhetoric and rhetorical devices like metaphor, hyperbole and personification were employed as persuasive strategies.

  2. Ontological Structures in an Editorial as a Mechanism for the Creation of Meaning in Persuasive Press Texts

    Directory of Open Access Journals (Sweden)

    Topa-Bryniarska Dominika

    2015-09-01

    Full Text Available The aim of this paper is to characterise the manner in which onto- logical structures are created (at the level of text structure and the information layer thereof in press discourse on the example of French newspaper editorials describing political, socio-economic conflicts between the public and the government. Ontological structures and their conceptualisation refer to one of the stages of development of global meaning in the discourse by journalists selecting and categorising the information they wish to provide to their addressees (gate- keeping. Therefore, according to the methodology proposed by Miczka (2002, 2007, 2009, 2011, connecting psycholinguistics (van Dijk & Kintsch, 1983 with the socio-cognitive perspective (Goffman 1974/1986; Langacker, 1987, this pa- per will attempt to describe the discursive mechanisms of creating a common horizon for interpretation in view of persuasive function of the media language (the media declaratives (Nowak & Tokarski 2007, p. 12. The paper proceeds with analysis of editorials on the basis of the concept of Goffman’s framework teamed with Langacker’s cognitive event, as cognitive schemata organise the structure of the experimental frame. It should also be noted that the persuasiveness in the information layer of the utterance forces to ask the question of the responsibility of the media addresser towards the addressee.

  3. Bioethics and authoritarian discourse

    Directory of Open Access Journals (Sweden)

    Tolga Güven

    2016-12-01

    Full Text Available INTRODUCTION[|]This paper has been planned as a critical response to Murat Civaner's article entitled 'Medical Ethics arguments should be concordant with scientific knowledge and certain values', published in the Autumn 2015 issue of Turkish Journal of Bioethics. It also aims to provide an evaluation of the way the authoritarian discourse manifests itself in ethical arguments.[¤]METHODS[|]For this purpose, the paper first presents the views of Orhan Hançerlioğlu on Karl Marx and Karl Popper and treats these views as a written example of such authoritarian discourse, which is essentially a problematic attitude that results from an inability to acknowledge the value-laden aspects of a given perspective. [¤]RESULTS[|]In order to show that problems in Hançerlioğlu's approach is also present in Civaner's arguments, several examples where the author did not recognize the value-laden aspects and the subjective nature of information are provided. The paper then examines the recent claim by Celal Şengör, who asserted that force feeding of feces to individuals do not qualify as torture. Based on the presentation and the justification of this reductionist claim, it is emphasized that the relationship between information and values is much more complicated than those presented by Civaner. Civaner's claim, which asserts that the concept of conscience should have no place in medical ethics arguments, is also evaluated on this basis and the dangers of excluding the moral agent in ethical evaluation are underlined. In addition, the relationship of the paternalist tradition with the perspective which I refer to as the 'macro axis' is examined. Last but not least, the paper deals with the concept of 'ethics of ethics' by using examples from national and international ethics literature and emphasizes the reason why it is important for the ethicist to become aware of her own scheme of values. [¤]DISCUSSION AND CONCLUSION[|]The paper concludes that contrary

  4. The Application of Persuasion Theory to Placebo Effects.

    Science.gov (United States)

    Geers, Andrew L; Briñol, Pablo; Vogel, Erin A; Aspiras, Olivia; Caplandies, Fawn C; Petty, Richard E

    2018-01-01

    Placebo effects, or positive outcomes resulting from expectations about a treatment, are powerful components of modern medical care. In this chapter, we suggest that our understanding of placebo effects may benefit from more explicitly connecting this phenomenon to the existing empirical psychological literature on persuasion. Persuasion typically involves an attempt to bring about a change in beliefs or attitudes as a result of providing information on a topic. We begin by providing a brief overview of the psychological literature on placebo effects. We then point to connections between this literature and research on persuasive communication. Although some links have been made, these initial connections have predominantly relied on classic theories of persuasion rather than on more contemporary and comprehensive models. Next, we describe a modern theory of persuasion that may facilitate the study of placebo effects and analyze two issues pertinent to the literature on placebo effects from the lens of this model. Specifically, we consider how and when characteristics of a practitioner (e.g., variables such as perceptions of a practitioner's confidence or competence) can influence the magnitude of placebo effects, and how modern persuasion theory can help in understanding the durability of placebo effects over time. We conclude that examining placebo effects as an outcome of persuasive communication would be a fruitful line of future research. © 2018 Elsevier Inc. All rights reserved.

  5. The asymmetrical force of persuasive knowledge across the positive-negative divide.

    Science.gov (United States)

    Nordmo, Mads; Selart, Marcus

    2015-01-01

    In two experimental studies we explore to what extent the general effects of positive and negative framing also apply to positive and negative persuasion. Our results reveal that negative persuasion induces substantially higher levels of skepticism and awareness of being subjected to a persuasion attempt. Furthermore, we demonstrate that in positive persuasion, more claims lead to stronger persuasion, while in negative persuasion, the numerosity of claims carries no significant effect. We interpret this finding along the lines of a satiety-model of persuasion. Finally, using diluted, or low strength claims in a persuasion attempt, we reveal a significant interaction between dispositional reactance and dilution of claims on persuasion knowledge. The interaction states that diluted claims increase the awareness of being subjected to a persuasion attempt, but only for those with a high dispositional level of reactance.

  6. The asymmetrical force of persuasive knowledge across the positive-negative divide

    Directory of Open Access Journals (Sweden)

    Mads eNordmo

    2015-09-01

    Full Text Available In two experimental studies we explore to what extent the general effects of positive and negative framing also apply to positive and negative persuasion. Our results reveal that negative persuasion induces substantially higher levels of skepticism and awareness of being subjected to a persuasion attempt. Furthermore, we demonstrate that in positive persuasion, more claims lead to stronger persuasion, while in negative persuasion, the numerosity of claims carries no significant effect. We interpret this finding along the lines of a satiety-model of persuasion. Finally, using diluted, or low strength claims in a persuasion attempt, we reveal a significant interaction between dispositional reactance and dilution of claims on persuasion knowledge. The interaction states that diluted claims increase the awareness of being subjected to a persuasion attempt, but only for those with a high dispositional level of reactance.

  7. The asymmetrical force of persuasive knowledge across the positive–negative divide

    Science.gov (United States)

    Nordmo, Mads; Selart, Marcus

    2015-01-01

    In two experimental studies we explore to what extent the general effects of positive and negative framing also apply to positive and negative persuasion. Our results reveal that negative persuasion induces substantially higher levels of skepticism and awareness of being subjected to a persuasion attempt. Furthermore, we demonstrate that in positive persuasion, more claims lead to stronger persuasion, while in negative persuasion, the numerosity of claims carries no significant effect. We interpret this finding along the lines of a satiety-model of persuasion. Finally, using diluted, or low strength claims in a persuasion attempt, we reveal a significant interaction between dispositional reactance and dilution of claims on persuasion knowledge. The interaction states that diluted claims increase the awareness of being subjected to a persuasion attempt, but only for those with a high dispositional level of reactance. PMID:26388821

  8. DISCOURSE STYLISTICS AS CONTEXTUALIZED STYLISTICS

    OpenAIRE

    Marina Katnić-Bakaršić

    2003-01-01

    The focus of the paper is on discourse stylistics, viewed as contextualized discipline. Context includes various factors (sociohistorical, cognitive, cultural and intertextual). The paper investigates the most important approaches to discourse stylistics: pragmatic stylistics, discourse and/ or conversational analysis, cognitive stylistics, critical stylistics, feminists stylistics. In discourse stylistics analysis is always combined with interpretation, and description is followed by explana...

  9. Persuasive messages. Development of persuasive messages may help increase mothers' compliance of their children's immunization schedule.

    Science.gov (United States)

    Gore, P; Madhavan, S; Curry, D; McClurg, G; Castiglia, M; Rosenbluth, S A; Smego, R A

    1998-01-01

    Effective immunization campaigns can be designed by determining which persuasion strategy is most effective in attracting the attention of mothers of preschoolers. The authors assess the impact of three persuasional strategies: fear-arousal, motherhood-arousal, and rational messages, on mothers of preschoolers who are late for their immunizations. The fear-arousal message was found to be most effective, followed by the motherhood-arousal, and then the rational message, in attracting mothers' attention to their child's immunization status.

  10. How data-ink maximization can motivate learners – Persuasion in data visualization

    OpenAIRE

    Gottschalk, Judith

    2017-01-01

    This paper discusses both the macro- and the micro-level of persuasion in data visualizations in persuasive tools for language learning. The hypothesis of this paper is that persuasive data visualizations decrease reading time and increase reading accuracy of graph charts. Based on Tufte’s (1983) data-ink maximization principle the report introduces a framework for persuasive data visualizations on the persuasive micro level which employs Few’s (2013) conception of de-emphasizing non-data and...

  11. Non-verbal Persuasion and Communication in an Affective Agent

    DEFF Research Database (Denmark)

    André, Elisabeth; Bevacqua, Elisabetta; Heylen, Dirk

    2011-01-01

    the critical role of non-verbal behaviour during face-to-face communication. In this chapter we restrict the discussion to body language. We also consider embodied virtual agents. As is the case with humans, there are a number of fundamental factors to be considered when constructing persuasive agents......This chapter deals with the communication of persuasion. Only a small percentage of communication involves words: as the old saying goes, “it’s not what you say, it’s how you say it”. While this likely underestimates the importance of good verbal persuasion techniques, it is accurate in underlining...

  12. The influence of advertising on compulsive buying - The role of persuasion knowledge.

    Science.gov (United States)

    Mikołajczak-Degrauwe, Kalina; Brengman, Malaika

    2014-03-01

    The growing concern over compulsive buying (CB) among consumers has led to vast amount of research examining the antecedents of this maladaptive behaviour. The focus of previous research was, however, mainly on examining the internal, psychological factors contributing to CB. The current research, on the other hand, sheds light on one of the external triggers which can possibly stimulate CB, namely advertising. An online survey has been conducted to identify the attitudes and scepticism towards advertising as well as ad avoidance and persuasion knowledge among a sample of 582 Belgian consumers. Furthermore, all participants were screened with regard to compulsive buying tendencies. This research provides evidence that positive attitudes towards advertising can lead to CB. An important factor in this relation is persuasion knowledge. The study results lead to the conclusion that people higher in persuasion knowledge dispose less positive attitudes towards advertising which can subsequently prevent them from engaging in CB. Moreover high scores on scepticism towards advertising and ad avoidance among Belgian consumers in our sample point to a need for advertisers to modify their practices in order to gain more trust from consumers. This study also shows that advertising in particular attracts and seems to affect an already disadvantaged group of people - namely compulsive buyers.

  13. The influence of advertising on compulsive buying – The role of persuasion knowledge

    Science.gov (United States)

    Mikołajczak-Degrauwe, Kalina; Brengman, Malaika

    2014-01-01

    Background and aims: The growing concern over compulsive buying (CB) among consumers has led to vast amount of research examining the antecedents of this maladaptive behaviour. The focus of previous research was, however, mainly on examining the internal, psychological factors contributing to CB. The current research, on the other hand, sheds light on one of the external triggers which can possibly stimulate CB, namely advertising. Methods: An online survey has been conducted to identify the attitudes and scepticism towards advertising as well as ad avoidance and persuasion knowledge among a sample of 582 Belgian consumers. Furthermore, all participants were screened with regard to compulsive buying tendencies. Results: This research provides evidence that positive attitudes towards advertising can lead to CB. An important factor in this relation is persuasion knowledge. Conclusions: The study results lead to the conclusion that people higher in persuasion knowledge dispose less positive attitudes towards advertising which can subsequently prevent them from engaging in CB. Moreover high scores on scepticism towards advertising and ad avoidance among Belgian consumers in our sample point to a need for advertisers to modify their practices in order to gain more trust from consumers. This study also shows that advertising in particular attracts and seems to affect an already disadvantaged group of people – namely compulsive buyers. PMID:25215215

  14. Destructiveness in Political Discourse

    Directory of Open Access Journals (Sweden)

    Яна Александровна Волкова

    2016-12-01

    Full Text Available Destructiveness is among the fundamental discourse categories that play a significant role in the organization of communicative interaction and define the pragmatics of discourse; its study helps to understand some mechanisms and principles of communication, identify strategies and tactics used by a destructive communicative personality. The relevance of this study is determined by the increasing aggressiveness in various types of discourse, and, accordingly, by the need to extend the knowledge of destructive behavior of a communicative personality. The study is based on the theory of discourse-analysis and theory of destructiveness (Z. Harris, T. van Dijk, A. Buss, E. Fromm, D. Ponton, K. Hacker, R. Wodak. N. Arutyunova, V. Karasik, M. Makarov, E. Sheigal et al. Developing the theory of destructiveness and relying on Erich Fromm’s research (1973, we specify the concept of “destructiveness” in relation to the political discourse and compare it with the related concept of aggressiveness. The paper analyses the category of destructiveness in modern US political discourse, using excerpts from the speeches of the candidates for presidency of 2016. Particular attention is paid to the dominant destructive intention - to harm the reputation of the opponent and reduce his political chances, as well as to the functions of verbal aggression: on the one hand - to discredit the opponent, bring accusations, on the other hand - to poison the audience mind against him/her and arouse the feeling of danger posed by a political opponent. The analysis of verbal and nonverbal means of destructiveness in the US political discourse is carried out. The article concludes that abusive remarks of politicians do not result from spontaneous emotional outburst, but from an elaborated destructive strategy where the agonistic nature of political discourse stipulates the use of instrumental aggression (Buss, 1971 for the sake of the conquest of power, lowering the

  15. Sociological Discourse(s) on Freedom

    DEFF Research Database (Denmark)

    Bertilsson, Margareta

    The concept of freedom is often thought of as antithetical to sociology. The discipline is more prone to detect and unveil forms of unfreedom, as Zygmunt Bauman (1988) has pointed out. The question remains if any academic discipline, however, including sociology can do away with the concept...... of freedom al together! In matters of science, the problem of determinism vs. chance and spontaneity is essential. Hence, freedom, in one sense or the other, is necessarily at bottom also of sociological discourse. This text is an attempt to map the predominant forms of freedom found in sociological...... discourses. While starting out with the classic liberal concept informing theories of modernity followed by the various critiques directed against liberalism, not the least the most recently occurring (Lyotard, Agamben), the aim here is to spot possible trajectories in our comprehension of freedom, also...

  16. Persuasion through artifacts: Sociological and psychological dimensions

    Directory of Open Access Journals (Sweden)

    Stroe Mihaela

    2015-01-01

    Full Text Available Research suggests that applicants use various impression management tactics during employment interviews to influence interviewers' evaluations of their performance. Yet, little research has examined inteviewers/perceptions of applicant's impression management and their degree of nonverbal influence. This PhD study examines these questions, using both quantitative and qualitative data: Do interviewers accurately perceive applicant's impression management tactics? How are these perceptions integrated into their evaluations of applicant's nonverbal behaviour? Is perception accuracy influenced by artifacts (professional clothing that interviewees wear? It has cross-cultural design, because describes the differences in European Commission interviewers' social perceptions and Romanian human resources managers on one hand, and between social perceptions of European Commission public servants and Romanian employees on the other hand, concerning 12 key concepts: persuasion, first impressions, professional image, credibility, authenticity, competence, self- confidence, self-management, self-presentation, self-promotion, impression management tactics, professional appearance.

  17. Stratégies discursives et communicationnelles de persuasion dans les genres journalistiques d'opinion: le cas des critiques de cinéma

    Directory of Open Access Journals (Sweden)

    Dominika Topa-Bryniarska

    2015-12-01

    Full Text Available Discursive and communicative strategies of persuasion in opinion forming media: the case of film reviews This study aims at analysing the discourse as a way of using language for specific purposes. On the basis of a corpus consisting of forty reviews of the French comedy Intouchables (2011 selected from various film magazines and web pages, the author offers a reflection on the nature and functions of the genre “film review”. Thus, different invariant elements of the mentioned genre can be established in the light of discursive and communicative strategies whose persuasive dimension is connected both with the presence of informative and evaluative elements about the film and the situation of the participants. Thanks to the described strategies, activating various kinds of hidden and connotative meaning i.e. implications, presuppositions, cultural associations, the journalist contributes to the co-creation of human perception.

  18. Movements and Meanings: Towards an Integrated Approach to Political Discourse Analysis

    Directory of Open Access Journals (Sweden)

    Дуглас Марк Понтон

    2016-12-01

    Full Text Available This chapter has two principal focuses; firstly backwards in time, across some of the high points in the development of political discourse analysis, in order to assess the current state of the field. It also has a future focus, as it attempts to integrate insights from some emerging fields, such as Multimodality, with more consolidated approaches. It has been argued, in many accounts (e.g. Fairclough and Fairclough 2012, that persuasion is the most pervasive function of all political discourse, and most authors agree that the processes involved encompass both textual and non-textual features. An influential early attempt, for example, to describe some non-verbal aspects of persuasive rhetoric was Atkinson (1984, who identified features like the speaker’s voice quality, intonation, posture, body language, eye movements, and so on, as well as some other non-linguistic ‘tricks’. As influential as this work was, however, these features have tended to be omitted from many subsequent accounts of persuasion in political rhetoric, which have concentrated on features of argumentation operating at a strictly textual level.The overall aim of this work is to suggest pathways towards the ambitious goal of developing a usable, integrated model for analysing political discourse. Instead of analysing a single feature such as metaphor (Charteris-Black 2006, parliamentary insults (Ilie 2004, evaluative language or humour (Swain 1999, 2002, the model attempts to combine descriptions of textual and non-verbal/multimodal features of political discourse, in order to provide a practical tool for analytical purposes, and a coherent account of their possible pragmatic effects.

  19. Designing for Persuasion: Toward Ambient Eco-Visualization for Awareness

    Science.gov (United States)

    Kim, Tanyoung; Hong, Hwajung; Magerko, Brian

    When people are aware of their lifestyle's ecological consequences, they are more likely to adjust their behavior to reduce their impact. Persuasive design that provides feedback to users without interfering with their primary tasks can increases the awareness of neighboring problems. As a case study of design for persuasion, we designed two ambient displays as desktop widgets. Both represent a users' computer usage time, but in different visual styles. In this paper, we present the results of a comparative study of two ambient displays. We discuss the gradual progress of persuasion supported by the ambient displays and the differences in users' perception affected by the different visualization styles. Finally, Our empirical findings lead to a series of design implications for persuasive media.

  20. Strategies and motives for resistance to persuasion: an integrative framework

    Science.gov (United States)

    Fransen, Marieke L.; Smit, Edith G.; Verlegh, Peeter W. J.

    2015-01-01

    Persuasion is an important element of human communication. But in many situations, we resist rather than embrace persuasive attempts. Resistance to persuasion has been studied in many different disciplines, including communication science, psychology, and marketing. The present paper reviews and connects these diverse literatures, and provides an organizing framework for understanding and studying resistance. Four clusters of resistance strategies are defined (avoidance, contesting, biased processing, and empowerment), and these clusters are related to different motivations for resisting persuasion (threat to freedom, reluctance to change, and concerns of deception). We propose that, while avoidance strategies may be triggered by any of these motivations, contesting strategies are linked primarily to concerns of deception, while empowerment and biased processing strategies are most common when people are reluctant to change. PMID:26322006

  1. Effects of Persuasive Appeals in Public Service Advertising

    Science.gov (United States)

    Lynn, Jerry R.

    1974-01-01

    Concludes that of four message types perceived on the basis of persuasive appeal--emotional, logical, source-attribute, and fear--emotional appeal is the most effective and source-attribute the least effective method of advertising. (RB)

  2. Interaction patterns in crisis negotiations: persuasive arguments and cultural differences.

    Science.gov (United States)

    Giebels, Ellen; Taylor, Paul J

    2009-01-01

    This research examines cultural differences in negotiators' responses to persuasive arguments in crisis (hostage) negotiations over time. Using a new method of examining cue-response patterns, the authors examined 25 crisis negotiations in which police negotiators interacted with perpetrators from low-context (LC) or high-context (HC) cultures. Compared with HC perpetrators, LC perpetrators were found to use more persuasive arguments, to reciprocate persuasive arguments in the second half of negotiations, and to respond to persuasive arguments in a compromising way. Further analyses found that LC perpetrators were more likely to communicate threats, especially in the first half of the negotiations, but that HC perpetrators were more likely to reciprocate them. The implications of these findings for our understanding of intercultural interaction are discussed. (PsycINFO Database Record (c) 2009 APA, all rights reserved).

  3. Implications of social judgement theory for persuasive advertising ...

    African Journals Online (AJOL)

    Implications of social judgement theory for persuasive advertising campaigns. ... The way the consumers perceive an advertising campaign will, therefore, determine how they will respond to the advertisement. ... AJOL African Journals Online.

  4. Rhetorical Analysis of the Persuasiveness of Advertising | Esuh ...

    African Journals Online (AJOL)

    Rhetorical Analysis of the Persuasiveness of Advertising. ... Abstract. The critical analysis of marketing communications argues that the rhetorical elements of advertising – the verbal and visual signs and ... AJOL African Journals Online.

  5. Exploring voices, exploring appropriate education. A practitioners’ discourse'

    NARCIS (Netherlands)

    Grol, C.E.J.

    2012-01-01

    My thesis describes an exploratory process into a practitioners’ discourse on appropriate education. Chapter one: Appropriate Education is about the Dutch educational policy called Passend onderwijs. The chapter positions the appropriate education in national and international educational and

  6. Fear and Loving in Las Vegas: Evolution, Emotion, and Persuasion

    OpenAIRE

    Griskevicius, Vladas; Goldstein, Noah J.; Mortensen, Chad R.; Sundie, Jill M.; Cialdini, Robert B.; Kenrick, Douglas T.

    2009-01-01

    How do arousal-inducing contexts, such as frightening or romantic television programs, influence the effectiveness of basic persuasion heuristics? Different predictions are made by three theoretical models: A general arousal model predicts that arousal should increase effectiveness of heuristics; an affective valence model predicts that effectiveness should depend on whether the context elicits positive or negative affect; an evolutionary model predicts that persuasiveness should depend on bo...

  7. Persuasive negotiation for autonomous agents: A rhetorical approach

    OpenAIRE

    Ramchurn, S.D.; Jennings, N. R.; Sierra, C.

    2003-01-01

    Persuasive negotiation occurs when autonomous agents exchange proposals that are backed up by rhetorical arguments (such as threats, rewards, or appeals). The role of such rhetorical arguments is to persuade the negotiation opponent to accept proposals more readily. To this end, this paper presents a rhetorical model of persuasion that defines the main types of rhetorical particles that are used and that provides a decision making model to enable an agent to determine what type of rhetorical ...

  8. Psychological targeting as an effective approach to digital mass persuasion.

    Science.gov (United States)

    Matz, S C; Kosinski, M; Nave, G; Stillwell, D J

    2017-11-28

    People are exposed to persuasive communication across many different contexts: Governments, companies, and political parties use persuasive appeals to encourage people to eat healthier, purchase a particular product, or vote for a specific candidate. Laboratory studies show that such persuasive appeals are more effective in influencing behavior when they are tailored to individuals' unique psychological characteristics. However, the investigation of large-scale psychological persuasion in the real world has been hindered by the questionnaire-based nature of psychological assessment. Recent research, however, shows that people's psychological characteristics can be accurately predicted from their digital footprints, such as their Facebook Likes or Tweets. Capitalizing on this form of psychological assessment from digital footprints, we test the effects of psychological persuasion on people's actual behavior in an ecologically valid setting. In three field experiments that reached over 3.5 million individuals with psychologically tailored advertising, we find that matching the content of persuasive appeals to individuals' psychological characteristics significantly altered their behavior as measured by clicks and purchases. Persuasive appeals that were matched to people's extraversion or openness-to-experience level resulted in up to 40% more clicks and up to 50% more purchases than their mismatching or unpersonalized counterparts. Our findings suggest that the application of psychological targeting makes it possible to influence the behavior of large groups of people by tailoring persuasive appeals to the psychological needs of the target audiences. We discuss both the potential benefits of this method for helping individuals make better decisions and the potential pitfalls related to manipulation and privacy. Copyright © 2017 the Author(s). Published by PNAS.

  9. Psychological targeting as an effective approach to digital mass persuasion

    Science.gov (United States)

    Matz, S. C.; Nave, G.; Stillwell, D. J.

    2017-01-01

    People are exposed to persuasive communication across many different contexts: Governments, companies, and political parties use persuasive appeals to encourage people to eat healthier, purchase a particular product, or vote for a specific candidate. Laboratory studies show that such persuasive appeals are more effective in influencing behavior when they are tailored to individuals’ unique psychological characteristics. However, the investigation of large-scale psychological persuasion in the real world has been hindered by the questionnaire-based nature of psychological assessment. Recent research, however, shows that people’s psychological characteristics can be accurately predicted from their digital footprints, such as their Facebook Likes or Tweets. Capitalizing on this form of psychological assessment from digital footprints, we test the effects of psychological persuasion on people’s actual behavior in an ecologically valid setting. In three field experiments that reached over 3.5 million individuals with psychologically tailored advertising, we find that matching the content of persuasive appeals to individuals’ psychological characteristics significantly altered their behavior as measured by clicks and purchases. Persuasive appeals that were matched to people’s extraversion or openness-to-experience level resulted in up to 40% more clicks and up to 50% more purchases than their mismatching or unpersonalized counterparts. Our findings suggest that the application of psychological targeting makes it possible to influence the behavior of large groups of people by tailoring persuasive appeals to the psychological needs of the target audiences. We discuss both the potential benefits of this method for helping individuals make better decisions and the potential pitfalls related to manipulation and privacy. PMID:29133409

  10. A review of studies on persuasion in Japan (2)

    OpenAIRE

    Fukada, Hiromi; Kimura, Kenichi; Makino, Koshi; Higuchi, Masataka; Harada, Kotaro; Yamaura, Kazuho

    2001-01-01

    The purpose of this study is to review the studies on persuasion in Japan. An examination has been made of 152 persuasion studies published in Japan-141 journal papers and 11 technical books. The present study consists of the following five parts. 4. Message variables: (7) discrepancy, (8) ego involvement, (9) other message variables. 5. Recipient variables: (1) gender, (2) age, (3) personality, (4) other recipient variables. 6. Context variables: (1) warning, (2) mood and emo...

  11. COMMUNICATIVE PECULIARITY OF INTERPRETATIVE AND DELIBERATIVE STYLE IN PEDAGOGICAL DISCOURSE

    Directory of Open Access Journals (Sweden)

    Тамара Николаевна Цинкерман

    2013-05-01

    Full Text Available The aim of the paper is to characterize the communicative peculiarities of the interpretative-deliberative style in pedagogical discourse. The object of the study is interpretative-deliberative style viewed as one of the communication forms in pedagogical discourse; the subject of the analysis is the stratagem and tactics characteristics of the interpretative-deliberative communicative style.  Descriptive and analytical as well as stylistic and discourse analysis methods are employed. The author reveals the most prevalent strategies–explanatory, interpretative and deliberative–employed in communicative interaction in situations of educative persuasion. The communicative characteristics of the analyzed style are: a rational type of the communicative action, a trust-based tone and the emotional involvement of the communication participants. The results can be used for clarifying specifics of speech behavior in educative communication as well as for comparing styles of educative communication in different enthnocultural traditions.DOI: http://dx.doi.org/10.12731/2218-7405-2013-4-32

  12. Discourses of Technology

    DEFF Research Database (Denmark)

    Sommer, Jannek K.; Knudsen, Gry Høngsmark

    In this poster we address consumption of technology from the perspective of failure. A large body of studies of consumption of technology have focused on consumer acceptance (Kozinets, 2008). These studies have identified particular narratives about social and economic progress, and pleasure...... (Kozinets, 2008) as drivers of consumer acceptance of new technology. Similarly, Giesler (2008) has conceptualized consumer acceptance of technology as a form of marketplace drama, in which market ideologies are negotiated between consumers and media discourses. We suggest to study discourses around failed...... technology products to explore the negotiation of the familiar and alien that makes consumers reject or embrace a new technology. Thus, this particular project sets out to analyze consumer discourses surrounding the Google Glass video “How it Feels [through Google Glass]” on YouTube, because we want...

  13. Competing discourses of the “Maya Past”

    Directory of Open Access Journals (Sweden)

    Denise Fay Brown

    2010-12-01

    Full Text Available The use of the "Maya past" for tourism marketing purposes has been a successful tool for attracting international visitors to Mexico for decades. Images of the Maya zone emerge, in part, from an academic focus on the "Maya past" that includes curiosity about the so-called "collapse" of the Classic Maya civilization. The Ancient Maya are seen as “mysterious" and their society as "enigmatic". But the voices of the almost thirty million Maya people who live in Mexico and Guatemala are only vaguely heard in the discourses of tourism and of academia. This paper examines three competing discourses of the Maya and proposes that these discourses represent epistemologies that are nested in relationships of power, such that the Maya discourse is silenced. As such, the dominant discourses of the Maya past can undermine the Maya understanding of their own past, and become a self-fulfilling prophecy regarding the “collapse” of the contemporary Maya.

  14. DISCOURSE STYLISTICS AS CONTEXTUALIZED STYLISTICS

    Directory of Open Access Journals (Sweden)

    Marina Katnić-Bakaršić

    2003-01-01

    Full Text Available The focus of the paper is on discourse stylistics, viewed as contextualized discipline. Context includes various factors (sociohistorical, cognitive, cultural and intertextual. The paper investigates the most important approaches to discourse stylistics: pragmatic stylistics, discourse and/ or conversational analysis, cognitive stylistics, critical stylistics, feminists stylistics. In discourse stylistics analysis is always combined with interpretation, and description is followed by explanation and critique.

  15. Stratégies de captation et de persuasion du sujet communicant Victor Hugo

    Directory of Open Access Journals (Sweden)

    Ida Lucia Machado

    2011-11-01

    Full Text Available Resumo: Este artigo propõe uma abordagem discursiva de um texto ficcional, mais especificamente, de um texto literário: trata-se do poema “Souvenir de la nuit du quatre” de Victor Hugo. Partindo desse enfoque, quisemos mostrar como foram elaboradas estratégias linguareiras que visam seduzir e persuadir o leitor; entre elas destacamos os diferentes papéis e a ironia amarga que está em sua base.Palavras-chave: Literatura francesa; Victor Hugo; Souvenir de la nuit du quatre; análise do discurso; persuasão; ironia.Résumé: Cet article propose une approche discursive d’un texte de fiction, plus spécifiquement, d’un texte littéraire: il s’agit du poème “Souvenir de la nuit du quatre” de Victor Hugo. Dans cette perspective, nous avons voulu montrer comment ont été mises en place des stratégies langagières visant la captation du lecteur, parmi elles, nous soulignons les différents rôles assumés par les voix qui “parlent” dans le poème et l’ironie amère qui s’en dégage.Mots-clés: Littérature française; Victor Hugo; Souvenir de la nuit du quatre; analyse du discours; persuasion; ironie.Keywords: French literature; Victor Hugo; Souvenir de la nuit du quatre; discourse analysis; persuasion; irony.

  16. Rational versus unreasonable persuasion in doctor-patient communication: a normative account.

    Science.gov (United States)

    Rubinelli, Sara

    2013-09-01

    Persuasion plays a critical role in doctor-patient communication. The relevant literature tends to equate persuasion to manipulation as a suboptimal form of interaction. The objective of this paper is to distinguish among different types of persuasion processes and to highlight when their use can be beneficial or risky from the perspective of the patient's autonomy. This paper presents a conceptual analysis of persuasion based on the analytical and normative frameworks of argumentation theory. Persuasion is a generic term that refers to at least four main forms of persuasion: rational persuasion, unintentional unreasonable persuasion, intentional (without deception) unreasonable persuasion and intentional (with deception) unreasonable persuasion (i.e., manipulation). Rational persuasion can be a process of value for the medical encounter. The other forms of persuasion can negatively impact patients' decision making. They are suboptimal for different reasons that are partly due to the quality of communication, and partly due to ethics of the medical conduct. This paper offers a basis for developing training opportunities that foster deeper understanding of different forms and uses of persuasion. Also, it can inspire the development of educational material for patients targeted to the enhancement of their critical health literacy. Copyright © 2013 Elsevier Ireland Ltd. All rights reserved.

  17. Lexical Discourse Analysis in Translation

    Science.gov (United States)

    Al Khotaba, Eissa; Al Tarawneh, Khaled

    2015-01-01

    Lexical Discourse very often depend on lexis. Lexical Discourse analysis, however, has not yet been given enough consideration of the phenomenon of translation. This paper investigates lexical discourse analysis in translation from one language to another. This qualitative study comprises 15 text translated by M.A. students at the Department of…

  18. Discourse Analysis in Ethnographic Research.

    Science.gov (United States)

    Poole, Deborah

    1990-01-01

    Reviews the contribution of ethnographic research to discourse analysis, focusing on discourse practices as a reflection of cultural context; educational applications and the discontinuity issue; literacy as a focus of discourse-oriented ethnographic research; and implications for applied linguistics. A 9-citation annotated and a 50-citation…

  19. Public Discourses of Ebola Contagion and Courtesy Stigma: The Real Risk to International Health Care Workers Returning Home From the West Africa Ebola Outbreak?

    Science.gov (United States)

    Gee, Stephanie; Skovdal, Morten

    2018-02-01

    This article explores the homecoming experiences of international health care workers who responded to the 2014 to 2016 West African Ebola outbreak. Interviews with 11 frontline international medical staff were undertaken and data thematically analyzed. It was found that international health care workers faced an unforeseen risk of stigmatization upon their return home, related to others' fears of their infectious status. Media representations of the disease appear to have played a significant role in heightening societal perceptions of the risks associated with the returning health care workers, resulting in public hostility toward them. For participants, these social risks overtook concerns about biological risks during the immediate postmission period. The participants developed different strategies to cope with courtesy stigma, by rationalizing stigmatizing attitudes, educating people, or simply through an avoidance of others.

  20. Discourses on Algebra

    Indian Academy of Sciences (India)

    BOOK REVIEW ... To the Indian reader, the word discourse, evokes a respected ... I dug a bit deeper with Google trans- late, and ... published in a journal of mathematics educa- tion. ... The article on Shafarevich's work elsewhere ... goal then, is to develop the basics of algebra in ... ometric Greeks, and works like a magician.

  1. Discourse and tractable morality

    NARCIS (Netherlands)

    de Graaf, G.; Lütge, C.

    2013-01-01

    When managerial decisions are examined, somehow the business context must be included in the analysis. In this chapter, causalities that transcend individuals are promoted as unit of analysis in empirical moral research, namely, discourse. Studying managerial decisions in their discursive context is

  2. Discourse and Assessment.

    Science.gov (United States)

    McNamara, Tim; Hill, Kathryn; May, Lynette

    2002-01-01

    Focuses on the increase in discourse-based studies of oral proficiency assessment techniques. Discusses research carried out on a number of factors in the assessment setting, including the role of interlocutor, candidate, and rater, and the impact of tasks, task performance conditions, and rating criteria. (Author/VWL)

  3. duction to discourse analysis

    African Journals Online (AJOL)

    Thus the definition of text in dis- course given here is quite broad with the underlying meaning being the intention to communicate information, whether it succeeds or fails to communicate. Discourse con- sists two interacting dimensions: context and language. Context and language interact simultaneously to realize a text.

  4. Studying Reconfigurations of Discourse

    DEFF Research Database (Denmark)

    Lippert, Ingmar

    2014-01-01

    The stability of a discourse is not given but produced. It is achieved in the configuration of the dispositif. The paper approaches dispositif as a practical ongoing assembling of semiotic and material entities. The article presents an assemblage of theories, methods and methodologies that allow ...

  5. The Effect of Task Instructions on Students' Use of Repetition in Argumentative Discourse

    Science.gov (United States)

    Gilabert, Sandra; Garcia-Mila, Merce; Felton, Mark K.

    2013-11-01

    The reasoning belief of argumentum ad nauseam assumes that when someone repeats something often enough, he or she becomes more convincing. The present paper analyses the use of this strategy by seventh-grade students in an argumentation task. Sixty-five students (mean age: 12.2, SD = 0.4) from a public school in a mid-sized urban environment took part in the study. The students were asked to either argue to convince an opposing partner or argue to reach consensus with an opposing partner on three dilemmas that dealt with energy sources. Data were gathered according to a between-groups design that included one independent variable (argumentative goal: to convince vs. to reach consensus) and one dependent variable (the degree of argumentative repetitions). We predicted that in the condition to convince their partner, the students would use the repetition strategy more often in their attempts to be persuasive. Our findings show that the mean number of argumentative repetitions was significantly higher for the persuasion group for both of the most frequent argumentative structures (claim and claim data). The mean percentage of repeated claims for the persuasion condition was 86.2 vs. 69.0 for the consensus condition. For the claim data, the mean percentage for the persuasion group was 35.2 vs. 24.3 for the consensus group. Also, students in the persuasion group tended to repeat one idea many times rather than repeating many ideas a few times within the same argumentative structure. The results of our study support the hypothesis that the goal of the argumentative task mediates argumentative discourse and, more concretely, the rate of repetitions and the conceptual diversity of the statements. These differences in rates of repetition and conceptual diversity are related to the amount of learning produced by the instructional goal. We apply Mercer's idea that not all classroom argumentation tasks promote learning equally.

  6. Persuasive lighting : the influence of feedback through lighting on energy conservation behavior

    NARCIS (Netherlands)

    Ham, J.R.C.; Midden, C.J.H.; Maan, S.J.; Merkus, B.; Kort, de Y.A.W.; et al, xx

    2009-01-01

    Earlier research has investigated persuasive technology: Technology designed to influence human behavior or attitudes. The current research investigates lighting as persuasive technology. In an experimental study, participants could conserve energy while carrying out tasks and received feedback

  7. Talk to the hand: strategic spatial planning as persuasive storytelling of the Loop City

    DEFF Research Database (Denmark)

    Olesen, Kristian

    2017-01-01

    the persuasive power of spatial concepts and supportive storylines in bringing transport infrastructure projects onto the national policy agenda. In conclusion, the paper calls for critical attention to the rationalities underpinning practices of persuasive storytelling in contemporary strategic spatial planning....

  8. Future and furniture - A study of a new economy firm's powers of persuasion

    DEFF Research Database (Denmark)

    Elgaard Jensen, Torben

    2008-01-01

    This article explores the differences between two strategies of persuasion. The first strategy, called drawing things together, is Actor-Network Theory's classic analysis of how modern science has gained tremendous persuasive powers through systematic inscription and centralized accumulation...

  9. The Application of Persuasive Technology to educational settings: Some theoretical from the HANDS Project

    DEFF Research Database (Denmark)

    Mintz, Joseph; Aagaard, Morten

    2010-01-01

    In the HANDS project Persuasive Technology is applied in an educational context in special schools for children with autism, in which social skills development is the aim of the persuasion. We consider how in such educational settings the interventions can be theorized in the context of existing...... educational paradigms. We discuss the relation between such paradigms and persuasive technology, and the specific case of persuasion in the pedagogical context of children with autism....

  10. The impact of online visual on users' motivation and behavioural intention - A comparison between persuasive and non-persuasive visuals

    Science.gov (United States)

    Ibrahim, Nurulhuda; Shiratuddin, Mohd Fairuz; Wong, Kok Wai

    2016-08-01

    Research related to the first impression has highlighted the importance of visual appeal in influencing the favourable attitude towards a website. In the perspective of impression formation, it is proposed that the users are actually attracted to certain characteristics or aspects of the visual properties of a website, while ignoring the rests. Therefore, this study aims to investigate which visual strongly appeals to the users by comparing the impact of common visuals with the persuasive visuals. The principles of social influence are proposed as the added value to the persuasiveness of the web visuals. An experimental study is conducted and the PLS-SEM method is employed to analyse the obtained data. The result of the exploratory analyses demonstrated that the structural model has better quality when tested with persuasive data sample compared to non-persuasive data sample, evident with stronger coefficient of determination and path coefficients. Thus, it is concluded that persuasive visual provides better impact towards users' attitude and behavioural intention of a website.

  11. Incidental experiences of affective coherence and incoherence influence persuasion.

    Science.gov (United States)

    Huntsinger, Jeffrey R

    2013-06-01

    When affective experiences are inconsistent with activated evaluative concepts, people experience what is called affective incoherence; when affective experiences are consistent with activated evaluative concepts, people experience affective coherence. The present research asked whether incidental feelings of affective coherence and incoherence would regulate persuasion. Experiences of affective coherence and incoherence were predicted and found to influence the processing of persuasive messages when evoked prior to receipt of such messages (Experiments 1 and 3), and to influence the confidence with which thoughts generated by persuasive messages were held when evoked after presentation of such messages (Experiments 2 and 3). These results extend research on affective coherence and incoherence by showing that they exert a broader impact on cognitive activity than originally assumed.

  12. The Sleeper Effect in Persuasion: A Meta-Analytic Review

    Science.gov (United States)

    Kumkale, G. Tarcan; Albarracín, Dolores

    2009-01-01

    A meta-analysis of the available judgment and memory data on the sleeper effect in persuasion is presented. According to this effect, when people receive a communication associated with a discounting cue, such as a noncredible source, they are less persuaded immediately after exposure than they are later in time. Findings from this meta-analysis indicate that recipients of discounting cues were more persuaded over time when the message arguments and the cue had a strong initial impact. In addition, the increase in persuasion was stronger when recipients of discounting cues had higher ability or motivation to think about the message and received the discounting cue after the message. These results are discussed in light of classic and contemporary models of attitudes and persuasion. PMID:14717653

  13. The epistemic-teleologic model of deliberate self-persuasion.

    Science.gov (United States)

    Maio, Gregory R; Thomas, Geoff

    2007-02-01

    Although past theory and research point to the importance of understanding deliberate self-persuasion (i.e., deliberate self-induced attitude change), there have been no empirical and theoretical efforts to model this process. This article proposes a new model to help understand the process, while comparing the process of deliberate self-persuasion with relevant theory and research. The core feature of this model is a distinction between epistemic processes, which involve attempting to form new valid attitudes, and teleologic processes, which involve self-induced attitude change but with minimal concerns for validity. The epistemic processes employ tactics of reinterpretation, reattribution, reintegration, retesting, changing comparators, and changing dimensions of comparison. The teleologic processes include suppression, preemption, distraction, and concentration. By mapping these processes, this model helps to generate many novel and testable hypotheses about the use of deliberate self-persuasion to cope with ambivalent attitudes.

  14. “The Bitter laughter ”. When parody is a moral and affective priming in political persuasion

    Directory of Open Access Journals (Sweden)

    Francesca D'Errico

    2016-08-01

    Full Text Available Research on socially aware systems requires fine-grained knowledge of the mechanisms of persuasion in order to promote civic knowledge and aware political participation. Within humour studies, political parody is generally considered a simple pleasant weapon for political evaluation , currently explained by referring to the so called just a joke effect (Nabi, 2007. Indeed the funny side of parody can induce positive emotions, but it also includes a discrediting act that sometimes produces a bitter laughter. The present study aims to understand the role played by negative and moral emotions aroused by parody. A parody is defined as a communicative behaviour (a discourse, text, body movement, song that imitates a communicative behaviour or trait displayed by some Target by reproducing it in a distorted way, with the aim of making fun of the Target. Based on a socio-cognitive approach, a distinction is made between surface and deep parody (Poggi and D’Errico, 2013, with the former simply imitating behaviours actually displayed by the Target, and the latter implying a (humorous re-categorization of the Target. The paper studies the effect of these two different types of parody on persuasion processes. Results show that the deep parody, as opposed to surface parody, triggers more negative emotions, and in particular indignation, that in turn lead to more negative evaluations of the Target. Moreover, the moral priming of parody is influenced by the Target politician’s gender.

  15. 40 CFR 22.24 - Burden of presentation; burden of persuasion; preponderance of the evidence standard.

    Science.gov (United States)

    2010-07-01

    ... persuasion; preponderance of the evidence standard. 22.24 Section 22.24 Protection of Environment... Burden of presentation; burden of persuasion; preponderance of the evidence standard. (a) The complainant has the burdens of presentation and persuasion that the violation occurred as set forth in the...

  16. 40 CFR 154.5 - Burden of persuasion in determinations under this part.

    Science.gov (United States)

    2010-07-01

    ... 40 Protection of Environment 23 2010-07-01 2010-07-01 false Burden of persuasion in determinations... (CONTINUED) PESTICIDE PROGRAMS SPECIAL REVIEW PROCEDURES General Provisions § 154.5 Burden of persuasion in... principle that the burden of persuasion that a pesticide product is entitled to registration or continued...

  17. I Can Talk You into It: Theory of Mind and Persuasion Behavior in Young Children

    Science.gov (United States)

    Slaughter, Virginia; Peterson, Candida C.; Moore, Chris

    2013-01-01

    We investigated links between persuasive behavior and theory of mind (ToM) understanding using a novel naturalistic peer persuasion task in which children were invited to convince an interactive puppet to eat raw broccoli or brush his teeth. Sixty-three 3- to 8-year-olds (M age = 6 years, 6 months) took part in the persuasion task and were also…

  18. 40 CFR 305.33 - Burden of presentation; burden of persuasion.

    Science.gov (United States)

    2010-07-01

    ... persuasion. 305.33 Section 305.33 Protection of Environment ENVIRONMENTAL PROTECTION AGENCY (CONTINUED... Hearing Procedure § 305.33 Burden of presentation; burden of persuasion. The Requestor has the burden of... justified. Accordingly, the Requestor bears the burdens of presentation and persuasion. Following the...

  19. 40 CFR 179.91 - Burden of going forward; burden of persuasion.

    Science.gov (United States)

    2010-07-01

    ... persuasion. 179.91 Section 179.91 Protection of Environment ENVIRONMENTAL PROTECTION AGENCY (CONTINUED...; burden of persuasion. (a) The party whose request for an evidentiary hearing was granted has the burden... FFDCA has the burden of persuasion in the hearing on that issue, whether the proceeding concerns the...

  20. Use of Religious Tracts in the Teaching of an Introductory Course in Persuasive Communication.

    Science.gov (United States)

    Dorgan, Howard

    The use of religious tracts in teaching a course in persuasive communication is described in this paper. Excerpts from a number of tracts are presented to show how religious tracts can be used in teaching about (1) persuasive messages that appeal to fear, (2) the question of ethics in persuasion, (3) appeals to concerns about physiological…

  1. Abuse of disabled parking: Reforming public's attitude through persuasive multimedia strategy

    International Nuclear Information System (INIS)

    Yahaya, W A J W; Zain, M Z M

    2014-01-01

    Attitude is one of the factors that contribute to the abuse of disabled parking. The attitude's components are affective, cognitive and behavioral and may be formed in various ways including learning and persuasion. Using learning and persuasion approach, this study has produced a persuasive multimedia aiming to form a positive attitude toward disabled persons in order to minimize the rate of disabled parking abuse. The persuasive multimedia was developed using Principle of Social Learning draws from Persuasive Technology as learning strategy at macro persuasion level, and modality and redundancy principles draw from Multimedia Learning Principles as design strategy at micro persuasion level. In order to measure the effectiveness of the persuasive multimedia, 93 respondents were selected in a 2 × 2 quasi experimental research design for experiment. Attitude components of affective, cognitive and behavioral were measured using adapted instrument from the Multi Dimensional Attitudes Scale toward Persons With Disabilities (MAS). Result of the study shows that the persuasive multimedia which designed based on Social Learning Theory at macro persuasion level is capable of forming positive attitude toward disabled person. The cognitive component of the attitude found to be the most responsive component. In term of design strategy at the micro persuasion level, modality found to be the most significant strategy compare to redundancy. While males are more responsive to the persuasive multimedia compare to females

  2. Abuse of disabled parking: Reforming public's attitude through persuasive multimedia strategy

    Science.gov (United States)

    Yahaya, W. A. J. W.; Zain, M. Z. M.

    2014-02-01

    Attitude is one of the factors that contribute to the abuse of disabled parking. The attitude's components are affective, cognitive and behavioral and may be formed in various ways including learning and persuasion. Using learning and persuasion approach, this study has produced a persuasive multimedia aiming to form a positive attitude toward disabled persons in order to minimize the rate of disabled parking abuse. The persuasive multimedia was developed using Principle of Social Learning draws from Persuasive Technology as learning strategy at macro persuasion level, and modality and redundancy principles draw from Multimedia Learning Principles as design strategy at micro persuasion level. In order to measure the effectiveness of the persuasive multimedia, 93 respondents were selected in a 2 × 2 quasi experimental research design for experiment. Attitude components of affective, cognitive and behavioral were measured using adapted instrument from the Multi Dimensional Attitudes Scale toward Persons With Disabilities (MAS). Result of the study shows that the persuasive multimedia which designed based on Social Learning Theory at macro persuasion level is capable of forming positive attitude toward disabled person. The cognitive component of the attitude found to be the most responsive component. In term of design strategy at the micro persuasion level, modality found to be the most significant strategy compare to redundancy. While males are more responsive to the persuasive multimedia compare to females.

  3. Moralized Health-Related Persuasion Undermines Social Cohesion

    Directory of Open Access Journals (Sweden)

    Susanne Täuber

    2018-06-01

    Full Text Available Integrating theory and research on persuasion, moralization, and intergroup relations, the present research aims to highlight the far-reaching impact of health-related persuasion on society. I propose that governments’ health-related persuasion leads to the emergence of new social norms, and in particular moral norms. Importantly, moral norms provide strong behavioral imperatives and are seen as binding for group members. This suggests that moralized persuasion has a strong potential to divide society along the lines of citizens who conform to and citizens who deviate from health-related moral norms. Thus, departing from the traditional focus on targets of persuasion, the present research focuses on those holding a moralized view on health and lifestyle. Key aspects of social cohesion as defined by the OECD (2011 have been tested across four studies. The main hypothesis tested is that those conforming to the norm (e.g., non-smokers, normal weight people, people with healthy lifestyles will stigmatize those deviating from the norm (e.g., smokers, overweight people, people with unhealthy lifestyles. Flowing from stigmatization, less inclusion, lower solidarity with and greater endorsement of unequal treatment of those deviating from the moral norm are predicted. Four survey studies (total N = 1568 examining the proposed associations among non-smokers, normal weight people, and employees with healthy lifestyles are presented. The studies provide unanimous support for the hypothesis, with meta-analysis providing further support for the reliability of the findings. Consistent across studies, social cohesion indicators were negatively affected by health moralization through stigmatization of those deviating from health-related moral norms. Findings highlight an under-acknowledged potential of moralized health-related persuasion to divide society, thereby undermining cohesion and the achievement of important societal goals. In the discussion

  4. Management discourse: Talking the power walk in organizational communication

    Directory of Open Access Journals (Sweden)

    Birgitte Norlyk

    2012-08-01

    Full Text Available How does management talk the power walk in organizations? By giving straightforward orders since this is a traditional managerial prerogative which does not require an understanding of the subtleties of discourse and the finer aspects of interpersonal communication? Or should management avoid potentially face-threatening orders and concentrate on subtle and discreet manifestations of power in which discourse becomes an important tool when communicating with internal and external stakeholders?

  5. Management discourse: Talking the power walk in organizational communication

    Directory of Open Access Journals (Sweden)

    Birgitte Norlyk

    2009-08-01

    Full Text Available How does management talk the power walk in organizations? By giving straightforward orders since this is a traditional managerial prerogative which does not require an understanding of the subtleties of discourse and the finer aspects of interpersonal communication? Or should management avoid potentially face-threatening orders and concentrate on subtle and discreet manifestations of power in which discourse becomes an important tool when communicating with internal and external stakeholders?

  6. Pedophilia discourses in Denmark

    DEFF Research Database (Denmark)

    Landstrøm, Eva Koblauch; Jeppesen, Sofie Høj; Demant, Jakob Johan

    2017-01-01

    This study contributes novel digital mixed methods and findings on how fear of pedophilia affects parents and children’s bodily relations. We explore how norms for appropriate behavior between parents and children are constructed in the public debate on a specific case, where a mom has playful...... innocence. However, we find openness within the discourses on how to define respectively healthy and damaging parental behavior towards children....... contact with her son’s genitals. The case triggered a public debate with both negative and positive reactions. A Laclau and Mouffe-inspired analytical framework and Internet-specific tools for data collection as well as processing contribute to the development of a new form of discourse analysis. This new...

  7. [The paradoxical effect of persuasive communication in health education sessions].

    Science.gov (United States)

    Piperini, Marie-Christine

    2012-01-01

    The purpose of this study was to examine the communication dynamics leading to the adoption of new attitudes and cognitions in health education sessions. We examined the verbal interactions at work in persuasive communication in 16 health education sessions. The study found that the medical expertise of the educator and the initial level of commitment of the participants had a positive effect on adherence to recommendations. However, persuasive communication in health education sessions appears to involve a paradoxical process in which criticism of the message can go hand in hand with the expression of an intention to implement new risk-reducing behaviors.

  8. Online persuasion process: a critical literature review of prior research

    OpenAIRE

    Poorrezaei, M

    2013-01-01

    In this paper, some of the limitations of prior research in terms of online persuasion process are\\ud highlighted. To do this, two main approaches which have been considered to study online persuasion\\ud process in context of social media are identified. Then, this study discusses the limitations and gaps\\ud of each approach. This paper is a part of author’s PhD dissertation which is being conducted to\\ud examine how different online behaviours are persuaded in online brand communities. The r...

  9. Discourses of space

    CERN Document Server

    Ajtony, Zsuzsanna

    2013-01-01

    Ever since the emergence of the spatial turn in several scientific discourses, special attention has been paid to the surrounding space conceived as a construct created by the dynamics of human activity. The notion of space assists us in describing the most varied spheres of human existence. We can speak of various physical, metaphysical, social and cultural, and communicative spaces, as structuring components providing access to various literary, linguistic, social and cultural phenomena, th...

  10. When the model fits the frame: the impact of regulatory fit on efficacy appraisal and persuasion in health communication.

    Science.gov (United States)

    Bosone, Lucia; Martinez, Frédéric; Kalampalikis, Nikos

    2015-04-01

    In health-promotional campaigns, positive and negative role models can be deployed to illustrate the benefits or costs of certain behaviors. The main purpose of this article is to investigate why, how, and when exposure to role models strengthens the persuasiveness of a message, according to regulatory fit theory. We argue that exposure to a positive versus a negative model activates individuals' goals toward promotion rather than prevention. By means of two experiments, we demonstrate that high levels of persuasion occur when a message advertising healthy dietary habits offers a regulatory fit between its framing and the described role model. Our data also establish that the effects of such internal regulatory fit by vicarious experience depend on individuals' perceptions of response-efficacy and self-efficacy. Our findings constitute a significant theoretical complement to previous research on regulatory fit and contain valuable practical implications for health-promotional campaigns. © 2015 by the Society for Personality and Social Psychology, Inc.

  11. Self Representation Among Dark Skin People Concerning Discourse of Beauty

    Directory of Open Access Journals (Sweden)

    Hasty Larasati

    2018-03-01

    Full Text Available This article aims to see how’s dark skin people perceive the color of their skin either it’s beautiful or ugly. Up until now, being beautiful categorized as those with fair skin, including Indonesian. This is important to be seen because how you represent yourself related to your identity− who you are or how do you want to be seen. Either they are confident with their skin or not, it is their way of self representation which they got from identity negotiation. But, among dark skin people there always be people who confidently represents their identity against the beauty discourse or counter-discourse. Previous literature reviews show there are two reason can cause counter-discourse: recognition and negotiation. Recognition is an act actor does to fight the mainstream discourse, meanwhile negotiation is about negotiating about what they have. My argument here is women can counter the discourse because of negotiation, they have free choice and body autonomy. Also, they have power to counter the discourse by bargaining power. This article uses qualitative research with in-depth interview towards nine female informants with spesific range of age: 16 – 24 because those ages are ages with huge internet usage. Skin tone classification for informant selection is based on Fitzpatrick skin type scale. Research findings show seven from nine informants have done counter the beauty discourse. Informants also explained how their personality or skills could be their bargaining power which made them easier to counter the beauty discourse. Beside that, informant also have done negotiate their identity from accepted the beauty discourse about desirable skin tones, into counter it. The process did not come out of the blue, but also it need both internal and external factors role. Internal factor is self-consciousness about beauty itself while external factors from family, peer or media socialization.

  12. Implicit Discourse: Contributions to a Sociological Analysis

    Directory of Open Access Journals (Sweden)

    Josep Espluga Trenc

    2014-01-01

    Full Text Available This article discusses the variety of types or dimensions of implicit discourse. Specifically, a typological characterisation is proposed, based on the intentions of the producer of the discourse, including a distinction between four basic dimensions: insinuated discourse, hidden discourse, ?failed? discourse and underlying discourse. Some examples are provided of each dimension, and then it is held that the proposed typology is useful for the sociological analysis of implicit discourse, that is, for its detection and interpretation.

  13. Discourse of globalization

    Directory of Open Access Journals (Sweden)

    Balažić Milan

    2006-01-01

    Full Text Available Since the fall of the Berlin wall, the process of globalization has been understood as a necessary fate. The myth of the almightiness of the market economy, liberalization and deregulation is revitalized. Before us, there is a phenomenon Lacan’s discourse of University, which in 20 century was firstly given as a Stalinist discourse and today is given as a neo-liberal discourse of globalization. From underneath og a seeming objectivity, a Master insists-either the Party and the Capital. Just as the utopia of the world proletarian revolution has fallen apart, the utopia of globalize capitalism and liberal democracy is also falling apart. The 9/11 event is opening opportunities for a construction of the field of social and political, out of the contour of the status quo. The coordinates of the possibility has changed and if we take the non-existence of the grand Autre on ourselves, then the contingence interference in the existent socio-symbolic order is possible.

  14. Persuasion - South African language in action

    Directory of Open Access Journals (Sweden)

    Elaine Ridge

    2013-02-01

    Full Text Available The issue of which English should be privileged in South Africa has been hotly debated This article argues against the binary thinking that has fuelled this debate. It contends that standard English should be taught since it is the proper or appropriate choice in particular contexts. Competence in standard English would extend and enhance learners' repertoires. However, unless the richly textured variety of "other" Englishes is accommodated in the classroom, there is a strong danger of what Phillipson (1992 terms linguicism. The article argues that a possible means of exploring the richly textured varieties in use in South Africa would be to focus on the choice of accent in radio advertisements. Some suggestions are outlined as to how a critical awareness of the persuasive effict of particular accents in particular contexts can be developed Finally, a plea is made for stylistic experimentation to be honoured in South African classrooms as a further means of exploring the language resources in South Africa. Die debat random die soort Engels wat in Suid-Afrika bevoordeel behoort te word is nog steeds aan die gang. In hierdie artikel word daar aangevoer dat dit die gevolg is van die binere denke oor hierdie saak Daar word beweer dat Standaard-Engels onderrig behoort te word aangesien dit die maak van 'n korrekte of geskikte keuse in bepaalde kontekste behels. Vaardigheid in Standaard-Engels salleerders se repertoire uitbrei en versterk Dit beteken egter nie dat die ryk tekstuurverskeidenheid van die "ander" soorte Engels in die k/askamer buite rekening gelaat mag word nie. Indien dit sou gebeur, bestaan die gevaar van wat Phil/ipson (1992 "linguisisme" noem. Volgens die artikel is die bestudering van radioadvertensies, met die fokus op die keuse van k/em, 'n moontlike manier om die ryk tekstuurverskeidenheid van Engels wat in Suid-Afrika gebruik word te ondersoek Bepaalde voorstelle word aan die hand gedoen oor hoe 'n kritiese bewustheid ontwikkel

  15. Discourses of Consumption in US-American Culture

    Directory of Open Access Journals (Sweden)

    Rita Turner

    2010-07-01

    Full Text Available This paper explores varieties and examples of discourses of consumption, focusing primarily on US-American cultural discourses. The international community has in recent years developed an extremely valuable body of literature examining strategies for facilitating sustainable consumption; economic ramifications of varying consumption behaviors; attitudes and social structures that encourage or discourage sustainable consumption; approaches to consumption as a component of a sustainable or “green” lifestyle; and considerations of consumption practices in relation to inequities between North and South. The United States has made relatively few contributions to this body of literature thus far. But although the U.S. has not been one of the primary sources of academic literature on sustainable consumption, several types of discourses on consumption have become prominent in U.S. popular culture. These types of discourses include examinations of the moral status of consumption; investigations of the environmental or health consequences of modern consumption behaviors; explorations and critiques of green consumerism; and discourses that either construct or critique the commodification of the nonhuman world to produce objects for consumption. Throughout this paper I outline and offer examples of these strains of popular discourse, drawing on a newly-emerging body of U.S. literature and critically analyzing instances of discourse about sustainable consumption in film, television, internet, and print media. I conclude by examining new perspectives on sustainable coexistence that offer transformative possibilities for establishing relationships with the more-than-human world that are not based primarily on consumption.

  16. Discourses and Models of Intermediality

    OpenAIRE

    Schröter, Jens

    2011-01-01

    In his article "Discourses and Models of Intermediality" Jens Schröter discusses the question as to what relations do different discourses pose between different "media." Schröter identifies four models of discourse: 1) synthetic intermediality: a "fusion" of different media to super-media, a model with roots in the Wagnerian concept of Gesamtkunstwerk with political connotations, 2) formal (or transmedial) intermediality: a concept based on formal structures not "specific" to one medium but ...

  17. The effectiveness of adaptation of the protagonist in narrative persuasion

    NARCIS (Netherlands)

    de Graaf, A.

    2013-01-01

    This study tests whether the adaptation of a narrative’s protagonist to be similar to readers increases narrative persuasion in the health domain. A between-subjects (N = 220) experiment was conducted that varied the similarity of the protagonist to the participants. Results showed that participants

  18. Adopt-a-Nonprofit: A Project in Persuasion and Collaboration.

    Science.gov (United States)

    Spears, Lee A.

    1996-01-01

    Describes a project for professional writing classes that teaches effective persuasive writing, as teams of students research local nonprofit or campus service organizations, design projects to address their groups' main needs, and write solicitation letters for donations or volunteers. Discusses potential problems and how students benefit. (SR)

  19. Affect and Persuasion: Effects on Motivation for Information Processing.

    Science.gov (United States)

    Leach, Mark M; Stoltenberg, Cal D.

    The relationship between mood and information processing, particularly when reviewing the Elaboration Likelihood Model of persuasion, lacks conclusive evidence. This study was designed to investigate the hypothesis that information processing would be greater for mood-topic congruence than non mood-topic congruence. Undergraduate students (N=216)…

  20. Persuading Collaboration: Analysing Persuasion in Online Collaboration Projects

    DEFF Research Database (Denmark)

    McHugh, Ronan; Larsen, Birger

    2010-01-01

    In this paper we propose that online collaborative production sites can be fruitfully analysed in terms of the general theoretical framework of Persuasive Design. OpenStreetMap and The Pirate Bay are used as examples of collaborative production sites. Results of a quantitative analysis of persuas...

  1. The persuasive powers of text, voice, and film

    DEFF Research Database (Denmark)

    Juel, Henrik

    2014-01-01

    This paper presents and discusses a lecture hall experiment concerning the rhetorical impact of different media. The experiment brings out notable differences in the effects of persuasion and argument embedded in the same set of words - in this case an extract from a historic speech - when...

  2. Persuasive Writing and the Student-Run Symposium

    Science.gov (United States)

    Mayer, James C.

    2007-01-01

    High school teacher James C. Mayer explains how a student-run symposium can promote "risk-taking and participation" and help students practice effective persuasion skills before demonstrating them in writing. The symposium places students in roles that encourage responsibility and ownership for discussion and learning, shifting the classroom…

  3. Persuasive technology for human well-being : Setting the scene

    NARCIS (Netherlands)

    IJsselsteijn, W.A.; Kort, de Y.A.W.; Midden, C.J.H.; Eggen, J.H.; Hoven, van den E.A.W.H.; Kort, de Y.A.W.; IJsselsteijn, W.A.; Midden, C.J.H.

    2006-01-01

    In this short paper we aim to give a brief introduction to persuasive technology, especially as it pertains to human well-being. We discuss a number of current research opportunities in areas of healthcare, environmental conservation, and education. We conclude by highlighting what we regard as the

  4. ShuttleKickers : exploring social persuasions to encourage physical activities

    NARCIS (Netherlands)

    Ren, X.; Lu, Y.; Brombacher, A.C.; Bekker, M.M.

    In the HCI domain, many researches have been carried out on how to apply Persuasive Technology (PT) to stimulate a more active lifestyle. Regarding collectivist cultures, social influence has been considered as one of the most impactful factors among others in PT. Within one societal context,

  5. Hearts or minds? Identifying persuasive messages on climate change

    Directory of Open Access Journals (Sweden)

    Bethany Albertson

    2015-03-01

    Full Text Available This article sheds light on what kinds of appeals persuade the US public on climate change. Using an experimental design, we assign a diverse sample of 330 participants to one of four conditions: an economic self-interest appeal, a moral appeal, a mixed appeal combining self-interest and morality and a control condition with no persuasive appeal.1 Participants were then asked a series of questions about their willingness to support advocacy efforts, including such actions as writing a letter to Congress, signing a petition and joining an organization. We hypothesized that for issues like climate change where it is expensive to address the problem, arguments based on self-interest are more likely to be persuasive than moral appeals. Our experiment yielded some surprising results. Knowledge was an important moderator of people’s attitudes on climate change in response to the persuasive messages. We found that among respondents who were more knowledgeable about climate change that the economic frame was most the persuasive in terms of a subject’s willingness to take actions to support the cause. However, among low knowledge respondents, the control condition without messaging yielded the most concern.

  6. The Persuasiveness of Metaphor: A Replication and Extension.

    Science.gov (United States)

    Siltanen, Susan A.

    1981-01-01

    Tested the persuasiveness of three extended concluding metaphors: sex, death, and sex-death. (Speech topic for high school students was the anti-legalization of marihuana.) Results indicated that attitudes changed more toward the position advocated in the speech when it contained a concluding sex metaphor than when it did not. (PD)

  7. Interaction patterns in crisis negotiations: Persuasive arguments and cultural differences

    NARCIS (Netherlands)

    Giebels, Ellen; Taylor, Paul J; Taylor, Paul J.

    2009-01-01

    This research examines cultural differences in negotiators' responses to persuasive arguments in crisis (hostage) negotiations over time. Using a new method of examining cue-response patterns, the authors examined 25 crisis negotiations in which police negotiators interacted with perpetrators from

  8. Perceptions of Rebuttal Analogy: Politeness and Implications for Persuasion.

    Science.gov (United States)

    Whaley, Bryan B.

    1997-01-01

    States that recent theorizing about the role of analogy in persuasion suggests that "rebuttal" analogy addresses two communicative functions by serving as argument and a method of social attack. Examines message receivers' perceptions of rebuttal analogy and rebuttal analogy users. Finds that participants perceived the communicator using…

  9. Playful persuasion to support older adults’ social and physical activities

    NARCIS (Netherlands)

    Romero Herrera, N.A.; Sturm, Janienke; Bekker, M.M.; Valk, de L.C.T.; Kruitwagen, S.

    2010-01-01

    In this paper we describe a case study in which we examine how to develop playful persuasive solutions to motivate older adults to maintain or increase their social and physical activities. By including various stakeholders (older adults, family, and care givers) and by designing for transitions in

  10. Investigating Persuasive Writing by 9-11 Year Olds

    Science.gov (United States)

    Beard, Roger; Burrell, Andrew; Homer, Matt

    2016-01-01

    Within research into children's persuasive writing, relatively little work has been done on the writing of advertisements, how such writing develops in the primary school years and the textual features that help to secure this development. Framed within rhetoric, writing and linguistics, an exploratory study was undertaken in which a standardised…

  11. Atypical Food Packaging Affects The Persuasive Impact of Product Claims

    NARCIS (Netherlands)

    van Ooijen, M.L.; Fransen, P.W.J.; Verlegh, P.W.J.; Smit, E.G.

    2016-01-01

    Atypical food packaging draws attention in the retail environment, and therefore increases product salience. However, until now, no research has focused on how atypical packaging affects the persuasive impact of other food information. In the present study, we propose that atypical packaging

  12. Atypical food packaging affects the persuasive impact of product claims

    NARCIS (Netherlands)

    van Ooijen, I.; Fransen, M.L.; Verlegh, P.W.J.; Smit, E.G.

    Atypical food packaging draws attention in the retail environment, and therefore increases product sal- ience. However, until now, no research has focused on how atypical packaging affects the persuasive impact of other food information. In the present study, we propose that atypical packaging

  13. Fear and Loving in Las Vegas: Evolution, Emotion, and Persuasion.

    Science.gov (United States)

    Griskevicius, Vladas; Goldstein, Noah J; Mortensen, Chad R; Sundie, Jill M; Cialdini, Robert B; Kenrick, Douglas T

    2009-06-01

    How do arousal-inducing contexts, such as frightening or romantic television programs, influence the effectiveness of basic persuasion heuristics? Different predictions are made by three theoretical models: A general arousal model predicts that arousal should increase effectiveness of heuristics; an affective valence model predicts that effectiveness should depend on whether the context elicits positive or negative affect; an evolutionary model predicts that persuasiveness should depend on both the specific emotion that is elicited and the content of the particular heuristic. Three experiments examined how fear-inducing versus romantic contexts influenced the effectiveness of two widely used heuristics-social proof (e.g., "most popular") and scarcity (e.g., "limited edition"). Results supported predictions from an evolutionary model, showing that fear can lead scarcity appeals to be counter-persuasive, and that romantic desire can lead social proof appeals to be counter-persuasive. The findings highlight how an evolutionary theoretical approach can lead to novel theoretical and practical marketing insights.

  14. Using Motivated Sequence in Persuasive Speaking: The Speech for Charity

    Science.gov (United States)

    McDermott, Virginia M.

    2004-01-01

    Objective: To select a charitable organization to receive the class monetary donation. Type of speech: Persuasive. Point value: 100 points, which is 20% of course grade. Requirements: (a) References: 5; (b) Length: 5-7 minutes; (c) Visual aid: Yes; (d) Outline: Yes; (e) Prerequisite reading: Chapter 15 (Lucas, 2001), Chapter 7 (McKerrow, Gronbeck,…

  15. Empowerment, Coercive Persuasion and Organizational Learning: Do They Connect?

    Science.gov (United States)

    Schein, Edgar H.

    1999-01-01

    Individual learning in organizations can be de facto coercive persuasion when organizational learning and culture change require that learners develop appropriate attitudes and thinking. If the goal of organizational learning--innovative organizations--is accepted, moral choices that restrict individual freedom must be made. (SK)

  16. The Impact of Argumentativeness on Resistance to Persuasion.

    Science.gov (United States)

    Kazoleas, Dean

    1993-01-01

    Examines the impact of argumentativeness on cognitive responses and attitude change of undergraduate college students. Finds that argumentative individuals generate greater numbers of counterarguments and are more resistant to persuasion. Indicates that attitude change for the highly argumentative individual is a function of both positive and…

  17. Car App's Persuasive Design Principles and Behavior Change

    Science.gov (United States)

    Zhang, Chao; Wan, Lili; Min, Daihwan

    2016-01-01

    The emphasis of this study lies in behavior change after using car apps that assist users in using their vehicles and establishing a process for examining the interrelationship between car app's persuasive characteristics and behavior change. A categorizing method was developed and 697 car apps were investigated and classified into eight…

  18. The Persuasiveness of Metaphor: A Replication and Extension.

    Science.gov (United States)

    Siltanen, Susan A.

    A study was conducted to replicate and extend an earlier investigation of the persuasive effects of extended, intense concluding sex and death metaphors by using a more controlled design and by mixing metaphors. Fifty-eight high school students completed pretests assessing their attitudes toward a speech topic (legalization of marijuana). Two…

  19. Personalized persuasive game design for youth addiction care

    NARCIS (Netherlands)

    Van Dooren, M.M.M.; Visch, V.T.; Goossens, R.H.M.; Spijkerman, R.; Hendriks, V.M.

    2015-01-01

    Applying persuasive games in mental healthcare contexts, especially using game-elements to support and redesign therapy, is a relatively new concept. In the youth addiction care context, patients often have comorbidities, causing a lot of differences between them. Besides this, therapists apply the

  20. Exploiting attractiveness in persuasion: senders' implicit theories about receivers' processing motivation.

    Science.gov (United States)

    Vogel, Tobias; Kutzner, Florian; Fiedler, Klaus; Freytag, Peter

    2010-06-01

    Previous research suggests a positive correlation between physical attractiveness and the expectation of positive outcomes in social interactions, such as successful persuasion. However, prominent persuasion theories do not imply a general advantage of attractive senders. Instead, the persuasion success should vary with the receivers' processing motivation and processing capacity. Focusing on the perspective of the sender, the authors elaborate on lay theories about how attractiveness affects persuasion success. They propose that lay theories (a) match scientific models in that they also comprise the interaction of senders' attractiveness and receivers' processing characteristics, (b) guide laypersons' anticipation of persuasion success, and (c) translate into strategic behavior. They show that anticipated persuasion success depends on the interplay of perceived attractiveness and expectations about receivers' processing motivation (Experiment 1 and 2). Further experiments show that laypersons strategically attempt to exploit attractiveness in that they approach situations (Experiment 3) and persons (Experiment 4) that promise persuasion success.

  1. Discourse in Systemic Operational Design

    National Research Council Canada - National Science Library

    DiPasquale, Joseph A

    2007-01-01

    .... The monograph presents alternative ways to consider discourse, the implications of this for theory of Systemic Operational Design, and how these alternatives can lead to a richer understanding...

  2. Ethical persuasion: the rhetoric of communication in critical care.

    Science.gov (United States)

    Dubov, Alex

    2015-06-01

    This article reviews the ethics of rhetoric in critical care. Rational appeals in critical care fail to move patients or surrogates to a better course of action. Appeals to their emotions are considered illegitimate because they may preclude autonomous choice. This article discusses whether it is always unethical to change someone's beliefs, whether persuasive communication is inherently harmful and whether it leaves no space for voluntariness. To answer these questions, the article engages with Aristotle's work, Rhetoric. In considering whether there is a place for emotionally charged messages in a patient-provider relationship, the article intends to delineate the nature of this relationship and describe the duties this relationship implies. The article presents examples of persuasive communication used in critical care and discusses whether providers may have a duty to persuade patients. This duty is supported by the fact that doctors often influence patients' and families' choices by framing presented options. Doctors should assume responsibility in recognizing these personal and contextual influences that may influence the medical choices of their patients. They should attempt to modify these contextual factors and biases in a way that would assist patients and families in reaching the desired outcomes. The opening sections surveyed a number of definitions found in relevant literature and outlined some of the concepts included in the proposed definition. This definition helps to distinguish instances of persuasion from cases of manipulation, coercion and deception. Considering the fact that patients and families often make irrational decisions and the fact that doctors inadvertently influence their choices, the article suggested that persuasion can be a positive tool in medical communication. When patients or families clearly do not understand the risks or make decisions that contradict their long-term goals, persuasion can be used as a positive influence.

  3. Multifrenic Climate Discourses

    DEFF Research Database (Denmark)

    Rasmussen, Tove Arendt; Andersen, Maria Wael; Halgaard Nielsen, Marie

    On the basis of qualitative interviews on ’Energibyen Frederikshavn’ (Energy City Frederikshavn), the article reveals various rationales underlying modern consumers' often contradictory opinions and attitudes to climate change and energy consumption. It may seem hard to decide whether the interest...... in sustainable, alternative sources of energy is conditioned by the soaring price of oil or present threats of climate change. The paper will discuss the energy discourses produced by the people in the participating focus group in the light of three rather different, theoretical positions. And, finally, we...

  4. THE NARRATIVE CHARACTERISTICS OF ISLAMIC TERRORISM DISCOURSES

    Directory of Open Access Journals (Sweden)

    Ridwan Rosdiawan

    2014-12-01

    Full Text Available While polemics is still shadowing the internationally accepted definition, the word “Terrorism” becomes more controversial when it is paralleled with “Islam”. The Islamic Terrorism discourse is more likely to be an elusive concept if not a Fata Morgana. Its very existence appears as a real entity but its form can hardly be described. It would be always be problematic to posterize such a terrible notion as “terrorism” and put it side by side with a noble concept as in “Islam”. The fact, however, shows that the two-word has been widely discussed in global arena. “Islamic Terrorism” has become a trending topic in global politics and academic discourses in the first decade of the millennium.

  5. Social connections and the persuasiveness of viral campaigns in social network sites: persuasive intent as the underlying mechanism

    NARCIS (Netherlands)

    van Noort, G.; Antheunis, M.L.; van Reijmersdal, E.A.

    2012-01-01

    Social media are increasingly popular. Consequently, marketers more and more recognize social network sites as a platform for commercial campaigns. Social network users forward these campaigns to their online connections. However, our understanding of the persuasiveness of these campaigns is scarce.

  6. Mapping Mathematics in Classroom Discourse

    Science.gov (United States)

    Herbel-Eisenmann, Beth A.; Otten, Samuel

    2011-01-01

    This article offers a particular analytic method from systemic functional linguistics, "thematic analysis," which reveals the mathematical meaning potentials construed in discourse. Addressing concerns that discourse analysis is too often content-free, thematic analysis provides a way to represent semantic structures of mathematical content,…

  7. Credibility Discourse of PR Agencies

    DEFF Research Database (Denmark)

    Isaksson, Maria; Jørgensen, Poul Erik Flyvholm

    2008-01-01

    to giving assurance of their expertise, trustworthiness and empathy, thus confirming our overall expectation that corporate credibility discourse is relatively uniform from a European perspective. However, contrary to our assumptions, the results of our study show that PR credibility discourse demonstrates...

  8. Gendered Discourse about Family Business

    Science.gov (United States)

    Danes, Sharon M.; Haberman, Heather R.; McTavish, Donald

    2005-01-01

    Language patterns of family business owners were explored by identifying discourse styles and emphasized ideas in four presenting contexts: business, family, intersection of family and business, and business success. The content analysis supports the existence of a general discourse style within family businesses and of similarities and…

  9. Promoting Civil Discourse on Campus

    Science.gov (United States)

    Bornstein, Rita

    2010-01-01

    During the past several decades, off campus and on, much of the discourse on controversial issues has been personal, vicious, and divisive. On the national scene, politics has become permeated with incivility. It now appears that Americans have been naive about their ability and willingness to engage in civil discourse and compromise. How can…

  10. Critical Analysis of Multimodal Discourse

    DEFF Research Database (Denmark)

    van Leeuwen, Theo

    2013-01-01

    This is an encyclopaedia article which defines the fields of critical discourse analysis and multimodality studies, argues that within critical discourse analysis more attention should be paid to multimodality, and within multimodality to critical analysis, and ends reviewing a few examples of re...

  11. Understanding the Authority of International Courts and Tribunals: On Delegation and Discursive Construction

    NARCIS (Netherlands)

    Venzke, I.

    2013-01-01

    This article develops an understanding of authority as the ability to establish content-laden reference points that participants in legal discourse can hardly escape. Situating authority between coercion by force and persuasion through argument, it carves out recognition and constraint as

  12. Understanding the authority of international courts and tribunals: on delegation and discursive construction

    NARCIS (Netherlands)

    Venzke, I.

    2013-01-01

    This Article develops an understanding of authority as the ability to establish content-laden reference points that participants in legal discourse can hardly escape. Situating authority between coercion by force and persuasion through argument, it carves out recognition and constraint as

  13. Disclosing discourses: biomedical and hospitality discourses in patient education materials.

    Science.gov (United States)

    Öresland, Stina; Friberg, Febe; Määttä, Sylvia; Öhlen, Joakim

    2015-09-01

    Patient education materials have the potential to strengthen the health literacy of patients. Previous studies indicate that readability and suitability may be improved. The aim of this study was to explore and analyze discourses inherent in patient education materials since analysis of discourses could illuminate values and norms inherent in them. Clinics in Sweden that provided colorectal cancer surgery allowed access to written information and 'welcome letters' sent to patients. The material was analysed by means of discourse analysis, embedded in Derrida's approach of deconstruction. The analysis revealed a biomedical discourse and a hospitality discourse. In the biomedical discourse, the subject position of the personnel was interpreted as the messenger of medical information while that of the patients as the carrier of diagnoses and recipients of biomedical information. In the hospitality discourse, the subject position of the personnel was interpreted as hosts who invite and welcome the patients as guests. The study highlights the need to eliminate paternalism and fosters a critical reflective stance among professionals regarding power and paternalism inherent in health care communication. © 2015 John Wiley & Sons Ltd.

  14. Engagement and Empathy Discourses in Corporate Communication: The Case of “The Science of Engagement”

    Directory of Open Access Journals (Sweden)

    Liz Yeomans

    2015-12-01

    Full Text Available This paper analyzes engagement and empathy discourse in a corporate document The Science of Engagement published online by a leading UK PR agency. The method used was a critical discourse analysis (CDA of the document, and the findings reveal that the engagement discourse in this document positions the consumer as a passive, compulsive purchaser, while the empathy discourse largely frames the consumer as young and more empathic than previous generations, and thus an easily accessible target for brands to appeal to, using emotional communication on social media. The conclusion of the paper is that in contrast to conceptual understandings of engagement as two-way and empathy as other-oriented, the Agency relies on early understanding of engagement as a cognitive process based on instincts and persuasive communication, and not as a concept of social communication that will be dependent on cultural and social differences, individual approach, and trust. This practice goes against the already acknowledged view of engagement and empathy as more than just cognitive responses by consumers, and presents an outdated understanding of these increasingly debated concepts.

  15. The Operator Guide: An Ambient Persuasive Interface in the Factory

    Science.gov (United States)

    Meschtscherjakov, Alexander; Reitberger, Wolfgang; Pöhr, Florian; Tscheligi, Manfred

    In this paper we introduce the context of a semiconductor factory as a promising area for the application of innovative interaction approaches. In order to increase efficiency ambient persuasive interfaces, which influence the operators' behaviour to perform in an optimized way, could constitute a potential strategy. We present insights gained from qualitative studies conducted in a specific semiconductor factory and provide a description of typical work processes and already deployed interfaces in this context. These findings informed the design of a prototype of an ambient persuasive interface within this realm - the "Operator Guide". Its overall aim is to improve work efficiency, while still maintaining a minimal error rate. We provide a detailed description of the Operator Guide along with an outlook of the next steps within a user-centered design approach.

  16. Motivating the interest in Danish literature with Mobile Persuasive Learning

    DEFF Research Database (Denmark)

    Gram-Hansen, Sandra Burri; Kristensen, Karina Dyrby; Gram-Hansen, Lasse Burri

    2013-01-01

    This paper analyses and discusses the potential of Mobile Persuasive Learning (MPL) in relation to learning scenarios that involve complex and interdisciplinary learning material. A specific example of MPL is presented, which has been developed with the intent to motivate the interest of the life...... and works of Danish author and playwright Kaj Munk. A Persuasive Learning Design (PLD) is tried in a specific learning scenario that aims to introduce the history of Kaj Munk to students in lower secondary education in Vester Hassing in Northern Jutland. The methodological background for the chosen scenario...... is described and evaluation activities are presented and discussed and it is argued that while the topic is possibly too complex for the particular age group of students chosen, evaluation feedback and researcher observations point towards a significant potential in further developing MPL-designs in a school...

  17. Persuasive Dialogue Based on a Narrative Theory: An ECA Implementation

    Science.gov (United States)

    Cavazza, Marc; Smith, Cameron; Charlton, Daniel; Crook, Nigel; Boye, Johan; Pulman, Stephen; Moilanen, Karo; Pizzi, David; de La Camara, Raul Santos; Turunen, Markku

    Embodied Conversational Agents (ECA) are poised to constitute a specific category within persuasive systems, in particular through their ability to support affective dialogue. One possible approach consists in using ECA as virtual coaches or personal assistants and to make persuasion part of a dialogue game implementing specific argumentation or negotiation features. In this paper, we explore an alternative framework, which emerges from the long-term development of ECA as "Companions" supporting free conversation with the user, rather than task-oriented dialogue. Our system aims at influencing user attitudes as part of free conversation, albeit on a limited set of topics. We describe the implementation of a Companion ECA to which the user reports on his working day, and which can assess the user's emotional attitude towards daily events in the office, trying to influence such attitude using affective strategies derived from a narrative model. This discussion is illustrated through examples from a first fully-implemented prototype.

  18. Persuasion, Influence, and Value: Perspectives from Communication and Social Neuroscience.

    Science.gov (United States)

    Falk, Emily; Scholz, Christin

    2018-01-04

    Opportunities to persuade and be persuaded are ubiquitous. What determines whether influence spreads and takes hold? This review provides an overview of evidence for the central role of subjective valuation in persuasion and social influence for both propagators and receivers of influence. We first review evidence that decisions to communicate information are determined by the subjective value a communicator expects to gain from sharing. We next review evidence that the effects of social influence and persuasion on receivers, in turn, arise from changes in the receiver's subjective valuation of objects, ideas, and behaviors. We then review evidence that self-related and social considerations are two key inputs to the value calculation in both communicators and receivers. Finally, we highlight biological coupling between communicators and receivers as a mechanism through which perceptions of value can be transmitted.

  19. Predicting Persuasion-Induced Behavior Change from the Brain

    Science.gov (United States)

    Falk, Emily B.; Berkman, Elliot T.; Mann, Traci; Harrison, Brittany; Lieberman, Matthew D.

    2011-01-01

    Although persuasive messages often alter people’s self-reported attitudes and intentions to perform behaviors, these self-reports do not necessarily predict behavior change. We demonstrate that neural responses to persuasive messages can predict variability in behavior change in the subsequent week. Specifically, an a priori region of interest (ROI) in medial prefrontal cortex (MPFC) was reliably associated with behavior change (r = 0.49, p < 0.05). Additionally, an iterative cross-validation approach using activity in this MPFC ROI predicted an average 23% of the variance in behavior change beyond the variance predicted by self-reported attitudes and intentions. Thus, neural signals can predict behavioral changes that are not predicted from self-reported attitudes and intentions alone. Additionally, this is the first functional magnetic resonance imaging study to demonstrate that a neural signal can predict complex real world behavior days in advance. PMID:20573889

  20. Al Qaida’s Persuasive Devices in the Digital World

    Directory of Open Access Journals (Sweden)

    Julia E. Wright

    2015-05-01

    Full Text Available The study examines the application of the post-World War II U.S. Armed Forces propaganda analysis methods as a valid framework for the analysis of modern extremist social media.  Using Jihadist and Islamic extremist, Al Qaida core, affiliate and associate (AQAA, digital media products, the framework examines persuasive devices used to attempt to appeal to potential recruits and ultimately incite them to violence.  The findings of the content analysis extend previous examinations and provide a unique lens in which to view the appeals used in messaging to encourage potential violent actors in civil society. The examination categorizes tools of persuasion with the aim to validate the applicability of a historical framework in exploring modern messaging, informing future counter-narratives, and providing law enforcement cues in the analysis and determination of ongoing threats in their respective jurisdictions.

  1. Predicting persuasion-induced behavior change from the brain.

    Science.gov (United States)

    Falk, Emily B; Berkman, Elliot T; Mann, Traci; Harrison, Brittany; Lieberman, Matthew D

    2010-06-23

    Although persuasive messages often alter people's self-reported attitudes and intentions to perform behaviors, these self-reports do not necessarily predict behavior change. We demonstrate that neural responses to persuasive messages can predict variability in behavior change in the subsequent week. Specifically, an a priori region of interest (ROI) in medial prefrontal cortex (MPFC) was reliably associated with behavior change (r = 0.49, p change beyond the variance predicted by self-reported attitudes and intentions. Thus, neural signals can predict behavioral changes that are not predicted from self-reported attitudes and intentions alone. Additionally, this is the first functional magnetic resonance imaging study to demonstrate that a neural signal can predict complex real world behavior days in advance.

  2. Overt head movements and persuasion: a self-validation analysis.

    Science.gov (United States)

    Briñol, Pablo; Petty, Richard E

    2003-06-01

    The authors report 3 experiments that examine a new mechanism by which overt head movements can affect attitude change. In each experiment, participants were induced to either nod or to shake their heads while listening to a persuasive message. When the message arguments were strong, nodding produced more persuasion than shaking. When the arguments were weak, the reverse occurred. These effects were most pronounced when elaboration was high. These findings are consistent with the "self-validation" hypothesis that postulates that head movements either enhance (nodding) or undermine (shaking) confidence in one's thoughts about the message. In a 4th experiment, the authors extended this result to another overt behavior (writing with the dominant or nondominant hand) and a different attitude domain (self-esteem).

  3. Donors' Beliefs about Persuasion Episodes in Chariy Advertising

    OpenAIRE

    Huang, Fuzhi

    2008-01-01

    Guilt appeal as a persuasion tactic has become more and more popular. In particular, research of guilt appeal has undergone changes in history from sparse studies piggybacking on fear appeals to a few studies attempting to explain guilt mechanism with cognitive dissonance theory, later to more research seeking explanation of guilt from the information processing conflict perspective, finally to many studies from guilt arousing the communication paradigm perspective which seem to search for en...

  4. Towards a Persuasive Mobile Application to Reduce Sedentary Behavior

    OpenAIRE

    Van Dantzig, S.; Geleijnse, G.; Van Halteren, A.T.

    2011-01-01

    Prolonged sitting is a potential health risk, not only for people with an inactive lifestyle, but also for those who do meet the recommended amount of physical activity. In this paper, we present two waysto promote the reduction of sedentary behavior. First, we report onan experiment in which office workers (n = 40) received timely persuasive messages on their smartphones, advising them to take an active break whenever 30 minutes of almost uninterrupted computer activity was recorded. The mes...

  5. Machine learning techniques for persuasion dectection in conversation

    OpenAIRE

    Ortiz, Pedro.

    2010-01-01

    Approved for public release; distribution is unlimited We determined that it is possible to automatically detect persuasion in conversations using three traditional machine learning techniques, naive bayes, maximum entropy, and support vector machine. These results are the first of their kind and serve as a baseline for all future work in this field. The three techniques consistently outperformed the baseline F-score, but not at a level that would be useful for real world applications. The...

  6. Argumentation as rational persuasion in doctor-patient communication

    OpenAIRE

    Rubinelli Sara

    2013-01-01

    This paper discusses the value of argumentation as an instrument for rational persuasion in doctor patient (and general health professional patient) communication. Argumentation can be used to influence those beliefs that form the basis of an individual's attitudes and decision making process. In the medical context argumentation can be used to legitimize the points of view of the doctor and the patient; to correct add to or modify a patient's set of beliefs; and to enhance the patient's cent...

  7. Emotional Persuasion in Advertising: A Hierarchy-of-Processing Model

    OpenAIRE

    Heath, R

    2007-01-01

    There is a widespread belief that effective advertising works persuasively within an information processing paradigm. High attention is regarded as being of critical importance in facilitating this process, and emotional content is seen as supporting information processing by raising levels of attention. Recent research, however, suggests that emotional content in advertising can influence brand favourability even when rational content has no effect. This article explores the psychology behin...

  8. A Silent Rhetoric: The Mechanism of Propaganda as Persuasion

    Directory of Open Access Journals (Sweden)

    Ken-ichi Sasaki

    2008-01-01

    Full Text Available Under ongoing globalization the particularity of cultures has become a major topic in contemporary aesthetics. Someone insists on the right of national culture against globalism, others wish to bridge cultures.[1] Apparently opposing one another, they share the same gaze on the individual character of every culture. To confirm or transcend our cultural or national affiliation through art there exists the common dimension of aesthetic persuasion: that is the subject of this paper.

  9. The effectiveness of humor in persuasion: the case of business ethics training.

    Science.gov (United States)

    Lyttle, J

    2001-04-01

    In this study, persuasion theory was used to develop the following predictions about use of humor in persuasive messages for business ethics training: (a) cartoon drawings will enhance persuasion by creating liking for the source, (b) ironic wisecracks will enhance persuasion by serving as a distraction from counterarguments, and (c) self-effacing humor will enhance persuasion by improving source credibility. Canadian business students (N = 148) participated in 1 of 4 versions of "The Ethics Challenge," a training exercise used by the Lockheed Martin Corporation. Three versions were modified by adding or removing cartoon drawings (of cartoon characters Dilbert and Dogbert) and humorous responses (Dogbert's wisecracks). Removing the cartoon drawings had little effect on persuasiveness. Removing ironic wisecracks had more effect, and interfering with the self-effacing combination of cartoons and wisecracks had the strongest effect. The results suggest that researchers should ground their predictions in existing theory and that practitioners should differentiate among humor types.

  10. Personality and Persuasive Technology: An Exploratory Study on Health-Promoting Mobile Applications

    Science.gov (United States)

    Halko, Sajanee; Kientz, Julie A.

    Though a variety of persuasive health applications have been designed with a preventive standpoint toward diseases in mind, many have been designed largely for a general audience. Designers of these technologies may achieve more success if applications consider an individual's personality type. Our goal for this research was to explore the relationship between personality and persuasive technologies in the context of health-promoting mobile applications. We conducted an online survey with 240 participants using storyboards depicting eight different persuasive strategies, the Big Five Inventory for personality domains, and questions on perceptions of the persuasive technologies. Our results and analysis revealed a number of significant relationships between personality and the persuasive technologies we evaluated. The findings from this study can guide the development of persuasive technologies that can cater to individual personalities to improve the likelihood of their success.

  11. The persuasive role of ethos in doctor-patient interactions.

    Science.gov (United States)

    Bigi, Sarah

    2011-01-01

    In 'expert-to-non-expert' interactions, one of the distinguishing features is that there is no or very little shared knowledge between the subjects. This situation may become particularly challenging when the unshared knowledge is of a very technical kind, as the likeliness of misunderstandings or unsuccessful communication becomes very high. This is particularly true of interactions between patients and physicians. In the course of such interactions, physicians are expected to inform, advise and persuade patients regarding their health problems. It is especially when differences of opinion emerge that physicians need to be persuasive, but it is also then that this may become very difficult, as the patient does not share the medical expertise of the physician. At these moments, one of the most powerful means of persuasion in the hands of physicians is their professional ethos, or authority. The paper presents partial results of an ongoing research project aimed at describing the ways in which physicians construct their professional ethos in interactions with their patients, and how they use it to reconcile patients' diverging opinions with their own. The analysis is carried out on a corpus of video recordings of doctor-patient interactions and it is aimed at identifying different persuasive strategies based on the professional ethos.

  12. The role of persuasion power on the consensus formation

    Science.gov (United States)

    Gündüç, Semra; Eryiğit, Recep

    2015-05-01

    An opinion dynamics model which is based on a version of two dimensional Sznajd model is introduced. According to this model the dynamics is governed by the interactions between four agents which live on the corners of a plaquette and their neighbors. The distinctive feature of the model is that each individual is identified by two parameters, namely, opinion and persuasion ability. The united group may persuade the individuals living at the neighboring sites according to both the number and their persuasion ability. This form of the model is used to discuss opinion dynamics processes in societies where a campaign is conducted by the principle being united and putting forward arguments which are commonly accepted by the members of the society. It is seen that persuasion parameter plays the major role in the societies where a minority opinion gains ground to be the major opinion of the society. The model has been applied to the Scottish referendum opinion poles data since 2011. The model in its simplicity, predicts that the arguments of the minority opinion ("YES" votes) are more appealing despite the observed win of the "NO" votes. This result may be due to the abundance of the "NO" opinion supporters at the beginning of the campaign.

  13. PersonA: Persuasive social network for physical Activity.

    Science.gov (United States)

    Ayubi, Soleh U; Parmanto, Bambang

    2012-01-01

    Advances in physical activity (PA) monitoring devices provide ample opportunities for innovations in the way the information produced by these devices is used to encourage people to have more active lifestyles. One such innovation is expanding the current use of the information from self-management to social support. We developed a Persuasive social network for physical Activity (PersonA) that combines automatic input of physical activity data, a smartphone, and a social networking system (SNS). This paper describes the motivation for and overarching design of the PersonA and its functional and non-functional features. PersonA is designed to intelligently and automatically receive raw PA data from the sensors in the smartphone, calculate the data into meaningful PA information, store the information on a secure server, and show the information to the users as persuasive and real-time feedbacks or publish the information to the SNS to generate social support. The implementation of self-monitoring, social support, and persuasive concepts using currently available technologies has the potential for promoting healthy lifestyle, greater community participation, and higher quality of life. We also expect that PersonA will enable health professionals to collect in situ data related to physical activity. The platform is currently being used and tested to improve PA level of three groups of users in Pittsburgh, PA, USA.

  14. Measuring Effectiveness of Persuasive Games Using an Informative Control Condition

    Directory of Open Access Journals (Sweden)

    Mara Soekarjo

    2015-06-01

    Full Text Available Research about the effectiveness of persuasive games is still emerging. This article presents a literature review of studies that empirically evaluate the effectiveness of persuasive games. The review concluded that limited empirical evidence is currently available to prove their effectiveness in attitude change. It further revealed that almost no study employed an informative control condition, making it difficult to conclude that the game was more effective than a control condition. Next, in a pretest-posttest design an empirical study tested whether change in attitude was different for people playing the persuasive game "EnerCities" compared to a control condition where participants read a document with highly similar information. No significant differences in increase of attitude or knowledge between participants that played the game and participants in the informative control condition were found. Based on the results of the literature review and the empirical study presented, it hence cannot be concluded that playing a game leads to a greater change in attitude or knowledge acquisition than experiencing conventional media would. Future work should employ designs with proper control conditions and focus on which game features lead to significant effects.

  15. Persuasive Technology for Learning and Teaching – The EuroPLOT Project

    OpenAIRE

    Behringer, R; Soosay, M; Gram-Hansen, SB; Øhrstrøm, P; Sørensen, CG; Smith, C; Mikulecká, J; Winther-Nielsen, N; Winther-Nielsen, M; Herber, E

    2013-01-01

    The concept of persuasive design has demonstrated its benefits by changing human behavior in certain situations, but in the area of education and learning, this approach has rarely been used. To change this and to study the feasibility of persuasive technology in teaching and learning, the EuroPLOT project (PLOT = Persuasive Learning Objects and Technologies) has been funded 2010-2013 by the Education, Audiovisual and Culture Executive Agency (EACEA) in the Life-long Learning (LLL) programme....

  16. Use of Persuasive Technology to Change End-Users- IT Security Aware Behaviour: A Pilot Study

    OpenAIRE

    Ai Cheo Yeo; Md. Mahbubur Rahim; Yin Ying Ren

    2008-01-01

    Persuasive technology has been applied in marketing, health, environmental conservation, safety and other domains and is found to be quite effective in changing people-s attitude and behaviours. This research extends the application domains of persuasive technology to information security awareness and uses a theory-driven approach to evaluate the effectiveness of a web-based program developed based on the principles of persuasive technology to improve the information sec...

  17. Persuasive technology for health and wellness: State-of-the-art and emerging trends.

    Science.gov (United States)

    Orji, Rita; Moffatt, Karyn

    2018-03-01

    The evolving field of persuasive and behavior change technology is increasingly targeted at influencing behavior in the area of health and wellness. This paper provides an empirical review of 16 years (85 papers) of literature on persuasive technology for health and wellness to: (1.) answer important questions regarding the effectiveness of persuasive technology for health and wellness, (2.) summarize and highlight trends in the technology design, research methods, motivational strategies, theories, and health behaviors targeted by research to date, (3.) uncover pitfalls of existing persuasive technological interventions for health and wellness, and (4.) suggest directions for future research.

  18. Persuasion Model and Its Evaluation Based on Positive Change Degree of Agent Emotion

    Science.gov (United States)

    Jinghua, Wu; Wenguang, Lu; Hailiang, Meng

    For it can meet needs of negotiation among organizations take place in different time and place, and for it can make its course more rationality and result more ideal, persuasion based on agent can improve cooperation among organizations well. Integrated emotion change in agent persuasion can further bring agent advantage of artificial intelligence into play. Emotion of agent persuasion is classified, and the concept of positive change degree is given. Based on this, persuasion model based on positive change degree of agent emotion is constructed, which is explained clearly through an example. Finally, the method of relative evaluation is given, which is also verified through a calculation example.

  19. EXPLORING IMPLICIT META-DISCOURSE IN LEGAL DISCOURSE: AN ANALYSIS OF THE CHINESE AND AMERICAN CONSTITUTIONS

    Directory of Open Access Journals (Sweden)

    Mengyu He

    2017-09-01

    Full Text Available Research in meta-discourse, particularly explicit meta-discourse or meta-discourse markers has contributed much knowledge on the discourse features of specialised genres. However, there are very few studies on implicit meta-discourse. The current study explores implicit meta-discourse in legal discourse by comparing the implicit interpersonal meta-discourse in the Constitution of the People’s Republic of China with the Constitution of the United States. The focus of the study is the use of implicit meta-discourse, particularly the grammatical meta-discourse in the legal discourse of two different languages and cultural groups. The findings demonstrate that there are similarities and differences in the use of implicit meta-discourse in the two constitutions. Within the context of language discourse, the findings of the current study suggest that legal discourse is distinctive in the use of implicit interpersonal meta-discourse, particularly in the way writers intrude into the discourse implicitly by certain key grammatical forms of meta-discourse. Despite the objectivity and rigour of legal discourse, the current study found that there is some level of subjectivity in such discourse, evident from the use of implicit meta-discourse.

  20. Arab Media Discourse: Breaking Taboos

    Directory of Open Access Journals (Sweden)

    El Mustapha Lahlali

    2016-01-01

    Full Text Available This paper examines the development and change of Arab media discourse since mid-1990s. The paper looks at how the production and consumption of media discourse have changed dramatically in the Arab world over the last decade or so, notably in relation to taboos such as religion, governance and gender. The paper argues that transnational Arab media, particularly al-Jazeera, have contributed to this change by adopting a liberal and critical approach when dealing with Arab taboos. This change is clearly reflected in the new discourse adopted by both the Arab public and Arab media. Such a discourse practice shapes and is shaped by a new Arab social, cultural and political practice.

  1. The Discourse of "Environmentalist Hysteria."

    Science.gov (United States)

    Killingsworth, M. Jimmie; Palmer, Jacqueline S.

    1995-01-01

    Fleshes out a model of hysterical discourse, and applies it to an analysis of the charges and countercharges of "environmentalist hysteria." Gives special attention to the book that drew the earliest accusations of hysteria, Rachel Carson's "Silent Spring." (SR)

  2. Functional discourse grammar: pragmatic aspects

    NARCIS (Netherlands)

    Hannay, M.; Hengeveld, K.; Brisard, F.; Östman, J.O.; Verschueren, J.

    2009-01-01

    This chapter introduces Functional Discourse Grammar, focusing on the way in which this model is capable of accounting for the grammatical encoding of pragmatic distinctions and for the typological variation found in this area of grammar.

  3. The biomedical discourse relation bank

    Directory of Open Access Journals (Sweden)

    Joshi Aravind

    2011-05-01

    Full Text Available Abstract Background Identification of discourse relations, such as causal and contrastive relations, between situations mentioned in text is an important task for biomedical text-mining. A biomedical text corpus annotated with discourse relations would be very useful for developing and evaluating methods for biomedical discourse processing. However, little effort has been made to develop such an annotated resource. Results We have developed the Biomedical Discourse Relation Bank (BioDRB, in which we have annotated explicit and implicit discourse relations in 24 open-access full-text biomedical articles from the GENIA corpus. Guidelines for the annotation were adapted from the Penn Discourse TreeBank (PDTB, which has discourse relations annotated over open-domain news articles. We introduced new conventions and modifications to the sense classification. We report reliable inter-annotator agreement of over 80% for all sub-tasks. Experiments for identifying the sense of explicit discourse connectives show the connective itself as a highly reliable indicator for coarse sense classification (accuracy 90.9% and F1 score 0.89. These results are comparable to results obtained with the same classifier on the PDTB data. With more refined sense classification, there is degradation in performance (accuracy 69.2% and F1 score 0.28, mainly due to sparsity in the data. The size of the corpus was found to be sufficient for identifying the sense of explicit connectives, with classifier performance stabilizing at about 1900 training instances. Finally, the classifier performs poorly when trained on PDTB and tested on BioDRB (accuracy 54.5% and F1 score 0.57. Conclusion Our work shows that discourse relations can be reliably annotated in biomedical text. Coarse sense disambiguation of explicit connectives can be done with high reliability by using just the connective as a feature, but more refined sense classification requires either richer features or more

  4. RHIZOME AND DISCOURSE OF INTERMEDIALITY

    Directory of Open Access Journals (Sweden)

    Л Н Синельникова

    2017-12-01

    Full Text Available Rhizomaticity is a strategy and a regularity of text creation in a lot of modern commu-nicative discourse practices. What remains urgent is the problem of the systematic interdisciplinary de-scription of texts whose structure and language qualities are determined by the signs of the rhizome - a concept of post-modern philosophy introduced into the scientific field by the French philosopher Gilles Deleuze and the psychotherapist Félix Guattari (Deleuze, Guattari 1996. The rhizome (Fr. rhizome - rootstock, tuber, bulb, mycelium possesses the following qualities: it is non-linear, open and directed towards the unpredictability of discourse transformations through the possibilities of structure development in any direction; there is no centre or periphery in the rhizome, and any discourse element can become ‘a vital structure’ for text-creation. The rhizome does not have non-intersecting boundaries; and in the space of the rhizomatic discourse environment, an increase of reality facets takes place, non-standard associative con-nections appear, multiplication effects are formed, which create new meanings. Rhizomaticity is the quality of texts being organised by the laws of rhizomatic logic (V.F. Sharkov 2007, by the terms of which ‘su-perposition’ of discourses can take place, a transition from one semiotic system to another. The article makes an attempt to correlate the qualities of the rhizome with the signs of the intermedia discourse, which is built on the semiotic interaction of different media. The moving lines of the rhizome, its ‘branch-ing’ qualities can be found in poetic texts, in the evaluating segments of political discourse, in advertising discourse, in internet communications, which represent rhizomorphic environments. An analysis of examples from these spheres has shown that the rhizomatic approach opens new facets of intermediality. The author uses the methods of discourse analysis to prove that the openness and non

  5. On the plurality of discourses

    OpenAIRE

    Stewart-Wallace, Adam

    2010-01-01

    We talk about the world in different ways; by better understanding the ways we talk, we can better understand the world. Anyone who can appreciate this thought can appreciate the position here called discourse pluralism, or 'pluralism' for short. This covers a family of views in the realism debate, notably those of Michael Dummett (in one guise at least), Crispin Wright and Simon Blackburn. They believe that language is divided up into discourses corresponding to traditional areas of philosop...

  6. Discourse analysis and personal/professional development

    International Nuclear Information System (INIS)

    Boyes, C.

    2004-01-01

    The article discusses discourse analysis and its relevance to personal and professional development, drawing on elements of social theory. Related terms such as text, discourse and genre are defined and social theoretical implications explored. Practical application of discourse analysis to CPD is illustrated. A case is developed for understanding contemporary practice and the construction of personal and professional identity through discourse. Understanding discourse is presented as an enabling structure for personal and professional development

  7. A Discourse Analysis of School Counseling Supervisory E-Mail

    Science.gov (United States)

    Luke, Melissa; Gordon, Cynthia

    2011-01-01

    This article is a discourse analysis of weekly computer-mediated communications between 8 school counseling interns and their e-mail supervisor over a 16-week semester. Course-required e-mail supervision was provided as an adjunct to traditional face-to-face individual and group supervision. School counselor supervisees and supervisor enacted 3…

  8. Assessing Online Collaborative Discourse.

    Science.gov (United States)

    Breen, Henny

    2015-01-01

    This qualitative study using transcript analysis was undertaken to clarify the value of Harasim's Online Collaborative Learning Theory as a way to assess the collaborative process within nursing education. The theory incorporated three phases: (a) idea generating; (b) idea organizing; and (c) intellectual convergence. The transcripts of asynchronous discussions from a 2-week module about disaster nursing using a virtual community were analyzed and formed the data for this study. This study supports the use of Online Collaborative Learning Theory as a framework for assessing online collaborative discourse. Individual or group outcomes were required for the students to move through all three phases of the theory. The phases of the Online Collaborative Learning Theory could be used to evaluate the student's ability to collaborate. It is recommended that group process skills, which have more to do with interpersonal skills, be evaluated separately from collaborative learning, which has more to do with cognitive skills. Both are required for practicing nurses. When evaluated separately, the student learning needs are more clearly delineated. © 2014 Wiley Periodicals, Inc.

  9. Italy in Postcolonial Discourse

    Directory of Open Access Journals (Sweden)

    Concilio, Carmen

    2016-12-01

    Full Text Available In this essay, I would like to explore the representations of Italy through the eyes of three outstanding postcolonial writers: Jhumpa Lahiri, Michael Ondaatje and Nuruddin Farah. Even though Italy is an oasis of art and culture, Jhumpa Lahiri looks at it with a profound sense of both admiration and sadness in Hema and Kaushik (2008. Her scrutiny of the ancient, pre-imperial ruins of the Etruscan period leads her characters to question life, death and marital life. Similarly, Ondaatje opposes an Italian Renaissance villa to the debris left behind by war in his well-known The English Patient (1992. His Punjabi character Kirpal Singh mentions Gabicce Mare, a place that soon after World War II will become a memorial and cemetery for the Indian troops who fought and died for the liberation of Italy. This discourse is picked up by Helena Janaczeck, a Polish-Italian writer who combines a narrative on Polish migration in Italy with an elegiac narrative about the cemetery and memorial in Cassino, where a Maori goes to visit the tombs of his ancestor, who also participated with the Commonwealth troops in World War II. Nuruddin Farah too, who provides a reportage on Somali immigrants to Italy, seems to consider the country as a springboard either to other North European destinations or to a possible destiny back home. All three writers present Italy according to varied and unusual perspectives.

  10. Rethinking Discourses of Diversity: A Critical Discourse Study of Language Ideologies and Identity Negotiation in a University ESL Classroom

    Science.gov (United States)

    Kim, Jung Sook

    2017-01-01

    Diversity is valued and promoted in contemporary public discourse, but on the other hand, there is a strong tendency to homogenize differences in society. The tension between diversity and homogeneity is palpable on U.S. college campuses as the number of international students has been ever-increasing. A more nuanced approach is needed to grapple…

  11. Survivorship and discourses of identity.

    Science.gov (United States)

    Little, Miles; Paul, Kim; Jordens, Christopher F C; Sayers, Emma-Jane

    2002-01-01

    Personal identity is self-evidently important to us all. Identity is a philosophically complex subject, but there is some agreement that memory, embodiment and continuity are essential components. The sense of memory includes 'future memory', the kind of memory we would like to construct for ourselves as our lives proceed. While the sense of personal identity is internal to the individual, a sense of that person's identity exists in the minds of others. Extreme experiences threaten the element of continuity, because they may bring bodily changes as well as cognitive changes that challenge central values. Restoring or preserving continuity is a major task for survivors. The ways in which people experience discontinuity because of cancer illness, and the ways in which they manage this experience emerges from the narratives of the survivors of cancer and in the narratives of health care workers who look after them. People manage discontinuity by reference to stable 'anchor points' in their beliefs and values; by re-constructing versions of their pre-experience identities, drawing on past memory and finding ways to preserve a continuity between past memory, present experience and constructions of the future; by using the experience to develop established facets of identity; and by imbuing the experience with meaning and recognising the enlarged identity made possible by survival. Those who cannot achieve a sense of continuity may feel alienated from themselves, their friends and family. All these methods of management may be used by one person to negotiate the post-experience identity in its different social interactions. The experience of the survivor can be further understood by recognising the challenge posed by extreme experience to the sense of continuity of both embodied self and memory. A satisfactory discourse of survival has yet to enter the public domain. This lack adds to the burdens of survivors, including those who have survived cancer. Copyright 2002 John

  12. Art of persuasion: an analysis of techniques used to market foods to children.

    Science.gov (United States)

    Hebden, Lana; King, Lesley; Kelly, Bridget

    2011-11-01

    Persuasive marketing techniques, such as promotional characters, influence children's food preferences and requests for foods. The aim of this research was to describe the techniques used to market unhealthy foods and beverages to children on Sydney free-to-air television. Marketing techniques designed to appeal to children were identified from international literature and summarised into a systematic coding tool. Using this tool, the marketing techniques used in a random sample of 100 unique food advertisements, broadcasted on Sydney free-to-air television, were coded. Frequency of marketing techniques was analysed overall and for use in advertisements marketing unhealthy foods, emotionally or verbally appealing to parents, or featuring child actors. Advertisers' use of persuasive techniques generally did not differ by type of food advertised. Marketing techniques with greater prominence in unhealthy food advertising were palatability (54% of unhealthy food advertisements), convenience (52%), fantasy/imagination (28%), fun/happiness (17%) and cartoon characters (9%). Advertisements emotionally appealing to parents (24%) were significantly more likely to make general health or nutrition statements (38% vs. 17%), and appealed to children concurrently through fun/happiness and fantasy/imagination appeals. Children were depicted in advertisements as eating with friends or family, situated within the home and frequently snacking on less healthy foods. Food and beverage advertisers use a range of visual, audio and emotive techniques to appeal to children and their parents that do not discriminate by the type of food advertised. The range and complexity of these techniques complicate the restriction of their use in food advertising to children. © 2011 The Authors. Journal of Paediatrics and Child Health © 2011 Paediatrics and Child Health Division (Royal Australasian College of Physicians).

  13. Dialogue and Persuasion in the Islamic Tradition: Implications for Journalism

    Directory of Open Access Journals (Sweden)

    Khairiah A. Rahman

    2016-12-01

    Full Text Available As the dominant global media, Western media face constant ethical challenges. In a fast-paced, fast-changing world post-9/11, Western media have been accused of misrepresenting Islam and Muslims through biased reporting and misinformation. Muslims are often depicted as a homogenous group prone to acts of terrorism. Unsurprisingly, Muslims are cautious, if not resentful, of Western media that perpetuate Islamophobia. There needs to be more discussion on intercultural views of ethical communication if journalists and media outlets are serious about building trust and upholding ethical standards in reporting. Other cultural paradigms in media studies are needed to inform our practice for culturally diverse environments. This paper explores Western perspectives of dialogic and persuasive communication that are taught in the foundation year of media and communication tertiary study and compares them with the Islamic perspective, offering an insight into this untapped area. Unlike the traditional Western conceptual framework of dialogue and persuasion as separate entities that are potentially unethical, the Islamic perspective identifies both models as ethical and not mutually exclusive. One Anglo-based innovative study that applied quantum theory to communication on social media, argued for an interconnected relationship between dialogue and persuasion where the two can become entangled while existing in a state of superposition. It echoes the Islamic view except for the unethical potential and ambivalent application of either model. This preliminary study has implications for the practice of peace and conflict journalism, investigative journalism, and development journalism, which report on issues relating to Islam and the Muslim environments.

  14. Young Children's Persuasion in Everyday Conversation: Tactics and Attunement to Others' Mental States

    Science.gov (United States)

    Bartsch, Karen; Wright, Jennifer Cole; Estes, David

    2010-01-01

    Young children's persuasion tactics, and how these reflected attunement to others' mental states, were explored in archived longitudinal samples of transcribed at-home conversations of four children, three to five years old. Over 87,000 utterances were examined to identify conversation "chunks" involving persuasion; 1,307 chunks were then coded…

  15. 45 CFR 672.17 - Burden of presentation; burden of persuasion.

    Science.gov (United States)

    2010-10-01

    ... 45 Public Welfare 3 2010-10-01 2010-10-01 false Burden of presentation; burden of persuasion. 672.17 Section 672.17 Public Welfare Regulations Relating to Public Welfare (Continued) NATIONAL SCIENCE FOUNDATION ENFORCEMENT AND HEARING PROCEDURES § 672.17 Burden of presentation; burden of persuasion. The...

  16. Initial Position, Personal Control, and Attributional Augmentation of Persuasive Communication on Nuclear Disarmament.

    Science.gov (United States)

    Fleming, John H.; Shaver, Kelly G.

    The effectiveness of two alternative attitude change strategies--a traditional persuasive strategy and a combined attributional/persuasive strategy--in altering attitudes toward nuclear disarmament were compared. Seventeen male and 39 female undergraduate students at a small university participated. A nuclear disarmament attitude pretest was…

  17. Effects of online advertising format and persuasion knowledge on audience reactions

    NARCIS (Netherlands)

    Tutaj, K.; van Reijmersdal, E.A.

    2012-01-01

    In an experiment (N = 99), effects of subtle and prominent online advertising formats, respectively sponsored content and banner ads, on audience reactions toward the advertisement are tested. In addition, the role of several persuasion knowledge elements such as understanding of persuasive intent

  18. We will make you like our research: The development of a susceptibility-to-persuasion scale.

    Science.gov (United States)

    Modic, David; Anderson, Ross; Palomäki, Jussi

    2018-01-01

    Psychological and other persuasive mechanisms across diverse contexts are well researched, with many studies of the effectiveness of specific persuasive techniques on distinct types of human behaviour. In the present paper, our specific interest lies in the development of a generalized modular psychometric tool to measure individuals' susceptibility to persuasion. The scale is constructed using items from previously developed and validated particulate scales established in the domains of social psychology and behavioural economics. In the first study we establish the Susceptibility to Persuasion-II (StP-II) scale, containing 54 items, 10 subscales and further 6 sub-sub scales. In Study 2 we establish the scale's construct validity and reconfirm its reliability. We present a valid and reliable modular psychometric tool that measures general susceptibility to persuasive techniques. Since its inception, we have successfully implemented the StP-II scale to measure susceptibility to persuasion of IT security officers, the role of psychology of persuasion in cybercrime victims and general persuadability levels of Facebook users; these manuscripts are in preparation. We argue that the StP-II scale shows promise in measuring individual differences in susceptibility to persuasion, and is applicable across diverse contexts such as Internet security and cybercrime.

  19. Brain Mechanisms of Persuasion: How "Expert Power" Modulates Memory and Attitudes

    NARCIS (Netherlands)

    V. Klucharev (Vasily); A. Smidts (Ale); G. Fernández (Guillén)

    2008-01-01

    textabstractHuman behavior is affected by various forms of persuasion. The general persuasive effect of high expertise of the communicator, often referred to as "expert power", is well documented. We found that a single exposure to a combination of an expert and an object leads to a long-lasting

  20. Brain mechanisms of persuasion: How 'expert power' modulates memory and attitudes

    NARCIS (Netherlands)

    V. Klucharev (Vasily); A. Smidts (Ale); G. Fernandez (Guillén)

    2008-01-01

    textabstractHuman behaviour is affected by various forms of persuasion. The general persuasive effect of high expertise of the communicator, often referred to as 'expert power', is well documented. We found that a single exposure to a combination of an expert and an object leads to a long-lasting

  1. The Effect of Playing a Persuasive Game on Attitude and Affective Learning

    Science.gov (United States)

    Ruggiero, Dana

    2013-01-01

    To investigate whether a persuasive game may serve as a way to change attitude towards the homeless and increase affective learning, this study examined, experimentally, the effects of persuasive rhetoric and ethos in a video game designed to put the player in the shoes of an almost-homeless person for thirty days. Data were collected from 5139…

  2. Persuasive Mobile Technology Developed for Young People with an Autism Diagnosis

    DEFF Research Database (Denmark)

    Øhrstrøm, Peter

    2012-01-01

    The HANDS project suggests the use of Mobile Persuasion in order to support young people with an autism diagnosis and normal or high IQ. The paper offers a description and a discussion of the use in HANDS of ideas from the theory of persuasive technology. It is a survey paper summarizing the major...

  3. Investigating the influence of social exclusion on persuasion by a virtual agent

    NARCIS (Netherlands)

    Ruijten, P.A.M.; Ham, J.R.C.; Midden, C.J.H.; Spagnolli, A.; Chittaro, L.; Gamberini, L.

    2014-01-01

    Persuasive agents may function as a tool to induce changes in human behavior. Research has shown that human-likeness of such agents influences their effectiveness. Besides characteristics of the agent, other characteristics may also have strong influences on persuasive agents’ effectiveness. One

  4. PSYOP and Persuasion: Applying Social Psychology and Becoming an Informed Citizen

    Science.gov (United States)

    King, Sara B.

    2004-01-01

    This project teaches students about persuasion techniques, especially as governments use them. Most project examples came from the work of the U.S. military's modern Psychological Operations division. Social psychology students (a) reviewed influence techniques; (b) examined posters, leaflets, and other persuasion tools used in World War II, the…

  5. An experimental test of the relationship between voice intonation and persuasion in the domain of health

    NARCIS (Netherlands)

    Elbert, Sarah P.; Dijkstra, Arie

    2014-01-01

    Objective: In the process of behaviour change, intonation of speech is an important aspect that may influence persuasion when auditory messages are used. In two experiments, we tested to what extent different levels of intonation are related to persuasion and whether for some recipients the threat

  6. The persuasive effects of framing messages on fruit and vegetable consumption according to regulatory focus theory

    NARCIS (Netherlands)

    Dijkstra, Arie; Rothman, Alexander; Pietersma, Suzanne

    2011-01-01

    According to Regulatory Focus theory (RFT), outcomes in persuasive messages can be framed in four different ways, as gains, non-gains, losses or non-losses. In study 1, the persuasiveness of all four frames was compared and the presence/absence effect that was expected on the basis of the

  7. The Effect of Persuasion on the Utilization of Program Evaluation Information: A Preliminary Study.

    Science.gov (United States)

    Eason, Sandra H.; Thompson, Bruce

    The utilization of program evaluation may be made more effective by means of the application of contemporary persuasion theory. The Elaboration Likelihood Model--a model of cognitive processing, ability, and motivation--was used in this study to test the persuasive effects of source credibility and involvement on message acceptance of evaluation…

  8. Using ambient lighting in persuasive communication : the role of pre-existing color associations

    NARCIS (Netherlands)

    Lu, S.; Ham, J.R.C.; Midden, C.J.H.; Spagnolli, A.; Chittaro, L.; Gamberini, L.

    2014-01-01

    Earlier research indicated that ambient persuasive lighting can have persuasive effects on energy-efficiency behavior. However, why would this kind of ambient feedback be effective? The current research investigated the influence of the strength of associations (of colors used for giving feedback)

  9. Persuasive Writing and Self-Regulation Training for Writers with Autism Spectrum Disorders

    Science.gov (United States)

    Asaro-Saddler, Kristie; Bak, Nicole

    2014-01-01

    In this single-subject study, we examined the effects of a persuasive writing and self-regulation strategy on the writing of children with autism spectrum disorders (ASD). Six children with ASD worked in pairs to learn a mnemonic-based strategy for planning and writing a persuasive essay using the self-regulated strategy development (SRSD)…

  10. The persuasive power of emotions: Effects of emotional expressions on attitude formation and change

    NARCIS (Netherlands)

    van Kleef, G.A.; van den Berg, H.; Heerdink, M.W.

    2015-01-01

    Despite a long-standing interest in the intrapersonal role of affect in persuasion, the interpersonal effects of emotions on persuasion remain poorly understood—how do one person’s emotional expressions shape others’ attitudes? Drawing on emotions as social information (EASI) theory (Van Kleef,

  11. Mindless resistance to persuasion : Low self-control fosters the use of resistance-promoting heuristics

    NARCIS (Netherlands)

    Janssen, L; Fennis, Bob

    2017-01-01

    In our consumer society, people are confronted on a daily basis with unsolicited persuasion attempts. The present research challenges the prevailing view that resisting persuasion is more likely to fail when consumers have low self-control. Four experiments tested the hypothesis that impaired

  12. Speaking of Genocide: Double Binds and Political Discourse

    Directory of Open Access Journals (Sweden)

    Benjamin Meiches

    2017-10-01

    Full Text Available Genocide scholars have always argued over the best definition of genocide. However, recent genocide studies have begun to emphasize both the ‘contestable’ nature of genocide and, paradoxically, call for clear or rigid definitions of the term. This article evaluates this tension by examining the act of defining genocide as a type of epistemological practice. Placing the act of definition in the context of a complex socio-linguistic system, the article shows how genocide discourse is subject to a variety of demands and pressures. These pressures, internal to genocide discourse, inadvertently promote restrictive and paradoxical formulations of the concept. To illustrate this point, the article turns to Gregory Bateson’s theory of the ‘double bind’ to show how contemporary discourses on genocide inadvertently restrict conceptual and theoretical innovation. These restrictions have serious implications for how we think, study, and respond to genocide.

  13. Means of discourse manipulations in political party programs in Spain

    Directory of Open Access Journals (Sweden)

    Irina V. Smirnova

    2014-01-01

    Full Text Available Thanks to different mass media sources, members of any society are well aware of political developments and events and politicians. Every person has his or her own formed political beliefs and affirmations, interpreters other people's actions during political developments and evaluates events that take place. Political forces, in turn, see a person (a potential elector as an object of external information influence. This lets them use political communication when competing for the power. In the modern democratic society this competition is carried out via parliamentarian debates, politicians' speeches, examining political parties' programs, political agitation and voting. General audience-oriented political discourse implements its function of political information influence. As the goal of any political party's program (as an independent form of text in the system of political discourse is to win the elections and come to power, thus the audience influence function is one of the most fundamental and serve as the basis for the text. The text of a program itself is characterized by its persuasive orientation towards the audience, which reveal itself in such methods as convincing, argumentation, manipulation and evaluation. All the political programs pertain to parties which are at the power or which are in opposition. The main characteristic of oppositional programs is the criticism of the power, vice versa, the dominant party's programs confirm the correctness of their policy. All the political programs are multi-authored. The written form of any political program lets put into practice a detailed text analysis. This article presents the analysis of the texts of two leading Spanish political parties (the Spanish socialist worker's party and the people's party of Spain.

  14. Meeting the health and social needs of pregnant asylum seekers, midwifery students' perspectives: part 1; dominant discourses and midwifery students.

    Science.gov (United States)

    Haith-Cooper, Melanie; Bradshaw, Gwendolen

    2013-09-01

    Current literature has indicated a concern about standards of maternity care experienced by pregnant women who are seeking asylum. As the next generation of midwives, it is important that students are educated in a way that prepares them to effectively care for these women. To understand how this can be achieved, it is important to explore what asylum seeking means to midwifery students. This article is the first of three parts and reports on one objective from a wider doctorate study. It identifies dominant discourses that influenced the perceptions of a group of midwifery students' about the pregnant asylum seeking woman. The study was designed from a social constructivist perspective, with contextual knowledge being constructed by groups of people, influenced by underpinning dominant discourses, depending on their social, cultural and historical positions in the world. In a United Kingdom University setting, during year two of a pre-registration midwifery programme, eleven midwifery students participated in the study. Two focus group interviews using a problem based learning scenario as a trigger for discussion were conducted. In addition, three students were individually interviewed to explore issues in more depth and two students' written reflections on practice were used to generate data. Following a critical discourse analysis, dominant discourses were identified which appeared to influence the way in which asylum seekers were perceived. The findings suggested an underpinning ideology around the asylum seeker being different and of a criminal persuasion. Although the pregnant woman seeking asylum was considered as deserving of care, the same discourses appeared to influence the way in which she was constructed. However, as the study progressed, through reading alternative sources of literature, some students appeared to question these discourses. These findings have implications for midwifery education in encouraging students to challenge negative discourses

  15. Persuasiveness, Personalization & Productive Workplace Practices with IT-Knowledge Artefacts

    DEFF Research Database (Denmark)

    Fischer, Louise Harder; Pries-Heje, Lene

    2016-01-01

    work. We see a possible way forward for improving workplace practices with IT-knowledge artefact based applications, by combining new insight of how different personality traits prefer different knowledge sharing processes with new insight on personalizing persuasive technology. We explore new research......The workplace is getting increasingly globalized, virtualized and networked. At the same time, work itself has become discrete, autonomous and complex. In a fast changing world, the individual knowledge worker and his interactions becomes the new locus of value creation. Management promote...

  16. Listening instead of reading : The influence of voice intonation in auditory health persuasion aimed at increasing fruit and vegetable intake

    NARCIS (Netherlands)

    Elbert, Sarah; Dijkstra, Arie

    2013-01-01

    Purpose. In auditory health persuasion, the speaker’s speech becomes salient, as there is no visual information available. Intonation of speech is one important aspect that may influence persuasion. It was experimentally tested to what extent different levels of intonation are related to persuasion.

  17. Italy - A sustainable development discourse analysis

    International Nuclear Information System (INIS)

    Leconte, Arnaud; Lallemand, Xavier

    2009-01-01

    This paper investigates the Italian Discourse on Sustainable Development (SD). The 'mainstream political discourse', in line with the European guidelines, encompasses the three key SD dimensions (social, economic, and environmental dimensions), at least in theory. But, in practice, Italy is the country with the highest open infringements on EU environmental laws, as recently reflected by the scandalous waste management crises in the region of Naples. In the wake of the economic crises, the mainstream SD discourse is challenged by the environmentalist discourse, led by NGOs, the 'socio-religious discourse', focusing on a human SD, and by the 'alternative development' discourse, which opposes the capitalist system

  18. Fret not thyself: The persuasive effect of anger expression and the role of perceived appropriateness.

    Science.gov (United States)

    Van't Riet, Jonathan; Schaap, Gabi; Kleemans, Mariska

    2018-01-01

    Anger expression is increasingly prevalent in Western mass media, particularly in messages that aim to persuade the audience of a certain point of view. There is a dearth of research, however, investigating whether expressing anger in mediated messages is indeed effective as a persuasive strategy. In the present research, the results of four experiments showed that expressing anger in a persuasive message was perceived as less socially appropriate than expressing non-emotional disagreement. There was also evidence that perceived appropriateness mediated a negative persuasive effect of anger expression (Study 2-4) and that anger expression resulted in perceptions of the persuasive source as unfriendly and incompetent (Studies 1 and 2). In all, the findings suggest that politicians and other public figures should be cautious in using anger as a persuasive instrument.

  19. In the eye of the beholder: eye contact increases resistance to persuasion.

    Science.gov (United States)

    Chen, Frances S; Minson, Julia A; Schöne, Maren; Heinrichs, Markus

    2013-11-01

    Popular belief holds that eye contact increases the success of persuasive communication, and prior research suggests that speakers who direct their gaze more toward their listeners are perceived as more persuasive. In contrast, we demonstrate that more eye contact between the listener and speaker during persuasive communication predicts less attitude change in the direction advocated. In Study 1, participants freely watched videos of speakers expressing various views on controversial sociopolitical issues. Greater direct gaze at the speaker's eyes was associated with less attitude change in the direction advocated by the speaker. In Study 2, we instructed participants to look at either the eyes or the mouths of speakers presenting arguments counter to participants' own attitudes. Intentionally maintaining direct eye contact led to less persuasion than did gazing at the mouth. These findings suggest that efforts at increasing eye contact may be counterproductive across a variety of persuasion contexts.

  20. Science teacher's discourse about reading

    Directory of Open Access Journals (Sweden)

    Isabel Martins

    2006-08-01

    Full Text Available In this research we start from the assumption that teachers act as mediators of reading practices in school and problematise their practices, meanings and representations of reading. We have investigated meanings constructed by a group of teachers of Physics, Chemistry and Biology, working at a federal technical school. Having French discourse analysis as our theoretical-methodological framework, we considered that meanings, concepts and conceptions of reading are built historically through discourses, which produce meanings that determine ideological practices. Our results show that, for that group of teachers, there were no opportunities during either initial training or on-going education for reflecting upon the role of reading in science teaching and learning. Moreover, there seems to be an association between the type of discourse and modes of reading, so that unique meanings are attributed to scientific texts and their reading are linked to search and assimilation of information.

  1. Developing Foucault's Discourse Analytic Methodology

    Directory of Open Access Journals (Sweden)

    Rainer Diaz-Bone

    2006-01-01

    Full Text Available A methodological position for a FOUCAULTian discourse analysis is presented. A sequence of analytical steps is introduced and an illustrating example is offered. It is emphasized that discourse analysis has to discover the system-level of discursive rules and the deeper structure of the discursive formation. Otherwise the analysis will be unfinished. Michel FOUCAULTs work is theoretically grounded in French structuralism and (the so called post-structuralism. In this paper, post-structuralism is not conceived as a means for overcoming of structuralism, but as a way of critically continuing the structural perspective. In this way, discursive structures can be related to discursive practices and the concept of structure can be disclosed (e. g. to inter-discourse or DERRIDAs concept of structurality. In this way, the structural methodology is continued and radicalized, but not given up. In this paper, FOUCAULTs theory is combined with the works of Michel PÊCHEUX and (especially for the sociology of knowledge and the sociology of culture Pierre BOURDIEU. The practice of discourse analysis is theoretically grounded. This practice can be conceived as a reflexive coupling of deconstruction and reconstruction in the material to be analyzed. This methodology therefore can be characterized as a reconstructive qualitative methodology. At the end of the article, forms of discourse analysis are criticized that do not intend to recover the system level of discursive rules and that do not intend to discover the deeper structure of the discursive formation (i. e. episteme, socio-episteme. These forms merely are commentaries of discourses (not their analyses, they remain phenomenological and are therefore: pre-structuralist. URN: urn:nbn:de:0114-fqs060168

  2. Hope and persuasion by physicians during informed consent.

    Science.gov (United States)

    Miller, Victoria A; Cousino, Melissa; Leek, Angela C; Kodish, Eric D

    2014-10-10

    To describe hopeful and persuasive messages communicated by physicians during informed consent for phase I trials and examine whether such communication is associated with physician and parent ratings of the likelihood of benefit, physician and parent ratings of the strength of the physician's recommendation to enroll, parent ratings of control, and parent ratings of perceived pressure. Participants were children with cancer (n = 85) who were offered a phase I trial along with their parents and physicians. Informed consent conferences (ICCs) were audiotaped and coded for physician communication of hope and persuasion. Parents completed an interview (n = 60), and physicians completed a case-specific questionnaire. The most frequent hopeful statements related to expectations of positive outcomes and provision of options. Physicians failed to mention no treatment and/or palliative care as options in 68% of ICCs and that the disease was incurable in 85% of ICCs. When physicians mentioned no treatment and/or palliative care as options, both physicians and parents rated the physician's strength of recommendation to enroll in the trial lower. Hopes and goals other than cure or longer life were infrequently mentioned, and a minority of physicians communicated that the disease was incurable and that no treatment and/or palliative care were options. These findings are of concern, given the low likelihood of medical benefit from phase I trials. Physicians have an important role to play in helping families develop alternative goals when no curative options remain. © 2014 by American Society of Clinical Oncology.

  3. [Reactance proneness, collectivism, uniqueness, and resistance to persuasion].

    Science.gov (United States)

    Imajo, Shuzo

    2002-10-01

    This study examined the reliability and validity of Japanese psychological reactance scales. A total of 167 undergraduates completed a questionnaire of Therapeutic Reactance Scale (TRS), the Hong Reactance Scale (HRS), the Uniqueness Scale, and the Collectivism Scale. They also received messages involving three persuasion situations that were either high or low in terms of threat, and were asked to describe their reactions to them. The author categorized the reactions into three: acceptance, indirect resistance, and direct resistance. Reliabilities of the reactance scales were satisfactory. Their scores positively correlated with uniqueness scores, and negatively with collectivism scores. Those high on reactance proneness were less persuaded in two of the three situations. But in the third, an HRS by threat interaction was observed, indicating that only those who were high on reactance proneness under the high-threat condition showed resistance to persuasion. These results suggest that the Japanese versions of reactance scale were reliable and valid. However, the assertiveness aspect of TRS may not be appropriate for the definition of reactance. The influence of culture on psychological reactance was also discussed.

  4. Discourse swings in understanding audiences:

    DEFF Research Database (Denmark)

    Reinhard, CarrieLynn D.

    Traditional discourses of the relationship between media producers and consumers have been challenged as of late in post-industrialized countries.  The blurring of established consumer/producer identities due to changes in the mediascape, forecasted for decades, has changed how both academics......’s cooptation of these consumers, conceptualizing the people who engage with their media products as a combination of the previous two, or "audience-as-pusher".  This paper is an account of this discourse swing through the description of case studies that demonstrate the utilization of interactive marketing...

  5. Drug addiction and social discourses

    Directory of Open Access Journals (Sweden)

    Rita de Cássia dos Santos Canabarro

    2012-09-01

    Full Text Available This article analyzes the various discursive positions found in the phenomenon of addiction. The relations these discursive positions establish with the discourses of the master, the hysteric, the university and the capitalist are discussed. By analyzing material from clinical listening at a public outpatient drug and alcohol rehab center, it was seen that addiction can be described in different discourses. This article shows that the shift of focus from the symptom to the discursive position of the subject is an indicator for the clinical treatment of addiction.

  6. Laconism in the advertisement discourse

    Directory of Open Access Journals (Sweden)

    João Marcos Mateus Kogawa

    2014-11-01

    Full Text Available Current paper investigates the construction of a particular kind of statement called laconism. The discursive form is constructed by an enunciation modality that aggregates military, religious and economic spaces, and is characterized by ‘tell more in fewer words’. It is the hallmark of Greek civilization and typical of Christ’s universal phrases. The enunciation structure is basic and omnipresent in the myth construction within consumer society. Current investigation deals with the advertising discourse, more particularly, Coca-Cola advertisings, as a contemporary myth. French Discourse Analysis coupled to Foucault’s and Barthes’s works foreground the essay.

  7. Developing a Connective Feminine Discourse

    DEFF Research Database (Denmark)

    Rahbek, Ulla

    2015-01-01

    This paper discusses the work of the Australian writer and historian Drusilla Modjeska through a focus on the intersections between women‟s lives, love and art, which constitute the central triptych of Modjeska‟s writing. It argues that Modjeska's oeuvre unfolds a connective feminine discourse...... through a development of what the paper calls hinging tropes, discursive connectors that join life, love and art, such as weaving, folding and talking. That connective feminine discourse is indeed central to Modjeska‟s personal and sometimes idiosyncratic feminism...

  8. Media Peace Discourse: Constraints, Concepts and Building Blocks

    Directory of Open Access Journals (Sweden)

    Dov Shinar

    2004-07-01

    powerful status of the media in international relations to overcome negative peace-related attitudes; on increasing the news-value of peace coverage rather than undertaking missionary efforts to change media structures and professional codes of conduct; on devising professional policies that might reduce media self-manipulation and similar pressures; and on creating and “marketing” a media peace discourse with satisfactory news value based on innovative projects, and on the appropriate application of existing findings.

  9. Polarized Discourse in the Egyptian News: Critical Discourse Analysis Perspective

    Science.gov (United States)

    Eissa, Mohammed Mahmoud

    2015-01-01

    The aim of this study is to investigate ideological structures of polarized discourse coded in the reports of two online news websites: egyptindependent and ikwanweb. The study focuses on online news reports relating to three interrelated events: the issuing of a constitutional declaration by Egyptian president, the aftermath clashes outside…

  10. Ontological and epistemological discourse(s) on sustainable ...

    African Journals Online (AJOL)

    This article addresses philosophical discourses (ontology and epistemology) that have framed researchers' position on topical issues relating to sustainable development, particularly in relation to Sierra Leone. The country is a nation full of memories; that which has brought lasting pain in the minds of people and the use of ...

  11. Obama’s Dual Discourse on American Exceptionalism

    Directory of Open Access Journals (Sweden)

    Hrnjaz Miloš

    2015-08-01

    Full Text Available This paper analyses the highly contested concept of American exceptionalism, as described in the speeches of Barak Obama. The authors of the paper use discourse analysis to show that Obama is using the idea of American exceptionalism on two levels: US foreign policy and the US stance towards international law. Our conclusion is that Obama uses an implicit dual discourse in both these fields. Obama favours active US foreign policy, based on soft power instruments and multilateralism. He insists that American exceptionalism does not mean that the US can exempt itself from the norms of international law, however, he does not think the US should always have a very active foreign policy. He makes room for unilateral acting and the use of hard power instruments in foreign policy. He allows for the use of force even if is not in accordance with the norms of international law, when US national interests are threatened.

  12. Reflections on Female Circumcision Discourse in Hargeysa ...

    African Journals Online (AJOL)

    AJRH Managing Editor

    This study aimed to explore diverse discourses on female circumcision and the relationship between discourses .... 'Halalays' has the stem halal in Arabic – referring to what is permitted in ...... Strand T, Norsk rikskringkasting. Suaads reise: en.

  13. Negotiating Discourses: Sixth-Grade Students' Use of Multiple Science Discourses during a Science Fair Presentation

    Science.gov (United States)

    Gomez, Kimberley

    2007-01-01

    This study offers important insights into the coexistence of multiple discourses and the link between these discourses and science understanding. It offers concrete examples of students' movement between multiple discourses in sixth-grade science fair presentations, and shows how those multiple discourses in science practices illuminate students'…

  14. The Discourse of Chemistry (and Beyond)

    OpenAIRE

    Jesper Sjöström

    2007-01-01

    This paper discusses the mainstream discourse of chemistry and suggests a complementary discourse. On a disciplinary level, the discourse of chemistry is based on objectivism, rationalism, and molecular reductionism. On a societal level, the discourse is based on modernism. The aims of chemical research and education are often unclear, which nowadays often leads to an emphasis on the needs from industry. Integrating meta-perspectives (philosophical, historical, and socio-cultural) within chem...

  15. Pedagogical discourses in Bhutanese upper secondary schools

    DEFF Research Database (Denmark)

    Keller, Hanne Dauer; Utha, Karma

    2017-01-01

    two pedagogical discourses in our analysis of the Bhutanese school system: The traditional cognitive learning discourse and an alternative, experience-based discourse. The theoretical framework is then used in our analysis of empirical data from classroom observations and semi-structured interviews...

  16. Discourse Communities--Local and Global.

    Science.gov (United States)

    Killingsworth, M. Jimmie

    1992-01-01

    Argues that rhetorical theory needs to keep alive competing concepts of discourse communities, so that alternatives exist in the description and analysis of discourse practices. Proposes distinguishing between two kinds of discourse communities--the local and the global--so that rhetorical analysis can achieve the necessary critical edge,…

  17. Multimodal Discourse Analysis of the Movie "Argo"

    Science.gov (United States)

    Bo, Xu

    2018-01-01

    Based on multimodal discourse theory, this paper makes a multimodal discourse analysis of some shots in the movie "Argo" from the perspective of context of culture, context of situation and meaning of image. Results show that this movie constructs multimodal discourse through particular context, language and image, and successfully…

  18. Language shifts in free indirect discourse

    NARCIS (Netherlands)

    Maier, Emar

    Free indirect discourse is a way of reporting what a protagonist thinks or says that is distinct from both direct and indirect discourse. In particular, while pronouns and tenses are presented from the narrator's perspective, as in indirect discourse, other indexical and expressive elements reflect

  19. From translation to navigation of different discourses

    DEFF Research Database (Denmark)

    Livonen, Mirja; Sonnenwald, Diane H.

    1998-01-01

    ' own search experience. Data further suggest that searchers navigate these discourses dynamically and have preferences for certain discourses. Conceptualizing the selection of search terms as a meeting place of different discourses provides new insights into the complex nature of the search term...

  20. Capitalist Discourse, Subjectivity and Lacanian Psychoanalysis

    Science.gov (United States)

    Vanheule, Stijn

    2016-01-01

    This paper studies how subjectivity in capitalist culture can be characterized. Building on Lacan's later seminars XVI, XVII, XVIII, and XIX, the author first outlines Lacan's general discourse theory, which includes four characteristic discourses: the discourse of the master, the discourse of the university, the discourse of the hysteric and the discourse of the analyst. Next, the author explores the subjectivity and the mode of dealing with jouissance and semblance, which is entailed in a fifth type of discourse, the capitalist discourse, discussed by Lacan (1972). Indeed, like the other discourses that Lacan discerns, the discourse of the capitalist can be thought of as a mode of dealing with the sexual non-rapport. It is argued that in the case of neurosis the discourse of the capitalist functions as an attempt to ignore the sexual non-rapport and the dimension of the unconscious. Psychosis, by contrast, is marked by an a priori exclusion from discourse. In that case, consumerist ways of relating to the other might offer a semblance, and thus the possibility of inventing a mode of relating to the other. Two clinical vignettes are presented to illustrate this perspective: one concerning the neurotic structure and one concerning the psychotic structure. PMID:28018280

  1. Mediated Discourses of Transnational Participation

    DEFF Research Database (Denmark)

    Zhukova Klausen, Julia

    2013-01-01

    become represented, categorized and enacted across and beyond symbolic and geo-political national terrains. The multimodal, social-semiotic, discourse analysis focuses on semiotic shifts and discursive transformations through which the actors categorize symbols, artefacts and accounts across and beyond...

  2. Therapy Talk: Analyzing Therapeutic Discourse

    Science.gov (United States)

    Leahy, Margaret M.

    2004-01-01

    Therapeutic discourse is the talk-in-interaction that represents the social practice between clinician and client. This article invites speech-language pathologists to apply their knowledge of language to analyzing therapy talk and to learn how talking practices shape clinical roles and identities. A range of qualitative research approaches,…

  3. Gendered Language in Interactive Discourse

    Science.gov (United States)

    Hussey, Karen A.; Katz, Albert N.; Leith, Scott A.

    2015-01-01

    Over two studies, we examined the nature of gendered language in interactive discourse. In the first study, we analyzed gendered language from a chat corpus to see whether tokens of gendered language proposed in the gender-as-culture hypothesis (Maltz and Borker in "Language and social identity." Cambridge University Press, Cambridge, pp…

  4. ENCOURAGEMENT PROVERBS AND THEIR DISCOURSE ...

    African Journals Online (AJOL)

    JONATHAN

    A CASE STUDY OF OGHE DIALECT OF IGBO ... data for the analysis were oral interviews and were gathered during ... conversations among native speakers of the dialect under discourse. .... proverb is not interpreted or explained as the belief is, that if it is done, it means that the ..... Ibadan: Heinemann Educational Books.

  5. The Missing Discourse of Gender?

    Science.gov (United States)

    Gilbert, Lucia Albino; Rader, Jill

    2002-01-01

    Gender theories provide a critical framework for considerations of heterosexual identity. Patriarchal power rests on the social meanings given to biological sex differences and to their reproduction as societal discourses regarding what it means to be a woman or a man. This is a crucial point and one that we believe is not fully recognized in the…

  6. Social discourses of healthy eating

    DEFF Research Database (Denmark)

    Chrysochou, Polymeros; Askegaard, Søren; Grunert, Klaus G.

    2010-01-01

    This paper proposes a framework of discourses regarding consumers' healthy eating as a useful conceptual scheme for market segmentation purposes. The objectives are: (a) to identify the appropriate number of health-related segments based on the underlying discursive subject positions of the frame...

  7. Critical Discourse Analysis and Leadership

    Science.gov (United States)

    Arriaza, Gilberto

    2015-01-01

    This article outlines the need of infusing critical discourse analysis into the preparation and support of prospective school leaders. It argues that in the process of school transformation, the school leader must possess the ability to self-reflect on his/her language and understand the potential power of language as a means that may support or…

  8. Legitimation in Discourse and Communication

    DEFF Research Database (Denmark)

    van Leeuwen, Theo

    2013-01-01

    , and of persons in whom institutional authority is vested, (2) moral evaluation, legitimation by reference to discourses of value, (3) rationalization, legitimation by reference to the goals and uses of institutionalized social action and to the social knowledges that endow them with cognitive validity, and (4...

  9. Wondering Discourse in the Classroom.

    Science.gov (United States)

    Townsend, Jane Susan

    A study examined classroom discourse in three literature class discussions among 15 high school juniors and their teacher as they tried to make sense of "Hamlet" and "Rosencrantz and Guildenstern Are Dead." Participants' moves (what the students and teacher were trying to do with their language during the discussion);…

  10. Discourse Approaches to Writing Assessment.

    Science.gov (United States)

    Connnor, Ulla; Mbaye, Aymerou

    2002-01-01

    Discusses assessment of English-as-a-Foreign/Second-Language (EFL/ESL) writing. Suggests there is a considerable gap between current practices in writing assessment and criteria suggested by advances in knowledge of discourse structure. Illustrates this by contrasting current practices in the scoring of two major EFL/ESL writing tests with…

  11. The neural correlates of persuasion: a common network across cultures and media.

    Science.gov (United States)

    Falk, Emily B; Rameson, Lian; Berkman, Elliot T; Liao, Betty; Kang, Yoona; Inagaki, Tristen K; Lieberman, Matthew D

    2010-11-01

    Persuasion is at the root of countless social exchanges in which one person or group is motivated to have another share its beliefs, desires, or behavioral intentions. Here, we report the first three functional magnetic resonance imaging studies to investigate the neurocognitive networks associated with feeling persuaded by an argument. In the first two studies, American and Korean participants, respectively, were exposed to a number of text-based persuasive messages. In both Study 1 and Study 2, feeling persuaded was associated with increased activity in posterior superior temporal sulcus bilaterally, temporal pole bilaterally, and dorsomedial prefrontal cortex. The findings suggest a discrete set of underlying mechanisms in the moment that the persuasion process occurs, and are strengthened by the fact that the results replicated across two diverse linguistic and cultural groups. Additionally, a third study using region-of-interest analyses demonstrated that neural activity in this network was also associated with persuasion when a sample of American participants viewed video-based messages. In sum, across three studies, including two different cultural groups and two types of media, persuasion was associated with a consistent network of regions in the brain. Activity in this network has been associated with social cognition and mentalizing and is consistent with models of persuasion that emphasize the importance of social cognitive processing in determining the efficacy of persuasive communication.

  12. The effects of majority versus minority source status on persuasion: a self-validation analysis.

    Science.gov (United States)

    Horcajo, Javier; Petty, Richard E; Briñol, Pablo

    2010-09-01

    The present research proposes that sources in the numerical majority (vs. minority) can affect persuasion by influencing the confidence with which people hold their thoughts in response to the persuasive message. Participants received a persuasive message composed of either strong or weak arguments that was presented by a majority or a minority source. Consistent with the self-validation hypothesis, we predicted and found that the majority (vs. minority) status of the source increased the confidence with which recipients held their thoughts. As a consequence, majority (vs. minority) sources increased argument quality effects in persuasion when source status information followed message processing (Experiment 1). In contrast, when the information regarding source status preceded (rather than followed) the persuasive message, it validated the perception of the position advocated, reducing message processing. As a consequence of having more confidence in the position advocated before receiving the message, majority (vs. minority) sources reduced argument quality effects in persuasion (Experiment 2). Finally, Experiment 3 isolated the timing of the source status manipulation, revealing that sources in the numerical majority (vs. minority) can increase or decrease persuasion to strong arguments depending on whether source status is introduced before or after processing the message. (PsycINFO Database Record (c) 2010 APA, all rights reserved).

  13. Persuasive Technology in Mobile Applications Promoting Physical Activity: a Systematic Review.

    Science.gov (United States)

    Matthews, John; Win, Khin Than; Oinas-Kukkonen, Harri; Freeman, Mark

    2016-03-01

    Persuasive technology in mobile applications can be used to influence the behaviour of users. A framework known as the Persuasive Systems Design model has been developed for designing and evaluating systems that influence the attitudes or behaviours of users. This paper reviews the current state of mobile applications for health behavioural change with an emphasis on applications that promote physical activity. The inbuilt persuasive features of mobile applications were evaluated using the Persuasive Systems Design model. A database search was conducted to identify relevant articles. Articles were then reviewed using the Persuasive Systems Design model as a framework for analysis. Primary task support, dialogue support, and social support were found to be moderately represented in the selected articles. However, system credibility support was found to have only low levels of representation as a persuasive systems design feature in mobile applications for supporting physical activity. To ensure that available mobile technology resources are best used to improve the wellbeing of people, it is important that the design principles that influence the effectiveness of persuasive technology be understood.

  14. The strategic use of humor in political discourse of Silvio Berlusconi

    Directory of Open Access Journals (Sweden)

    Kamila Miłkowska-Samul

    2013-01-01

    Full Text Available The aim of this article is to illustrate some of the mechanisms existing in political discourse which employ emotions and humor as a persuasive means. The study is based on authentic texts produced by Silvio Berlusconi. The importance of emotions and humor in political speech is viewed in the light of changes taking place in public communication due to the development of mass media and Internet, leading to, among others, ever more frequent use of the comical aspect of communication as a method of gaining and maintaining political power. That is why the use of emotions and humor in Berlusconi’s speech is analyzed as a strategic choice and a powerful instrument of political struggle. The article highlights the role of emotions and humor in creating a positive self-image of the politician.

  15. Evidence-based tailoring of behavior-change campaigns: increasing fluoride-free water consumption in rural Ethiopia with persuasion.

    Science.gov (United States)

    Huber, Alexandra C; Tobias, Robert; Mosler, Hans-Joachim

    2014-03-01

    Two hundred million people worldwide are at risk of developing dental and skeletal fluorosis due to excessive fluoride uptake from their water. Since medical treatment of the disease is difficult and mostly ineffective, preventing fluoride uptake is crucial. In the Ethiopian Rift Valley, a fluoride-removal community filter was installed. Despite having access to a fluoride filter, the community used the filter sparingly. During a baseline assessment, 173 face-to-face interviews were conducted to identify psychological factors that influence fluoride-free water consumption. Based on the results, two behavior-change campaigns were implemented: a traditional information intervention targeting perceived vulnerability, and an evidence-based persuasion intervention regarding perceived costs. The interventions were tailored to household characteristics. The campaigns were evaluated with a survey and analyzed in terms of their effectiveness in changing behavior and targeted psychological factors. While the intervention targeting perceived vulnerability showed no desirable effects, cost persuasion decreased the perceived costs and increased the consumption of fluoride-free water. This showed that altering subjective perceptions can change behavior even without changing objective circumstances. Moreover, interventions are more effective if they are based on evidence and tailored to specific households. © 2013 The International Association of Applied Psychology.

  16. The EDIE method – towards an approach to collaboration-based persuasive design

    DEFF Research Database (Denmark)

    Hansen, Sandra Burri Gram

    2016-01-01

    This paper presents the initial steps towards a collaboration-based method for persuasive design – the EDIE method (Explore, Design, Implement, Evaluate). The method is inspired by Design-Based Research, but developed to combine different design approaches that have dominated the persuasive...... technology field over the past decade. The rhetorical notion of Kairos is considered a key element in the EDIE method, resulting in a distinct focus on participatory design and constructive ethics. The method is explained through a practical example of developing persuasive learning designs in collaboration...

  17. [Discourse analysis: research potentialities to gender violence].

    Science.gov (United States)

    de Azambuja, Mariana Porto Ruwer; Nogueira, Conceição

    2009-01-01

    In the last few years we see the growing use of the terms 'discourse' and 'discourses analysis' in academic and research contexts, frequently without a precise definition. This fact opens space for critics and mistakes. The aim of this paper is to show a brief contextualization of discursive studies, as well as tasks/steps to Discourse Analysis process by the Social Construcionism perspective. As examples we used fragments of an interview with a Family Doctor about gender violence. In the results we detach the potential of Discourse Analysis to deconstruct the existing discourses to subsequently (re)construction in the way to a more holistic view about gender violence problem.

  18. Valence framing of political preferences and resistance to persuasion

    Directory of Open Access Journals (Sweden)

    Žeželj Iris

    2007-01-01

    Full Text Available This study tested the "valence framing effect": an assumption that negatively conceptualized attitudes (as opposing the non-preferred alternative are more resistant to later persuasion attempts. In the experiment we created choice between two political candidates and experimental subjects were led to conceptualize their political preferences in one of two possible ways: either as supporting the preferred candidate or as opposing the non-preferred candidate. The data indicate that negative preferences show less overall change when exposed to counterarguments. This finding can be incorporated in two theoretical frameworks: dual process theories of attitude change (Elaboration likelihood model and descriptive decision making theories (Prospect theory. Results are discussed for their implications for the efficacy of political communication. .

  19. Social Psychology Of Persuasion Applied To Human-agent Interaction

    Directory of Open Access Journals (Sweden)

    Shenghua Liu

    2008-01-01

    Full Text Available This paper discusses and evaluates the application of a social psychologically enriched, user-centered approach to agent architecture design. The major aim is to facilitate human-agent interaction (HAI by making agents not only algorithmically more intelligent but also socially more skillful in communicating with the user. A decision-making model and communicative argumentation strategies have been incorporated into the agent architecture. In the presented content resource management experiments, enhancement of human task performance is demonstrated for users that are supported by a persuasive agent. This superior performance seems to be rooted in a more trusting collaborative relationship between the user and the agent, rather than in the appropriateness of the agent's decision-making suggestions alone. In particular, the second experiment demonstrated that interface interaction design should follow the principles of task-orientation and implicitness. Making the influence of the agent too salient can trigger counterintentional effects, such as users' discomfort and psychological reactance.

  20. Negotiation as a form of persuasion: arguments in first offers.

    Science.gov (United States)

    Maaravi, Yossi; Ganzach, Yoav; Pazy, Asya

    2011-08-01

    In this article we examined aspects of negotiation within a persuasion framework. Specifically, we investigated how the provision of arguments that justified the first offer in a negotiation affected the behavior of the parties, namely, how it influenced counteroffers and settlement prices. In a series of 4 experiments and 2 pilot studies, we demonstrated that when the generation of counterarguments was easy, negotiators who did not add arguments to their first offers achieved superior results compared with negotiators who used arguments to justify their first offer. We hypothesized and provided evidence that adding arguments to a first offer was likely to cause the responding party to search for counterarguments, and this, in turn, led him or her to present counteroffers that were further away from the first offer.

  1. Social mediation of persuasive media in adolescent substance prevention.

    Science.gov (United States)

    Crano, William D; Alvaro, Eusebio M; Tan, Cara N; Siegel, Jason T

    2017-06-01

    Social commentary about prevention messages may affect their likelihood of acceptance. To investigate this possibility, student participants (N = 663) viewed 3 antimarijuana advertisements, each followed immediately by videotaped discussions involving 4 adults or 4 adolescents using either extreme or moderate language in their positive commentaries. The commentaries were expected to affect participants' perceptions of the extent to which the ads were designed to control their behavior (perceived control), which was hypothesized to inhibit persuasion. Two indirect effects analyses were conducted. Marijuana attitudes and usage intentions were the outcome variables. Both analyses revealed statistically significant source by language interactions on participants' perceived control (both p negative marijuana attitudes and diminished usage intentions when adults used moderate (vs. extreme) language in their favorable ad commentaries (both p impact of interpersonal communication variations on acceptance of media-transmitted prevention messages. (PsycINFO Database Record (c) 2017 APA, all rights reserved).

  2. Persuasive Mobile Device Sound Sensing in a Classroom Setting

    Directory of Open Access Journals (Sweden)

    Arttu Perttula

    2013-01-01

    Full Text Available This paper presents an idea on how to utilize mobile phones to support learning in the classroom. The paper also tries to initiate discussion on whether we can create new kinds of learning applications using mobile devices and whether this could be the way we should proceed in developing 21st century learning applications. In this study, a mobile phone is programmed to function as a collective sound sensor. To achieve an appropriate learning atmosphere, the designed system attempts to maintain the noise level at a comfortable tolerance level in the classroom. The main aim of the mobile application is to change student behaviour through persuasive visualizations. The prototype application was piloted during spring 2012 with a total of 72 students and two teachers. The results, based on observations and interviews, are promising and several subjects for future work arose during the pilot study.

  3. Cognitive and affective matching effects in persuasion: an amplification perspective.

    Science.gov (United States)

    Clarkson, Joshua J; Tormala, Zakary L; Rucker, Derek D

    2011-11-01

    Past research suggests that cognitive and affective attitudes are more open to change toward cognitive and affective (i.e., matched) persuasive attacks, respectively. The present research investigates how attitude certainty influences this openness. Although an extensive literature suggests that certainty generally reduces an attitude's openness to change, the authors explore the possibility that certainty might increase an attitude's openness to change in the context of affective or cognitive appeals. Based on the recently proposed amplification hypothesis, the authors posit that high (vs. low) attitude certainty will boost the resistance of attitudes to mismatched attacks (e.g., affective attitudes attacked by cognitive messages) but boost the openness of attitudes to matched attacks (e.g., affective attitudes attacked by affective messages). Two experiments provide support for this hypothesis. Implications for increasing the openness of attitudes to both matched and mismatched attacks are discussed.

  4. Representation of differences in Brazilian journalistic discourse

    Directory of Open Access Journals (Sweden)

    Fernando Resende

    2015-08-01

    Full Text Available Considering the technological advance, which enhances the production of mediatic discourses, and the notion of a libidinal power installed in our globalized societies, reflecting upon representation of differences seems to be a major issue. This essay discusses the production of journalistic discourses from an epistemological perspective. The field of media is taken as constituted by a triple component – discourse/narrative/machines – and we suggest that this triad has proved to be incomplete: discourse and narrative, once they really are vertexes of the triangle, are absences. Two journalistic-documentary productions – which intend to represent life in the slums of Brazil – are compared in order to reflect upon representation of differences in Brazilian journalistic discourse. In view of the up-to-date polarization and pulverization of discourses, we suggest that in the perspective of the journalistic discourse, one can only speak about alterity if one tries to comprehend the ways news is staged.

  5. Caring presence in practice: facilitating an appreciative discourse in nursing.

    Science.gov (United States)

    du Plessis, E

    2016-09-01

    To report on an appreciation of caring presence practised by nurses in South Africa in order to facilitate an appreciative discourse in nursing and a return to caring values and attitudes. Appreciative reports on caring presence are often overlooked. Media may provide a platform for facilitating appreciation for caring presence practised by nurses. Such an appreciation may foster further practice of caring presence and re-ignite a caring ethos in nursing. This article provides an appreciative discourse on caring presence in nursing in the form of examples of caring presence practised by nurses. An anecdotal approach was followed. Social media, namely narratives on caring presence shared by nurses on a Facebook page, and formal media, namely news reports in which nurses are appreciated for their efforts, were used. Deductive content analysis was applied to analyse the narratives and news reports in relation to a definition of caring presence and types of caring presence. The analysis of the narratives and news reports resulted in an appreciative discourse in which examples of nurses practising caring presence could be provided. Examples of nurses practising caring presence could be found, and an appreciative discourse could be initiated. Appreciation ignites positive action and ownership of high-quality health care. Leadership should thus cultivate a culture of appreciating nurses, through using media, and encourage nurses to share how caring presence impact on quality in health care. © 2016 International Council of Nurses.

  6. Intensive physical activity and alexithymia: results from swimmers' discourse analysis.

    Science.gov (United States)

    Allegre, Benjamin; Noel-Jorand, Marie-Christine; Souville, Marc; Pellegrin, Liliane; Therme, Pierre

    2007-06-01

    The aim of this study was to describe and understand the relationship of swimmers' practice intensity and alexithymia features in discourse. This study investigated psychological processes in two groups of male swimmers training at different intensities. The first group was composed of 10 Expert amateurs (M age = 19.5 yr., SD = 1.9), who were competing at the national or international level and trained 22 hours per week. The second group was composed of 10 Amateur swimmers (M age = 20.5 yr., SD = 1.4), who competed at the regional level and trained 6 hours per week. The discourse of swimmers was analysed using the ALCESTE (Analyse de Lexèmes Coocurents dans les Enoncés Simples d'un Texte) method of discourse analysis. Discourse analysis was performed on speech samples produced by swimmers. All the swimmers showed alexithymic verbal behaviour as regards both the means of expression used and the feelings and emotions expressed. This lack of articulateness was more pronounced in the Expert than in the Amateur group. The difference of alexithymic features in correlation with the intensity of sport practice raises the question of the health benefits of intense sports practice and the need for psychological assessment of athletes.

  7. Consider the source: persuasion of implicit evaluations is moderated by source credibility.

    Science.gov (United States)

    Smith, Colin Tucker; De Houwer, Jan; Nosek, Brian A

    2013-02-01

    The long history of persuasion research shows how to change explicit, self-reported evaluations through direct appeals. At the same time, research on how to change implicit evaluations has focused almost entirely on techniques of retraining existing evaluations or manipulating contexts. In five studies, we examined whether direct appeals can change implicit evaluations in the same way as they do explicit evaluations. In five studies, both explicit and implicit evaluations showed greater evidence of persuasion following information presented by a highly credible source than a source low in credibility. Whereas cognitive load did not alter the effect of source credibility on explicit evaluations, source credibility had an effect on the persuasion of implicit evaluations only when participants were encouraged and able to consider information about the source. Our findings reveal the relevance of persuasion research for changing implicit evaluations and provide new ideas about the processes underlying both types of evaluation.

  8. Changing attitudes toward sustainable transportation: The impact of meta-arguments on persuasion

    Science.gov (United States)

    2017-08-01

    An experiment tested the effects of both communications about the functions of an attitude and communications about the functions of an attitude object on persuasion. Participants received a conventional message about the benefits of public transport...

  9. Bringing the frame into focus: the influence of regulatory fit on processing fluency and persuasion.

    Science.gov (United States)

    Lee, Angela Y; Aaker, Jennifer L

    2004-02-01

    This research demonstrates that people's goals associated with regulatory focus moderate the effect of message framing on persuasion. The results of 6 experiments show that appeals presented in gain frames are more persuasive when the message is promotion focused, whereas loss-framed appeals are more persuasive when the message is prevention focused. These regulatory focus effects suggesting heightened vigilance against negative outcomes and heightened eagerness toward positive outcomes are replicated when perceived risk is manipulated. Enhanced processing fluency leading to more favorable evaluations in conditions of compatibility appears to underlie these effects. The findings underscore the regulatory fit principle that accounts for the persuasiveness of message framing effects and highlight how processing fluency may contribute to the "feeling right" experience when the strategy of goal pursuit matches one's goal.

  10. Above the message and beyond reach: persuasion knowledge by a European teenage beer commercial audience

    NARCIS (Netherlands)

    Hellman, Matilda; Demant, Jakob; Rolando, Sara; Rossetti, Sara; Wothge, Jördis; Gosselt, Jordi Franciscus; Bujalski, Michal

    2013-01-01

    The article accounts for qualitative knowledge on European adolescents’ (n=326) ad literacy, genre scepticism and persuasion knowledge as expressed in group discussions about televised beer commercials. Data was collected from six European countries: Denmark, Finland, Germany, Italy, Netherlands,

  11. Brand placement disclosure effects on persuasion: The moderating role of consumer self-control

    NARCIS (Netherlands)

    Janssen, L.; Fransen, M.L.; Wulff, R.; van Reijmersdal, E.A.

    2016-01-01

    The inclusion of branded products in media entertainment has become a popular marketing strategy, because viewers are less likely to recognize the persuasive intent of sponsored content as compared with traditional advertising. To guarantee fair communication and protect consumers against

  12. Brand placement disclosure effects on persuasion: : The moderating role of self-control depletion

    NARCIS (Netherlands)

    Janssen, Loes; Fransen, Marieke; Wulff, Rebecca; van Reijmersdal, Eva

    2016-01-01

    The inclusion of branded products in media entertainment has become a popular marketing strategy, because viewers are less likely to recognize the persuasive intent of sponsored content as compared with traditional advertising. To guarantee fair communication and protect consumers against

  13. Three Functions of the School Newspaper: The Truth Shop, The Persuasion Podium, The Pleasure Dome.

    Science.gov (United States)

    Campbell, Laurence R.

    This Quill and Scroll Study, which is illustrated with numerous tables, concerns the following subjects: The School Newspaper as a Truth Shop; The School Newspaper as a Pleasure Dome; and The School Newspaper as a Persuasion Podium. (DB)

  14. Thought confidence as a determinant of persuasion: the self-validation hypothesis.

    Science.gov (United States)

    Petty, Richard E; Briñol, Pablo; Tormala, Zakary L

    2002-05-01

    Previous research in the domain of attitude change has described 2 primary dimensions of thinking that impact persuasion processes and outcomes: the extent (amount) of thinking and the direction (valence) of issue-relevant thought. The authors examined the possibility that another, more meta-cognitive aspect of thinking is also important-the degree of confidence people have in their own thoughts. Four studies test the notion that thought confidence affects the extent of persuasion. When positive thoughts dominate in response to a message, increasing confidence in those thoughts increases persuasion, but when negative thoughts dominate, increasing confidence decreases persuasion. In addition, using self-reported and manipulated thought confidence in separate studies, the authors provide evidence that the magnitude of the attitude-thought relationship depends on the confidence people have in their thoughts. Finally, the authors also show that these self-validation effects are most likely in situations that foster high amounts of information processing activity.

  15. Are anthropomorphic persuasive appeals effective? The role of the recipient's motivations.

    Science.gov (United States)

    Tam, Kim-Pong

    2015-03-01

    Anthropomorphic persuasive appeals are prevalent. However, their effectiveness has not been well studied. The present research addresses this issue with two experiments in the context of environmental persuasion. It shows that anthropomorphic messages, relative to non-anthropomorphic ones, appear to motivate more conservation behaviour and elicit more favourable message responses only among recipients who have a strong need for effectance or social connection. Among recipients whose such need is weak, anthropomorphic appeals seem to backfire. These findings extend the research on motivation and persuasion and add evidence to the motivational bases of anthropomorphism. In addition, joining some recent studies, the present research highlights the implications of anthropomorphism of nature for environmental conservation efforts, and offers some practical suggestions for environmental persuasion. © 2014 The British Psychological Society.

  16. Effects of tailoring ingredients in auditory persuasive health messages on fruit and vegetable intake

    NARCIS (Netherlands)

    Elbert, Sarah P.; Dijkstra, Arie; Rozema, Andrea

    2017-01-01

    Objective: Health messages can be tailored by applying different tailoring ingredients, among which personalisation, feedback and adaptation. This experiment investigated the separate effects of these tailoring ingredients on behaviour in auditory health persuasion. Furthermore, the moderating

  17. Persuasion Past and Present: Attitudes Aren't What They Used to Be.

    Science.gov (United States)

    Dillard, James Price

    1993-01-01

    Makes a case for attending to developments in the study of attitude. Considers how the attitude construct has been conceptualized. Examines contemporary thinking about attitudes and draws out implications of that thinking for the study of persuasion. (RS)

  18. The neuroscience of persuasion: A review with an emphasis on issues and opportunities.

    Science.gov (United States)

    Cacioppo, John T; Cacioppo, Stephanie; Petty, Richard E

    2018-04-01

    Persuasion, a prevalent form of social influence in humans, refers to an active attempt to change a person's attitudes, beliefs, or behavior. There is a growing literature on the neural correlates of persuasion. As is often the case in an emerging literature, however, there are a number of questions, concerns, and alternative interpretations that can be raised about the research and interpretations. We provide a critical review of the research, noting potential problems and issues that warrant attention to move the field forward. Among the recommendations are greater integration of neuroimaging approaches with existing behavioral theories and methods on the information processes (cognitive and affective) underlying persuasion, and moving beyond solely correlative approaches for specifying underlying neural mechanisms. Work in this area has the potential to contribute to our understanding of brain-behavior relationships as well as to advance our understanding of persuasion and social influence more generally.

  19. Role Enactment as a Socially Relevant Explanation of Self-Persuasion.

    Science.gov (United States)

    Bodaken, Edward M.; And Others

    1979-01-01

    Reports on four tests of Charles R. Berger's role enactment model of persuasion, which is addressed to generalizing counterattitudinal communication to social situations when persons find themselves encoding belief-discrepant messages. (JMF)

  20. Education between discourse and matter

    DEFF Research Database (Denmark)

    Lysgaard, Jonas Greve; Fjeldsted, Kristoffer Lolk

    2015-01-01

    education should be based on. Inspired by the speculative realists we argue that the focus on language and discourse to a wide degree has gone too far, especially when dealing with issues linked to education and nature. This is by no means a cry for a return to naïve realism, but to a greater degree......This article takes the central concepts of the emergent philosophical movement speculative realism and applies them to notions linked to education and nature. In doing that we argue that it is now time to delimit the role of discursive approaches as the sole road to a coherent understanding of what...... an effort to insist that it is important to include a focus on a material Real and perhaps take it easy when pushing language, discourse, and notions like social constructivism when engaging with issues linked to nature and education. Our aim is not to promote a certain kind of education, but to argue...

  1. Bell Discourse in Russian Culture

    Directory of Open Access Journals (Sweden)

    Элеонора Р Лассан

    2014-12-01

    Full Text Available The article focuses on the symbolic meaning of Russian ringing of bell in the Russian discourse. According to Lotman’s definition of symbol, it has dual nature: an invariant essence and its modification in relation to the cultural context. The article introduces informative and linguistic modifications of the bell topic in the Russian poetic discourse of the 19th, the 20th and the beginning of the 21st century. The author of the article provides the detailed analysis of such discursive descriptions of bell ringing as the ringing of church bells and alarm . The author arrives at the conlusion that the alarm topic prevails in contemporary poetry and this indicates the state of public dissatisfaction. In the 19th and the 20th centuries lexemes the ringing of church bells and alarm were used literally, but in the 21st century lexeme alarm acquires metaphorical meaning of call for blood.

  2. Action Between Plot and Discourse

    DEFF Research Database (Denmark)

    Grünbaum, Thor

    2007-01-01

    In this article, I argue that the representation of simple, bodily action has the function of endowing the narrative sequence with a visualizing power. It makes the narrated scenes or situations ready for visualization by the reader or listener. By virtue of this visualizing power or disposition...... an important visualizing function, these narrated actions have a communicative function and, as such, they can be said to belong to the domain of discourse-narratology. In the first part of the article, I argue that a certain type of plot-narratology, due to its retrospective epistemology and abstract...... definition of action, is unable to conceive of this visualizing function. In the second part, I argue that discourse-narratology fares no better since the visualizing function is independent of voice and focalization. In the final part, I sketch a possible account of the visualizing function of simple...

  3. On Decidability in Discourse Analysis

    DEFF Research Database (Denmark)

    Nielsen, Karsten Hvidtfelt

    2006-01-01

    The purpose of the article is to propose 'decidability' as a new criterion for theories aiming at analysing empirical texts. Originally, 'decidability' was developed as a formal concept (Gödel 1931). In this paper, I show some of the consequences of applying the criterion of decidability to text ...... analyses as conducted within a cognitively motivated theory of discourse....

  4. Discourse Analysis in Translator Training

    OpenAIRE

    Gülfidan Ayvaz

    2015-01-01

    Translator training enables students to gain experience in both linguistic parameters and translation practice. Discourse Analysis is one of the strategies that lead to a better translation process and quality in translation. In that regard, this study aims to present DA as a translation strategy for translation practice and a useful tool for translator training. The relationship between DA and Translator Training is not widely studied. Therefore this study aims to define DA and how it can be...

  5. Discourse in Systemic Operational Design

    Science.gov (United States)

    2007-05-22

    narrative theory and theories of agency in the education of officers about design use and practice. This comes from the idea that if 1 the discourse of... educational philosophy reference points, the same knowledge may be processed in significantly different ways. Similarly, these differences inform the...feminine reproductive health often places normal occurrences such as menstruation in a negative, pathological frame of reference relative to male health

  6. IRONIC METAPHORS IN POLITICAL DISCOURSE

    Directory of Open Access Journals (Sweden)

    А А Горностаева

    2018-12-01

    Full Text Available The article is aimed at revealing the current trends in the usage of ironic metaphors in Russian, British and American political discourse. Given the diversity of political genres, which makes it difficult to classify them, the article draws on the division into primary, secondary and folklore genres (Bazylev 2005, Sheigal 2000. The study focuses on secondary and folklore genres, as, being informal, they presuppose the use of irony. The data was taken from the speeches of Russian, American and British political leaders (V. Putin, S. Lavrov, D. Trump, B. Obama, N. Farage, B. Johnson and others. Drawing on the works on po-litical discourse (Beard 2001, Budaev 2010, Charteris-Black 2005, Chudinov 2001, Lakoff 2003, Ponton 2016, Van Dijk 2009 and developing a discursive approach to the study of irony which is often conveyed through metaphor (Shilikhina 2008, Alba-Juez 2014, Attardo 2007, Giora 2003, Hutcheon 2005, we have identified the conceptual spheres that are the most active sources of modern metaphors. We have traced the link between the new political trends and new metaphors, as well as existing metaphors which acquire a new ironic meaning. The results of the conducted analysis show the frequency of ironic metaphors, includ-ing aggressive ones, and the diversity of their functions in modern political discourse. The comparative analysis made it possible to reveal some peculiarities of the usage of ironic metaphors in Russian, English and American political discourse, which are presupposed by the speakers’ individual characteristics as well as culture specific discursive features.

  7. Is Fear Really Persuasive: The case of antismoking advertising for young adults

    OpenAIRE

    Dion, Michele

    2005-01-01

    Persuasive communication has been used for ages, from the great Ancient Greece to modern days, in order to modify people's ways of thinking and acting. It has a tremendous role to play when it comes to advertising, even more so if considering social advertising campaigns. One of the determinants that were scrutinized before through research in the field of persuasive communication is the appeal to fear, which is frequently used in public health campaigns, such as antismoking advertising. In s...

  8. A review of studies on persuasion from the viewpoint of the Elaboration Likelihood Model (1)

    OpenAIRE

    Fukada, Hiromi; Kimura, Kenichi; Makino, Koshi; Higuchi, Masataka

    2000-01-01

    The purpose of this paper was to review studies on persuasion from the viewpoint of the Elaboration Likelihood Model based on Petty & Wegener (1998). The paper consists of the following four parts. 1. Introduction. 2. Multiple roles for persuasion variables. 3. Source variables: (1) credibility (expertise, trustworthiness), (2) attractiveness/likableness, (3) power, (4) additional source factors related to credibility, liking and power (speed of speech, demographic variables, majority/minorit...

  9. THE EFFECTS OF LEARNING MODELS AND LINGUISTIC INTELLIGENCE ON THE PERSUASIVE WRITING SKILL

    OpenAIRE

    Yusri, Yusri; Emzir, Emzir

    2017-01-01

    The objective of this study is to know the effects of learning models (problem solving and project based learning) and linguistic intelligence  on the students of persuasive writing skill of the fourth semester students  of English Department, State Polytechnic of Sriwijaya Palembang, in the academic year of 2016-2017. The writer used linguistic intelligence test and persuasive writing test to collect the data. The data was analyzed  statistically by using two-factor ANOVA a...

  10. Science and Technology for Communication and Persuasion Aboard: Gap Analysis and Survey. Revision

    Science.gov (United States)

    2012-03-01

    in the West—which, some argue, biases the field toward individualist rather than collectivist motives for action. Although the U.S. government has...campaigns. It might be worthwhile to invest in research on the persuasiveness of so- called serious games, particularly for non-Western cultures , and to...text-based environments. ’ Rilla Khaled, " Culturally -Relevant Persuasive Technology" (Dissertation, Victoria University of Wellington, 2008), 11

  11. The Opportunities and Challenges of Persuasive Technology in Creating Sustainable Innovation and Business Model Innovation

    DEFF Research Database (Denmark)

    Aagaard, Annabeth; Lindgren, Peter

    2015-01-01

    The opportunities of persuasive technology in facilitating sustainable innovation and business model innovation have been witnessed continuously during the last decade. The unique ability of persuasive technology in interacting and mediating across users, customers, decisions makers and other...... stakeholders provides access to core knowledge about behavior and opportunities to influence and even change their behavior in a positive and more sustainable manner. Sustainable innovation and business model innovation is gaining more and more competitive leverage due to customer requirements, the growing...

  12. When message-frame fits salient cultural-frame, messages feel more persuasive

    OpenAIRE

    Uskul, Ayse K.; Oyserman, Daphna

    2010-01-01

    The present study examines the persuasive effects of tailored health messages comparing those tailored to match (versus not match) both chronic cultural frame and momentarily salient cultural frame. Evidence from two studies (Study 1: n = 72 European Americans; Study 2: n = 48 Asian Americans) supports the hypothesis that message persuasiveness increases when chronic cultural frame, health message tailoring and momentarily salient cultural frame all match. The hypothesis was tested using a me...

  13. Mental Representations in Art Discourse

    Directory of Open Access Journals (Sweden)

    Katja Sudec

    2014-03-01

    Full Text Available The paper starts by examining the content included in the museum environment, where I write about the type of relations that emerge in a museum or artistic setting. This is followed by an observation of a social act (socialising and a chapter on the use of food in an artistic venue. At the end, I address art education via the format that I developed at the 6th Berlin Biennale. This is followed by an overview of the cognitive model of the fort-da game based on Freud’s theory via two discourse models. Here, I address discourse on art works in the form of a lecture or reading, where the art space is fictitiously present, and then move on to discuss discourse on art works in real, “present” art space. This is followed by a section on actions (Handlungen in German and methods supporting the fort-da model. The last part of the article examines the issue of “mental representations”, defining and explaining the function of mental representations with regard to the target audience of the blind and visually impaired.

  14. CONCEPTUAL METAPHORS IN BASKETBALL DISCOURSE

    Directory of Open Access Journals (Sweden)

    Reda Toleikienė

    2013-04-01

    Full Text Available This article presents part of the research performed within the scope of the national project “Conceptual Metaphors in Public Discourse,”1 financed by the Research Council of Lithuania. The aim of the present paper is to analyze conceptual metaphors in the discourse of the European Basketball Championship which took place in Kaunas, Lithuania in 2011, as well as to determine the source concepts. The analysis allows certain features of the images which are used while conceptualizing the entities related to basketball to be described. The metaphorical collocations drawn from the Lithuanian language corpora and web portals (www.delfi.lt and www.lrytas.lt were selected and analyzed from 31 August 2011 to 18 September 2011. A conceptual metaphor is defined as an interaction of two conceptual fields (source and target concepts. On the basis of the analyzed conceptual sayings, the reconstructed conceptual metaphors proved that the most prolific metaphors are of war, ontology, and scale. In basketball discourse, the war metaphor is characterized by the fact that the image of sport is war is supplemented by other source concepts (e.g.,a person, a building, a thing, a material, a scale. The features of two or sometimes even three source concepts are ascribed to the target concept.

  15. Educational storylines in entertainment television: audience reactions toward persuasive strategies in medical dramas.

    Science.gov (United States)

    Asbeek Brusse, Elsbeth D; Fransen, Marieke L; Smit, Edith G

    2015-04-01

    Medical television drama series provide an important source of health information. This form of entertainment-education (E-E) can be used to influence knowledge, attitudes, and behaviors toward health-related issues. In the literature, E-E is generally regarded as a persuasive strategy in itself, whereas in an increasing number of E-E programs, several different persuasive strategies are used. An important question is how the audience ethically evaluates these strategies. The aim of the present study is to examine viewers' ethical judgments toward the use of three persuasive strategies in E-E: product placement, framing, and persuasion toward a controversial position. A survey among 525 viewers of 5 popular medical dramas demonstrates that viewers evaluate the use of the currently investigated attitudinal statements about potential persuasive strategies in E-E as being immoral and that viewers prefer neutral storylines. Adopting a strategy that viewers find inappropriate may interfere with the intended prosocial effects of E-E. A broader understanding of the appropriate and inappropriate uses of persuasive strategies in E-E is indispensable for effective E-E productions.

  16. Threat, Fear, and Persuasion: Review and Critique of Questions About Functional Form

    Directory of Open Access Journals (Sweden)

    Lijiang Shen

    2014-01-01

    Full Text Available Theories of threat appeals have been rightly concerned with the form of the relationship between fear and persuasion: Linear or curvilinear. They have not, however, clearly distinguished the question as a between- or within-persons phenomenon. In fact, the literature often treats these two perspectives as if they were interchangeable. We show that between- versus within-person questions about functional form are distinct from one another. Previous research, which is the product of between-persons designs, shows a linear relationship between fear and persuasion. Betweenpersons studies cannot address the question of how changes in fear over time produce persuasion. Consequently, a major piece of the fear appeals-persuasion puzzle may have been overlooked. Reanalysis of an existing data set shows curvilinearity of fear in within-persons data and demonstrates that the curve predicts persuasion. Audience segmentation reveals different curves for different groups as well as differential associations between those curves and persuasion. Overall, the argument and the empirical results suggest that a great deal less is known about fear appeals than it is currently believed.

  17. The persuasive effects of framing messages on fruit and vegetable consumption according to regulatory focus theory.

    Science.gov (United States)

    Dijkstra, Arie; Rothman, Alexander; Pietersma, Suzanne

    2011-08-01

    According to Regulatory Focus theory (RFT), outcomes in persuasive messages can be framed in four different ways, as gains, non-gains, losses or non-losses. In study 1, the persuasiveness of all four frames was compared and the presence/absence effect that was expected on the basis of the feature-positive effect was verified: Statements about present outcomes (gain, loss) were more persuasive than those about absent outcomes (non-gain, non-loss). However, this study failed to support the prediction that a gain-framed message would be more persuasive than a loss-framed message when promoting a prevention behaviour. Study 2 was designed to examine the latter finding. It was hypothesised that the threat posed by the loss-framed message in study 1 was too low to elicit a defensive reaction. Therefore, in study 2, the personal relevance of the gain and the loss framed message was manipulated. Consistent with predictions, the gain-framed message was more persuasive than the loss-framed message, but only when the message was personalised to increase self-relevance. Moreover, the effect was due to a significant drop in persuasion in the loss condition, probably caused by a defensive reaction. These data shed a new light on the findings of past framing studies.

  18. Persuasive strategies in Mandela’s No Easy Walk to Freedom

    Directory of Open Access Journals (Sweden)

    Ali Abdulhameed Faris

    2016-01-01

    Full Text Available Remarkable politicians are those who are skilled at communicating their ideas with a good sense of persuasion. The present paper is an endeavour to investigate the persuasive strategies of the African leader, Nelson Mandela, with reference to his address No Easy Walk to Freedom (1953. Johnstone’s (2008 framework for persuasive strategies was used for the analysis. The findings demonstrate the use of three persuasive strategies – quasilogical, presentational and analogical. Quasilogical argumentation, which is based on rationality, was made through syllogism, enthymeme and causation. To create involvement, Mandela manipulated presentational persuasion via rhetorical deixes, metaphors, repetition and alliteration. Attempting to elevate the spiritual values of his addressees in regard to the cause of liberation and freedom, Mandela employed analogical persuasion by making a reference to the Bible. Of these three strategies, quasilogical and presentational strategies were the most manipulated by Mandela in the given speech to move his audience. Logic and rationality was used to motivate his audience to receive his claims about white supremacy, andemotions mainly grief and rage were evoked to energize the course of anti-white supremacy non-violent orchestrated struggle.

  19. The eye movement desensitization and reprocessing procedure prevents defensive processing in health persuasion.

    Science.gov (United States)

    Dijkstra, Arie; van Asten, Regine

    2014-01-01

    In the present study, the method of eye movement desensitization and reprocessing (EMDR) is studied to understand and prevent defensive reactions with regard to a negatively framed message advocating fruit and vegetable consumption. EMDR has been shown to tax the working memory. Participants from a university sample (n = 124) listened to the persuasive message in a randomized laboratory experiment. In the EMDR condition, they were also instructed to follow with their eyes a dot on the computer screen. The dot constantly moved from one side of the screen to the other in 2 seconds. In addition, a self-affirmation procedure was applied in half of the participants. EMDR led to a significant increase in persuasion, only in recipients in whom the persuasive message could be expected to activate defensive self-regulation (in participants with a moderate health value and in participants with low self-esteem). In those with a moderate health value, EMDR increased persuasion, but only when recipients were not affirmed. In addition, EMDR increased persuasion only in recipients with low self-esteem, not in those with high self-esteem. These results showed that EMDR influenced persuasion and in some way lowered defensive reactions. The similarities and differences in effects of EMDR and self-affirmation further increased our insight into the psychology of defensiveness.

  20. Self-generated persuasion: effects of the target and direction of arguments.

    Science.gov (United States)

    Briñol, Pablo; McCaslin, Michael J; Petty, Richard E

    2012-05-01

    Previous research has revealed that self-persuasion can occur either through role-playing (i.e., when arguments are generated to convince another person) or, more directly, through trying to convince oneself (i.e., when arguments are generated with oneself as the target). Combining these 2 traditions in the domain of attitude change, the present research investigated the impact on self-persuasion of the specific target of one's own persuasive attempt (i.e., others vs. oneself). We found that the efficacy of self-persuasion depended on whether people believed that they would have to put more or less effort in convincing the self or others. Specifically, we found opposite effects for self-generated arguments depending on whether the topic of persuasion was proattitudinal or counterattitudinal. Across 4 studies, it was shown that when the topic of the message was counterattitudinal, people were more effective in convincing themselves when the intended target of the arguments was themselves versus another person. However, the opposite was the case when the topic was proattitudinal. These effects were shown to stem from the differential effort perceived as necessary and actually exerted in trying to produce persuasion under these conditions.