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

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...

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.

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.

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.

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

Directory of Open Access Journals (Sweden)

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.

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…

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…

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.

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

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...

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

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....

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...

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.

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

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

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…

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.

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.

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.

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…

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.

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…

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.

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

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…

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:…

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

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...

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.

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 ...

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...

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…

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.

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.

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).

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.

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...

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. ...

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...

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.

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.

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.

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

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.

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...

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.

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...

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.

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...

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...

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...

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...

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.

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?

Directory of Open Access Journals (Sweden)

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.

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.

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

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 ...

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)

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

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.

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.

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

Directory of Open Access Journals (Sweden)

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.

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.

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....

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...

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…

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

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

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...

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...

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.

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 ...

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....

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...

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.

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.

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

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.

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…

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.

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.

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....

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)

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…

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 ...

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

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

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…

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.

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

Directory of Open Access Journals (Sweden)

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.

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...

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

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.

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.

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.

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...

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

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.

"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.

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.

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.

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...

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…

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

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.

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. 

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....

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...

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

Directory of Open Access Journals (Sweden)

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?

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…

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....

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.

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...

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....

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.

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

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...

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)

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...

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

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.

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....

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...

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.

"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…

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

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.

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

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...

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.

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...

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...

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...

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.

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.

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...

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.

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.

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…

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.

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…

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…

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).

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...

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...

"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.

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.

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…

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

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)

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...

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.

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…

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)

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...

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.

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.

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…

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...

Multiple Schools, Languages, Experiences and Affiliations: Ideological Becomings and Positionings

Science.gov (United States)

Maguire, Mary H.; Curdt-Christiansen, Xiao Lan

2007-01-01

This article focuses on the identity accounts of a group of Chinese children who attend a heritage language school. Bakhtin's concepts of ideological becoming, and authoritative and internally persuasive discourse, frame our exploration. Taking a dialogic view of language and learning raises questions about schools as socializing spaces and…

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

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).

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…

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…

“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

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…

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

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

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.

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.

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.

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)

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 -

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

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

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.

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.

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 –

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;

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)

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.

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....

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

“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.

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.

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

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.

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...

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…

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...

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.

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.

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

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....

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.

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...

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 ...

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.

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.

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.

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...

Maximizing the persuasiveness of a salesperson: An exploratory study of the effects of nonverbal immediacy and language power on the extent of persuasion

Directory of Open Access Journals (Sweden)

Natavan M. Gadzhiyeva

2017-07-01

Full Text Available The present study investigated the effects of a salesperson's use of language power and nonverbal immediacy on the persuasiveness of the salesperson. A high level of language power and a high level of nonverbal immediacy were hypothesized to singularly and jointly increase a salesperson's level of persuasiveness. A sample of 211 undergraduate students voluntarily completed an online survey, which displayed a video clip of a sales presentation. Each participant randomly viewed one of four video clips, which differed in terms of the salesperson's levels of language power (powerful vs. powerless and nonverbal immediacy (high vs. low. A three-way ANOVA indicated that language power had a significant main effect on persuasion in the expected direction, and also revealed a significant interaction between nonverbal immediacy and participant biological sex. However, there were no main effects for nonverbal immediacy and participant biological sex, and no interaction effect was found between language power and nonverbal immediacy. Subsequent data analysis revealed that the perceived power of the speaker mediated the relationship between language power and the extent of persuasion. We conclude the article with a discussion of the implications of our findings for both researchers and practitioners.

Commitment Versus Persuasion in the Three-Party Constrained Voter Model

Science.gov (United States)

Mobilia, Mauro

2013-04-01

In the framework of the three-party constrained voter model, where voters of two radical parties ( A and B) interact with "centrists" ( C and C ζ ), we study the competition between a persuasive majority and a committed minority. In this model, A's and B's are incompatible voters that can convince centrists or be swayed by them. Here, radical voters are more persuasive than centrists, whose sub-population comprises susceptible agents C and a fraction ζ of centrist zealots C ζ . Whereas C's may adopt the opinions A and B with respective rates 1+ δ A and 1+ δ B (with δ A ≥ δ B >0), C ζ 's are committed individuals that always remain centrists. Furthermore, A and B voters can become (susceptible) centrists C with a rate 1. The resulting competition between commitment and persuasion is studied in the mean field limit and for a finite population on a complete graph. At mean field level, there is a continuous transition from a coexistence phase when ζpersuasion, here consensus is reached much slower ( ζpersuasive voters and centrists coexist when δ A > δ B , whereas all species coexist when δ A = δ B . When ζ≥Δ c and the initial density of centrists is low, one finds τ˜ln N (when N≫1). Our analytical findings are corroborated by stochastic simulations.

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.

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…

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)

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.

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…

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

'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...

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.

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...

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.

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).

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.

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.

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

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.

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.

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

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

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…

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…

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

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...

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.

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…

Building community in international politics: A study of political press conferences

Directory of Open Access Journals (Sweden)

Aditi Bhatia

2011-04-01

Full Text Available In today’s increasingly globalised yet disconnected world, especially in the contemporary context of a turbulent political landscape, there has been an increasing effort made by socio-political leaders at solidifying alliances and drawing support from different corners of the world in order to neutralize policies. Drawing on a multidimensional framework, in particular, critical discourse analysis and membership categorization analysis, this paper explores the various strategies employed by political leaders, attempting to reconcile disparate perspectives in the face of increasing socio-economic inter-connection and political dependence. More often than not, it was discovered, political leaders drew upon the somewhat “illusory” notion of “international community”, turning it into a tool of persuasion and membership category. In doing so, this paper aims to illustrate how the creation of illusive categories and perceptions are intended as a means of drawing support from diverse political leaders and projecting a united front before scrutinizing press and public.

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...

Personalization and perceived personal relevance in computer-tailored persuasion in smoking cessation.

Science.gov (United States)

Dijkstra, Arie; Ballast, Karien

2012-02-01

In most computer-tailored interventions, the recipient's name is used to personalize the information. This is done to increase the process of persuasion but few empirical data exist that support this notion. An experimental laboratory study was conducted to test the effects of mentioning the participants name and to study whether it was related to the depth of processing in a 2 (personalization/standard) × 2 (weak/strong arguments) design. Over 120 student smokers were randomly assigned to one of the four experimental conditions in which they read smoking cessation messages offering (pre-tested) strong or weak arguments. Personalization was applied by mentioning the recipient's first name three times in the text. The intention to quit smoking was the dependent variable. Personalization increased persuasion when perceived personal relevance was high, but it decreased persuasion when perceived personal relevance was low. The effects on persuasion were only present in the case of strong arguments. Personalization is not always effective, and it may even lead to less persuasion. Therefore, this often used way to tailor messages must be applied with care. ©2011 The British Psychological Society.

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. �

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...

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.

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...

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...

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…

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...

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

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.

A Demonstrative Analysis of News Articles Using Fairclough’s Critical Discourse Analysis Framework

Directory of Open Access Journals (Sweden)

Roy Randy Y. Briones

2017-07-01

Full Text Available This paper attempts to demonstrate Norman Fairclough’s Critical Discourse Analysis (CDA framework by conducting internal and external level analyses on two online news articles that report on the Moro Islamic Liberation Front’s (MILF submission of its findings on the “Mamasapano Incident” that happened in the Philippines in 2015. In performing analyses using this framework, the social context and background for these texts, as well as the relationship between the internal discourse features and the external social practices and structures in which the texts were produced are thoroughly examined. As a result, it can be noted that from the texts’ internal discourse features, the news articles portray ideological and social distinctions among social actors such as the Philippine Senate, the SAF troopers, the MILF, the MILF fighters, and the civilians. Moreover, from the viewpoint of the texts as being external social practices, the texts maintain institutional identities as news reports, but they also reveal some evaluative stance as exemplified by the adjectival phrases that the writers employed. Having both the internal and external features examined, it can be said that the way these texts were written seems to portray power relations that exist between the Philippine government and the MILF. Key words: Critical Discourse Analysis, discourse analysis, news articles, social practices, social structures, power relations

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.

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

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

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

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.

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

L’argumentation dans le discours d’information médiatique Argumentation in Media Discourse

Directory of Open Access Journals (Sweden)

Wander Emediato

2011-10-01

Full Text Available L’article présente quelques éléments de réflexion susceptibles de contribuer au développement d’une étude sur l’argumentation dans le discours d’information médiatique. Dans cette perspective, il poursuit deux objectifs complémentaires. L’un, d’ordre géneral, consiste à montrer comment les trois approches dominantes de l’argumentation (logique, linguistique et rhétorique sont à la fois différenciées, et étroitement imbriquées dans l’analyse du discours de presse. La seconde concerne le fonctionnement du discours d’information dans la presse et la façon dont il met en place, par des opérations de cadrage, d’effacement énonciatif, d’ellipses, etc. une « dimension argumentative » (Amossy 2000 : sans avoir une visée argumentative avouée, il se propose néanmoins d’agir sur les croyances et les représentations du lecteur. A titre d’exemple, l’étude traite d’un corpus de titres empruntés essentiellement à la presse brésilienne.This paper aims at contributing to the development of argumentation studies in the field of media discourse, and within this perspective, it presents two main complementary objectives. Firstly, it strives at showing how the three main approaches to argumentation (logical, linguistic and rhetoric are both distinct and closely interconnected in the analysis of media discourse. The second objective concerns the functioning of the selected genre of discourse: the paper examines how, through procedures of framing, obliteration of the enunciative modality, ellipses, etc., media discourse sets up an “argumentative dimension” (Amossy 2000. Although not overtly intended for persuasion, media discourse nevertheless sets out to act upon the reader’s beliefs and representations. These issues are tackled through the analysis of a sample of headlines mostly borrowed from the Brazilian press.

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

Formality of the Chinese collective leadership.

Science.gov (United States)

Li, Haiying; Graesser, Arthur C

2016-09-01

We investigated the linguistic patterns in the discourse of four generations of the collective leadership of the Communist Party of China (CPC) from 1921 to 2012. The texts of Mao Zedong, Deng Xiaoping, Jiang Zemin, and Hu Jintao were analyzed using computational linguistic techniques (a Chinese formality score) to explore the persuasive linguistic features of the leaders in the contexts of power phase, the nation's education level, power duration, and age. The study was guided by the elaboration likelihood model of persuasion, which includes a central route (represented by formal discourse) versus a peripheral route (represented by informal discourse) to persuasion. The results revealed that these leaders adopted the formal, central route more when they were in power than before they came into power. The nation's education level was a significant factor in the leaders' adoption of the persuasion strategy. The leaders' formality also decreased with their increasing age and in-power times. However, the predictability of these factors for formality had subtle differences among the different types of leaders. These results enhance our understanding of the Chinese collective leadership and the role of formality in politically persuasive messages.

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…

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.

Translating self-persuasion into an adolescent HPV vaccine promotion intervention for parents attending safety-net clinics.

Science.gov (United States)

Baldwin, Austin S; Denman, Deanna C; Sala, Margarita; Marks, Emily G; Shay, L Aubree; Fuller, Sobha; Persaud, Donna; Lee, Simon Craddock; Skinner, Celette Sugg; Wiebe, Deborah J; Tiro, Jasmin A

2017-04-01

Self-persuasion is an effective behavior change strategy, but has not been translated for low-income, less educated, uninsured populations attending safety-net clinics or to promote human papillomavirus (HPV) vaccination. We developed a tablet-based application (in English and Spanish) to elicit parental self-persuasion for adolescent HPV vaccination and evaluated its feasibility in a safety-net population. Parents (N=45) of age-eligible adolescents used the self-persuasion application. Then, during cognitive interviews, staff gathered quantitative and qualitative feedback on the self-persuasion tasks including parental decision stage. The self-persuasion tasks were rated as easy to complete and helpful. We identified six question prompts rated as uniformly helpful, not difficult to answer, and generated non-redundant responses from participants. Among the 33 parents with unvaccinated adolescents, 27 (81.8%) reported deciding to get their adolescent vaccinated after completing the self-persuasion tasks. The self-persuasion application was feasible and resulted in a change in parents' decision stage. Future studies can now test the efficacy of the tablet-based application on HPV vaccination. The self-persuasion application facilitates verbalization of reasons for HPV vaccination in low literacy, safety-net settings. This self-administered application has the potential to be more easily incorporated into clinical practice than other patient education approaches. Copyright © 2016 Elsevier Ireland Ltd. All rights reserved.

Discrete emotions and persuasion: the role of emotion-induced expectancies.

Science.gov (United States)

DeSteno, David; Petty, Richard E; Rucker, Derek D; Wegener, Duane T; Braverman, Julia

2004-01-01

The authors argue that specific emotions can alter the persuasive impact of messages as a function of the emotional framing of persuasive appeals. Because specific emotions inflate expectancies for events possessing matching emotional overtones (D. DeSteno, R. E. Petty, D. T. Wegener, & D. D. Rucker, 2000), the authors predicted that attempts at persuasion would be more successful when messages were framed with emotional overtones matching the emotional state of the receiver and that these changes would be mediated by emotion-induced biases involving expectancies attached to arguments contained in the messages. Two studies manipulating discrete negative emotional states and message frames (i.e., sadness and anger) confirmed these predictions. The functioning of this emotion-matching bias in parallel with emotion-induced processing differences and the limitations of a valence-based approach to the study of attitude change are also considered.

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...

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...

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…

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

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

Science.gov (United States)

Klucharev, Vasily; Smidts, Ale; Fernández, Guillén

2008-12-01

Human 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 positive effect on memory for and attitude towards the object. Using functional magnetic resonance imaging, we probed the neural processes predicting these behavioural effects. Expert context was associated with distributed left-lateralized brain activity in prefrontal and temporal cortices related to active semantic elaboration. Furthermore, experts enhanced subsequent memory effects in the medial temporal lobe (i.e. in hippocampus and parahippocampal gyrus) involved in memory formation. Experts also affected subsequent attitude effects in the caudate nucleus involved in trustful behaviour, reward processing and learning. These results may suggest that the persuasive effect of experts is mediated by modulation of caudate activity resulting in a re-evaluation of the object in terms of its perceived value. Results extend our view of the functional role of the dorsal striatum in social interaction and enable us to make the first steps toward a neuroscientific model of persuasion.

When message-frame fits salient cultural-frame, messages feel more persuasive.

Science.gov (United States)

Uskul, Ayse K; Oyserman, Daphna

2010-03-01

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 message about health risks of caffeine consumption among individuals prescreened to be regular caffeine consumers. After being primed for individualism, European Americans who read a health message that focused on the personal self were more likely to accept the message-they found it more persuasive, believed they were more at risk and engaged in more message-congruent behaviour. These effects were also found among Asian Americans who were primed for collectivism and who read a health message that focused on relational obligations. The findings point to the importance of investigating the role of situational cues in persuasive effects of health messages and suggest that matching content to primed frame consistent with the chronic frame may be a way to know what to match messages to.

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)

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.

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.

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)…

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.

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?

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?

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…

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…

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...

Framing in Entertainment-Education: Effects on Processes of Narrative Persuasion.

Science.gov (United States)

Brusse, Elsbeth D Asbeek; Fransen, Marieke L; Smit, Edith G

2017-12-01

Nowadays, entertainment-education (E-E) is often used as a persuasive strategy to stimulate prosocial behavior. Although E-E is mostly regarded as a persuasive strategy in itself, in an increasing number of E-E programs several persuasive strategies are used to communicate the educational message to the audience. This study investigates the effects of a strategy widely used in health communication, but not previously studied in the field of E-E: framing. To this means we examined the effect of two different ways an E-E message can be framed: by emphasizing either the losses of not performing the behavior in question or the gains of performing this behavior. A serial multiple mediation model showed that framing affected intention to refrain from drunk cycling via counterarguing and attitude toward drunk cycling; the use of a gain frame decreased counterarguing, which decreased the attitude toward drunk cycling. This subsequently resulted in a higher intention to refrain from this behavior. Implications of these results are discussed.

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…

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…

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.

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…

The persuasion network is modulated by drug-use risk and predicts anti-drug message effectiveness

Science.gov (United States)

Mangus, J Michael; Turner, Benjamin O

2017-01-01

Abstract While a persuasion network has been proposed, little is known about how network connections between brain regions contribute to attitude change. Two possible mechanisms have been advanced. One hypothesis predicts that attitude change results from increased connectivity between structures implicated in affective and executive processing in response to increases in argument strength. A second functional perspective suggests that highly arousing messages reduce connectivity between structures implicated in the encoding of sensory information, which disrupts message processing and thereby inhibits attitude change. However, persuasion is a multi-determined construct that results from both message features and audience characteristics. Therefore, persuasive messages should lead to specific functional connectivity patterns among a priori defined structures within the persuasion network. The present study exposed 28 subjects to anti-drug public service announcements where arousal, argument strength, and subject drug-use risk were systematically varied. Psychophysiological interaction analyses provide support for the affective-executive hypothesis but not for the encoding-disruption hypothesis. Secondary analyses show that video-level connectivity patterns among structures within the persuasion network predict audience responses in independent samples (one college-aged, one nationally representative). We propose that persuasion neuroscience research is best advanced by considering network-level effects while accounting for interactions between message features and target audience characteristics. PMID:29140500

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…

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...

Marketing the "radical": symbolic communication and persuasive technologies in jihadist websites.

Science.gov (United States)

Bhui, Kamaldeep; Ibrahim, Yasmin

2013-04-01

This paper reviews the persuasion techniques employed by jihadist websites with particular reference to the patterns of rhetoric, image, and symbolism manifested in text, videos, and interactive formats. Beyond symbolic communication, the online media needs to be also understood through its persuasive tendencies as a medium which elicits social response through its design architecture. This double articulation of new media technologies, as a medium for information and as a form of persuasive technology, has provided new means to market the radical. The marketing techniques of jihadist websites through multimedia formats have consequences for the formation of identities, both collective and individual. As a marketing tool it combines established forms of rhetoric and propaganda with new ways to reach audiences through both popular culture and religious ideologies. The paper analyses the implications for further research and counterterrorism strategies.

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...

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…

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....

Ambient Persuasive Technology Needs Little Cognitive Effort: The Differential Effects of Cognitive Load on Lighting Feedback versus Factual Feedback

Science.gov (United States)

Ham, Jaap; Midden, Cees

Persuasive technology can influence behavior or attitudes by for example providing interactive factual feedback about energy conservation. However, people often lack motivation or cognitive capacity to consciously process such relative complex information (e.g., numerical consumption feedback). Extending recent research that indicates that ambient persuasive technology can persuade the user without receiving the user's conscious attention, we argue here that Ambient Persuasive Technology can be effective while needing only little cognitive resources, and in general can be more influential than more focal forms of persuasive technology. In an experimental study, some participants received energy consumption feedback by means of a light changing color (more green=lower energy consumption, vs. more red=higher energy consumption) and others by means of numbers indicating kWh consumption. Results indicated that ambient feedback led to more conservation than factual feedback. Also, as expected, only for participants processing factual feedback, additional cognitive load lead to slower processing of that feedback. This research sheds light on fundamental characteristics of Ambient Persuasive Technology and Persuasive Lighting, and suggests that it can have important advantages over more focal persuasive technologies without losing its persuasive potential.

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.

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)

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.

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.

Brain mechanisms of persuasion: how ‘expert power’ modulates memory and attitudes

Science.gov (United States)

Smidts, Ale; Fernández, Guillén

2008-01-01

Human 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 positive effect on memory for and attitude towards the object. Using functional magnetic resonance imaging, we probed the neural processes predicting these behavioural effects. Expert context was associated with distributed left-lateralized brain activity in prefrontal and temporal cortices related to active semantic elaboration. Furthermore, experts enhanced subsequent memory effects in the medial temporal lobe (i.e. in hippocampus and parahippocampal gyrus) involved in memory formation. Experts also affected subsequent attitude effects in the caudate nucleus involved in trustful behaviour, reward processing and learning. These results may suggest that the persuasive effect of experts is mediated by modulation of caudate activity resulting in a re-evaluation of the object in terms of its perceived value. Results extend our view of the functional role of the dorsal striatum in social interaction and enable us to make the first steps toward a neuroscientific model of persuasion. PMID:19015077

The persuasion network is modulated by drug-use risk and predicts anti-drug message effectiveness.

Science.gov (United States)

Huskey, Richard; Mangus, J Michael; Turner, Benjamin O; Weber, René

2017-12-01

While a persuasion network has been proposed, little is known about how network connections between brain regions contribute to attitude change. Two possible mechanisms have been advanced. One hypothesis predicts that attitude change results from increased connectivity between structures implicated in affective and executive processing in response to increases in argument strength. A second functional perspective suggests that highly arousing messages reduce connectivity between structures implicated in the encoding of sensory information, which disrupts message processing and thereby inhibits attitude change. However, persuasion is a multi-determined construct that results from both message features and audience characteristics. Therefore, persuasive messages should lead to specific functional connectivity patterns among a priori defined structures within the persuasion network. The present study exposed 28 subjects to anti-drug public service announcements where arousal, argument strength, and subject drug-use risk were systematically varied. Psychophysiological interaction analyses provide support for the affective-executive hypothesis but not for the encoding-disruption hypothesis. Secondary analyses show that video-level connectivity patterns among structures within the persuasion network predict audience responses in independent samples (one college-aged, one nationally representative). We propose that persuasion neuroscience research is best advanced by considering network-level effects while accounting for interactions between message features and target audience characteristics. © The Author (2017). Published by Oxford University Press.

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…

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.

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,

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

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.

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.

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.

[Study on discourse right construction of China's medical aid to Africa].

Science.gov (United States)

Li-Ying, Zhou; Yao, Deng; Kun, Yang

2016-11-24

To analyze the discourse right construction of China's medical aid to Africa, so as to provide evidences for improving the effect and sustainable development of China's medical aid to Africa. The documents of the discourse right that China constructed in the medical aid to Africa were selected at different periods as discourse samples. The achievement and deficiency were analyzed from four aspects, namely confident, charismatic, influential, and dominant. China's medical team made much in the discourse right construction in their aid to Africa, but some China's medical team members were still too cautious and too low-key. China's medical team gained the trust of the people of Africa, but the language communication difficulties still hampered in China's medical aid to Africa. Chinese medical team were widely praised by the African society, but in the west, some African media, even China's media still neglected to report China's doctors. China's international discourse right were greatly improved, but western countries still dominated the public opinion. China should refer to the actual situation of medical aid to Africa to strengthen the construction of discourse right.

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

Disciplinary discourses: rates of cesarean section explained by medicine, midwifery, and feminism.

Science.gov (United States)

Lee, Amy Su May; Kirkman, Maggie

2008-05-01

In the context of international concern about increasing rates of cesarean sections, we used discourse analysis to examine explanations arising from feminism and the disciplines of medicine and midwifery, and found that each was positioned differently in relation to the rising rates. Medical discourses asserted that doctors are authorities on birth and that, although cesareans are sometimes medically necessary, women recklessly choose unnecessary cesareans against medical advice. Midwifery discourses portrayed medicine as paternalistic toward both women and midwifery, and feminist discourses situated birth and women's bodies in the context of a patriarchally structured society. The findings illustrate the complex ways in which this intervention in birth is discursively constructed, and demonstrate its significance as a site of disciplinary conflict.

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.

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...

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)

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

Directory of Open Access Journals (Sweden)

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.

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.

[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.

False physiological feedback and persuasion: effect of fear arousal vs. fear reduction on attitude change.

Science.gov (United States)

Hendrick, C; Giesen, M; Borden, R

1975-06-01

Two experiments tested the hypothesis that increases in false physiological feedback of fear arousal will enhance persuasion and that reduction in the arousal feedback is unnecessary for increased persuasion to occur. Prior research has usually found a positive relation between level of arousal and persuasion, but support for the drive reduction hypothesis is tenuous. However, Harris and Jellison (1971) claimed support for such a hypothesis. They manipulated subjects' fear arousal cognitively via false physiological feedback while the subjects listened to a persuasive communication. The present experiments used a similar procedure in an attempt to test an "arousal only" against an "arousal reduction" hypothesis. Subjects listened to a persuasive speech while receiving false feedback via a meter concerning their fear arousal. In Experiment I half of the subjects received high arousal and half received moderate arousal information. Within each of these conditions half of the subjects had their arousal reduced, and the other half did not. In Experiment II subjects received either low arousal, high arousal, or high then low arousal feedback while listening. The results of the two studies generally provided support for the "arousal only" hypothesis. An interpretation in terms of Bem's attribution theory was tentatively suggested.

Post-Foundational Discourse Analysis: A Suggestion for a Research Program

Directory of Open Access Journals (Sweden)

Tomas Marttila

2015-08-01

Full Text Available Post-foundational discourse analysis, also labeled as Essex School in Discourse Analysis, has been observed to suffer from a considerable methodological deficit that limits its applicability in empirical research. The principal aim of this article is to overcome this methodological deficit by constructing the research program of the post-foundational discourse analysis that facilitates its operationalization in empirical research. In accordance with Imre LAKATOS (1970 and David HOWARTH (2004a, a research program is referred to an internally consistent and openly scrutinizable system of theoretical, methodological and phenomenal concepts that opens up the possibility to distinguish between the "negative" and the "positive" heuristics of empirical research. The first three sections develop the positive heuristics of the post-foundational discourse analysis by elucidating its theoretical foundations, methodological position and phenomenal framework. The concluding fourth section draws on the presented positive heuristics to outline the analytical stages and strategies of the post-foundational discourse analysis and discusses suitable methods for sampling and interpreting empirical data. URN: http://nbn-resolving.de/urn:nbn:de:0114-fqs150319

Right about others, wrong about ourselves? Actual and perceived self-other differences in resistance to persuasion.

Science.gov (United States)

Douglas, Karen M; Sutton, Robbie M

2004-12-01

The third-person effect (TPE) is the tendency for people to perceive the media as more influential on others than on themselves. This study introduced a new methodological paradigm for measuring the TPE and examined whether the effect stems from an overestimation of the persuasibility of others, an underestimation of the persuasibility of the self, both, or neither. In three studies, we compared ratings of: (a) current self attitudes (both baseline and post-persuasion), (b) current others' attitudes (both baseline and post-persuasion), (c) retrospective self attitudes, and (d) retrospective others' attitudes. We also measured traditional third-person perception ratings of perceived influence. Rather than overestimating others' attitude change, we found evidence that people underestimated the extent to which their own attitudes had, or would have, changed.

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.

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.

Using Persuasive Design Principles in Motivational Feeling towards Children Dental Anxiety (CDA)

Science.gov (United States)

Salam, Sobihatun Nur-Abdul; Yahaya, Wan Ahmad Jaafar-Wan; Ali, Azillah-Mohd

This paper is focusing the potential use of persuasive design principles in motivating children's dental anxiety. The main intention of the paper is to emphasize an attempt of how persuasive design principle can be designed into educational material using CD ROM based multimedia learning environment to overcome the CDA. Firstly, we describe a problem domain which discuss about the universal feeling of CDA and secondly the current practices in handling those negative feelings. Thirdly, the conceptual background of PMLE and how the principle has been applied in designing the information interfaces and presentation of a persuasive multimedia learning environment (PMLE) are described. Fourthly, an experimental design was used to validate the effects of prototype which assessed children dental anxiety level before and after the demonstration and utilization of a PMLE. Primary school children age between seven and nine years old are selected as respondents. Fifthly, the result of the study has revealed the feedback from children regarding baseline test and children dental anxiety test. It shows how by using persuasive design principles as an overall strategy in designing PMLE was able to motivate children feelings towards dental anxiety and could let the children behave in a good manner for dental visit in the future.

THE STRATEGY OF USING PERSUASIVE ESSAY IN ENGLISH FOR MEDICAL ACADEMIC WRITING

Directory of Open Access Journals (Sweden)

Ellie Setyo Wahyuni

2014-06-01

Full Text Available Writing persuasive essay has the purpose of providing some techniques in organizing the idea and constructing the sentences in coherence. The content of this essay contains the health issue and medical terms. The students of medical faculty are expected to make a good persuasive essay in order to find out the recommendation solution of a health problem through the strategies (1 brainstorming (2 mapping (3 the 5 W’s (4 setting thesis statement (5 providing fact, statistic, and example (5 conclusion. The techniques have improved the student writing as the essays have been evaluated and given positive input on the content and development of paragraphs. This academic writing aims to give some practices for the Medical Faculty students of Hang Tuah University in order to produce a good persuasive essay in term of coherence, sentence structure, and organization.

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…

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

Critical Discourse Analysis. The Elaboration of a Problem Oriented Discourse Analytic Approach After Foucault

Directory of Open Access Journals (Sweden)

Rainer Diaz-Bone

2006-05-01

Full Text Available Abstract: The German discourse researcher Siegfried JÄGER from Duisburg is the first to have published a German-language book about the methodology of discourse analysis after FOUCAULT. JÄGER integrates in his work the discourse analytic work of Jürgen LINK as well as the interdisciplinary discussion carried on in the discourse analytic journal "kultuRRevolution" (Journal for Applied Discourse Analysis. JÄGER and his co-workers were associated with the Duisburger Institute for Language Research and Social Research (DISS, see http://www.diss-duisburg.de/ for 20 years, developing discourse theory and the methodology of discourse analysis. The interview was done via e-mail. It depicts the discourse analytic approach of JÄGER and his co-workers following the works of FOUCAULT and LINK. The interview reconstructs JÄGERs vita and his academic career. Further topics of the interview are the agenda of JÄGERs discourse studies, methodological considerations, the (problematic relationship between FOUCAULDian discourse analysis and (discourses, linguistics, styles and organization of research and questions concerning applied discourse analytic research as a form of critical intervention. URN: urn:nbn:de:0114-fqs0603219

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…

A Review of Persuasive Principles in Mobile Apps for Chronic Arthritis Patients: Opportunities for Improvement.

Science.gov (United States)

Geuens, Jonas; Swinnen, Thijs Willem; Westhovens, Rene; de Vlam, Kurt; Geurts, Luc; Vanden Abeele, Vero

2016-10-13

Chronic arthritis (CA), an umbrella term for inflammatory rheumatic and other musculoskeletal diseases, is highly prevalent. Effective disease-modifying antirheumatic drugs for CA are available, with the exception of osteoarthritis, but require a long-term commitment of patients to comply with the medication regimen and management program as well as a tight follow-up by the treating physician and health professionals. Additionally, patients are advised to participate in physical exercise programs. Adherence to exercises and physical activity programs is often very low. Patients would benefit from support to increase medication compliance as well as compliance to the physical exercise programs. To address these shortcomings, health apps for CA patients have been created. These mobile apps assist patients in self-management of overall health measures, health prevention, and disease management. By including persuasive principles designed to reinforce, change, or shape attitudes or behaviors, health apps can transform into support tools that motivate and stimulate users to achieve or keep up with target behavior, also called persuasive systems. However, the extent to which health apps for CA patients consciously and successfully employ such persuasive principles remains unknown. The objective of this study was to evaluate the number and type of persuasive principles present in current health apps for CA patients. A review of apps for arthritis patients was conducted across the three major app stores (Google Play, Apple App Store, and Windows Phone Store). Collected apps were coded according to 37 persuasive principles, based on an altered version of the Persuasive System Design taxonomy of Oinas-Kukkonen and Harjuma and the taxonomy of Behavior Change Techniques of Michie and Abraham. In addition, user ratings, number of installs, and price of the apps were also coded. We coded 28 apps. On average, 5.8 out of 37 persuasive principles were used in each app. The most

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...

Message sidedness in advertising: the moderating roles of need for cognition and time pressure in persuasion.

Science.gov (United States)

Kao, Danny Tengti

2011-08-01

Persuasion has been extensively researched for decades. Much of this research has focused on different message tactics and their effects on persuasion (e.g., Chang & Chou, 2008; Lafferty, 1999). This research aims to assess whether the persuasion of a specific type of message is influenced by need for cognition (NFC) and time pressure. The 336 undergraduates participated in a 2 (message sidedness: one-sided/two-sided) × 3 (time pressure: low/moderate/high) between-subjects design. Results indicate that two-sided messages tend to elicit more favorable ad attitudes than one-sided messages. As compared with low-NFC individuals, high-NFC individuals are likely to express more favorable ad attitudes, brand attitudes and purchase intention. Moderate time pressure tends to lead to more favorable ad attitudes than low time pressure and high time pressure. In addition, moderate time pressure is likely to elicit more favorable brand attitudes and purchase intentions than high time pressure, but does not elicit more favorable brand attitudes and purchase intentions than low time pressure. Furthermore, when high-NFC individuals are under low or moderate time pressure, two-sided messages are more persuasive than one-sided messages; however, message sidedness does not differentially affect the persuasion when high-NFC individuals are pressed for time. In contrast, one-sided messages are more persuasive than two-sided messages when low-NFC individuals are under low or high time pressure, and two-sided messages are more persuasive than one-sided messages when low-NFC individuals are under moderate time pressure. © 2011 The Author. Scandinavian Journal of Psychology © 2011 The Scandinavian Psychological Associations.

Legitimising Emerging Power Diplomacy: an Analysis of Government and Media Discourses on Brazilian Foreign Policy under Lula

Directory of Open Access Journals (Sweden)

Rafael Mesquita

2016-06-01

Full Text Available Abstract This study analyses whether Brazilian foreign policy under Lula successfully legitimised the country's international identity as a rising power in the eyes of the domestic and international media. Based on a constructivist framework, we have applied French Discourse Analysis to a corpus of 36 official addresses by the President of the Republic and the Minister of Foreign Relations and 137 news articles from four news outlets, two Brazilian and two international, concerning two diplomatic episodes deemed representative of Brazil's quest for greater pre-eminence: the leadership of MINUSTAH (2004 and the Nuclear Deal signed with Iran and Turkey (2010. Results show that official discourse characterises Brazil's identity as a rising power chiefly by South-South diplomacy, while media discourse was more heterogeneous, being the discursive formation of each news outlet determinant in explaining their interpretation of Brazil's international identity.

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.

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…

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...

Emotion and persuasion: cognitive and meta-cognitive processes impact attitudes.

Science.gov (United States)

Petty, Richard E; Briñol, Pablo

2015-01-01

This article addresses the multiple ways in which emotions can influence attitudes and persuasion via primary and secondary (meta-) cognition. Using the elaboration likelihood model of persuasion as a guide, we review evidence for five fundamental processes that occur at different points along the elaboration continuum. When the extent of thinking is constrained to be low, emotions influence attitudes by relatively simple processes that lead them to change in a manner consistent with the valence of the emotion. When thinking is constrained to be high, emotions can serve as arguments in favour of a proposal if they are relevant to the merits of the advocacy or they can bias thinking if the emotion precedes the message. If thinking is high and emotions become salient after thinking, they can lead people to rely or not rely on the thoughts generated either because the emotion leads people to like or dislike their thoughts (affective validation) or feel more confident or doubtful in their thoughts (cognitive validation). When thinking is unconstrained, emotions influence the extent of thinking about the persuasive communication. Although prior theories have addressed one or more of these fundamental processes, no other approach has integrated them into one framework.

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.

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

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).

Effects of Robot Facial Characteristics and Gender in Persuasive Human-Robot Interaction

Directory of Open Access Journals (Sweden)

Aimi S. Ghazali

2018-06-01

Full Text Available The growing interest in social robotics makes it relevant to examine the potential of robots as persuasive agents and, more specifically, to examine how robot characteristics influence the way people experience such interactions and comply with the persuasive attempts by robots. The purpose of this research is to identify how the (ostensible gender and the facial characteristics of a robot influence the extent to which people trust it and the psychological reactance they experience from its persuasive attempts. This paper reports a laboratory study where SociBot™, a robot capable of displaying different faces and dynamic social cues, delivered persuasive messages to participants while playing a game. In-game choice behavior was logged, and trust and reactance toward the advisor were measured using questionnaires. Results show that a robotic advisor with upturned eyebrows and lips (features that people tend to trust more in humans is more persuasive, evokes more trust, and less psychological reactance compared to one displaying eyebrows pointing down and lips curled downwards at the edges (facial characteristics typically not trusted in humans. Gender of the robot did not affect trust, but participants experienced higher psychological reactance when interacting with a robot of the opposite gender. Remarkably, mediation analysis showed that liking of the robot fully mediates the influence of facial characteristics on trusting beliefs and psychological reactance. Also, psychological reactance was a strong and reliable predictor of trusting beliefs but not of trusting behavior. These results suggest robots that are intended to influence human behavior should be designed to have facial characteristics we trust in humans and could be personalized to have the same gender as the user. Furthermore, personalization and adaptation techniques designed to make people like the robot more may help ensure they will also trust the robot.

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.

Strategies of Engagement with Scientific Fact-Finding in International Adjudication

NARCIS (Netherlands)

d' Aspremont, J.; Mbengue, M.M.

2013-01-01

The following contribution zeroes in on the diverging responses that permeate international adjudicative practice pertaining to international disputes arising out of scientific controversies. Drawing on the idea that scientific fact-finding is as much a struggle for argumentative persuasiveness as

Strategies of engagement with scientific fact-finding in international adjudication

NARCIS (Netherlands)

d' Aspremont, J.; Mbengue, M.M.

2014-01-01

The following contribution zeroes in on the diverging responses that permeate international adjudicative practice pertaining to international disputes arising out of scientific controversies. Drawing on the idea that scientific fact-finding is as much a struggle for argumentative persuasiveness as

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.

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

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.

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...

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

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...

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…

Children's understanding of the selling versus persuasive intent of junk food advertising: implications for regulation.

Science.gov (United States)

Carter, Owen B J; Patterson, Lisa J; Donovan, Robert J; Ewing, Michael T; Roberts, Clare M

2011-03-01

Evidence suggests that until 8 years of age most children are cognitively incapable of appreciating the commercial purpose of television advertising and are particularly vulnerable to its persuasive techniques. After this age most children begin to describe the 'selling' intent of advertising and it is widely assumed this equips them with sufficient cognitive defences to protect against advertisers' persuasion attempts. However, much of the previous literature has been criticised for failing to differentiate between children's awareness of 'selling' versus 'persuasive' intent, the latter representing a more sophisticated understanding and superior cognitive defence. Unfortunately there is little literature to suggest at what age awareness of 'persuasive intent' emerges; our aim was to address this important issue. Children (n = 594) were recruited from each grade from Pre-primary (4-5 years) to Grade 7 (11-12 years) from ten primary schools in Perth, Western Australia and exposed to a McDonald's television advertisement. Understanding the purpose of television advertising was assessed both nonverbally (picture indication) and verbally (small discussion groups of 3-4), with particular distinction made between selling versus persuasive intent. Consistent with previous literature, a majority of children described the 'selling' intent of television advertising by 7-8 years both nonverbally and verbally, increasing to 90% by 11-12 years. Awareness of 'persuasive' intent emerged slowly as a function of age but even by our oldest age-group was only 40%. Vulnerability to television advertising may persist until children are far older than previously thought. These findings have important implications regarding the debate surrounding regulation of junk food (and other) advertising aimed at children. Copyright © 2011 Elsevier Ltd. All rights reserved.

Selecting Effective Means to Any End: Futures and Ethics of Persuasion Profiling

Science.gov (United States)

Kaptein, Maurits; Eckles, Dean

Interactive persuasive technologies can and do adapt to individuals. Existing systems identify and adapt to user preferences within a specific domain: e.g., a music recommender system adapts its recommended songs to user preferences. This paper is concerned with adaptive persuasive systems that adapt to individual differences in the effectiveness of particular means, rather than selecting different ends. We give special attention to systems that implement persuasion profiling - adapting to individual differences in the effects of influence strategies. We argue that these systems are worth separate consideration and raise unique ethical issues for two reasons: (1) their end-independence implies that systems trained in one context can be used in other, unexpected contexts and (2) they do not rely on - and are generally disadvantaged by - disclosing that they are adapting to individual differences. We use examples of these systems to illustrate some ethically and practically challenging futures that these characteristics make possible.

The Emdros Text Database Engine as a Platform for Persuasive Computing

DEFF Research Database (Denmark)

Sandborg-Petersen, Ulrik

2013-01-01

This paper describes the nature and scope of Emdros, a text database engine for annotated text. Three case-studies of persuasive learning systems using Emdros as an important architectural component are described, and their status as to participation in the three legs of BJ Fogg's Functional Triad...... of Persuasive Design is assessed. Various properties of Emdros are discussed, both with respect to competing systems, and with respect to the three case studies. It is argued that these properties together enable Emdros to form part of the foundation for a large class of systems whose primary function involves...

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…

Threat Appeals: The Fear-Persuasion Relationship is Linear and Curvilinear.

Science.gov (United States)

Dillard, James Price; Li, Ruobing; Huang, Yan

2017-11-01

Drive theory may be seen as the first scientific theory of health and risk communication. However, its prediction of a curvilinear association between fear and persuasion is generally held to be incorrect. A close rereading of Hovland et al. reveals that within- and between-persons processes were conflated. Using a message that advocated obtaining a screening for colonoscopy, this study (N = 259) tested both forms of the inverted-U hypothesis. In the between-persons data, analyses revealed a linear effect that was consistent with earlier investigations. However, the data showed an inverted-U relationship in within-persons data. Hence, the relationship between fear and persuasion is linear or curvilinear depending on the level of analysis.

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.

Persuasive food marketing to children: use of cartoons and competitions in Australian commercial television advertisements.

Science.gov (United States)

Kelly, Bridget; Hattersley, Libby; King, Lesley; Flood, Victoria

2008-12-01

While there is a recognized link between high levels of exposure to advertising of unhealthy foods and overweight and obesity among children, there is little research on the extent to which these exposures include persuasive marketing techniques. This study aimed to measure children's exposure to the use of persuasive marketing within television food advertisements. Advertisements broadcast on all three commercial Australian television channels were recorded for an equivalent 1 week period in May 2006 and 2007 (714 h). Food advertisements were analysed for their use of persuasive marketing, including premium offers, such as competitions, and the use of promotional characters, including celebrities and cartoon characters. Advertised foods were categorized as core, non-core or miscellaneous foods. Commercial data were purchased to determine children's peak viewing times and popular programs. A total of 20 201 advertisements were recorded, 25.5% of which were for food. Significantly more food advertisements broadcast during children's peak viewing times, compared to non-peak times, contained promotional characters (P marketing during all viewing periods were for non-core foods. Persuasive marketing techniques are frequently used to advertise non-core foods to children, to promote children's brand recognition and preference for advertised products. Future debate relating to television advertising regulations must consider the need to restrict the use of persuasive marketing techniques to children.

Service and Big Data business model in a world of persuasive technologies

DEFF Research Database (Denmark)

Andersen, Troels Christian; Bjerrum, Torben Cæsar Bisgaard

The ability to make business model innovation has been known for more than a decade. The support and the ability of BMI provides for companies wanting to push their business can be seen in increasing number of cases, in the literature. The technology now provides the next phase of BMI with persua...... with persuasive technology. The purpose with this paper is to explore the possibilities and challenges that arise with the servitization, BMI and persuasive business models, in relation to understanding, development and implementation....

Scientific discourse in educational research in Latin America: the case of Mexico

Directory of Open Access Journals (Sweden)

Sara Julia Castellanos Quintero

2011-08-01

Full Text Available In this article it is presented the state of arts of the analysis of the scientific discourse in educational research in Mexico, particularly, in the curriculum design and development research. The development of the research in the area of university curricula started seriously in the decade of 80´s.The scientific discourse was oriented towards the searching of models and methods of teaching and evaluation, of the best way of the implementation of practicum and the correspondence between the professional formation and employment in the national context. In the other hand, the decade of 90´s is characterized by the influence of international educational policies, the use of CIT in the teaching-learning process, the appearance of more competitive occupational market, where professionals should be inserted. The scientific discourse was oriented towards the searching of curricular models that guarantee the correspondence between the professional formation and employment in the international framework. Nowadays an integral educational reform (RIE is taking place in Mexico where the competence approach is considered the guideline of the curriculum design in primary and secondary levels. Nevertheless, at the university level, different curriculum models are being implemented. This speaks about the diversity of the scientific discourse used in the curriculum research in Mexico.

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...

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...

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…

FRAMING OF JOURNALISM DISCOURSE TO IMPROVE DISCOURSE COMPETENCE OF SENIOR HIGH SCHOOL STUDENTS

Directory of Open Access Journals (Sweden)

Dadang S. Anshori

2017-12-01

Full Text Available This study aims to describe the analysis model of framing on journalism discourse in Indonesian textbooks in Senior High School to be used in language learning. This research used qualitative method with framing theory from Pan and Kosicki as an tool of analysis. The research data is journalism discourse in textbook amounted to 30 pieces of discourse taken from 10 text books of class X, XI, and XII in Senior High School. The results show the following: (1 The discourse of journalism has received acceptance in the world of education, especially in textbooks. The use of journalism discourse in 10 textbooks is very high and very diverse in terms of number, topic, source, and usage. (2 The journalism discourse in the textbook meets the criteria of reporting value, even if not all reporting value is fulfilled. (3 The frame construction of the journalism discourse in Indonesian textbooks is packaged in different angles according to news topics and facts. (4 The analysis model of journalism discourse framing is developed by focusing on the structural analysis of category, syntax, script, thematic, diction/phrase, and rhetoric.

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.

Self-Discrepancies and Involvement Moderate the Effects of Positive and Negative Message Framing in Persuasive Communication

NARCIS (Netherlands)

Dijkstra, Arie; Schakenraad, Roos; Menninga, Karin; Buunk, Abraham P.; Siero, Frans

2009-01-01

One individual difference that is conceptually closely related to the positive and negative framing of outcomes in persuasive communications is the person's self-discrepancy. It was expected that a match between a person's self-discrepancy and framing will lead to more persuasion, under the

A Biopsychological Model of Anti-drug PSA Processing: Developing Effective Persuasive Messages.

Science.gov (United States)

Hohman, Zachary P; Keene, Justin Robert; Harris, Breanna N; Niedbala, Elizabeth M; Berke, Collin K

2017-11-01

For the current study, we developed and tested a biopsychological model to combine research on psychological tension, the Limited Capacity Model of Motivated Mediated Message Processing, and the endocrine system to predict and understand how people process anti-drug PSAs. We predicted that co-presentation of pleasant and unpleasant information, vs. solely pleasant or unpleasant, will trigger evaluative tension about the target behavior in persuasive messages and result in a biological response (increase in cortisol, alpha amylase, and heart rate). In experiment 1, we assessed the impact of co-presentation of pleasant and unpleasant information in persuasive messages on evaluative tension (conceptualized as attitude ambivalence), in experiment 2, we explored the impact of co-presentation on endocrine system responses (salivary cortisol and alpha amylase), and in experiment 3, we assessed the impact of co-presentation on heart rate. Across all experiments, we demonstrated that co-presentation of pleasant and unpleasant information, vs. solely pleasant or unpleasant, in persuasive communications leads to increases in attitude ambivalence, salivary cortisol, salivary alpha amylase, and heart rate. Taken together, the results support the initial paths of our biopsychological model of persuasive message processing and indicate that including both pleasant and unpleasant information in a message impacts the viewer. We predict that increases in evaluative tension and biological responses will aid in memory and cognitive processing of the message. However, future research is needed to test that hypothesis.

What would you do? The effect of verbal persuasion on task choice.

Science.gov (United States)

Lamarche, Larkin; Gionfriddo, Alicia M; Cline, Lindsay E; Gammage, Kimberley L; Adkin, Allan L

2014-01-01

Verbal persuasion has been shown to influence psychological and behavioral outcomes. The present study had two objectives: (1) to examine the effect of verbal persuasion on task choice in a balance setting and (2) to evaluate the use of verbal persuasion as an approach to experimentally induce mismatches between perceived and actual balance. Healthy young adults (N=68) completed an 8-m tandem walk task without vision and then were randomly assigned to a feedback group (good, control, or poor), regardless of actual balance. Following the feedback, participants chose to perform the task in one of three conditions differing in level of challenge and also were required to perform the task under the same pre-feedback conditions. Balance efficacy and perceived stability were rated before and after each pre- and post-feedback task, respectively. Balance performance measures were also collected. Following the feedback, participants in the good group were more likely to choose the most challenging task while those in the poor group were more likely to choose the least challenging task. Following the feedback, all groups showed improved balance performance. However, balance efficacy and perceived stability increased for the good and control groups but balance efficacy decreased and perceived stability was unchanged for the poor group. Thus, these findings demonstrate that verbal persuasion can influence task choice and may be used as an approach to experimentally create mismatches between perceived and actual balance. Copyright © 2013 Elsevier B.V. All rights reserved.

TEACHER-STUDENTS DISCOURSE IN ENGLISH TEACHING AT HIGH SCHOOL (CLASSROOM DISCOURSE ANALYSIS

Directory of Open Access Journals (Sweden)

Alamsyah Harahap

2015-12-01

Full Text Available English classroom's process of teaching and learning is an important aspect of successful English teaching and learning. The analysis of classroom discourse is a very important form which the classroom process research has taken place. The present study focuses on SMA (high school English classroom discourse. The microethnography of Spradley was the research method deployed. Through a detailed description and analysis of the collected data referring to Sinclair and Coulthard’s classroom discourse analysis model, the problem of patterns of the classroom discourse is made clear. On the basis of the discourse patterns' problem found, a few strategies for high school English teachers are put forward through the teacher training in order to improve English teaching and learning at high school in Indonesia. The research results showed that teacher talk highly dominated the English classroom discourse; 94% of teacher-students talk. IRF Model of Sinclair and Coulthard was not found in the English classroom (only IF pattern and no lesson achieved.

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...

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

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.

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.

Eksperimental evaluation of efficacy of the strategies for the persuasion resistance

Directory of Open Access Journals (Sweden)

Žeželj Iris

2006-01-01

Full Text Available The present research took an experimental approach to examining strategies of resistance to persuasion. We tested the effects of two strategies (counterarguing and source derogation and their relation to channel through which a message is received (print, audio and video. The experiment is based on modified experimental paradigm used in one previous research (Cameron et al, 2002 in order to retest their findings and examine the role of communication modality in inoculation. Persuasive message generated statistically significant effects- attitude towards abortion was significantly changed. Both resistance strategies, on the other hand, failed to elicit resistance and measured attitude change wasn't significantly related to communication channel.

Older People's Discourses About Euthanasia and Assisted Suicide: A Foucauldian Exploration.

Science.gov (United States)

Lamers, Carolien P T; Williams, Rebecca R

2016-12-01

This study aims to contribute an alternative understanding of the position of older people in the euthanasia and assisted suicide (EU/AS) debate. Seven interviews were analyzed using Foucauldian discourse analysis, to explore concepts like knowledge, power, subjectification and surveillance. The participants presented a "confused and conflicted" discourse, expressing the view that EU/AS is a family affair, whilst also articulating a strong sense of self-determination. Although a discourse of the medicalization of dying through medical control and surveillance was endorsed, an alternative discourse of "dying outside the medical gaze" emerged. Participants, who were in favor of EU/AS, felt "voiceless," as apparent double standards were applied in the debate, and powerful others, for example, physicians and politicians, seemed reluctant to engage. Within an "aged death" discourse, the anticipated dependency on poor care from (professional) others, made participants consider EU/AS as ways of avoiding this stage of life and the associated loss of dignity. By using Foucauldian discourse analysis, alternative power relationships were revealed which might give a different interpretation to the concept of the "slippery slope." Societal discourses and related behaviors, which devalue the dependent and old, might become internalized by older people, leading them to consider EU/AS as preferable end-of-life options. © The Author 2015. Published by Oxford University Press on behalf of The Gerontological Society of America. All rights reserved. For permissions, please e-mail: journals.permissions@oup.com.

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

International Students: Constructions of Imperialism in the "Chronicle of Higher Education"

Science.gov (United States)

Rhee, Jeong-eun; Sagaria, Mary Ann Danowitz

2004-01-01

This article links colonial/neocolonial and feminist literature with discourses on international students to examine how a discourse of imperialism constructs and represents international students in U.S. universities. Applying a critical discourse analysis to 78 articles published in the "Chronicle of Higher Education" between 1996 and 1999, the…

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...

Political Discourse Analysis Through Solving Problems of Graph Theory

Directory of Open Access Journals (Sweden)

Monica Patrut

2010-03-01

Full Text Available In this article, we show how, using graph theory, we can make a content analysis of political discourse. Assumptions of this analysis are:
- we have a corpus of speech of each party or candidate;
- we consider that speech conveys economic, political, socio-cultural values, these taking the form of words or word families;
- we consider that there are interdependences between the values of a political discourse; they are given by the co-occurrence of two values, as words in the text, within a well defined fragment, or they are determined by the internal logic of political discourse;
- established links between values in a political speech have associated positive numbers indicating the "power" of those links; these "powers" are defined according to both the number of co-occurrences of values, and the internal logic of the discourse where they occur.
In this context we intend to highlight the following:
a which is the dominant value in a political speech;
b which groups of values have ties between them and have no connection with the rest;
c which is the order in which political values should be set in order to obtain an equivalent but more synthetic speech compared to the already given one;
d which are the links between values that form the "core" political speech.
To solve these problems, we shall use the Political Analyst program. After that, we shall present the concepts necessary to the understanding of the introductory graph theory, useful in understanding the analysis of the software and then the operation of the program. This paper extends the previous paper [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)

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…

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…

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…

Influence of different positive emotions on persuasion processing: a functional evolutionary approach.

Science.gov (United States)

Griskevicius, Vladas; Shiota, Michelle N; Neufeld, Samantha L

2010-04-01

Much research has found that positive affect facilitates increased reliance on heuristics in cognition. However, theories proposing distinct evolutionary fitness-enhancing functions for specific positive emotions also predict important differences among the consequences of different positive emotion states. Two experiments investigated how six positive emotions influenced the processing of persuasive messages. Using different methods to induce emotions and assess processing, we showed that the positive emotions of anticipatory enthusiasm, amusement, and attachment love tended to facilitate greater acceptance of weak persuasive messages (consistent with previous research), whereas the positive emotions of awe and nurturant love reduced persuasion by weak messages. In addition, a series of mediation analyses suggested that the effects distinguishing different positive emotions from a neutral control condition were best accounted for by different mediators rather than by one common mediator. These findings build upon approaches that link affective valence to certain types of processing, documenting emotion-specific effects on cognition that are consistent with functional evolutionary accounts of discrete positive emotions. Copyright 2010 APA, all rights reserved.

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.

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)

Identifying Persuasive Public Health Messages to Change Community Knowledge and Attitudes About Bulimia Nervosa.

Science.gov (United States)

McLean, Siân A; Paxton, Susan J; Massey, Robin; Hay, Phillipa J; Mond, Jonathan M; Rodgers, Bryan

2016-01-01

Addressing stigma through social marketing campaigns has the potential to enhance currently low rates of treatment seeking and improve the well-being of individuals with the eating disorder bulimia nervosa. This study aimed to evaluate the persuasiveness of health messages designed to reduce stigma and improve mental health literacy about this disorder. A community sample of 1,936 adults (48.2% male, 51.8% female) from Victoria, Australia, provided (a) self-report information on knowledge and stigma about bulimia nervosa and (b) ratings of the persuasiveness of 9 brief health messages on dimensions of convincingness and likelihood of changing attitudes. Messages were rated moderately to very convincing and a little to moderately likely to change attitudes toward bulimia nervosa. The most persuasive messages were those that emphasized that bulimia nervosa is a serious mental illness and is not attributable to personal failings. Higher ratings of convincingness were associated with being female, with having more knowledge about bulimia nervosa, and with lower levels of stigma about bulimia nervosa. Higher ratings for likelihood of changing attitudes were associated with being female and with ratings of the convincingness of the corresponding message. This study provides direction for persuasive content to be included in social marketing campaigns to reduce stigma toward bulimia nervosa.

Global and Local Discourses on Climate Change: A Perspective from the Concept of Embeddedness

Directory of Open Access Journals (Sweden)

Jailab Kumar Rai

2011-04-01

Full Text Available Climate change has been becoming a major order of business of all including researchers and academics. This is known that global, national and local organizations, institutions and even the individuals are partaking into the issues with their own perspectives and skills of negotiations. Despite the series of international efforts and attempts, there are also a series of national concerns, efforts and attempts in combating against the effects of global climate change. This paper is an attempt to draw on the overview of contexts and concerns of international communities for combating global climate change and its discursive influence in national policy discourses. Moreover, the paper attempts to assess the local socio-cultural discourses and dynamics of climate change in relation to global and national discourses. Finally the paper highlights on how global and local climate change knowledge networks and epistemic communities either from political processes or the socio-economic fabrics are interrelated and determinant to each other. Keywords: climate change; discourses; embeddeness; dynamics; global; local DOI: 10.3126/dsaj.v4i0.4518 Dhaulagiri Journal of Sociology and Anthropology Vol.4 2010 pp.143-180

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'…

Fear appeals motivate acceptance of recommendations: evidence for a positive bias in the processing of persuasive messages

NARCIS (Netherlands)

Das, E.; de Wit, J.B.F.; Stroebe, W.

2003-01-01

Three experiments are reported that tested the hypothesis that the use of fear appeals in health persuasion may lead to positively biased systematic processing of a subsequent action recommendation aimed at reducing the health threat and, consequently, to more persuasion, regardless of the quality

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.

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

Rhetoric and "Phronesis": The Aristotelian Ideal.

Science.gov (United States)

Self, Lois S.

A recurring puzzle in Aristotle's "Rhetoric" is the book's ethical stance; Aristotle gives practical advice on the use of persuasive discourse and intends it to be used in association with virtue, although the two seem to be separable. However, persuasion and virtue in Aristotle's theory of rhetoric have connections deriving from the…

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...

Temporal Consequences, Message Framing, and Consideration of Future Consequences: Persuasion Effects on Adult Fruit Intake Intention and Resolve.

Science.gov (United States)

de Bruijn, Gert-Jan; Budding, Jeen

2016-08-01

Message framing is a persuasive strategy that has seen mixed evidence for promoting fruit intake intentions, potentially because framed messages for fruit intake have not (a) explicitly compared short-term consequences versus long-term consequences, (b) considered individual-level differences in time perspective, and (c) used alternative measures of fruit intake intentions. In the present online study, the effects of persuasive messages created from temporal context (short term vs. long term) and message frame (gain framed vs. loss framed) were investigated on fruit intake intentions and resolve among a sample of Dutch adults who were categorized as either present oriented or future oriented. For intention and resolve, results showed a significant Type of Frame × Type of Temporal Context interaction, such that gain-framed messages were more persuasive when combined with long-term consequences and loss-framed messages were more persuasive when combined with short-term consequences. The effect sizes for these differences were similar for resolve and intention, but only differences for intentions were significant. No other effects were found. These results demonstrate that message framing theory may usefully consider the inclusion of temporal context of outcomes and alternative motivation measures to maximize their persuasive effects.

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)

[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.

Fear appeals motivate acceptance of action recommendations: evidence for a positive bias in the processing of persuasive messages.

Science.gov (United States)

Das, Enny H H J; de Wit, John B F; Stroebe, Wolfgang

2003-05-01

Three experiments are reported that tested the hypothesis that the use of fear appeals in health persuasion may lead to positively biased systematic processing of a subsequent action recommendation aimed at reducing the health threat and, consequently, to more persuasion, regardless of the quality of the arguments in the recommendation. The levels of participants' vulnerability to as well as the severity of a health risk were varied independently, followed by a manipulation of the quality of the arguments in the subsequent action recommendation. The dependent variables included measures of persuasion (attitude, intention, and action), negative affect, and cognitive responses. The results show that participants who felt vulnerable to the health threat were more persuaded, experienced more negative emotions, and had more favorable cognitive responses. Both negative emotions concerning one's vulnerability and positive thoughts concerning the recommendation mediated the effects of vulnerability on persuasion.

Persuasive Features in Web-Based Alcohol and Smoking Interventions: A Systematic Review of the Literature

Science.gov (United States)

2011-01-01

Background In the past decade, the use of technologies to persuade, motivate, and activate individuals’ health behavior change has been a quickly expanding field of research. The use of the Web for delivering interventions has been especially relevant. Current research tends to reveal little about the persuasive features and mechanisms embedded in Web-based interventions targeting health behavior change. Objectives The purpose of this systematic review was to extract and analyze persuasive system features in Web-based interventions for substance use by applying the persuasive systems design (PSD) model. In more detail, the main objective was to provide an overview of the persuasive features within current Web-based interventions for substance use. Methods We conducted electronic literature searches in various databases to identify randomized controlled trials of Web-based interventions for substance use published January 1, 2004, through December 31, 2009, in English. We extracted and analyzed persuasive system features of the included Web-based interventions using interpretive categorization. Results The primary task support components were utilized and reported relatively widely in the reviewed studies. Reduction, self-monitoring, simulation, and personalization seem to be the most used features to support accomplishing user’s primary task. This is an encouraging finding since reduction and self-monitoring can be considered key elements for supporting users to carry out their primary tasks. The utilization of tailoring was at a surprisingly low level. The lack of tailoring may imply that the interventions are targeted for too broad an audience. Leveraging reminders was the most common way to enhance the user-system dialogue. Credibility issues are crucial in website engagement as users will bind with sites they perceive credible and navigate away from those they do not find credible. Based on the textual descriptions of the interventions, we cautiously

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...

Towards a Handy Interactive Persuasive Diary for Teenagers with a Diagnosis of Autism

DEFF Research Database (Denmark)

Meiland Ranfelt, Anja; Wigram, Tony; Øhrstrøm, Peter

2009-01-01

in relation to underlying structural deficits, and the implications of motivation are discussed. Design-requirement proposals are made for of the Handy Interactive Persuasive Diary (HIPD) to customize its functionality to meet the specific needs of this population in order to support the development......The HANDS project is designed for Helping Autism-diagnosed Navigate and Develop Socially (HANDS) and combines studies within pedagogy and psychology with the more technological field of Persuasive Design (PD). Functional deficits in social ability are considered in teenagers diagnosed with autism...... of their social skills....

"These Are Just Stories, Mulder": Exposure to Conspiracist Fiction Does Not Produce Narrative Persuasion.

Science.gov (United States)

Nera, Kenzo; Pantazi, Myrto; Klein, Olivier

2018-01-01

Narrative persuasion, i.e., the impact of narratives on beliefs, behaviors and attitudes, and the mechanisms underpinning endorsement of conspiracy theories have both drawn substantial attention from social scientists. Yet, to date, these two fields have evolved separately, and to our knowledge no study has empirically examined the impact of conspiracy narratives on real-world conspiracy beliefs. In a first study, we exposed a group of participants ( n = 37) to an X-Files episode before asking them to fill in a questionnaire related to their narrative experience and conspiracy beliefs. A control group ( n = 41) had to answer the conspiracy beliefs items before watching the episode. Based on past findings of both the aforementioned fields of research, we hypothesized that the experimental group would show greater endorsement of conspiracy beliefs, an effect expected to be mediated by identification to the episodes' characters. We furthermore hypothesized that identification would be associated with cognitive elaboration of the topics developed in the narrative. The first two hypotheses were disproved since no narrative persuasion effect was observed. In a second study, we sought to replicate these results in a larger sample ( n = 166). No persuasive effect was found in the new data and a Bayesian meta-analysis of the two studies strongly supports the absence of a positive effect of exposure to narrative material on endorsement of conspiracy theories. In both studies, a significant relation between conspiracy mentality and enjoyment was observed. In the second study, this relation was fully mediated by two dimensions of perceived realism, i.e., plausibility and narrative consistency. We discuss our results, based on theoretical models of narrative persuasion and compare our studies with previous narrative persuasion studies. Implications of these results for future research are also discussed.

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.

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…

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)…

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)

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,

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

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...

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.

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...

Self-Care Adherence and Psychological Functioning of Older Patients with Type 2 Diabetes: Effects of Persuasion, Social Pressure, and Self-Efficacy.

Science.gov (United States)

Yang, Fang; Pang, Joyce S; Cheng, Wendy J Y

2016-12-01

This cross-sectional study examined the role of family members' use of persuasion versus pressure as distinct forms of social control by which family members attempt to encourage better diabetes management among older adults with type 2 diabetes mellitus (T2DM). The study also examined how self-efficacy might moderate the relationship between persuasion/pressure, psychological functioning, and self-care adherence. Participants were 96 men and 103 women with T2DM, with a mean age of 63.3 years. Regression results show that neither persuasion nor pressure was significantly related to self-care adherence, but persuasion and pressure were associated in complex ways with diabetes-related emotional distress and depressive symptoms for which significant interaction effects were found. Patients with lower self-efficacy benefited from persuasion, but were adversely affected by pressure. In contrast, patients with higher self-efficacy were adversely affected by persuasion, but were less negatively affected by pressure. Findings highlight the importance of reducing pressure-based social control, considering patients' self-efficacy when family members seek to influence patients' self-care behaviors, and targeting patient-family interactions in future interventions.

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.

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...

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…

Effects of a Graphic Organizer Training Package on the Persuasive Writing of Middle School Students with Autism

Science.gov (United States)

Bishop, Anne E.; Sawyer, Mary; Alber-Morgan, Sheila R.; Boggs, Melissa

2015-01-01

This study examined the effects of a graphic organizer intervention package on the quality and quantity of persuasive writing of three middle school students with Autism Spectrum Disorder (ASD). The intervention included a 3-day training which consisted of explicit instruction on the components of a persuasive essay, modeling and guided practice…

Self-tracking and Persuasive eCoaching in Healthy Lifestyle Interventions : Work-in-progress Scoping Review of Key Components

NARCIS (Netherlands)

Lentferink, Aniek Joset; Oldenhuis, Hilbrand; Kulyk, Olga Anatoliyivna; de Groot, Martijn; Polstra, Louis; Velthuijsen, Hugo; Hermens, Hermanus J.; van Gemert-Pijnen, Lisette

2016-01-01

The combination of self-tracking and persuasive eCoaching in healthy lifestyle interventions is a promising approach. The objective of this study is to map the key components of existing healthy lifestyle interventions combining self-tracking and persuasive eCoaching using the scoping review

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...

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...

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

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

Science.gov (United States)

Elbert, Sarah P; Dijkstra, Arie

2014-01-01

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 posed by the message information might become too strong to face. In Study 1, 130 respondents listened to a health message with either a low, moderate or high level of intonation. In Study 2 (N = 143), the same manipulations of intonation were applied but half of the respondents were affirmed before they listened to the persuasive message. Intention to increase fruit and vegetable intake was used as a dependent variable. Both studies showed that high intonation led to a significant drop in intention among respondents who perceived their own health as good. After self-affirmation, persuasion was increased. A high level of intonation seems to induce self-regulatory defences in people who do not see the necessity to change their health behaviour, whereas people with poor perceived health might perceive potential to change. The use of a normal level of intonation in auditory health messages is recommended.

On the Sophistication of Naïve Empirical Reasoning: Factors Influencing Mathematicians' Persuasion Ratings of Empirical Arguments

Science.gov (United States)

Weber, Keith

2013-01-01

This paper presents the results of an experiment in which mathematicians were asked to rate how persuasive they found two empirical arguments. There were three key results from this study: (a) Participants judged an empirical argument as more persuasive if it verified that integers possessed an infrequent property than if it verified that integers…

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.

The relationship between adult attachment orientation and child self-regulation in eating: The mediating role of persuasive-controlling feeding practices.

Science.gov (United States)

Powell, Elisabeth M; Frankel, Leslie A; Umemura, Tomo; Hazen, Nancy

2017-08-01

The present study examines the hypothesis that adult attachment orientation, specifically anxious attachment, is related to children's diminished ability to self-regulate their food intake, and that this relationship is mediated by parents' persuasive-controlling feeding practices. Two hundred and sixty five mothers and fathers of preschool children completed online questionnaires that included measures of Adult Attachment Orientation, Parental Persuasive-Controlling Feeding Practices, and Child Self-Regulation of Eating. Structural equation modeling revealed a significant relationship between parental anxious attachment and child self-regulatory abilities, which was fully mediated by parental persuasive-controlling feeding. Also as predicted, parents' avoidant attachment was found to be unrelated to persuasive-controlling feeding and child self-regulated eating. Findings suggest that parents with an anxious attachment orientation may be more likely than other parents to try to use persuasive techniques to control their children's food intake, which may impair children's ability to regulate their food intake, increasing their obesity risk. Implications for intervention are discussed. Copyright © 2017 Elsevier Ltd. All rights reserved.

Nudging Resisters Toward Change: Self-Persuasion Interventions for Reducing Attitude Certainty.

Science.gov (United States)

Greenberg, Spencer; Brand, Danielle; Pluta, Aislinn; Moore, Douglas; DeConti, Kirsten

2018-05-01

To identify effective self-persuasion protocols that could easily be adapted to face-to-face clinical sessions or health-related computer applications as a first step in breaking patient resistance. Two self-persuasion interventions were tested against 2 controls in a between-subject randomized control experiment. GuidedTrack-a web-based platform for social science experiments. Six hundred seventeen adult participants recruited via Mechanical Turk. The experimental interventions prompted participants for self-referenced pro- and counterattitudinal arguments to elicit attitude-related thought (ART) and subsequent doubt about the attitude. The hypothesis was that the self-persuasion interventions would elicit larger and more frequent attitude certainty decreases than the controls. In the experimental groups, we also predicted a correlation between the amount of ART and attitude certainty decreases. Changes in attitude certainty were measured by participants' pre- and post-ratio scale ratings; ART was measured by the number of words participants used to respond to the interventions. Analysis of variance (ANOVA), χ 2 , and correlation. A goodness-of-fit χ 2 showed that the number of participants who decreased their attitude certainty was not equally distributed between the combined experimental groups (n = 104) and the combined control groups (n = 39), χ 2 (1, n = 143) = 28.64, P elaborate on their personal reasons for initially forming an unhealthy attitude to increase doubt about the strongly held attitude.

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

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

Use of implicit persuasion in decision making about adjuvant cancer treatment: A potential barrier to shared decision making.

Science.gov (United States)

Engelhardt, Ellen G; Pieterse, Arwen H; van der Hout, Anja; de Haes, Hanneke J C J M; Kroep, Judith R; Quarles van Ufford-Mannesse, Patricia; Portielje, Johanneke E A; Smets, Ellen M A; Stiggelbout, Anne M

2016-10-01

Shared decision making (SDM) is widely advocated, especially for preference-sensitive decisions like those on adjuvant treatment for early-stage cancer. Here, decision making involves a subjective trade-off between benefits and side-effects, and therefore, patients' informed preferences should be taken into account. If clinicians consciously or unconsciously steer patients towards the option they think is in their patients' best interest (i.e. implicit persuasion), they may be unwittingly subverting their own efforts to implement SDM. We assessed the frequency of use of implicit persuasion during consultations and whether the use of implicit persuasion was associated with expected treatment benefit and/or decision making. Observational study design in which consecutive consultations about adjuvant systemic therapy with stage I-II breast cancer patients treated at oncology outpatient clinics of general teaching hospitals and university medical centres were audiotaped, transcribed and coded by two researchers independently. In total, 105 patients (median age = 59; range: 35-87 years) were included. A median of five (range: 2-10) implicitly persuasive behaviours were employed per consultation. The number of behaviours used did not differ by disease stage (P = 0.07), but did differ by treatment option presented (P = 0.002) and nodal status (P = 0.01). About 50% of patients with stage I or node-negative disease were steered towards undergoing chemotherapy, whereas 96% of patients were steered towards undergoing endocrine therapy, irrespective of expected treatment benefit. Decisions were less often postponed if more implicit persuasion was used (P = 0.03). Oncologists frequently use implicit persuasion, steering patients towards the treatment option that they think is in their patients' best interest. Expected treatment benefit does not always seem to be the driving force behind implicit persuasion. Awareness of one's use of these steering behaviours

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.

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…

Self-persuasion as marketing technique: the role of consumers’ involvement

NARCIS (Netherlands)

Bernritter, S.F.; van Ooijen, I.; Müller, B.C.N.

2017-01-01

Purpose: This paper aims to demonstrate that self-persuasion can be used as a marketing technique to increase consumers’ generosity and that the efficacy of this approach is dependent on consumers’ involvement with target behavior. Design/methodology/approach: An experimental field-study was

Resistance towards persuasion: differences between non-profit and commercial advertising

NARCIS (Netherlands)

Boogaard, C.R.; Fransen, M.L.; Eisend, M.; Langner, T.

2011-01-01

In the present research we examined a variety of strategies that consumers may use to resist persuasion towards non-profit and commercial advertising. Based on research by Jacks and Cameron (2003), we investigated seven strategies (i.e., attitude bolstering, counter arguing, negative affect,

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

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

Validation of persuasive messages for the promotion of physical activity among people with coronary heart disease.

Science.gov (United States)

Mendez, Roberto Della Rosa; Rodrigues, Roberta Cunha Matheus; Spana, Thaís Moreira; Cornélio, Marília Estevam; Gallani, Maria Cecília Bueno Jayme; Pérez-Nebra, Amalia Raquel

2012-01-01

to validate the content of persuasive messages for promoting walking among patients with coronary heart disease (CHD). The messages were constructed to strengthen or change patients' attitudes to walking. the selection of persuasive arguments was based on behavioral beliefs (determinants of attitude) related to walking. The messages were constructed based in the Elaboration Likelihood Model and were submitted to content validation. the data was analyzed with the content validity index and by the importance which the patients attributed to the messages' persuasive arguments. Positive behavioral beliefs (i.e. positive and negative reinforcement) and self-efficacy were the appeals which the patients considered important. The messages with validation evidence will be tested in an intervention study for the promotion of the practice of physical activity among patients with CHD.

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

Competency-based medical education: the discourse of infallibility.

Science.gov (United States)

Boyd, Victoria A; Whitehead, Cynthia R; Thille, Patricia; Ginsburg, Shiphra; Brydges, Ryan; Kuper, Ayelet

2018-01-01

Over the last two decades, competency-based frameworks have been internationally adopted as the primary educational approach in medicine. Yet competency-based medical education (CBME) remains contested in the academic literature. We look broadly at the nature of this debate to explore how it may shape scholars' understanding of CBME, and its implications for medical education research and practice. In doing so, we deconstruct unarticulated discourses and assumptions embedded in the CBME literature. We assembled an archive of literature focused on CBME. The archive dates from 1996, the publication year of the first CanMEDS Physician Competency Framework. We then conducted a Foucauldian critical discourse analysis (CDA) to delineate the dominant discourses underpinning the literature. CDA examines the intersections of language, social practices, knowledge and power relations to highlight how entrenched ways of thinking influence what can or cannot be said about a topic. Detractors of CBME have advanced an array of conceptual critiques. Proponents have often responded with a recurring discursive strategy that minimises these critiques and deflects attention from the underlying concept of the competency-based approach. As part of this process, conceptual concerns are reframed as two practical problems: implementation and interpretation. Yet the assertion that these are the construct's primary concerns was often unsupported by empirical evidence. These practices contribute to a discourse of infallibility of CBME. In uncovering the discourse of infallibility, we explore how it can silence critical voices and hinder a rigorous examination of the competency-based approach. These discursive practices strengthen CBME by constructing it as infallible in the literature. We propose re-approaching the dialogue surrounding CBME as a starting point for empirical investigation, driven by the aim to broaden scholars' understanding of its design, development and implementation in

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…

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...

“These Are Just Stories, Mulder”: Exposure to Conspiracist Fiction Does Not Produce Narrative Persuasion

Directory of Open Access Journals (Sweden)

Kenzo Nera

2018-05-01

Full Text Available Narrative persuasion, i.e., the impact of narratives on beliefs, behaviors and attitudes, and the mechanisms underpinning endorsement of conspiracy theories have both drawn substantial attention from social scientists. Yet, to date, these two fields have evolved separately, and to our knowledge no study has empirically examined the impact of conspiracy narratives on real-world conspiracy beliefs. In a first study, we exposed a group of participants (n = 37 to an X-Files episode before asking them to fill in a questionnaire related to their narrative experience and conspiracy beliefs. A control group (n = 41 had to answer the conspiracy beliefs items before watching the episode. Based on past findings of both the aforementioned fields of research, we hypothesized that the experimental group would show greater endorsement of conspiracy beliefs, an effect expected to be mediated by identification to the episodes' characters. We furthermore hypothesized that identification would be associated with cognitive elaboration of the topics developed in the narrative. The first two hypotheses were disproved since no narrative persuasion effect was observed. In a second study, we sought to replicate these results in a larger sample (n = 166. No persuasive effect was found in the new data and a Bayesian meta-analysis of the two studies strongly supports the absence of a positive effect of exposure to narrative material on endorsement of conspiracy theories. In both studies, a significant relation between conspiracy mentality and enjoyment was observed. In the second study, this relation was fully mediated by two dimensions of perceived realism, i.e., plausibility and narrative consistency. We discuss our results, based on theoretical models of narrative persuasion and compare our studies with previous narrative persuasion studies. Implications of these results for future research are also discussed.

Discourse Functions of Kama in Arabic Journalistic Discourse from the Perspective of Rhetorical Structure Theory

Directory of Open Access Journals (Sweden)

Asem Ayed Al-Khawaldeh

2018-05-01

Full Text Available The study aims at examining the functions of the discourse marker Kama in the Arabic journalistic discourse in the light of Rhetorical Structure Theory (RST proposed by Mann and Thompson (1987. To this end, the study compiled a small-scale corpus of journalistic discourse taken from two prominent Arabic news websites:  Aljazeera.net and Alarabia.net. The corpus covers three distinct sub-genres of journalistic discourse: opinion articles, news reports, and sport reports. The journalistic discourse is chosen on the basis that it is considered as the best representative of the contemporary written Arabic and it receives a wide readership in the Arabic-speaking countries. The motivation for the study is that although it is frequently used in the written form of Arabic (particularly in the language of Arabic media, the discourse marker kama is largely neglected and very few has been said about it in the present literature on Arabic discourse markers. The current findings show that kama is found to achieve 290 occurrences in the corpus under investigation. This obviously indicates that kama is commonly used in the language of Arabic journalistic discourse, which calls for paying attention to its usage in such a type of discourse. In the light of Rhetorical Structure Theory (RST proposed by Mann and Thompson (1987, kama was found to serve four common functions: elaboration (around 50 %, similarity (around 19 %, evidence (16 %, and exemplification (13 %. Two functions of kama (similarity and   exemplification are listed in RST while the other two are incorporated.

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.

THE WAN-IFRA DISCOURSE: ADVICE, APPLICATION, AND DISQUALIFICATION OF ORGANISATIONAL MODELS IN MEDIA

Directory of Open Access Journals (Sweden)

Joël Langonné

2014-06-01

Full Text Available Among the multiple exhortations made on the liberating - even saviour-type - role of the digital era over the past ten years in the field of journalism, one constant has remained: criticism of managerial models and dialectic of economic ones in the media which have defined the spheres of action, resulting in these discourses without ever sealing their fate. A fate that for several years now has been marked by a process in which journalists are being cast aside in favour of a managerial standpoint that broadly integrates 'convergence' as a tool of governance. This paper aims to question (as one of many mediations instituting convergence as a structuring model WAN-IFRA's discursive and ideological materiality. This international organisation of newspapers and news publishers has set its sights on convincing the print media of the necessity to switching to multiformat; to convergence. This work investigates the stability and/or instability of the WAN-IFRA discourse, as well as its ability to absorb other discourses. Lastly, through a cloud of prescriptive discourse it will indicate those discourses enforced by some managers in the media business.

The WAN-IFRA discourse: advice, application, and disqualification of organisational models in media

Directory of Open Access Journals (Sweden)

Joël Langonné

2014-06-01

Full Text Available Among the multiple exhortations made on the liberating - even saviour-type - role of the digital era over the past ten years in the field of journalism, one constant has remained: criticism of managerial models and dialectic of economic ones in the media which have defined the spheres of action, resulting in these discourses without ever sealing their fate. A fate that for several years now has been marked by a process in which journalists are being cast aside in favour of a managerial standpoint that broadly integrates 'convergence' as a tool of governance. This paper aims to question (as one of many mediations instituting convergence as a structuring model WAN-IFRA's discursive and ideological materiality. This international organisation of newspapers and news publishers has set its sights on convincing the print media of the necessity to switching to multiformat; to convergence. This work investigates the stability and/or instability of the WAN-IFRA discourse, as well as its ability to absorb other discourses. Lastly, through a cloud of prescriptive discourse it will indicate those discourses enforced by some managers in the media business.

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,…

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.

Self-persuasion as marketing technique: The role of consumers' involvement

NARCIS (Netherlands)

Bernritter, S.F.; Ooijen, I. van; Müller, B.C.N.

2017-01-01

Purpose: This paper seeks to demonstrate that self-persuasion can be used as a marketing technique to increase consumers' generosity and that the efficacy of this approach is dependent on consumers' involvement with the target behavior. Design/Methodology/Approach: An experimental field-study was

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

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…

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…

Key components in ehealth interventions combining self-tracking and persuasive ecoaching to promote a healthier lifestyle: a scoping review

NARCIS (Netherlands)

Lentferink, Aniek; Oldenhuis, Hilbrand; de Groot, Martijn; Polstra, Louis; Velthuijsen, Hugo; van Gemert-Pijnen, Lisette

Background: The combination of self-tracking and persuasive eCoaching in automated interventions is a new and promising approach for healthy lifestyle management. Objective: The aim of this study was to identify key components of self-tracking and persuasive eCoaching in automated healthy lifestyle

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...

Rhetorics of Resistance.

Science.gov (United States)

Allen, Julia M.

A critical rhetoric is needed for those interested in feminist discourse, a means of both persuasion and critique. It has been suggested that monologic, fundamentally one-sided argument is inappropriate for a feminist discourse that should instead teach methods of negotiation and mediation. Kenneth Burke proposed shattering views of ideological…

Rhetorical Impact through Hedging Devices in the "Results and Discussion" Part of a Civil Engineering Research Article

Science.gov (United States)

Khamesian, Minoo

2015-01-01

It is common knowledge that hedging devices as a rhetorical technique common in all persuasive writing are considerably important in scientific discourse, for they are tools which facilitate presenting claims or arguments in a polite, acceptable and respectful manner. In addition, they are discoursal resources available to a scientific writer's…

INTERACTIONIST DYNAMIC ASSESSMENT IN ACADEMIC PERSUASIVE WRITING: A CASE OF TWO EFL LEARNERS

Directory of Open Access Journals (Sweden)

Zahra kheradmand Saadi

2017-09-01

Full Text Available This study investigated the effects of interactionist dynamic assessment on improving academic persuasive writing of two Iranian EFL learners majoring in English Language and Literature. Qualitative analysis of the interactions between the mediator and learners and the drafts written by the learners indicated that using different types of mediation were effective in developing learners’ persuasive writing. In addition to the factors such as individual, time, and language feature which were shown to be integral in determining mediation, assessment of the two cases showed that factors such as mediator’s role, learners’ responsiveness to mediation, and agency were important in specifying mediation.

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.

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

The Effects of Source Credibility in the Presence or Absence of Prior Attitudes: Implications for the Design of Persuasive Communication Campaigns1

OpenAIRE

Kumkale, G. Tarcan; AlbarracÍn, Dolores; Seignourel, Paul J.

2010-01-01

Most theories of persuasion predict that limited ability and motivation to think about communications should increase the impact of source credibility on persuasion. Furthermore, this effect is assumed to occur, regardless of whether or not the recipients have prior attitudes. In this study, the effects of source credibility, ability, and motivation (knowledge, message repetition, relevance) on persuasion were examined meta-analytically across both attitude formation and change conditions. Fi...

The Persuasive Power of Virtual Reality: Effects of Simulated Human Distress on Attitudes towards Fire Safety

Science.gov (United States)

Chittaro, Luca; Zangrando, Nicola

Although virtual reality (VR) is a powerful simulation tool that can allow users to experience the effects of their actions in vivid and memorable ways, explorations of VR as a persuasive technology are rare. In this paper, we focus on different ways of providing negative feedback for persuasive purposes through simulated experiences in VR. The persuasive goal we consider concerns awareness of personal fire safety issues and the experiment we describe focuses on attitudes towards smoke in evacuating buildings. We test two techniques: the first technique simulates the damaging effects of smoke on the user through a visualization that should not evoke strong emotions, while the second is aimed at partially reproducing the anxiety of an emergency situation. The results of the study show that the second technique is able to increase user's anxiety as well as producing better results in attitude change.

Sustainability assessment of nuclear power: Discourse analysis of IAEA and IPCC frameworks

International Nuclear Information System (INIS)

Verbruggen, Aviel; Laes, Erik

2015-01-01

Highlights: • Sustainability assessments (SAs) are methodologically precarious. • Discourse analysis reveals how the meaning of sustainability is constructed in SAs. • Discourse analysis is applied on the SAs of nuclear power of IAEA and IPCC. • For IAEA ‘sustainable’ equals ‘complying with best international practices’. • The IAEA framework largely inspires IPCC Fifth Assessment Report. - Abstract: Sustainability assessments (SAs) are methodologically precarious. Value-based judgments inevitably play a role in setting the scope of the SA, selecting assessment criteria and indicators, collecting adequate data, and developing and using models of considered systems. Discourse analysis can reveal how the meaning and operationalization of sustainability is constructed in and through SAs. Our discourse-analytical approach investigates how sustainability is channeled from ‘manifest image’ (broad but shallow), to ‘vision’, to ‘policy targets’ (specific and practical). This approach is applied on the SA frameworks used by IAEA and IPCC to assess the sustainability of the nuclear power option. The essentially problematic conclusion is that both SA frameworks are constructed in order to obtain answers that do not conflict with prior commitments adopted by the two institutes. For IAEA ‘sustainable’ equals ‘complying with best international practices and standards’. IPCC wrestles with its mission as a provider of “policy-relevant and yet policy-neutral, never policy-prescriptive” knowledge to decision-makers. IPCC avoids the assessment of different visions on the role of nuclear power in a low-carbon energy future, and skips most literature critical of nuclear power. The IAEA framework largely inspires IPCC AR5

The Effects of Computer Graphic Organizers on the Persuasive Writing of Hispanic Middle School Students with Specific Learning Disabilities

Science.gov (United States)

Unzueta, Caridad H.; Barbetta, Patricia M.

2012-01-01

A multiple baseline design investigated the effects of computer graphic organizers on the persuasive composition writing skills of four Hispanic students with specific learning disabilities. Participants reviewed the elements of persuasive writing and then developed compositions using a word processing program. Baseline planning was done with a…

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

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 ...

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.

Persuasive performance feedback: the effect of framing on self-efficacy.

Science.gov (United States)

Choe, Eun Kyoung; Lee, Bongshin; Munson, Sean; Pratt, Wanda; Kientz, Julie A

2013-01-01

Self-monitoring technologies have proliferated in recent years as they offer excellent potential for promoting healthy behaviors. Although these technologies have varied ways of providing real-time feedback on a user's current progress, we have a dearth of knowledge of the framing effects on the performance feedback these tools provide. With an aim to create influential, persuasive performance feedback that will nudge people toward healthy behaviors, we conducted an online experiment to investigate the effect of framing on an individual's self-efficacy. We identified 3 different types of framing that can be applicable in presenting performance feedback: (1) the valence of performance (remaining vs. achieved framing), (2) presentation type (text-only vs. text with visual), and (3) data unit (raw vs. percentage). Results show that the achieved framing could lead to an increased perception of individual's performance capabilities. This work provides empirical guidance for creating persuasive performance feedback, thereby helping people designing self-monitoring technologies to promote healthy behaviors.

Persuasive Performance Feedback: The Effect of Framing on Self-Efficacy

Science.gov (United States)

Choe, Eun Kyoung; Lee, Bongshin; Munson, Sean; Pratt, Wanda; Kientz, Julie A.

2013-01-01

Self-monitoring technologies have proliferated in recent years as they offer excellent potential for promoting healthy behaviors. Although these technologies have varied ways of providing real-time feedback on a user’s current progress, we have a dearth of knowledge of the framing effects on the performance feedback these tools provide. With an aim to create influential, persuasive performance feedback that will nudge people toward healthy behaviors, we conducted an online experiment to investigate the effect of framing on an individual’s self-efficacy. We identified 3 different types of framing that can be applicable in presenting performance feedback: (1) the valence of performance (remaining vs. achieved framing), (2) presentation type (text-only vs. text with visual), and (3) data unit (raw vs. percentage). Results show that the achieved framing could lead to an increased perception of individual’s performance capabilities. This work provides empirical guidance for creating persuasive performance feedback, thereby helping people designing self-monitoring technologies to promote healthy behaviors. PMID:24551378

Institutional Role in Gunung Walat Educational Forest Policy: Discourse and Historical Approaches

Directory of Open Access Journals (Sweden)

Yulius Hero

2012-08-01

Full Text Available Institutional science with various approaches have been used in analysing forest policy at international level and in Indonesia. This research used institutional science with discourse and historical approach for the policy of Forest Territory with Special Purpose (Kawasan Hutan dengan Tujuan Khusus, KHDTK. This research study the KHDTK case of Gunung Walat Educational Forest (Hutan Pendidikan Gunung Walat, HPGW. The goal of this research is to understand discourse/narration of policy and describe the policy space for HPGW and KHDTK. Institutional analysis in this research used discourse and historical approach. Discourse analysis used IDS model supported with Wittmer-Birner model and Eden-Ackermann diagram. On the other hand,  historical approach used the historical relationship. The research outcome showed that the process of creating HPGW policy is not linear, but being affected by policy discourse/narration in the process of creating HPGW policy. Faculty of Forestry IPB has been successfully managing HPGW because of the success to build policy discourse/narration which is supported by the knowledge of HPGW managers, cooperation network, and interest and power.  Meanwhile, external party perceived and believed the importance of HPGW management for forestry education. The success key of HPGW policy is in structuring the institution that control the behavior of HPGW managers, so the managers obtained trust from third parties to create interest alliances which can boost HPGW management performance. HPGW policy can be used to fulfill KHDTK policy space according to Article 8, Forestry Law Number 41 Year 1999.Keywords: discourse, history, institution, Gunung Walat Educational Forest (HPGW, forest territory with special purpose (KHDTK

Discourse(s) of emotion within medical education: the ever-present absence.

Science.gov (United States)

McNaughton, Nancy

2013-01-01

Emotion in medical education rests between the idealised and the invisible, sitting uneasily at the intersection between objective fact and subjective values. Examining the different ways in which emotion is theorised within medical education is important for a number of reasons. Most significant is the possibility that ideas about emotion can inform a broader understanding of issues related to competency and professionalism. The current paper provides an overview of three prevailing discourses of emotion in medical education and the ways in which they activate particular professional expectations about emotion in practice. A Foucauldian critical discourse analysis of the medical education literature was carried out. Keywords, phrases and metaphors related to emotion were examined for their effects in shaping medical socialisation processes. Despite the increasing recognition over the last two decades of emotion as 'socially constructed', the view of emotion as individualised is deeply embedded in our language and conceptual frameworks. The discourses that inform our emotion talk and practice as teachers and health care professionals are important to consider for the effects they have on competence and professional identity, as well as on practitioner and patient well-being. Expanded knowledge of how emotion is 'put to work' within medical education can make visible the invisible and unexamined emotion schemas that serve to reproduce problematic professional behaviours. For this discussion, three main discourses of emotion will be identified: a physiological discourse in which emotion is described as located inside the individual as bodily states which are universally experienced; emotion as a form of competence related to skills and abilities, and a socio-cultural discourse which calls on conceptions from the humanities and social sciences and directs our attention to emotion's function in social exchanges and its role as a social, political and cultural mediator

Persuasion in school-aged children: How does it change if the persuadee is the mother or the peer?

Science.gov (United States)

Lonigro, Antonia; Baiocco, Roberto; Baumgartner, Emma; Sette, Stefania; Laghi, Fiorenzo

2017-02-01

The present study was designed to verify how school-aged children's persuasive tactics changed if the persuadee was the mother or the peer. One hundred and forty-nine children at two grade levels (4th and 5th) were enrolled in the study. Persuasive strategies were investigated using pictures representing two common situations in which each child had to convince his/her playmate and his/her mother to obtain a toy. As predicted, with mothers children engaged more frequently in strategies aimed at encouraging cognitive reappraisal of the situation and offering guarantees. Conversely, with the peers, children adopted a greater variety of persuasive strategies, engaging in lower-order tactics. Implications and limitations of the study were discussed.

Move it : a persuasive game for 11-year old children to increase awareness about healthy balance between eating and exercising

NARCIS (Netherlands)

Stienstra, J.T.; Hopma, E.E.; Bekker, M.M.; Kort, de Y.A.W.; IJsselsteijn, W.A.

2006-01-01

In this poster description we describe the persuasive aspect of our design concept ‘Move It’. By several user tests we managed to prove the persuasion factors at a basic level. Some experimental results are presented with visual or graphic support.

Effects of a persuasive communication on beliefs, attitudes, and career choice.

Science.gov (United States)

Strader, M K; Katz, B M

1990-04-01

Fishbein's Theory of Reasoned Action was used to formulate a persuasive communication in an attempt to influence unclassified American college students' beliefs, attitudes, intentions, and behaviors regarding signing up for a career as a registered nurse. A two-stage cluster sample was used to assign 90 male and female students to either an experimental or control group. After persuasive communication exposure, the experimental group showed a significantly more positive change in beliefs, attitudes, and intentions than did the control group exposed to a neutral message. Sign-up rate was also statistically significant for the experimental group. With the Fishbein model to predict sign-up behavior, no other scores were found to add to the prediction once behavioral intention was entered into the model. Change in behavioral intention explained 49% of the variation in behavior. Normative belief scores did not approach statistical significance.

Children's Understandings of Characters' Beliefs in Persuasive Arguments: Links with Gender and Theory of Mind

Science.gov (United States)

Kolodziejczyk, Anna M.; Bosacki, Sandra L.

2015-01-01

This study investigated the role of gender plays in the relation between children's theory of mind (ToM) and persuasion. We explored children's use of the belief information of the characters involved within a persuasive situation. In two studies, children (four- to eight-year-olds) performed a comic strip task that described a…

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

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...

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).

Persuasive techniques used in television advertisements to market foods to UK children.

Science.gov (United States)

Boyland, Emma J; Harrold, Joanne A; Kirkham, Tim C; Halford, Jason C G

2012-04-01

The aim of this study was to quantify the nature and extent of use of persuasive marketing techniques in television advertisements (adverts) to promote foods to children. Popular UK commercial television channels broadcasting children's/family viewing were recorded for 2 days (6 am-10 pm) every month in 2008 and recordings were screened for adverts. Eighteen thousand eight hundred and eighty eight adverts were for food and these were coded for peak/non-peak children's viewing time and representation of core (healthy)/non-core (unhealthy)/miscellaneous foods. The analysis assessed use of persuasive appeals, premium offers, promotional characters (brand equity and licensed characters), celebrity endorsers and website promotion in food adverts. Promotional characters, celebrity endorsers and premium offers were used more frequently to promote non-core than core foods, even on dedicated children's channels. Brand equity characters featured on a greater proportion of food adverts than licensed characters. A food brand website was promoted in a third of food adverts (websites are not covered by the statutory regulation on food advertising). This extensive analysis of television adverts demonstrated that the use of persuasive marketing techniques to promote unhealthy foods was extensive in broadcasting popular with children despite regulations. Further studies should incorporate an analysis of the content of websites promoted during food adverts. Copyright © 2011 Elsevier Ltd. All rights reserved.

"Living to the Rhythm of the City": Internationalisation of Universities and Tourism Discourse in Catalonia

Science.gov (United States)

Gallego-Balsà, Lídia; Cots, Josep M.

2016-01-01

This paper explores the impact of the tourism discourse on the self-representation strategies that a university in Catalonia adopts towards international students, and the extent to which these strategies connect with the stance of international students towards their study-abroad experience. The data were ethnographically collected during the…

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...

A Cross-Domain Explanation of the Metaphor "Teaching as Persuasion."

Science.gov (United States)

Woods, Bradford S.; Demerath, Peter

2001-01-01

Examines what the metaphor "teaching as persuasion" would mean in the domains of philosophy, anthropology, and teacher education, asserting that if such a metaphor is to be widely accepted by the educational community and the public, then this discussion is necessary. The metaphor suggests that in teacher education, learning to teach…

Discourse and media: construction of concepts about person with intellectual disability in advertisements

Directory of Open Access Journals (Sweden)

Carla Maria de Schipper

2015-05-01

Full Text Available This study was designed in order to understand language work respecting  the construction of conceptions about Intellectual Disabilities in the contemporary discourse and their discursive genesis. The basis of the discourse analysis were advertisements published by an institution of special education in the period of 1980 to 2009. To perform this action, the Analysis of Discourse (AD from French perspective, especially the concepts of interdiscours, memory and heterogeneity, was used as a theoretical basis. Prior to analyzing, presenting some basic concepts of AD and the various conceptions of disability that have arisen throughout history was proven necessary. The Material for analysis is composed of five advertising texts published on a magazine that represents institutions devoted to the care of people with intellectual disabilities and an advertisement to raise funds. The recovery of memory discourse, considering the socio-historical condition of production of discourse, has given visibility to the different places occupied by the person with intellectual disability in the society in each time reported. At the speeches of subject enunciators, attempts to internalize the social roles focused on educational inclusion have been observed, but at the interdiscours, they proved to be voices that exceeded sediment paradigm of medicalization and work as mission.

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...

Sponsorship disclosure: effects of duration on persuasion knowledge and brand responses

NARCIS (Netherlands)

Boerman, S.C.; van Reijmersdal, E.A.; Neijens, P.C.

2012-01-01

This study examined how sponsorship disclosure on television influences persuasion knowledge and brand responses (i.e., brand memory and brand attitude). Moreover, we tested whether extending disclosure duration increases its effect. By conducting an experiment (N = 116) we compared the effects of

Using persuasive technology to promote sustainable behavior in smart home environments

NARCIS (Netherlands)

Midden, C.J.H.

2009-01-01

Sustainable living is to a large extent the outcome of how consumers use the technology surrounding them. Seen from this perspective the rather strict separation of technological and behavioral solution is not only artificial but also detrimental to finding real sustainable solutions. Persuasive

Wolves at the Door: Musical persuasion in a 2004 Bush-Cheney advertisement

Directory of Open Access Journals (Sweden)

Matthew A. Killmeier

2010-10-01

Full Text Available Many journalists and scholars overlook the discursive role of music in TV political advertisements. But we argue that music is a potent means of political persuasion. Music in advertisements is determinative; all other elements—images, voiceovers, sound effects, written text, and so on—are circumscribed by the music and interpreted in relation to it. Music determines an advertisement’s character through framing and underscoring; musical frames establish interpretative categories and generate expectations, while underscoring comprises music that closely coordinates with images and voiceovers to form a persuasive aesthetic and rhetorical unity. A close reading of a 2004 Bush-Cheney advertisement applies this theory of frames and underscoring to explain the advertisement’s effectiveness. Without music, the advertisement would not only fail to persuade, it would also make no sense.

Wolves at the Door: Musical persuasion in a 2004 Bush-Cheney advertisement

Directory of Open Access Journals (Sweden)

Matthew A. Killmeier

2011-06-01

Full Text Available Many journalists and scholars overlook the discursive role of music in TV political advertisements. But we argue that music is a potent means of political persuasion. Music in advertisements is determinative; all other elements—images, voiceovers, sound effects, written text, and so on—are circumscribed by the music and interpreted in relation to it. Music determines an advertisement’s character through framing and underscoring; musical frames establish interpretative categories and generate expectations, while underscoring comprises music that closely coordinates with images and voiceovers to form a persuasive aesthetic and rhetorical unity. A close reading of a 2004 Bush-Cheney advertisement applies this theory of frames and underscoring to explain the advertisement’s effectiveness. Without music, the advertisement would not only fail to persuade, it would also make no sense.

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...

The Changing Discourse on Higher Education and the Nation-State, 1960-2010

Science.gov (United States)

Buckner, Elizabeth S.

2017-01-01

This article examines changing ideas about the relationship between the nation-state and the university in international higher education development discourse through a quantitative content analysis of over 700 academic articles, conference proceedings and research reports published by the United Nations Educational, Scientific and Cultural…

Persuasive System Design Does Matter: A Systematic Review of Adherence to Web-Based Interventions

Science.gov (United States)

Kok, Robin N; Ossebaard, Hans C; Van Gemert-Pijnen, Julia EWC

2012-01-01

Background Although web-based interventions for promoting health and health-related behavior can be effective, poor adherence is a common issue that needs to be addressed. Technology as a means to communicate the content in web-based interventions has been neglected in research. Indeed, technology is often seen as a black-box, a mere tool that has no effect or value and serves only as a vehicle to deliver intervention content. In this paper we examine technology from a holistic perspective. We see it as a vital and inseparable aspect of web-based interventions to help explain and understand adherence. Objective This study aims to review the literature on web-based health interventions to investigate whether intervention characteristics and persuasive design affect adherence to a web-based intervention. Methods We conducted a systematic review of studies into web-based health interventions. Per intervention, intervention characteristics, persuasive technology elements and adherence were coded. We performed a multiple regression analysis to investigate whether these variables could predict adherence. Results We included 101 articles on 83 interventions. The typical web-based intervention is meant to be used once a week, is modular in set-up, is updated once a week, lasts for 10 weeks, includes interaction with the system and a counselor and peers on the web, includes some persuasive technology elements, and about 50% of the participants adhere to the intervention. Regarding persuasive technology, we see that primary task support elements are most commonly employed (mean 2.9 out of a possible 7.0). Dialogue support and social support are less commonly employed (mean 1.5 and 1.2 out of a possible 7.0, respectively). When comparing the interventions of the different health care areas, we find significant differences in intended usage (p = .004), setup (p persuasive technology elements, a substantial amount of variance in adherence can be explained. Although there are

Socialization and the Acquisition of Professional Discourse: A Case Study in the PR Industry

Science.gov (United States)

Bremner, Stephen

2012-01-01

This article tracks the socialization of a Chinese intern into a Hong Kong PR company and considers the factors that enabled her to move toward acquiring the discourse of the profession. Taking a case study approach, the research is based on a detailed daily journal written by the intern during her internship, and two interviews. Over the 3-month…

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...

Discourse, Complexity, Normativity: Tracing the Elaboration of Foucault's Materialist Concept of Discourse

Science.gov (United States)

Olssen, Mark

2014-01-01

In this article, I want to suggest that it is through the elaboration of the concept of discourse that the differences between Foucault and thinkers like Habermas, Hegel and Marx can best be understood. Foucault progressively develops a conception of discourse as a purely historical category that resists all reference to transcendental principles…

The broadcast of shared attention and its impact on political persuasion.

Science.gov (United States)

Shteynberg, Garriy; Bramlett, James M; Fles, Elizabeth H; Cameron, Jaclyn

2016-11-01

In democracies where multitudes yield political influence, so does broadcast media that reaches those multitudes. However, broadcast media may not be powerful simply because it reaches a certain audience, but because each of the recipients is aware of that fact. That is, watching broadcast media can evoke a state of shared attention, or the perception of simultaneous coattention with others. Whereas past research has investigated the effects of shared attention with a few socially close others (i.e., friends, acquaintances, minimal ingroup members), we examine the impact of shared attention with a multitude of unfamiliar others in the context of televised broadcasting. In this paper, we explore whether shared attention increases the psychological impact of televised political speeches, and whether fewer numbers of coattending others diminishes this effect. Five studies investigate whether the perception of simultaneous coattention, or shared attention, on a mass broadcasted political speech leads to more extreme judgments. The results indicate that the perception of synchronous coattention (as compared with coattending asynchronously and attending alone) renders persuasive speeches more persuasive, and unpersuasive speeches more unpersuasive. We also find that recall memory for the content of the speech mediates the effect of shared attention on political persuasion. The results are consistent with the notion that shared attention on mass broadcasted information results in deeper processing of the content, rendering judgments more extreme. In all, our findings imply that shared attention is a cognitive capacity that supports large-scale social coordination, where multitudes of people can cognitively prioritize simultaneously coattended information. (PsycINFO Database Record (c) 2016 APA, all rights reserved).