Sample records for narration exposition persuasion

  1. Comparing the Persuasiveness of Narrative and Statistical Evidence Using Meta-Analysis.

    ERIC Educational Resources Information Center

    Allen, Mike; Preiss, Raymond W.

    1997-01-01

    Compares the persuasiveness of using statistical versus narrative evidence (case studies or examples) across 15 investigations. Indicates that when comparing messages, statistical evidence is more persuasive than narrative evidence. (PA)

  2. Written Feedback and Scoring of Sixth-Grade Girls' and Boys' Narrative and Persuasive Writing

    ERIC Educational Resources Information Center

    Peterson, Shelley; Childs, Ruth; Kennedy, Kerrie

    2004-01-01

    This study examined the possible gender differences in teachers' scoring and written feedback on two narrative and two persuasive writing samples sent to 108 grade six teachers throughout one Canadian province. Participating teachers read a narrative and a persuasive piece of writing from one boy, and a narrative and persuasive piece written by…

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

    PubMed

    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.

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

    PubMed Central

    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. PMID:29875710

  5. Counterfactual Thinking as a Mechanism in Narrative Persuasion

    ERIC Educational Resources Information Center

    Tal-Or, Nurit; Boninger, David S.; Poran, Amir; Gleicher, Faith

    2004-01-01

    Two experiments examined the impact of counterfactual thinking on persuasion. Participants in both experiments were exposed to short video clips in which an actor described a car accident that resulted in serious injury. In the narrative description, the salience of a counterfactual was manipulated by either explicitly including the counterfactual…

  6. Harnessing the Persuasive Power of Narrative: Science, Storytelling, and Movie Censorship, 1930-1968.

    PubMed

    Kirby, David A

    2018-03-01

    Argument As the deficit model's failure leaves scientists searching for more effective communicative approaches, science communication scholars have begun promoting narrative as a potent persuasive tool. Narratives can help the public make choices by setting out a scientific issue's contexts, establishing the stakes involved, and offering potential solutions. However, employing narrative for persuasion risks embracing the same top-down communication approach underlying deficit model thinking. This essay explores the parallels between movie censorship and the current use of narrative to influence public opinion by examining how the Hays Office and the Catholic Legion of Decency responded to science in movies. I argue that deploying narratives solely as public relations exercises demonstrates the same mistrust of audiences that provided the foundation of movie censorship. But the history of movie censorship reveals the dangers of using narrative to remove the public's agency and to coerce them towards a preferred position rather than fostering their ability to come to their own conclusions.

  7. An experimental test of the persuasive effect of source similarity in narrative and nonnarrative health blogs.

    PubMed

    Lu, Amy Shirong

    2013-07-25

    Blogs, or websites containing online personal journals, are a form of popular personal communication with immense potential for health promotion. Narratives are stories with a beginning, middle, and end that provide information about the characters and plot. Source similarity refers to the degree to which the message source and each recipient are alike with respect to certain attributes. Narratives and source similarity have seldom been examined in tandem as strategies for health persuasion. Personal health blogs provide a suitable platform for such an investigation. This study examined the persuasive effects of message type and source similarity on participants' intentions to adopt a specific health behavior (running for exercise). A total of 150 participants were randomly assigned to conditions (n=25 per condition) in a completely crossed, 2 (message type: narrative and nonnarrative) × 3 (source similarity: no similarity, non-health-related similarity, and health-related similarity) between-subjects experiment. First, in an online questionnaire, participants provided personal information in 42 categories and rated the relatedness of each category to running and then completed pretest measures of the dependent variables. Based on their responses, 150 personal health blogs were created. Two weeks later, the initial participants read the blog created with their personal characteristics and completed a questionnaire online. The source similarity effect was stronger in nonnarrative than narrative blogs. When the blogs were nonnarrative, those with health-related similarities were more persuasive than those with non-health-related similarities. Narrative blogs generated more positive thoughts and stronger blogger identification than nonnarrative blogs. Health-related source similarity is key for persuasive health communication, especially when the messages are nonnarrative.

  8. An Experimental Test of the Persuasive Effect of Source Similarity in Narrative and Nonnarrative Health Blogs

    PubMed Central

    2013-01-01

    Background Blogs, or websites containing online personal journals, are a form of popular personal communication with immense potential for health promotion. Objective Narratives are stories with a beginning, middle, and end that provide information about the characters and plot. Source similarity refers to the degree to which the message source and each recipient are alike with respect to certain attributes. Narratives and source similarity have seldom been examined in tandem as strategies for health persuasion. Personal health blogs provide a suitable platform for such an investigation. This study examined the persuasive effects of message type and source similarity on participants’ intentions to adopt a specific health behavior (running for exercise). Methods A total of 150 participants were randomly assigned to conditions (n=25 per condition) in a completely crossed, 2 (message type: narrative and nonnarrative) × 3 (source similarity: no similarity, non-health-related similarity, and health-related similarity) between-subjects experiment. First, in an online questionnaire, participants provided personal information in 42 categories and rated the relatedness of each category to running and then completed pretest measures of the dependent variables. Based on their responses, 150 personal health blogs were created. Two weeks later, the initial participants read the blog created with their personal characteristics and completed a questionnaire online. Results The source similarity effect was stronger in nonnarrative than narrative blogs. When the blogs were nonnarrative, those with health-related similarities were more persuasive than those with non-health-related similarities. Narrative blogs generated more positive thoughts and stronger blogger identification than nonnarrative blogs. Conclusions Health-related source similarity is key for persuasive health communication, especially when the messages are nonnarrative. PMID:23887135

  9. Narrative persuasion, causality, complex integration, and support for obesity policy.

    PubMed

    Niederdeppe, Jeff; Shapiro, Michael A; Kim, Hye Kyung; Bartolo, Danielle; Porticella, Norman

    2014-01-01

    Narrative messages have the potential to convey causal attribution information about complex social issues. This study examined attributions about obesity, an issue characterized by interrelated biological, behavioral, and environmental causes. Participants were randomly assigned to read one of three narratives emphasizing societal causes and solutions for obesity or an unrelated story that served as the control condition. The three narratives varied in the extent to which the character in the story acknowledged personal responsibility (high, moderate, and none) for controlling her weight. Stories that featured no acknowledgment and moderate acknowledgment of personal responsibility, while emphasizing environmental causes and solutions, were successful at increasing societal cause attributions about obesity and, among conservatives, increasing support for obesity-related policies relative to the control group. The extent to which respondents were able to make connections between individual and environmental causes of obesity (complex integration) mediated the relationship between the moderate acknowledgment condition and societal cause attributions. We conclude with a discussion of the implications of this work for narrative persuasion theory and health communication campaigns.

  10. Role of Humor in the Persuasiveness of Entertainment Narratives on Unprotected Sexual Behavior.

    PubMed

    Futerfas, Michelle L; Nan, Xiaoli

    2017-04-01

    Past research involving the persuasive impact of entertainment narratives on health attitudes and behavior has largely been limited to dramatic narratives. The current research focuses on humorous narratives related to unprotected sex. We conducted an experiment (N = 161) in which female viewers were exposed to a humorous story line about unprotected sex, an identical story line with humor edited out, or a story line unrelated to unprotected sex. Our findings suggested that humor increased perceived severity of unintended pregnancy, while having no effect on counterarguing. Also, the presence of humor reduced behavioral intentions to engage in unprotected sex. Implications of the findings for safe sex communication are discussed.

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

    NASA Astrophysics Data System (ADS)

    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.

  12. Persuasive Effects of Point of View, Protagonist Competence, and Similarity in a Health Narrative About Type 2 Diabetes.

    PubMed

    Chen, Meng; Bell, Robert A; Taylor, Laramie D

    2017-08-01

    We examined the persuasive effects of three narrative features in a message about type 2 diabetes: narrative point of view (first- vs. third-person perspective), protagonist competence (positive role model who prevents diabetes vs. negative role model who develops diabetes), and protagonist-reader similarity (demographically similar vs. dissimilar). We posited that a first-person point of view would elevate people's identification levels more than a third-person point of view, especially when the protagonist was depicted as a positive role model. We also expected a similar protagonist to foster greater levels of identification than a dissimilar one. In addition, the positive effect of a competent role model on identification was expected to be enhanced under the condition of reader-protagonist similarity. Finally, we hypothesized that the effects of identification on persuasion would be mediated by self-referencing. Participants 30 years of age or younger (N = 489) were randomly assigned to read a story about a person with a family history of type 2 diabetes that was altered with regard to the experimental factors. Thereafter they completed a questionnaire incorporating measures of study variables. Greater levels of identification were found to foster self-referencing, leading to persuasion. Identification was strongest with a first-person point of view and when the narrator was a positive role model. The effect of identification on persuasion was mediated by self-referencing. Contrary to expectations, protagonist-reader demographic similarity did not affect identification or self-referencing. There was no support for the two moderation hypotheses.

  13. Role of Narrative Perspective and Modality in the Persuasiveness of Public Service Advertisements Promoting HPV Vaccination.

    PubMed

    Nan, Xiaoli; Futerfas, Michelle; Ma, Zexin

    2017-03-01

    In the context of public service advertisements promoting human papillomavirus (HPV) vaccination, the current research examines 1) the relative persuasiveness of narrative vs. non-narrative messages and 2) the influence of narrative perspective (first- vs. third-person) and modality (text-based vs. audio-based) on message effectiveness. Results of a controlled experiment (N = 121) suggested that both a non-narrative message and a first-person narrative message led to greater perceived risk of getting HPV than a third-person narrative message. There was no difference in risk perception between the non-narrative and first-person narrative conditions. These findings were confined to the text-based condition, however. When the messages were audio-based, no differential message effects were detected. The analysis also provided partial evidence for an indirect effect of narrative perspective on intentions to vaccinate against HPV through HPV risk perception. Theoretical and practical implications of the findings are discussed.

  14. Narrator Point of View and Persuasion in Health Narratives: The Role of Protagonist-Reader Similarity, Identification, and Self-Referencing.

    PubMed

    Chen, Meng; Bell, Robert A; Taylor, Laramie D

    2016-08-01

    Narratives are often used in messages about health threats. We posited that a 1st-person point of view (POV) narrative would have a greater effect than a 3rd-person POV on the mediators identification and self-referencing-an effect moderated by protagonist-reader similarity. Higher levels of identification and self-referencing were expected to elevate susceptibility and severity perceptions, leading to persuasion. Participants ages ≤30 years were recruited from a crowdsource website and randomly assigned to read one version of a faux magazine article about caffeine overdose. Article versions were defined by a 2 (1st- or 3rd-person POV) × 2 (similar or dissimilar protagonist) design. To manipulate similarity, we had respondents read an article in which the protagonist was also young (24 years of age) and of the same sex or much older (54 years of age) and of the opposite sex. Participants then completed a questionnaire measuring study variables. Contrary to expectations, POV did not affect identification or self-referencing. However, similarity directly impacted identification, which in turn influenced severity perceptions. Self-referencing was not affected by the experimental manipulations but had a direct effect on susceptibility and also mediated the identification → susceptibility relationship. Susceptibility and severity perceptions were associated with greater levels of persuasion. Implications for message design are discussed.

  15. Persuasive Effects of Linguistic Agency Assignments and Point of View in Narrative Health Messages About Colon Cancer.

    PubMed

    Chen, Meng; McGlone, Matthew S; Bell, Robert A

    2015-08-01

    The authors explored the effects of linguistic agency and point of view on narrative force. Participants (N = 499) were randomly assigned to read one version of an article about colon cancer, defined by a 2 (disease agency: cancer, human) × 2 (temporal agency: death, human) × 2 (point of view: first person, third person) between-subjects design. Disease agency language assigned agency to cancer (e.g., "Cancer developed in me") or to humans (e.g., "I developed cancer"). Temporal agency language described death as approaching humans (e.g., "as death closes in on patients) or as being approached by humans (e.g., "as patients close in on death"). The narrative was presented from the first-person singular or third-person plural viewpoint. Participants then completed a questionnaire measuring threat perceptions, efficacy, transportation, and other study variables. Language assigning agency to humans rather than to cancer elevated susceptibility beliefs. Death-approach language led to greater fear than human-approach language without impacting efficacy perceptions. Human-approach language was rated more persuasive than death-approach language, but only in first-person point-of-view narratives. Transportation and identification were positively associated with ratings of threat severity and susceptibility, fear, efficacy, behavioral intentions, and message persuasiveness. Implications for message design are discussed.

  16. Argument Strength and the Persuasiveness of Stories

    PubMed Central

    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

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

    PubMed

    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.

  18. Death narratives and cervical cancer: Impact of character death on narrative processing and HPV vaccination.

    PubMed

    Krakow, Melinda; Yale, Robert N; Perez Torres, Debora; Christy, Katheryn; Jensen, Jakob D

    2017-12-01

    Narratives hold promise as an effective public health message strategy for health behavior change, yet research on what types of narratives are most persuasive is still in the formative stage. Narrative persuasion research has identified 2 promising features of such messages that could influence behavior: whether characters live or die, and whether characters encounter key barriers. This study investigated the effects of these 2 narrative message features on young women's HPV vaccination intentions and examined mediating psychological processes of narrative persuasion in the context of cervical cancer messages. We manipulated these 2 features in a narrative HPV vaccine intervention targeted to a national sample of U.S. women 18-26 who had not initiated the vaccine (N = 247). Participants were randomized in a 2 × 2 between-subjects experiment. Compared to death narratives, survival narratives increased narrative believability and self-efficacy while lowering perceived barriers to vaccination. As features interacted, survival narratives featuring social barriers led to greater narrative transportation (absorption into the story) than other combinations. Moderated mediation analysis tested 10 theoretically derived mediators; transportation and risk severity mediated the narrative-intention relationship. Findings provide evidence for key psychological postulates of narrative persuasion theory. Results inform practical application for the construction of effective narrative message content in cervical cancer prevention campaigns for young women. (PsycINFO Database Record (c) 2017 APA, all rights reserved).

  19. Bedtime Stories that Work: The Effect of Protagonist Liking on Narrative Persuasion.

    PubMed

    Robinson, Melissa J; Knobloch-Westerwick, Silvia

    2017-03-01

    The experiment described in this article draws on affective disposition theory to clarify how protagonist likeability influences participants' sleep hygiene-related self-efficacy and outcome expectations immediately after media exposure and 3 days later. Results indicate that protagonist likeability is an important factor in narrative persuasion. Protagonist likeability did not directly affect participants' sleep hygiene-related self-efficacy immediately postexposure, but it did influence self-efficacy 3 days later. The dislikeable protagonist influenced self-efficacy more than the likeable protagonist. Further, protagonist likeability did not directly affect outcome expectations either immediately postexposure or 3 days later. However, mediation analyses demonstrated that protagonist likeability indirectly influenced both self-efficacy and outcome expectations via perceived liking of the protagonist immediately after exposure and 3 days later. Implications of these findings are further discussed.

  20. The Persuasive Appeal of Mediated Terrorism: The Case of the TWA Flight 847 Hijacking.

    ERIC Educational Resources Information Center

    Brown, William J.

    1990-01-01

    Explores the effects of terrorism by approaching it as a persuasive form of communication rather than a dysfunctional sociological act. Describes the rhetorical functions of terrorism, evaluates the persuasive appeal of a mediated narrative, and applies narrative theory to analyze the 1985 TWA Flight 847 hijacking and its terrorist spokesman. (KEH)

  1. Argument Strength and the Persuasiveness of Stories

    ERIC Educational Resources Information Center

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

    2018-01-01

    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,…

  2. Building the Foundation the WRITE WAY: Mini-Lessons with Practical Strategies for Teaching the Personal Narrative, Feature Article, "How-to..." Article, and Persuasive Letter.

    ERIC Educational Resources Information Center

    Miller, Susan A.; Vincent, Donna

    This book presents strategies for teaching the personal narrative, feature article, how-to article, and persuasive letter, and for teaching fiction and reflective thinking and writing. It includes definitions, lesson plans, originals for transparencies and photocopies, and sample student writing. The first four sections are: Teaching the Personal…

  3. Characterizing donation behavior from psychophysiological indices of narrative experience

    PubMed Central

    Correa, Kelly A.; Stone, Bradly T.; Stikic, Maja; Johnson, Robin R.; Berka, Chris

    2015-01-01

    Research on narrative persuasion has yet to investigate whether this process influences behavior. The current study explored whether: (1) a narrative could persuade participants to donate to a charity, a prosocial, behavioral decision; (2) psychophysiological metrics can delineate the differences between donation/non-donation behaviors; and (3) donation behavior can be correlated with measures of psychophysiology, self-reported reactions to the narrative, and intrinsic characteristics. Participants (n = 49) completed personality/disposition questionnaires, viewed one of two versions of a narrative while EEG and ECG were recorded, completed a questionnaire regarding their reactions to the narrative, and were given an opportunity to donate to a charity related to the themes of the narrative. Results showed that: (1) 34.7% of participants donated; (2) psychophysiological metrics successfully delineated between donation behaviors and the effects of narrative version; and (3) psychophysiology and reactions to the narrative were better able to explain the variance (88 and 65%, respectively) in the amount donated than all 3 metrics combined as well as any metric alone. These findings demonstrate the promise of narrative persuasion for influencing prosocial, behavioral decisions. Our results also illustrate the utility of the previously stated metrics for understanding and possibly even manipulating behaviors resulting from narrative persuasion. PMID:26379488

  4. The importance of being authentic: persuasion, narration, and dialogue in health communication and education.

    PubMed

    Petraglia, Joseph

    2009-03-01

    A topic gaining attention in the field of education has been that of "authenticity"-the creation of learning environments that provide learners with richer and more realistic contexts in which to apply knowledge and practice skills. The subject of authenticity has yet to attract much attention in the field of public health and specifically in health communication and education, although these fields have long experience with the problem of getting audiences to translate knowledge into action. This article reviews the rationale for an interest in authenticity as it relates to health communication and education and notes that "authenticity" does not inhere in information but is an appraisal made by a member of the public who is persuaded to view the information as especially relevant to his or her health behavior and consonant with his or her prior experiences. This article argues that a public health communicator or educator can encourage such appraisals by using narrative formats that provide rich contextualization. But contextualizing behavior change information in the form of stories is not enough; there is a dialogic dimension to persuasion that aids in the process of authentication. Creating opportunities for dialogue between behavior change narratives and their audiences has its own challenges, but nonetheless deserves to be a priority in public health.

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

    PubMed

    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.

  6. Storybridging: Four Steps for Constructing Effective Health Narratives

    ERIC Educational Resources Information Center

    Boeijinga, Anniek; Hoeken, Hans; Sanders, José

    2017-01-01

    Objective: To develop a practical step-by-step approach to constructing narrative health interventions in response to the mixed results and wide diversity of narratives used in health-related narrative persuasion research. Method: Development work was guided by essential narrative characteristics as well as principles enshrined in the Health…

  7. Examining narrative transportation to anti-alcohol narratives

    PubMed Central

    Banerjee, Smita C.; Greene, Kathryn

    2016-01-01

    This study examined the transportation effects of alcohol consequence narratives varying in source (written by the narrative protagonist vs. protagonist's partner) and type of heath consequence (physical or emotional). Additionally, this study examined the role of narrative transportation and cognitive and discrete affective responses in the persuasion process. In this study, 501 students of a large northern university in the United Kingdom participated and were randomly assigned to one of the four conditions of narratives about alcohol use. Transportation was operationalized as general and self-reflective transportation. Results demonstrated that for narratives written by protagonist, the emotional effect narrative resulted in greater general transportation than the physical effect narrative. However, for narratives written by the protagonist's partner, the physical effect narrative resulted in greater general transportation than the emotional effect narrative. These findings were not substantiated for self-reflective transportation. Finally, results suggest that transportation experienced by anti-alcohol narratives can influence both favourable cognitive response and guilt, which are significant mediators in alcohol-related expectancies. Important theoretical and empirical implications are discussed. PMID:28133436

  8. The Relative Ease of Writing Narrative Text.

    ERIC Educational Resources Information Center

    Kellogg, Ronald T.; And Others

    A study investigated whether the narrative writing task is more compatible with the structure of conscious thought than are other writing tasks. If so, composing a narrative text should demand less cognitive effort, occur more fluently, and yield a more coherent document than composing persuasive or descriptive texts. Sixteen college students were…

  9. The Use of Podcasts to Enhance Narrative Writing Skills

    ERIC Educational Resources Information Center

    Qaddour, Kinana

    2017-01-01

    This activity uses podcasts to model narrative writing techniques. The challenges students face when exercising narrative writing skills are unique when compared to those of persuasive and expository writing; my students have repeatedly expressed their qualms with articulating experiences that engage their audience. Although students have…

  10. Attributions of Responsibility for Obesity: Narrative Communication Reduces Reactive Counterarguing among Liberals

    ERIC Educational Resources Information Center

    Niederdeppe, Jeff; Shapiro, Michael A.; Porticella, Norman

    2011-01-01

    Informed by theory and research on attributions and narrative persuasion, we compared the effectiveness of narrative and nonnarrative messages in changing attributions of responsibility for causes and solutions related to obesity in the United States. We randomly assigned 500 adults to view one of three messages (narrative, evidence, and a hybrid…

  11. Using narratives and storytelling to communicate science with nonexpert audiences.

    PubMed

    Dahlstrom, Michael F

    2014-09-16

    Although storytelling often has negative connotations within science, narrative formats of communication should not be disregarded when communicating science to nonexpert audiences. Narratives offer increased comprehension, interest, and engagement. Nonexperts get most of their science information from mass media content, which is itself already biased toward narrative formats. Narratives are also intrinsically persuasive, which offers science communicators tactics for persuading otherwise resistant audiences, although such use also raises ethical considerations. Future intersections of narrative research with ongoing discussions in science communication are introduced.

  12. Using narratives and storytelling to communicate science with nonexpert audiences

    PubMed Central

    Dahlstrom, Michael F.

    2014-01-01

    Although storytelling often has negative connotations within science, narrative formats of communication should not be disregarded when communicating science to nonexpert audiences. Narratives offer increased comprehension, interest, and engagement. Nonexperts get most of their science information from mass media content, which is itself already biased toward narrative formats. Narratives are also intrinsically persuasive, which offers science communicators tactics for persuading otherwise resistant audiences, although such use also raises ethical considerations. Future intersections of narrative research with ongoing discussions in science communication are introduced. PMID:25225368

  13. The Complementary Effects of Empathy and Nonverbal Communication Training on Persuasion Capabilities

    ERIC Educational Resources Information Center

    Peterson, Robin T.; Leonhardt, James M.

    2015-01-01

    This paper investigates the possible complementary effects that training in empathy and nonverbal communication may have on persuasion capabilities. The narrative considers implications from the literature and describes an exploratory study in which students, in a managerial setting, were trained in empathy and nonverbal communication. Subsequent…

  14. On the Usefulness of Narratives: An Interdisciplinary Review and Theoretical Model.

    PubMed

    Shaffer, Victoria A; Focella, Elizabeth S; Hathaway, Andrew; Scherer, Laura D; Zikmund-Fisher, Brian J

    2018-04-19

    How can we use stories from other people to promote better health experiences, improve judgments about health, and increase the quality of medical decisions without introducing bias, systematically persuading the listeners to change their attitudes, or altering behaviors in nonoptimal ways? More practically, should narratives be used in health education, promotion, or behavior change interventions? In this article, we address these questions by conducting a narrative review of a diverse body of literature on narratives from several disciplines to gain a better understanding about what narratives do, including their role in communication, engagement, recall, persuasion, and health behavior change. We also review broad theories about information processing and persuasion from psychology and more specific models about narrative messaging found in the health communication and marketing literatures to provide insight into the processes by which narratives have their effect on health behavior. To address major gaps in our theoretical understanding about how narratives work and what effects they will have on health behavior, we propose the Narrative Immersion Model, whose goal is to identify the parameters that predict the specific impact of a particular narrative (e.g. persuade, inform, comfort, etc.) based on the type of narrative message (e.g. process, experience, or outcome narrative). Further, the Narrative Immersion Model describes the magnitude of the effect as increasing through successive layers of engagement with the narrative: interest, identification, and immersion. Finally, the Narrative Immersion Model identifies characteristics of the narrative intervention that encourage greater immersion within a given narrative. We believe there are important communication gaps in areas areas of behavioral medicine that could be addressed with narratives; however, more work is needed in order to employ narrative messaging systematically. The Narrative Immersion Model

  15. Exercises in Persuasion.

    ERIC Educational Resources Information Center

    Schenck-Hamlin, William J.; And Others

    The 35 exercises presented in this paper have been designed to simulate real-life experiences involving the process of persuasion and to enhance understanding of the persuasive process. Among the aspects of the persuasive process dealt with are the identification of persuasive events, emotive language, language intensity, source credibility,…

  16. Source Credibility and the Biasing Effect of Narrative Information on the Perception of Vaccination Risks.

    PubMed

    Haase, Niels; Betsch, Cornelia; Renkewitz, Frank

    2015-08-01

    Immunization rates are below the Global Immunization Vision and Strategy established by the World Health Organization. One reason for this are anti-vaccination activists, who use the Internet to disseminate their agenda, frequently by publishing narrative reports about alleged vaccine adverse events. In health communication, the use of narrative information has been shown to be effectively persuasive. Furthermore, persuasion research indicates that the credibility of an information source may serve as a cue to discount or augment the communicated message. Thus, the present study investigated the effect of source credibility on the biasing effect of narrative information regarding the perception of vaccination risks. 265 participants were provided with statistical information (20%) regarding the occurrence of vaccine adverse events after vaccination against a fictitious disease. This was followed by 20 personalized narratives from an online forum on vaccination experiences. The authors varied the relative frequency of narratives reporting vaccine adverse events (35% vs. 85%), narrative source credibility (anti-vaccination website vs. neutral health forum), and the credibility of the statistical information (reliable data vs. unreliable data vs. control) in a between-subjects design. Results showed a stable narrative bias on risk perception that was not affected by credibility cues. However, narratives from an anti-vaccination website generally led to lower perceptions of vaccination risks.

  17. Sleightly Persuasive: Using Magic To Teach Principles of Persuasion.

    ERIC Educational Resources Information Center

    Frasier, C. Jay

    Magic can be used in the communication classroom as a means for introducing and/or illustrating the subject of persuasion. A magical effect which fools the class can lead to an early discussion of the need to be a critical consumer of persuasive messages. Magic can also be used to introduce the subject of ethics in persuasion. Each student can be…

  18. Exploration of Effective Persuasive Strategies Used in Resisting Product Advertising: A Case Study of Adult Health Check-Ups.

    PubMed

    Tien, Han-Kuang; Chung, Wen

    2018-05-10

    This research addressed adults' health check-ups through the lens of Role Transportation Theory. This theory is applied to narrative advertising that lures adults into seeking health check-ups by causing audiences to empathize with the advertisement's character. This study explored the persuasive mechanism behind narrative advertising and reinforced the Protection Motivation Theory model. We added two key perturbation variables: optimistic bias and truth avoidance. To complete the verification hypothesis, we performed two experiments. In Experiment 1, we recruited 77 respondents online for testing. We used analyses of variance to verify the effectiveness of narrative and informative advertising. Then, in Experiment 2, we recruited 228 respondents to perform offline physical experiments and conducted a path analysis through structural equation modelling. The findings showed that narrative advertising positively impacted participants' disease prevention intentions. The use of Role Transportation Theory in advertising enables the audience to be emotionally connected with the character, which enhances persuasiveness. In Experiment 2, we found that the degree of role transference can interfere with optimistic bias, improve perceived health risk, and promote behavioral intentions for health check-ups. Furthermore, truth avoidance can interfere with perceived health risks, which, in turn, reduce behavioral intentions for health check-ups.

  19. Storybridging: Four steps for constructing effective health narratives

    PubMed Central

    Boeijinga, Anniek; Hoeken, Hans; Sanders, José

    2017-01-01

    Objective: To develop a practical step-by-step approach to constructing narrative health interventions in response to the mixed results and wide diversity of narratives used in health-related narrative persuasion research. Method: Development work was guided by essential narrative characteristics as well as principles enshrined in the Health Action Process Approach. Results: The ‘storybridging’ method for constructing health narratives is described as consisting of four concrete steps: (a) identifying the stage of change, (b) identifying the key elements, (c) building the story, and (d) pre-testing the story. These steps are illustrated by means of a case study in which an effective narrative health intervention was developed for Dutch truck drivers: a high-risk, underprivileged occupational group. Conclusion: Although time and labour intensive, the Storybridging approach suggests integrating the target audience as an important stakeholder throughout the development process. Implications and recommendations are provided for health promotion targeting truck drivers specifically and for constructing narrative health interventions in general. PMID:29276232

  20. Theorizing Foreshadowed Death Narratives: Examining the Impact of Character Death on Narrative Processing and Skin Self-Exam Intentions

    PubMed Central

    JENSEN, JAKOB D.; YALE, ROBERT N.; KRAKOW, MELINDA; JOHN, KEVIN K.; KING, ANDY J.

    2017-01-01

    Narratives are common in health campaigns and interventions, with many depicting individuals battling a particular illness or disease. Past research has focused primarily on the form and effects of survivor stories, but considerably less attention has been devoted to stories in which 1 or more of the central characters passes away. The goal of the current study was to compare the relative persuasive impact of survivor and death narratives in influencing skin prevention behaviors and to test narrative mediators that might explicate underlying mechanisms of effect. To that end, adults (N = 635, M age = 32.43 [SD = 11.23]) were randomly assigned to 1 of 6 narrative intervention conditions in an online message experiment. Participants read 1 of 2 stories about a person with melanoma (Rusty or Diane) that was manipulated as a narrative depicting the survival, death, or foreshadowed death of the main character. Foreshadowed death narratives increased intentions to perform a skin self-exam (SSE), a relationship that was mediated by narrative transportation and perceived SSE benefits. The results support the central postulate of narrative transportation theory and the utility of using foreshadowed death narratives in communication-based interventions designed to increase SSE frequency. PMID:28060585

  1. Acknowledging individual responsibility while emphasizing social determinants in narratives to promote obesity-reducing public policy: a randomized experiment.

    PubMed

    Niederdeppe, Jeff; Roh, Sungjong; Shapiro, Michael A

    2015-01-01

    This study tests whether policy narratives designed to increase support for obesity-reducing public policies should explicitly acknowledge individual responsibility while emphasizing social, physical, and economic (social) determinants of obesity. We use a web-based, randomized experiment with a nationally representative sample of American adults (n = 718) to test hypotheses derived from theory and research on narrative persuasion. Respondents exposed to narratives that acknowledged individual responsibility while emphasizing obesity's social determinants were less likely to engage in counterargument and felt more empathy for the story's main character than those exposed to a message that did not acknowledge individual responsibility. Counterarguing and affective empathy fully mediated the relationship between message condition and support for policies to reduce rates of obesity. Failure to acknowledge individual responsibility in narratives emphasizing social determinants of obesity may undermine the persuasiveness of policy narratives. Omitting information about individual responsibility, a strongly-held American value, invites the public to engage in counterargument about the narratives and reduces feelings of empathy for a character that experiences the challenges and benefits of social determinants of obesity.

  2. Acknowledging Individual Responsibility while Emphasizing Social Determinants in Narratives to Promote Obesity-Reducing Public Policy: A Randomized Experiment

    PubMed Central

    Niederdeppe, Jeff; Roh, Sungjong; Shapiro, Michael A.

    2015-01-01

    This study tests whether policy narratives designed to increase support for obesity-reducing public policies should explicitly acknowledge individual responsibility while emphasizing social, physical, and economic (social) determinants of obesity. We use a web-based, randomized experiment with a nationally representative sample of American adults (n = 718) to test hypotheses derived from theory and research on narrative persuasion. Respondents exposed to narratives that acknowledged individual responsibility while emphasizing obesity’s social determinants were less likely to engage in counterargument and felt more empathy for the story’s main character than those exposed to a message that did not acknowledge individual responsibility. Counterarguing and affective empathy fully mediated the relationship between message condition and support for policies to reduce rates of obesity. Failure to acknowledge individual responsibility in narratives emphasizing social determinants of obesity may undermine the persuasiveness of policy narratives. Omitting information about individual responsibility, a strongly-held American value, invites the public to engage in counterargument about the narratives and reduces feelings of empathy for a character that experiences the challenges and benefits of social determinants of obesity. PMID:25706743

  3. Theorizing Foreshadowed Death Narratives: Examining the Impact of Character Death on Narrative Processing and Skin Self-Exam Intentions.

    PubMed

    Jensen, Jakob D; Yale, Robert N; Krakow, Melinda; John, Kevin K; King, Andy J

    2017-01-01

    Narratives are common in health campaigns and interventions, with many depicting individuals battling a particular illness or disease. Past research has focused primarily on the form and effects of survivor stories, but considerably less attention has been devoted to stories in which 1 or more of the central characters passes away. The goal of the current study was to compare the relative persuasive impact of survivor and death narratives in influencing skin prevention behaviors and to test narrative mediators that might explicate underlying mechanisms of effect. To that end, adults (N = 635, M age = 32.43 [SD = 11.23]) were randomly assigned to 1 of 6 narrative intervention conditions in an online message experiment. Participants read 1 of 2 stories about a person with melanoma (Rusty or Diane) that was manipulated as a narrative depicting the survival, death, or foreshadowed death of the main character. Foreshadowed death narratives increased intentions to perform a skin self-exam (SSE), a relationship that was mediated by narrative transportation and perceived SSE benefits. The results support the central postulate of narrative transportation theory and the utility of using foreshadowed death narratives in communication-based interventions designed to increase SSE frequency.

  4. Understanding narrative effects: The role of discrete negative emotions on message processing and attitudes among low-income African American women

    PubMed Central

    Yoo, Jina H.; Kreuter, Matthew W.; Lai, Choi; Fu, Qiang

    2014-01-01

    This study tests the processes through which breast cancer narrative messages are effective by taking a functional approach. We explore how discrete negative emotions (i.e., sadness, fear, and anger) induced by breast cancer survivor stories affect African American women’s message processing, recall of message content, and attitudinal outcomes. Structural equation modeling was performed for narrative and informational versions of a breast cancer screening video shown to 409 low-income African American women ages 40 and older. The model was well fitted. Sadness enhanced the persuasive process, while fear inhibited it. Sadness also helped participants recall more message-relevant content, while fear inhibited recall. Anger was not related to the persuasive process. Implications of these findings for narrative research and application are discussed. PMID:24111724

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

    NASA Astrophysics Data System (ADS)

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

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

  6. The relative persuasiveness of narrative versus non-narrative health messages in public health emergency communication: Evidence from a field experiment.

    PubMed

    Bekalu, Mesfin A; Bigman, Cabral A; McCloud, Rachel F; Lin, Leesa K; Viswanath, K

    2018-06-01

    Previous studies indicated that narrative health messages are more effective than non-narrative messages in influencing health outcomes. However, this body of evidence does not account for differences in health domain, and little is known about the effectiveness of this message execution strategy during public health emergencies. In this study, we examined the relative effectiveness of the two formats in influencing knowledge and perceived response efficacy related to prevention of pandemic influenza, and determined whether effects of message format vary across population sub-groups. Data for the study come from an experiment fielded in 2013 that involved a nationally representative sample of 627 American adults. Participants were randomly assigned to view either a narrative (n=322) or a non-narrative (n=305) video clip containing closely matched information about knowledge and preventive actions related to pandemic influenza, and completed pre- and post-viewing questions assessing knowledge and perceived response efficacy related to the prevention of pandemic influenza. Results indicated that participants in the non-narrative condition reported greater knowledge and rated pandemic influenza prevention measures as more effective compared with those in the narrative condition. Message format effects did not vary across population sub-groups; post-viewing scores of knowledge and perceptions related to pandemic influenza were consistently higher in the non-narrative condition compared with the narrative condition across five socio-demographic groups: age, gender, education, race/ethnicity and income. We concluded that didactic, non-narrative messages may be more effective than narrative messages to influence knowledge and perceptions during public health emergencies. Copyright © 2017 Elsevier Inc. All rights reserved.

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

    PubMed

    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.

  8. Cultural Styles of Persuasion

    ERIC Educational Resources Information Center

    Glenn, E. S.; And Others

    1977-01-01

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

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

    ERIC Educational Resources Information Center

    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…

  10. Persuasive Speaking.

    ERIC Educational Resources Information Center

    Scheidel, Thomas M.

    This book, for either college or secondary-school speech or rhetoric courses, defines persuasive speaking as essentially a process or activity and discusses the elements which facilitate analyzing that process. Sections deal with (1) the nature and history of persuasive speaking, especially classical and modern canons of rhetoric, (2) the…

  11. Agent Persuasion Mechanism of Acquaintance

    NASA Astrophysics Data System (ADS)

    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.

  12. Contagion on complex networks with persuasion

    NASA Astrophysics Data System (ADS)

    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.

  13. Contagion on complex networks with persuasion

    PubMed Central

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

    2016-01-01

    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. PMID:27029498

  14. Contagion on complex networks with persuasion.

    PubMed

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

    2016-03-31

    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.

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

    PubMed

    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).

  16. The heart of the story: peripheral physiology during narrative exposure predicts charitable giving.

    PubMed

    Barraza, Jorge A; Alexander, Veronika; Beavin, Laura E; Terris, Elizabeth T; Zak, Paul J

    2015-02-01

    Emotionally laden narratives are often used as persuasive appeals by charitable organizations. Physiological responses to a narrative may explain why some people respond to an appeal while others do not. In this study we tested whether autonomic and hormonal activity during a narrative predict subsequent narrative influence via charitable giving. Participants viewed a brief story of a father's experience with his 2-year-old son who has terminal cancer. After the story, participants were presented with an opportunity to donate some of their study earnings to a related charity. Measures derived from cardiac and electrodermal activity, including HF-HRV, significantly predicted donor status. Time-series GARCH models of physiology during the narrative further differentiated donors from non-donors. Moreover, cardiac activity and experienced concern were found to covary from moment-to-moment across the narrative. Our findings indicate that the physiological response to a stimulus, herein a narrative, can predict influence as indexed by stimulus-related behavior. Copyright © 2015 Elsevier B.V. All rights reserved.

  17. Using a narrative to spark safer sex communication.

    PubMed

    Donné, Lennie; Hoeks, John; Jansen, Carel

    2017-10-01

    College students are a group at risk for contracting sexually transmitted infections (STIs). While they are generally well informed about STIs, they do not consistently use condoms. An important element in preventing STIs is safer sex communication, especially with a sexual partner. This may be difficult, however, because of a lack of experience in talking about safer sex or because of the absence of suitable role models. In this study, a narrative intervention was tested that was developed to provide receivers with a social script for safer sex communication. An experiment was conducted among college students ( N  = 225) who were exposed to either a narrative intervention or a non-narrative (brochure) intervention, followed by a post-test questionnaire. In the narrative condition, part of the participants completed a pre-test questionnaire before being exposed to the intervention. Compared to pre-test scores, the narrative positively influenced safer sex communication intentions. The results show no significant differences between post-test scores of the narrative and the non-narrative condition. Mediation analyses showed that narrative processes (identification and transportation) were positively related to safer sex communication. In this study, we investigated both the effects of a narrative intervention on safer sex communication intentions, and the mechanisms of narrative processing underlying these effects. The narrative turned out to be as effective as a brochure version with the same information. Our mediation analyses suggest that narratives can be made more persuasive by increasing the reader's involvement with the story as a whole, and with one of the characters in particular.

  18. Models of Persuasion Dialogue

    NASA Astrophysics Data System (ADS)

    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.

  19. Using Creative Writing to Teach Exposition/Artistic/Report Writing.

    ERIC Educational Resources Information Center

    West, William W.

    Teachers who restrict their teaching of writing to elements of exposition are likely to fail because there is insufficient content, interest, or challenge in learning simple exposition, and the techniques that contribute to polished exposition are more easily accessible when approached through aesthetic writing. A teaching sequence for using…

  20. Satire as Persuasion.

    ERIC Educational Resources Information Center

    Gruner, Charles R.

    Satire is a genre long extant if not especially beloved in human history. Practitioners of the art claim the intent to persuade and educate through their works. Many quantitative studies have tested the persuasive effects of satire. In research on persuasion, A.D. Annis (1939) compared the effects of editorials and editorial cartoons and concluded…

  1. A Persuasive Example of Collaborative Learning.

    ERIC Educational Resources Information Center

    Carlsmith, Kevin M.; Cooper, Joel

    2002-01-01

    Describes the 12-week long collaborative learning project used in a persuasion and propaganda course. Explains that the students worked in groups on a persuasive campaign to change a target population. States that the student projects were persuasive. (CMK)

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

    PubMed

    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.

  3. Using a narrative to spark safer sex communication

    PubMed Central

    Donné, Lennie; Hoeks, John; Jansen, Carel

    2017-01-01

    Objective: College students are a group at risk for contracting sexually transmitted infections (STIs). While they are generally well informed about STIs, they do not consistently use condoms. An important element in preventing STIs is safer sex communication, especially with a sexual partner. This may be difficult, however, because of a lack of experience in talking about safer sex or because of the absence of suitable role models. In this study, a narrative intervention was tested that was developed to provide receivers with a social script for safer sex communication. Design: An experiment was conducted among college students (N = 225) who were exposed to either a narrative intervention or a non-narrative (brochure) intervention, followed by a post-test questionnaire. In the narrative condition, part of the participants completed a pre-test questionnaire before being exposed to the intervention. Results: Compared to pre-test scores, the narrative positively influenced safer sex communication intentions. The results show no significant differences between post-test scores of the narrative and the non-narrative condition. Mediation analyses showed that narrative processes (identification and transportation) were positively related to safer sex communication. Conclusion: In this study, we investigated both the effects of a narrative intervention on safer sex communication intentions, and the mechanisms of narrative processing underlying these effects. The narrative turned out to be as effective as a brochure version with the same information. Our mediation analyses suggest that narratives can be made more persuasive by increasing the reader’s involvement with the story as a whole, and with one of the characters in particular. PMID:28919639

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

    PubMed

    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.

  5. Persuasion [and] Persuasion Guide.

    ERIC Educational Resources Information Center

    Heintz, Ann Christine

    The units in the Persuasion Program are meant to help students develop a critical awareness of methods and techniques used by those who want to persuade or influence them, and to help the students develop a proficiency in the art of persuading others. In this program, TV, films, radio, newspapers, magazines, and all types of advertising are…

  6. 2008 Homeland Security Symposium and Exposition

    DTIC Science & Technology

    2008-09-10

    Untitled Document 2008 Homeland Security Symposium and Exposition.html[5/19/2016 8:49:43 AM] 2008 Homeland Security Symposium and Exposition "New...national defenSe magazine Advertise in National Defense and increase your company exposure at this symposium! National Defense will be distributed to all...use the Internet Cafe to check their e-mail and search the Internet. Brand your name with maximum exposure at this high traffic area. Benefits

  7. The Zen Scavenger Hunt: Constructing and Presenting Persuasive Messages

    ERIC Educational Resources Information Center

    Hamilton, Heidi

    2017-01-01

    Courses: Persuasion; Persuasive Speaking. Objectives: Students will demonstrate the ability to apply persuasive concepts in constructing persuasive messages creatively, and students will present and analyze their persuasive messages.

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

    PubMed

    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.

  9. The friendly art of persuasion.

    PubMed

    Davidhizar, R; Eshleman, J

    1999-12-01

    The ability to persuade is a critical skill for the health care professional in relating to employees, colleagues, and groups of individuals if health care objectives are to be promoted. However, persuasion is an art, which requires careful preplanning and deliberative actions if it is to be carried out successfully. Persuasion done in a friendly manner is more likely to be effective. This article provides techniques that will enable the health care professional to use persuasive methods most advantageously.

  10. Persuasion and attitude change in science education

    NASA Astrophysics Data System (ADS)

    Koballa, Thomas R., Jr.

    Many strategies used to induce the occurrence of desirable science-related beliefs, attitudes, and behaviors involve the use of persuasive messages. Science educators need to become acquainted with persuasion in the context of social influence and learning theory to be able to evaluate its usefulness in the science education milieu. Persuasion is the conscious attempt to bring about a jointly developed mental state common to both source and receiver through the use of symbolic cues, and it can be distinguished from other forms of social influence. Propaganda is a type of persuasion directed toward a mass audience. Coercion relies on reinforcement control, whereas persuasion is prompted by information. Brainwashing involves coercive techniques used to obtain cooperation and compliance. Persuasion and instruction are much alike; both require conscious cognitive activity by the recipient and involve communication which includes giving arguments and evidence for the purpose of getting someone to do something or to believe something.Persuasion research is anchored in learning theory. Early efforts were based on information processing. Studies following an information process approach focused on the effect of the variables harbored within the question Who says what in which channel to whom with what effect? on belief and attitude change. Cognitive processing and social exchange approaches to persuasion represent extensions to information process. Cognitive processing is concerned specifically with how people personally process the arguments presented in a persuasive message. Social exchange emphasizes the interchange that takes place between the message source and recipient. These approaches seem to be fruitful areas for future persuasion research in science education.Science educators' unfamiliarity with persuasion research stems from the fact that it is largely reported in the social psychology literature and has not been integrated into a framework familiar to

  11. The Necessary Art of Persuasion.

    ERIC Educational Resources Information Center

    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)

  12. Embodied Resistance to Persuasion in Advertising.

    PubMed

    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.

  13. Embodied Resistance to Persuasion in Advertising

    PubMed Central

    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

  14. Learning with Gadgets: Teaching Persuasive Strategies through Student-Created Infomercials

    ERIC Educational Resources Information Center

    Kahl, David H., Jr.

    2012-01-01

    Communicators are involved in persuasion every day. For students to be effective in their persuasive attempts, they need experiential practice in creating and evaluating persuasive messages that utilize persuasive strategies. Persuasive strategies can help speakers to influence their audiences to accept proposed ideas and the possible…

  15. The art and science of patient storytelling-harnessing narrative communication for behavioral interventions: the ACCE project.

    PubMed

    Houston, Thomas K; Cherrington, Andrea; Coley, Heather L; Robinson, Kimberly M; Trobaugh, John A; Williams, Jessica H; Foster, Pamela H; Ford, Daniel E; Gerber, Ben S; Shewchuk, Richard M; Allison, Jeroan J

    2011-08-01

    Narrative communication is an emerging form of persuasive communication used in health education to solicit actual patient stories. Eliciting a narrative is an open-ended process and may or may not map to desired intervention objectives or underlying behavioral constructs. In addition, incorporating actual, unscripted narratives into multimedia interventions is challenging. The authors evaluated a protocol of editing narratives for a multimedia intervention to promote smoking cessation in the African American community that maintains fidelity to the original message and was related to behavioral constructs from social cognitive theory. The authors used four steps: (a) narrative collection (videotaping), (b) narrative review (rating of content), (c) narrative editing (documentary style), and (d) pilot testing (usability and assessment of transportation). The authors videotaped 50 personal smoking cessation narratives. After coding for presence of theoretical constructs, perceived risks of smoking (present in 53% of narratives) was the most common related behavioral construct. Four narratives were chosen for inclusion in the DVD. Pilot testing showed viewers reported high level of transportation into the narrative. The authors found that some behavioral constructs were rare and difficult to solicit in this population but that the final product was engaging to the viewers. Lessons learned may be useful for other video-based behavioral interventions that incorporate personal narratives.

  16. The Car Accident: An Exercise in Persuasive Writing

    ERIC Educational Resources Information Center

    Stevens, Betsy

    2005-01-01

    The ability to communicate persuasively is an important managerial tool. Surveys of both students and employers underscore the importance of oral and written communication skills and persuasion to successful careers in business. Writing persuasive documents to customers, subordinates, superiors, or stakeholders requires the ability to analyze the…

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

    PubMed Central

    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

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

    PubMed

    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.

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

    PubMed

    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.

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

    ERIC Educational Resources Information Center

    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…

  1. Using Online Media to Write Extended Persuasive Text

    ERIC Educational Resources Information Center

    Morton-Standish, Leisa

    2014-01-01

    This article examines methods of teaching students immersed in online media to write extended persuasive text. Specific examples for the writing classroom are outlined to engage students in persuasive writing through the use of online media. The persuasive writing examples are linked to the Common Core State Standards.

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

    NASA Astrophysics Data System (ADS)

    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.

  3. Participatory and persuasive telehealth.

    PubMed

    Lee, Duckki; Helal, Sumi; Anton, Steve; De Deugd, Scott; Smith, Andy

    2012-01-01

    Technological advances in telehealth systems are primarily focused on sensing and monitoring. However, these systems are limited in that they only rely on sensors and medical devices to obtain vital signs. New research and development are urgently needed to offer more effective and meaningful interactions between patients, medical professionals and other individuals around the patients. Social networking with Web 2.0 technologies and methods can meet these demands, and help to develop a more complete view of the patient. Also many people, including the elderly, may be resistant to change, which can reduce the efficacy of telehealth systems. Persuasive technology and mechanisms are urgently needed to counter this resistance and promote healthy lifestyles. In this paper, we propose the participatory and persuasive telehealth system as a solution for these two limitations. By integrating connected health solutions with social networking and adding persuasive influence, we increase the chances for effective interventions and behavior alterations. Copyright © 2011 S. Karger AG, Basel.

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

    ERIC Educational Resources Information Center

    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)

  5. Narrative and framing: a test of an integrated message strategy in the exercise context.

    PubMed

    Gray, Jennifer B; Harrington, Nancy G

    2011-03-01

    Health communication interventions encouraging exercise may aid in mitigating the obesity crisis in the United States. Although much research has investigated behavioral predictors of exercise, little work has explored message characteristics most persuasive in the exercise context. The purpose of this study, therefore, was to test a message strategy drawing on previous work in health behavior theory combined with persuasion theories (exemplification theory and prospect theory) to encourage positive exercise attitudes, control beliefs, and intentions. The authors report the results of a controlled experiment testing messages using gain or loss frames and narrative or statistical evidence. Results indicate that gain-framed messages are significantly more successful in promoting positive exercise variables and are perceived as more effective than are loss-framed or control messages. The authors discuss the implications of the results for future research.

  6. Language Symmetry: A Force behind Persuasion

    ERIC Educational Resources Information Center

    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…

  7. A Synthetic Model of Mass Persuasion.

    ERIC Educational Resources Information Center

    Kneupper, Charles W.; Underwood, Willard A.

    Mass persuasion involves a message production process which significantly alters or reinforces an attitude, belief, or action of the members of a large, heterogeneous audience. A synthetic communication model for mass persuasion has been constructed which incorporates aspects of several models created to describe the process of effective…

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

    NASA Astrophysics Data System (ADS)

    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.

  9. The Application of Persuasion Theory to Placebo Effects.

    PubMed

    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.

  10. Italian Exposition

    ScienceCinema

    None

    2017-12-09

    Le DG parle dans son allocution à l'occasion de l'exposition (suivi d'une visite)de la contribution du Cern à la création d'une espace de la technologie européenne. Il parle de la manière comment organiser des formes fructueuses de coopération et coordination internationales dans ce domaine. "Afin de renforcer encore notre relation avec l'industrie et intensifier le transfert de la technologie nous proposerons au ministre de recherche de poursuivre dans le cadre du programme EUREKA ensemble avec les industries des programmes concrètes." Le ministre italien prend ensuite la parole.

  11. The necessary art of persuasion.

    PubMed

    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.

  12. Informative, Compare and Contrast, and Persuasive Essay Composing of Fifth and Seventh Graders: Not All Essay Writing Is the Same

    PubMed Central

    Davidson, Matt; Berninger, Virginia

    2015-01-01

    Typically developing writers in fifth (n = 110, M = 10 years 8 months) or seventh (n = 97, M = 12 years 7 months) grade wrote informative, compare and contrast, and persuasive essays for which the content was held constant—two mountains with a history of volcanic eruption. Relevant background knowledge was provided by reading text and showing colorful illustrations to the students before writing each genre. Results showed considerable variability between genre pairs within and across individual writers in content quality, organization quality, and length. Results, which support multiple expository genres, are consistent with prior research showing multiple genres (narrative vs. expository or even within narrative). Results are discussed in reference to the importance of assessing multiple genres in inferring composing expertise as emphasized by Olinghouse and colleagues. PMID:27418715

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

    PubMed

    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.

  14. A systematic process for persuasive mobile healthcare applications

    NASA Astrophysics Data System (ADS)

    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.

  15. Unit 1102: The Language of Persuasion.

    ERIC Educational Resources Information Center

    Minnesota Univ., Minneapolis. Center for Curriculum Development in English.

    The purpose of this 11th-grade unit on language is to acquaint students with persuasion because it is one of the basic functions of discourse and a principal method of achieving change in a complex and democratic society. In this unit, students are provided with opportunities for recognizing, evaluating, and using persuasive discourse. The unit…

  16. Persuasive Style: Some Verbal Concomitants of Conversational Persuasion.

    ERIC Educational Resources Information Center

    Sherblom, John; Reinsch, N. L., Jr.

    To test whether verbal choices in a persuasive setting would show less diversity and more qualification than those in a nonpersuasive setting, a study involving 24 college students was undertaken. The subjects were divided into five groups and each group was asked to role play two situations: one calling for the subjects merely to be…

  17. Teaching Students the Persuasive Message through Small Group Activity

    ERIC Educational Resources Information Center

    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…

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

    PubMed

    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.

  19. Using Persuasion to Plan a Moon Walk.

    ERIC Educational Resources Information Center

    Harris, Muriel

    1977-01-01

    Describes an exercise in learning about persuasion using a NASA exercise in group decision-making centered on a theoretical crash landing on the moon. Students experience the power of the authoritative voice, the persuasive power of facts, the bandwagon approach, and group manipulation. (TJ)

  20. Credibility, Persuasibility, and the Perception of Machiavellianism.

    ERIC Educational Resources Information Center

    Hurt, H. Thomas; And Others

    The authors contend that the personality construct of "Machiavellianism" should be of concern to communication researchers because of its implicit relationship to the process of persuasion. Two studies are reported which investigate the relationship between the Machiavellian personality and two variables in the persuasive process: source…

  1. What works best: objective statistics or a personal testimonial? An assessment of the persuasive effects of different types of message evidence on risk perception.

    PubMed

    de Wit, John B F; Das, Enny; Vet, Raymond

    2008-01-01

    In an experimental online study we compared the effects of different types of persuasive evidence in promoting the acceptance of a personal health risk. 118 men who have sex with men (MSM) at-risk for infection with the hepatitis B virus (HBV) were recruited via a range of websites and randomly assigned to one of 4 conditions (2 experimental and 2 control): narrative evidence (i.e., a personal account), statistical evidence (i.e., abstract prevalence data), mere assertion of increased risk, and no risk information. Narrative evidence was expected to be more effective than statistical evidence in increasing MSM's perceived risk of infection with HBV and intention to obtain vaccination. As predicted, perceptions of personal risk and intention to obtain vaccination against HBV were highest after presentation of narrative evidence, and risk perception mediated the effect of type of message evidence on intention. We propose that narrative evidence effectively promotes a sense of personal risk because it is less affected by defensive message processing resulting from the threat to important self-beliefs that seems inherent in health risk communication.

  2. 40 CFR 305.33 - Burden of presentation; burden of persuasion.

    Code of Federal Regulations, 2012 CFR

    2012-07-01

    ... 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...

  3. 40 CFR 305.33 - Burden of presentation; burden of persuasion.

    Code of Federal Regulations, 2013 CFR

    2013-07-01

    ... 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...

  4. 40 CFR 305.33 - Burden of presentation; burden of persuasion.

    Code of Federal Regulations, 2014 CFR

    2014-07-01

    ... 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...

  5. Using Narrative Persuasion to Promote Positive Attitudes toward Depression in Different Cultural Contexts

    ERIC Educational Resources Information Center

    Ma, Zexin; Nan, Xiaoli; Qin, Yan; Zhou, Peiyuan

    2018-01-01

    Purpose: China and the USA are among the countries where depression is most prevalent. However, the treatment rate of depression is relatively low in these two countries. Negative attitudes toward depression is one of the major contributor to the low-treatment rate. The purpose of this paper is to examine the use of narratives to promote positive…

  6. A Heuristic for the Teaching of Persuasion.

    ERIC Educational Resources Information Center

    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…

  7. Advanced Persuasive Speaking, English, Speech: 5114.112.

    ERIC Educational Resources Information Center

    Dade County Public Schools, Miami, FL.

    Developed as a high school quinmester unit on persuasive speaking, this guide provides the teacher with teaching strategies for a course which analyzes speeches from "Vital Speeches of the Day," political speeches, TV commercials, and other types of speeches. Practical use of persuasive methods for school, community, county, state, and…

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

    PubMed

    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.

  9. 12 CFR 390.19 - Burden of persuasion.

    Code of Federal Regulations, 2012 CFR

    2012-01-01

    ... 12 Banks and Banking 5 2012-01-01 2012-01-01 false Burden of persuasion. 390.19 Section 390.19 Banks and Banking FEDERAL DEPOSIT INSURANCE CORPORATION REGULATIONS AND STATEMENTS OF GENERAL POLICY... Crime Is Charged or Proven § 390.19 Burden of persuasion. The petitioner has the burden of showing, by a...

  10. 12 CFR 390.19 - Burden of persuasion.

    Code of Federal Regulations, 2013 CFR

    2013-01-01

    ... 12 Banks and Banking 5 2013-01-01 2013-01-01 false Burden of persuasion. 390.19 Section 390.19 Banks and Banking FEDERAL DEPOSIT INSURANCE CORPORATION REGULATIONS AND STATEMENTS OF GENERAL POLICY... Crime Is Charged or Proven § 390.19 Burden of persuasion. The petitioner has the burden of showing, by a...

  11. 12 CFR 390.19 - Burden of persuasion.

    Code of Federal Regulations, 2014 CFR

    2014-01-01

    ... 12 Banks and Banking 5 2014-01-01 2014-01-01 false Burden of persuasion. 390.19 Section 390.19 Banks and Banking FEDERAL DEPOSIT INSURANCE CORPORATION REGULATIONS AND STATEMENTS OF GENERAL POLICY... Crime Is Charged or Proven § 390.19 Burden of persuasion. The petitioner has the burden of showing, by a...

  12. Moralized Health-Related Persuasion Undermines Social Cohesion

    PubMed Central

    Täuber, Susanne

    2018-01-01

    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, limitations and

  13. 12 CFR 508.10 - Burden of persuasion.

    Code of Federal Regulations, 2011 CFR

    2011-01-01

    ... 12 Banks and Banking 5 2011-01-01 2011-01-01 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...

  14. 12 CFR 508.10 - Burden of persuasion.

    Code of Federal Regulations, 2014 CFR

    2014-01-01

    ... 12 Banks and Banking 6 2014-01-01 2012-01-01 true 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...

  15. 12 CFR 108.10 - Burden of persuasion.

    Code of Federal Regulations, 2013 CFR

    2013-01-01

    ... 12 Banks and Banking 1 2013-01-01 2013-01-01 false Burden of persuasion. 108.10 Section 108.10 Banks and Banking COMPTROLLER OF THE CURRENCY, DEPARTMENT OF THE TREASURY REMOVALS, SUSPENSIONS, AND PROHIBITIONS WHERE A CRIME IS CHARGED OR PROVEN § 108.10 Burden of persuasion. The petitioner has the burden of...

  16. 12 CFR 508.10 - Burden of persuasion.

    Code of Federal Regulations, 2013 CFR

    2013-01-01

    ... 12 Banks and Banking 6 2013-01-01 2012-01-01 true 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...

  17. 12 CFR 108.10 - Burden of persuasion.

    Code of Federal Regulations, 2014 CFR

    2014-01-01

    ... 12 Banks and Banking 1 2014-01-01 2014-01-01 false Burden of persuasion. 108.10 Section 108.10 Banks and Banking COMPTROLLER OF THE CURRENCY, DEPARTMENT OF THE TREASURY REMOVALS, SUSPENSIONS, AND PROHIBITIONS WHERE A CRIME IS CHARGED OR PROVEN § 108.10 Burden of persuasion. The petitioner has the burden of...

  18. 12 CFR 108.10 - Burden of persuasion.

    Code of Federal Regulations, 2012 CFR

    2012-01-01

    ... 12 Banks and Banking 1 2012-01-01 2012-01-01 false Burden of persuasion. 108.10 Section 108.10 Banks and Banking COMPTROLLER OF THE CURRENCY, DEPARTMENT OF THE TREASURY REMOVALS, SUSPENSIONS, AND PROHIBITIONS WHERE A CRIME IS CHARGED OR PROVEN § 108.10 Burden of persuasion. The petitioner has the burden of...

  19. 12 CFR 508.10 - Burden of persuasion.

    Code of Federal Regulations, 2012 CFR

    2012-01-01

    ... 12 Banks and Banking 6 2012-01-01 2012-01-01 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...

  20. 12 CFR 508.10 - Burden of persuasion.

    Code of Federal Regulations, 2010 CFR

    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...

  1. Persuasive Technology in Mobile Applications Promoting Physical Activity: a Systematic Review.

    PubMed

    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.

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

    ERIC Educational Resources Information Center

    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…

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

    PubMed Central

    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

  4. Adolescent Summaries of Narrative and Expository Discourse: Differences and Predictors.

    PubMed

    Lundine, Jennifer P; Harnish, Stacy M; McCauley, Rebecca J; Blackett, Deena Schwen; Zezinka, Alexandra; Chen, Wei; Fox, Robert A

    2018-05-03

    Summarizing expository passages is a critical academic skill that is understudied in language research. The purpose of this study was to compare the quality of verbal summaries produced by adolescents for 3 different discourse types and to determine whether a composite measure of cognitive skill or a test of expressive syntax predicted their performance. Fifty adolescents listened to, and then verbally summarized, 1 narrative and 2 expository lectures (compare-contrast and cause-effect). They also participated in testing that targeted expressive syntax and 5 cognitive subdomains. Summary quality scores were significantly different across discourse types, with a medium effect size. Analyses revealed significantly higher summary quality scores for cause-effect than compare-contrast summaries. Although the composite cognitive measure contributed significantly to the prediction of quality scores for both types of expository summaries, the expressive syntax score only contributed significantly to the quality scores for narrative summaries. These results support previous research indicating that type of expository discourse may impact student performance. These results also show, for the first time, that cognition may play a predictive role in determining summary quality for expository but not narrative passages in this population. In addition, despite the more complex syntax commonly associated with exposition versus narratives, an expressive syntax score was only predictive of performance on narrative summaries. These findings provide new information, questions, and directions for future research for those who study academic discourse and for professionals who must identify and manage the problems of students struggling with different types of academic discourse. https://doi.org/10.23641/asha.6167879.

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

    NASA Astrophysics Data System (ADS)

    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.

  6. Nonverbal Behavior and Perceived Counselor Attractiveness and Persuasiveness

    ERIC Educational Resources Information Center

    LaCrosse, Michael B.

    1975-01-01

    Investigated the perception of counselor attractiveness and persuasiveness through the expression of nonverbal behavior. Two male and female counselors were trained to portray "affiliative" manner and "unaffiliative" manner. Subjects saw four different counselors and then rated them on scales measuring perceived attractiveness and persuasiveness.…

  7. Designing Effective Persuasive Systems Utilizing the Power of Entanglement: Communication Channel, Strategy and Affect

    NASA Astrophysics Data System (ADS)

    Li, Haiqing; Chatterjee, Samir

    With rapid advances in information and communication technology, computer-mediated communication (CMC) technologies are utilizing multiple IT platforms such as email, websites, cell-phones/PDAs, social networking sites, and gaming environments. However, no studies have compared the effectiveness of a persuasive system using such alternative channels and various persuasive techniques. Moreover, how affective computing impacts the effectiveness of persuasive systems is not clear. This study proposes (1) persuasive technology channels in combination with persuasive strategies will have different persuasive effectiveness; (2) Adding positive emotion to a message that leads to a better overall user experience could increase persuasive effectiveness. The affective computing or emotion information was added to the experiment using emoticons. The initial results of a pilot study show that computer-mediated communication channels along with various persuasive strategies can affect the persuasive effectiveness to varying degrees. These results also shows that adding a positive emoticon to a message leads to a better user experience which increases the overall persuasive effectiveness of a system.

  8. The influence of narrative risk communication on feelings of cancer risk.

    PubMed

    Janssen, Eva; van Osch, Liesbeth; de Vries, Hein; Lechner, Lilian

    2013-05-01

    Evidence is accumulating for the importance of feelings of risk in explaining cancer preventive behaviours, but best practices for influencing these feelings are limited. The aim of this experimental study was to compare the effects of narrative and non-narrative risk communication about sunbed use on ease of imagination and feelings of cancer risk. A total of 233 female sunbed users in the general Dutch population were randomly assigned to one of three conditions: a narrative message (i.e., personal testimonial), a non-narrative cognitive message (i.e., factual risk information using cognitive-laden words), or a non-narrative affective message (i.e., factual risk information using affective-laden words). Ease of imagination and feelings of risk were assessed directly after the risk information was given (T1). Three weeks after the baseline session, feelings of risk were measured again (T2). The results revealed that sunbed users who were exposed to narrative risk information could better imagine themselves developing skin cancer and reported higher feelings of skin cancer risk at T1. Moreover, ease of imagination mediated the effects of message type on feelings of risk at T1 and T2. The findings provide support for the effects of narrative risk communication in influencing feelings of cancer risk through ease of imagination. Cancer prevention programmes may therefore benefit from including narrative risk information. Future research is important to investigate other mechanisms of narrative information and their most effective content and format. What is already known on this subject? Evidence is growing for the importance of feelings of risk in explaining cancer preventive behaviours. Narratives have increasingly been considered as an effective format for persuasive risk messages and studies have shown narrative risk communication to be effective in influencing cognitive risk beliefs. What does this study add? Increasing understanding of how feelings of cancer

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

    PubMed

    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.

  10. 40 CFR 179.91 - Burden of going forward; burden of persuasion.

    Code of Federal Regulations, 2014 CFR

    2014-07-01

    ... 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...

  11. 40 CFR 179.91 - Burden of going forward; burden of persuasion.

    Code of Federal Regulations, 2013 CFR

    2013-07-01

    ... 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...

  12. 40 CFR 179.91 - Burden of going forward; burden of persuasion.

    Code of Federal Regulations, 2012 CFR

    2012-07-01

    ... 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...

  13. Transportation into narrative worlds: implications for entertainment media influences on tobacco use.

    PubMed

    Green, Melanie C; Clark, Jenna L

    2013-03-01

    A growing body of research suggests that smoking portrayals in movies influence adolescent tobacco use. However, the mechanism for this influence remains unclear. The aim of this paper is to provide an overview of research on narrative transportation theory, particularly as applied to movies and smoking. We propose that this theory can provide a valuable framework for guiding research on the role of entertainment media in smoking and other addictive behaviors. We review empirical work on transportation theory and highlight the psychological mechanisms underlying transportation effects. 'Transportation into narrative worlds' refers to cognitive, emotional and imagery engagement into a narrative (including movies and entertainment media). We link this work with research on the effects of movie smoking. Research suggests that individuals who are more highly transported into narratives show greater attitude, belief and behavior change. Transportation effects work through reducing counterarguing, creating connections (identification and liking) with characters and increasing perceptions of realism and emotional involvement. We propose several future directions and research challenges for applying a transportation framework to the issue of entertainment media effects on smoking and tobacco disparities. Understanding factors contributing to transportation may provide a more nuanced view of who will be affected by movie smoking, and understanding the psychological processes underlying narrative persuasion may guide intervention efforts. Narrative transportation theory suggests that individuals' cognitive, emotional and imagery immersion in a narrative is a key mechanism of attitude, belief and behavior change. This theory provides a potentially generative and psychologically grounded framework for increasing knowledge about the boundary conditions and processes underlying the effects of entertainment media on tobacco use. © 2012 The Authors, Addiction © 2012 Society for

  14. The effects of narrative and message framing on engagement and eating intention among a sample of adult Hispanics.

    PubMed

    Wirtz, John G; Kulpavaropas, Supathida

    2014-01-01

    To test the effect of narrative messages and gain- and loss-framed messages on persuasive outcomes with a sample of Hispanic adults. A 2 (message type: narrative, non-narrative) × 2 (message frame: gain-framed, loss-framed) between subjects posttest only. Data were collected at 2 outdoor festivals in West Texas. Participants were a convenience sample of 72 Hispanic adults (mean age, 40.6 years). Main outcome measures were message engagement, message relevance, attitude toward message, healthy eating intention, and physical activity intention. Data analysis included analysis of variance and multivariate analysis of variance. There was no significant difference between narrative and non-narrative messages. Gain-framed messages were rated more positively, whereas loss-framed messages were considered more engaging and also produced higher intentions to eat healthy and to become physically active. The interaction between message type and message framing was not significant. Loss-framed messages produced the unanticipated effect of higher message engagement and higher intention. This finding suggests that messages emphasizing losses associated with unhealthy eating and lack of physical activity may be more effective when targeting Hispanic adults than messages emphasizing potential gains. The lack of difference between narrative and non-narrative messages suggests there is no disadvantage to using narratives, but also no advantage. Copyright © 2014 Society for Nutrition Education and Behavior. Published by Elsevier Inc. All rights reserved.

  15. Attitude change: persuasion and social influence.

    PubMed

    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.

  16. Eight Simple Secrets to More Persuasive Writing.

    ERIC Educational Resources Information Center

    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…

  17. Formula vs. Fractured Formula in Contest Persuasive Speaking.

    ERIC Educational Resources Information Center

    Reynolds, Christina L.

    In the past decade, contest persuasive speaking has become a product that student competitors produce and perform. A perversion of the contest formula has removed the element of persuasion from the formula. Competition rules suggest that a student's purposes in participating in forensics events should include inspiring, reinforcing, or changing…

  18. Prototype Effect and the Persuasiveness of Generalizations.

    PubMed

    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).

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

    NASA Astrophysics Data System (ADS)

    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.

  20. The Language of Persuasion, English, Vocabulary: 5114.68.

    ERIC Educational Resources Information Center

    Groff, Irvin

    Developed for a high school quinmester unit on the language of persuasion, this guide provides the teacher with teaching strategies for a study of the speaker or writer as a persuader, the identification of the logical and psychological tools of persuasion, an examination of the levels of abstraction, the techniques of propaganda, and the…

  1. Persuasive Fund Raising: The Psychology of Student Entrepreneurship.

    ERIC Educational Resources Information Center

    Meussling, Vonne

    A curriculum designed for public relations students in a persuasion class at Indiana State University provided them with the theory of persuasion and then gave them the opportunity to apply the theory by doing volunteer work for a community client. The course has four objectives: (1) to provide students with entrepeneurial experience and practical…

  2. The Role of Reciprocity in Verbally Persuasive Robots.

    PubMed

    Lee, Seungcheol Austin; Liang, Yuhua Jake

    2016-08-01

    The current research examines the persuasive effects of reciprocity in the context of human-robot interaction. This is an important theoretical and practical extension of persuasive robotics by testing (1) if robots can utilize verbal requests and (2) if robots can utilize persuasive mechanisms (e.g., reciprocity) to gain human compliance. Participants played a trivia game with a robot teammate. The ostensibly autonomous robot helped (or failed to help) the participants by providing the correct (vs. incorrect) trivia answers. Then, the robot directly asked participants to complete a 15-minute task for pattern recognition. Compared to no help, results showed that a robot's prior helping behavior significantly increased the likelihood of compliance (60 percent vs. 33 percent). Interestingly, participants' evaluations toward the robot (i.e., competence, warmth, and trustworthiness) did not predict compliance. These results also provided an insightful comparison showing that participants complied at similar rates with the robot and with computer agents. This result documents a clear empirically powerful potential for the role of verbal messages in persuasive robotics.

  3. [Historical study of the moth repellent, "Fujisawa Camphor" (3) An exposition as an advertisement media].

    PubMed

    Hattori, Akira

    2003-01-01

    Newspaper advertisements were the predominant medium in informing people about new products midway through the Meiji Era. Subscribers to these newspapers, however, were still limited. At the time, expositions were wildly popular. Seizing the opportunity , in 1903 Fujisawa promoted his "Fujisawa Camphor" through aggressive advertising at the 5th Domestic Industrial Exposition in Osaka. The advertising proved to be a success, as Fujisawa took 2nd Prize of the exposition.

  4. Narrative Exemplars and the Celebrity Spokesperson in Lebanese Anti-Domestic Violence Public Service Announcements.

    PubMed

    El-Khoury, Jessica R; Shafer, Autumn

    2016-08-01

    Domestic violence is a worldwide epidemic. This study examines the effects of narrative exemplars and a celebrity spokesperson in anti-domestic violence ads on Lebanese college students' attitudes and beliefs towards domestic violence and whether these effects are impacted by personal experience. The practical significance is derived from the high prevalence of domestic violence internationally, making it important to find ways to effectively use media to address this health-related issue that has huge consequences for the individual and society. This study adds to the theoretical understanding of narrative persuasion and media effects. Results indicated that narrative exemplars in anti-domestic violence ads promoting bystander awareness and intervention were more beneficial for people without relevant experience compared to people who know someone affected by domestic violence. Anti-domestic violence ads without narrative exemplars, but that also featured an emotional self-efficacy appeal targeting bystanders, were more effective for participants who know someone who had experienced domestic violence compared to participants without relevant experience. The presence of a celebrity spokesperson elicited more positive attitudes about the ad than a noncelebrity, but failed to directly affect relevant anti-domestic violence attitudes or beliefs. These results highlight the significance of formative audience research in health communication message design.

  5. Persuasion Via Mere Exposure

    ERIC Educational Resources Information Center

    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)

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

    PubMed

    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.

  7. Self-generated persuasion: effects of the target and direction of arguments.

    PubMed

    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.

  8. 40 CFR 154.5 - Burden of persuasion in determinations under this part.

    Code of Federal Regulations, 2014 CFR

    2014-07-01

    ... 40 Protection of Environment 24 2014-07-01 2014-07-01 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...

  9. 40 CFR 154.5 - Burden of persuasion in determinations under this part.

    Code of Federal Regulations, 2013 CFR

    2013-07-01

    ... 40 Protection of Environment 25 2013-07-01 2013-07-01 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...

  10. 40 CFR 154.5 - Burden of persuasion in determinations under this part.

    Code of Federal Regulations, 2012 CFR

    2012-07-01

    ... 40 Protection of Environment 25 2012-07-01 2012-07-01 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...

  11. 40 CFR 154.5 - Burden of persuasion in determinations under this part.

    Code of Federal Regulations, 2010 CFR

    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...

  12. 40 CFR 154.5 - Burden of persuasion in determinations under this part.

    Code of Federal Regulations, 2011 CFR

    2011-07-01

    ... 40 Protection of Environment 24 2011-07-01 2011-07-01 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...

  13. The role of cost and response-efficacy in persuasiveness of health recommendations.

    PubMed

    Cismaru, Magdalena; Nagpal, Anish; Krishnamurthy, Parthasarathy

    2009-01-01

    The persuasiveness of a health recommendation, among other things, is a function of the cost of engaging in the recommended behavior--such as money, time, effort, and discomfort--and the response-efficacy, defined as the likelihood that adherence to the recommendation would lead to the desired goal. This research investigates how cost and response-efficacy combine when influencing persuasion. Several theories of health behavior view cost and response-efficacy as having independent effects on persuasion, that is, a weighted additive impact. This research posits, and finds empirical support for the idea that cost and efficacy combine in a multiplicative fashion to influence persuasion, and suggests a structural modification to the traditional models of the relationship between cost, response-efficacy, and persuasion.

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

    PubMed Central

    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

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

    PubMed

    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).

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

    ERIC Educational Resources Information Center

    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…

  17. Theory of Mind, Affective Empathy, and Persuasive Strategies in School-Aged Children

    ERIC Educational Resources Information Center

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

    2017-01-01

    Understanding that other people hold different mental states and that they may be changed is the core of persuasion. Thus, theory of mind (ToM) abilities are fundamental to generate persuasive arguments. To date, only the relation between false belief and false belief-emotion understanding and persuasion has been investigated, ignoring other…

  18. U.S. BICENTENNIAL EXPOSITION & PAINTING OF AMERICAN FLAG ON VAB

    NASA Technical Reports Server (NTRS)

    1976-01-01

    Transformation of the U. S. Bicentennial on Science and Technology from an artist's concept to reality is well underway at KSC. At lower right are stages of the Saturn V rocket which will form part of the Exposition. Four of the 15 domes erected to house exhibits by 16 federal agencies and numerous industrial firms are visible in the foreground. At left center, workmen on a scaffold can be seen completing the blue field on the American flag being painted on the Vehicle Assembly Building. The Exposition will be open to the public from May 30 through September 7.

  19. Persuasive Conversational Agent with Persuasion Tactics

    NASA Astrophysics Data System (ADS)

    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.

  20. Whatever? The effect of social exclusion on adopting persuasive messages.

    PubMed

    Pfundmair, Michaela; Aydin, Nilüfer; Frey, Dieter

    2017-01-01

    The aversive state of social exclusion can result in a broad range of cognitive deficits. Being unable or unmotivated to process relevant information, we assumed that social exclusion would also affect the success of persuasive attempts. We hypothesized that socially excluded people would adopt attitudes regardless of persuasion quality. In three studies using different manipulations of social exclusion and persuasion, we showed that participants who were socially excluded adopted persuasive messages regardless of argument quality. In contrast, this undifferentiated response was not shown by socially included participants who were more persuaded by high- compared to low-quality arguments. In Study 3, we moreover revealed that this pattern could only be replicated in reliable situations-that is, when the communicator appeared credible. These findings support the assumption that social exclusion can lead to reduced processing of information.

  1. ‘I quit’ versus ‘I'm sorry I used’: A preliminary investigation of variations in narrative ending and transportation

    PubMed Central

    Banerjee, Smita C.; Greene, Kathryn

    2016-01-01

    A narrative experience can partly depend on how a narrative ends or concludes. This study examined prevention effects of personal drug use narratives varying by type of ending and gender of protagonist. Additionally, the role of transportation in the persuasion process, particularly the association between transportation and cocaine use intentions, both directly and indirectly, through the mediation of antidrug and pro-drug expectancies was assessed. A total of 500 undergraduate students at a large northern university in the UK participated in the experiment which was a 2 × 2 × 2 mixed design with ending (progressive vs. regressive) and gender of protagonist (male vs. female) as within-participants factors and participant gender (male vs. female) as between-participants factors. The results demonstrated significant main effects for ending, gender of protagonist in the narrative and participant gender, but no interaction effects. Finally, greater transportation was associated with stronger anti-cocaine expectancies, which were further associated with lower cocaine use intentions. Important theoretical and empirical implications are discussed. PMID:22519724

  2. Model, Framework, and Platform of Health Persuasive Social Network

    ERIC Educational Resources Information Center

    Al Ayubi, Soleh Udin

    2013-01-01

    Persuasive technology (PT) has the potential to support individuals to perform self-management and social support as a part of health behavior change. This has led a few researchers in the intersection of the areas of health behavior change and software engineering to apply behavior change and persuasion theories to software development practices,…

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

    PubMed

    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.

  4. The Neural Correlates of Persuasion: A Common Network across Cultures and Media

    PubMed Central

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

    2011-01-01

    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. PMID:19925175

  5. Are anthropomorphic persuasive appeals effective? The role of the recipient's motivations.

    PubMed

    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.

  6. Dispelling the illusion of invulnerability: the motivations and mechanisms of resistance to persuasion.

    PubMed

    Sagarin, Brad J; Cialdini, Robert B; Rice, William E; Serna, Sherman B

    2002-09-01

    Three studies examined the impact of a treatment designed to instill resistance to deceptive persuasive messages. Study 1 demonstrated that after the resistance treatment, ads using illegitimate authority-based appeals became less persuasive, and ads using legitimate appeals became more persuasive. In Study 2, this resistance generalized to novel exemplars, persevered over time, and appeared outside of the laboratory context. In Study 3, a procedure that dispelled participants' illusions of invulnerability to deceptive persuasion maximized resistance to such persuasion. Overall, the present studies demonstrate that attempts to confer resistance to appeals will likely be successful to the extent that they install 2 conceptual features: perceived undue manipulative intent of the source of the appeal and perceived personal vulnerability to such manipulation.

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

    PubMed

    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.

  8. 45 CFR 672.17 - Burden of presentation; burden of persuasion.

    Code of Federal Regulations, 2012 CFR

    2012-10-01

    ... 45 Public Welfare 3 2012-10-01 2012-10-01 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...

  9. 45 CFR 672.17 - Burden of presentation; burden of persuasion.

    Code of Federal Regulations, 2014 CFR

    2014-10-01

    ... 45 Public Welfare 3 2014-10-01 2014-10-01 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...

  10. 45 CFR 672.17 - Burden of presentation; burden of persuasion.

    Code of Federal Regulations, 2013 CFR

    2013-10-01

    ... 45 Public Welfare 3 2013-10-01 2013-10-01 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...

  11. The Effect of Authority on the Persuasiveness of Mathematical Arguments

    ERIC Educational Resources Information Center

    Inglis, Matthew; Mejia-Ramos, Juan Pablo

    2009-01-01

    Three experiments are reported that investigate the extent to which an authority figure influences the level of persuasion undergraduate students and research-active mathematicians invest in mathematical arguments. We demonstrate that, in some situations, both students and researchers rate arguments as being more persuasive when they are…

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

    PubMed

    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.

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

    PubMed Central

    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 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. PMID:19727416

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

    PubMed

    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.

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

    PubMed Central

    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

  16. Fluent Persuasive Writing with Counterarguments for Students with Emotional Disturbance

    ERIC Educational Resources Information Center

    Mastropieri, Margo A.; Scruggs, Thomas E.; Cerar, Nancy Irby; Allen-Bronaugh, Dannette; Thompson, Catherine; Guckert, Mary; Leins, Pat; Hauth, Clara; Cuenca-Sanchez, Yojanna

    2014-01-01

    Twelve seventh- and eighth-grade students with emotional disturbance participated in a multiple probe, multiple baseline design two-phase intervention study to improve persuasive writing skills. The first phase after baseline taught students to plan and write persuasive essays including counterarguments. In the second phase, students were taught…

  17. Educational storylines in entertainment television: audience reactions toward persuasive strategies in medical dramas.

    PubMed

    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.

  18. Medicine, market and communication: ethical considerations in regard to persuasive communication in direct-to-consumer genetic testing services.

    PubMed

    Schaper, Manuel; Schicktanz, Silke

    2018-06-05

    Commercial genetic testing offered over the internet, known as direct-to-consumer genetic testing (DTC GT), currently is under ethical attack. A common critique aims at the limited validation of the tests as well as the risk of psycho-social stress or adaption of incorrect behavior by users triggered by misleading health information. Here, we examine in detail the specific role of advertising communication of DTC GT companies from a medical ethical perspective. Our argumentative analysis departs from the starting point that DTC GT operates at the intersection of two different contexts: medicine on the one hand and the market on the other. Both fields differ strongly with regard to their standards of communication practices and the underlying normative assumptions regarding autonomy and responsibility. Following a short review of the ethical contexts of medical and commercial communication, we provide case examples for persuasive messages of DTC GT websites and briefly analyze their design with a multi-modal approach to illustrate some of their problematic implications. We observe three main aspects in DTC GT advertising communication: (1) the use of material suggesting medical professional legitimacy as a trust-establishing tool, (2) the suggestion of empowerment as a benefit of using DTC GT services and (3) the narrative of responsibility as a persuasive appeal to a moral self-conception. While strengthening and respecting the autonomy of a patient is the focus in medical communication, specifically genetic counselling, persuasive communication is the normal mode in marketing of consumer goods, presuming an autonomous, rational, independent consumer. This creates tension in the context of DTC GT regarding the expectation and normative assessment of communication strategies. Our analysis can even the ground for a better understanding of ethical problems associated with intersections of medical and commercial communication and point to perspectives of analysis of

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

    PubMed

    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.

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

    PubMed Central

    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. PMID:26053303

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

    PubMed

    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.

  2. A Check List for Evaluating Persuasive Features of Mathematics Courseware

    ERIC Educational Resources Information Center

    Aris, Baharuddin; Gharbaghi, Alireza; Ahmad, Maizah Hura; Rosli, Mohd Shafie

    2013-01-01

    The main purpose of this study is to introduce a check list for evaluating persuasive features of mathematics courseware. Since mathematics is a source of anxiety among students (Zeidner & Matthews, 2010), this research is an attempt to employ persuasive features that can be used in mathematics courseware. Specifically, we sought to determine…

  3. The persuasiveness of synthetic speech versus human speech.

    PubMed

    Stern, S E; Mullennix, J W; Dyson, C; Wilson, S J

    1999-12-01

    Is computer-synthesized speech as persuasive as the human voice when presenting an argument? After completing an attitude pretest, 193 participants were randomly assigned to listen to a persuasive appeal under three conditions: a high-quality synthesized speech system (DECtalk Express), a low-quality synthesized speech system (Monologue), and a tape recording of a human voice. Following the appeal, participants completed a posttest attitude survey and a series of questionnaires designed to assess perceptions of speech qualities, perceptions of the speaker, and perceptions of the message. The human voice was generally perceived more favorably than the computer-synthesized voice, and the speaker was perceived more favorably when the voice was a human voice than when it was computer synthesized. There was, however, no evidence that computerized speech, as compared with the human voice, affected persuasion or perceptions of the message. Actual or potential applications of this research include issues that should be considered when designing synthetic speech systems.

  4. Spoken Persuasive Discourse Abilities of Adolescents with Acquired Brain Injury

    ERIC Educational Resources Information Center

    Moran, Catherine; Kirk, Cecilia; Powell, Emma

    2012-01-01

    Purpose: The aim of this study was to examine the performance of adolescents with acquired brain injury (ABI) during a spoken persuasive discourse task. Persuasive discourse is frequently used in social and academic settings and is of importance in the study of adolescent language. Method: Participants included 8 adolescents with ABI and 8 peers…

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

    NASA Astrophysics Data System (ADS)

    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.

  6. Using persuasive messages to encourage hunters to support regulation of lead shot

    USGS Publications Warehouse

    Schroeder, Susan A.; Fulton, David C.; Penning, William; Doncarlos, Kathy

    2012-01-01

    Lead shot from hunting adds the toxic metal to environments worldwide. The United States banned lead shot for hunting waterfowl in 1991 and 26 states have lead shot restrictions beyond those mandated for waterfowl hunting. The Minnesota Department of Natural Resources (MDNR) was interested in studying hunter attitudes about expanded restrictions on the use of lead shot for hunting small game to understand what communication strategies might increase public support for potential restrictions on lead shot. We mailed messages about lead shot, including 1,200 control messages and 400 of each of 9 treatment messages, and surveys to 4,800 resident small game hunters. We compared attitudes and intentions related to a possible ban among control and treatment groups. Compared to the control message, all treatment messages elicited more positive attitudes and intentions to support a ban. A basic factual message, messages with references to Ducks Unlimited, and a first-person narrative message generated the strongest support for a ban. Results also demonstrated a substantial relationship between the use of lead shot and response to persuasive messages supporting a ban.

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

    PubMed

    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.

  8. Persuasion in Advertising: Analyzing One of the Public Faces of Corporations

    ERIC Educational Resources Information Center

    Lemesianou, Christine A.

    2007-01-01

    Today's communication and information environments create an immense amount of clutter for consumers, but a well crafted advertising campaign can differentiate an organization from its competitors. Persuasion in Advertising is a critical assignment where students apply Aristotle's and Cicero's persuasive techniques to a specific advertising…

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

    PubMed

    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).

  10. Persuasion: The Key to Changing Women's Ideas About Birth

    PubMed Central

    Lothian, Judith A.

    2009-01-01

    Although standard maternity care is not evidence-based and, in many cases, increases risks for mothers and babies, few women make birth decisions that reflect this knowledge. This column discusses persuasion as a way to change women's ideas about safe, healthy birth. The relationship between persuasion and choice is discussed, and the differences between presenting information and persuading women that natural birth is the safest and healthiest way to give birth are explored. PMID:20808426

  11. Thought confidence as a determinant of persuasion: the self-validation hypothesis.

    PubMed

    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.

  12. Emotional and persuasive perception of fonts.

    PubMed

    Juni, Samuel; Gross, Julie S

    2008-02-01

    The aim of this study was to explore the latent affective and persuasive meaning attributed to text when appearing in two commonly used fonts. Two satirical readings were selected from the New York Times. These readings (one addressing government issues, the other education policy) were each printed in Times New Roman and Arial fonts of the same size and presented in randomized order to 102 university students, who ranked the readings on a number of adjective descriptors. Analysis showed that satirical readings in Times New Roman were perceived as more funny and angry than those in Arial, the combination of emotional perception which is congruent with the definition of satire. This apparent interaction of font type with emotional qualities of text has implications for marketing, advertising, and the persuasive literature.

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

    ERIC Educational Resources Information Center

    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…

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

    ERIC Educational Resources Information Center

    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…

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

    Code of Federal Regulations, 2013 CFR

    2013-07-01

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

  16. 40 CFR 22.24 - Burden of presentation; burden of persuasion; preponderance of the evidence standard.

    Code of Federal Regulations, 2011 CFR

    2011-07-01

    ... 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...

  17. 40 CFR 22.24 - Burden of presentation; burden of persuasion; preponderance of the evidence standard.

    Code of Federal Regulations, 2012 CFR

    2012-07-01

    ... 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...

  18. 40 CFR 22.24 - Burden of presentation; burden of persuasion; preponderance of the evidence standard.

    Code of Federal Regulations, 2010 CFR

    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...

  19. 40 CFR 22.24 - Burden of presentation; burden of persuasion; preponderance of the evidence standard.

    Code of Federal Regulations, 2014 CFR

    2014-07-01

    ... 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...

  20. [Children with Multiple Risk Factor Exposition Benefit from the German "Strengthening Families Program"].

    PubMed

    Bröning, Sonja; Sack, Peter-Michael; Thomsen, Monika; Thomasius, Rainer

    2016-09-01

    Children with Multiple Risk Factor Exposition Benefit from the German "Strengthening Families Program" The German adaptation of the substance use-preventive family-based Strengthening Families Program 10-14 (SFP, Iowa version) was evaluated in a longitudinal two-year follow-up trial. Participants were N = 292 children with a mean age of twelve years at baseline, and N = 292 parents. We employed a multi-centric, randomized-controlled, two-armed (SFP vs. minimal control condition) study design. Following a "risk moderation hypothesis", we assumed that children with an elevated risk-exposition R(+) would benefit more than children with a low risk-exposition R(-) irrespective of the preventive intervention, and that R(+) under SFP would benefit more than R(+) under the minimal control condition. "Risk-exposition" was measured in correspondence with the Communities That Care Youth Survey-questionnaire. A total of 28 % of children were classified with an elevated risk level. Children's reports confirmed our hypothesis: R(+) report a total of eleven improvements, four of these being significantly more distinct than in the other groups (Anxiety-Depressivity, Punitive Parenting of mother, Punitive Parenting of father, Unbalanced family functioning). In three measures an improvement appears solely in R(+) under SFP (Satisfaction with family functioning, School Attachment and Peer Relationship Quality, Quality of Life). Parents' reports showed a similar tendency, but were less pronounced.

  1. The eye movement desensitization and reprocessing procedure prevents defensive processing in health persuasion.

    PubMed

    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.

  2. Identifying Major Techniques of Persuasion.

    ERIC Educational Resources Information Center

    Makosky, Vivian Parker

    1985-01-01

    The purpose of this class exercise is to increase undergraduate psychology students' awareness of common persuasion techniques used in advertising, including the appeal to or creation of needs, social and prestige suggestion, and the use of emotionally loaded words and images. Television commercials and magazine advertisements are used as…

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

    PubMed

    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.

  4. Figural vividness and persuasion: capturing the "elusive" vividness effect.

    PubMed

    Guadagno, Rosanna E; Rhoads, Kelton V L; Sagarin, Brad J

    2011-05-01

    Despite the widespread belief that the use of vividness in persuasive communications is effective, many laboratory studies have failed to find vividness effects. A possible explanation for this discrepancy is that many laboratory tests have not vivified solely the central thesis of the message but have vivified irrelevant portions of the message as well or instead. Two experiments examined the effect of vivifying the central ("figure") or noncentral ("ground") features of a message on persuasion. In both experiments, the formerly "elusive vividness effect" of superior persuasion was found, but only in vivid-figure communications. A mediation analysis revealed the salutary role of supportive cognitive elaborations, rather than memory for the communication, in mediating the vividness effect. The findings caution against attempts to persuade by increasing overall message vividness because off-thesis vividness has the unintended and undercutting consequence of distracting recipients from the point of the communication.

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

    PubMed

    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.

  6. A Framework to Develop Persuasive Smart Environments

    NASA Astrophysics Data System (ADS)

    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.

  7. Consumer psychology: categorization, inferences, affect, and persuasion.

    PubMed

    Loken, Barbara

    2006-01-01

    This chapter reviews research on consumer psychology with emphasis on the topics of categorization, inferences, affect, and persuasion. The chapter reviews theory-based empirical research during the period 1994-2004. Research on categorization includes empirical research on brand categories, goals as organizing frameworks and motivational bases for judgments, and self-based processing. Research on inferences includes numerous types of inferences that are cognitively and/or experienced based. Research on affect includes the effects of mood on processing and cognitive and noncognitive bases for attitudes and intentions. Research on persuasion focuses heavily on the moderating role of elaboration and dual-process models, and includes research on attitude strength responses, advertising responses, and negative versus positive evaluative dimensions.

  8. Persuasive Aid: Looking the Gift Horse in the Mouth

    DTIC Science & Technology

    1998-09-14

    9% E-I c I The National War College National Defense University Persuasive AId. Looklng the Gift Horse In the Mouth A paper submitted In...14 SEP 1998 2. REPORT TYPE 3. DATES COVERED 14-09-1998 to 14-09-1998 4. TITLE AND SUBTITLE Persuasive Aid. Looking the Gift Horse in the Mouth...Interest). The adage goes that one should “never look a gift horse In the mouth.” Yet that IS exactly what many aid recipients are doing - questioning

  9. The Influence of Patient Identification and Narrative Transportation on Intentions to Participate in Cancer Research.

    PubMed

    Neil, Jordan M; Gough, Aisling; Kee, Frank; George, Thomas J; Pufahl, Jeffrey; Krieger, Janice L

    2018-05-03

    Cancer decision-making interventions commonly utilize narratives as a persuasive strategy to increase identification with the message source, promote involvement with the topic, and elicit greater willingness to adopt recommended behaviors. However, there is little empirical research examining the mechanisms underlying the effectiveness of this strategy in the context of cancer research participation. Data for the current manuscript were collected as part of a larger study conducted with cancer patients (N = 413) from the USA, UK, and the Republic of Ireland. Participants viewed and evaluated video-recorded vignettes, illustrating different strategies for discussing clinical trials participation with family members. Results showed nationality was a significant predictor of identification with the main character (i.e., patient) in the vignette. Unexpectedly, these cross-national differences in identification disappeared when patients currently undergoing treatment had higher perceived susceptibility of their cancer. Identification with the main character in the vignettes was a significant predictor of intentions to participate in cancer research, but only when the mediating role of narrative transportation was considered. The findings demonstrate the importance of considering how individual and social identities influence identification with characters in cancer narratives and yield practical guidance for developing arts-based interventions to increase cancer research participation.

  10. Consider the source: persuasion of implicit evaluations is moderated by source credibility.

    PubMed

    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.

  11. Normative Discourse and Persuasion: An Analysis of Ga'dang Informal Litigation.

    ERIC Educational Resources Information Center

    Walrod, Michael R.

    A study of the discourse of Ga'dang, a Philippine language, focuses on normative discourse and persuasion, especially the ways in which the former is used to accomplish the latter. The first five chapters outline the theoretical framework of the study, placing normative and persuasive discourse in a philosophical context and relating them to the…

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

    PubMed Central

    Modic, David; Anderson, Ross

    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. PMID:29543845

  13. Symbolic Action in India: Gandhi's Nonverbal Persuasion

    ERIC Educational Resources Information Center

    Merriam, Allen H.

    1975-01-01

    Examines symbolic action as a method of exerting public influence nonverbally through nonviolent behavior. Discusses Gandhi's persuasive tactics including fasting, propaganda tours, silence, clothing and adoption of symbols. (MH)

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

    PubMed

    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.

  15. Patterns of Propaganda and Persuasion.

    ERIC Educational Resources Information Center

    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…

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

    PubMed

    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.

  17. 2006 Homeland Security Symposium and Exposition. Held in Arlington, VA on 29-31 March 2006

    DTIC Science & Technology

    2006-03-31

    Consequences , Vulnerabilities, and Threats) Prioritize Implement Protective Programs Measure Effectiveness 9March 2006 Major NIPP Theme: Sector Partnership... effect of exposure • Full understanding of the levels of exposure that mark the onset of miosis • Refined human operational exposure standard for GB...Untitled Document 2006 Homeland Security Symposium and Exposition.html[7/7/2016 11:38:26 AM] 2006 Homeland Security Symposium and Exposition

  18. Persuasion, Emotion, and Language: The Intent to Persuade Transforms Language via Emotionality.

    PubMed

    Rocklage, Matthew D; Rucker, Derek D; Nordgren, Loran F

    2018-05-01

    Persuasion is a foundational topic within psychology, in which researchers have long investigated effective versus ineffective means to change other people's minds. Yet little is known about how individuals' communications are shaped by the intent to persuade others. This research examined the possibility that people possess a learned association between emotion and persuasion that spontaneously shifts their language toward more emotional appeals, even when such appeals may be suboptimal. We used a novel quantitative linguistic approach in conjunction with controlled laboratory experiments and real-world data. This work revealed that the intent to persuade other people spontaneously increases the emotionality of individuals' appeals via the words they use. Furthermore, in a preregistered experiment, the association between emotion and persuasion appeared sufficiently strong that people persisted in the use of more emotional appeals even when such appeals might backfire. Finally, direct evidence was provided for an association in memory between persuasion and emotionality.

  19. Statistical Policy Working Paper 25. Data Editing Workshop and Exposition

    DOT National Transportation Integrated Search

    1996-12-01

    Statistical Policy Working Paper 25 is the written record of the Data Editing Workshop and Exposition held March 22, 1996, at the Bureau of Labor Statistics (BLS) Conference and Training Center. The program consisted of 44 oral presentations and 19 s...

  20. I can talk you into it: theory of mind and persuasion behavior in young children.

    PubMed

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

    2013-02-01

    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 given a battery of first-order and advanced false belief tests. As predicted, the number of independent persuasive arguments children produced was significantly associated with false belief scores, even after controlling for age and verbal ability. (c) 2013 APA, all rights reserved.

  1. Rethinking Joseph Janangelo's "Joseph Cornell and the Artistry of Composing Persuasive Hypertexts"

    ERIC Educational Resources Information Center

    College Composition and Communication, 2007

    2007-01-01

    This article presents several excerpts from an article written by Joseph Janangelo titled "Joseph Cornell and the Artistry of Composing Persuasive Hypertexts." In his article, Janangelo suggested that Cornell's work and ideas about composing model intelligent ways to composing persuasive nonsequential text. Janangelo also wondered if the use of…

  2. Disrupted narrative and narrative symbol.

    PubMed

    Vuletić, Georgije

    2018-02-01

    In this article a specific type of narrative, which often appears in analytic sessions, is discussed. It is characterized by a seemingly ordinary, everyday topic and by a peculiar disruption of the narrative flow. The threefold structure of this type of narrative is described, along with its main characteristics. One element of this type of narrative is very similar to symbolic content or complex symbolic structures, e.g. dreams, the sort of material that can be used for the purpose of interpretation. The similarities as well as the differences are elaborated in the article. Thanks to the observed general structure and 'symbolic' nature of some parts of the narrative, it is easy to notice some of the unconscious elements, which are not familiar to the patient's ego, and to make an interpretation. Because these elements are close to the threshold of consciousness, the patient willingly accepts an interpretation based on them. This is especially true for patients whose dominant function is thinking. A temporary, working name for this type of narrative is proposed in the article: 'disrupted narrative' - and for its disruptive part 'narrative symbol'. © 2018, The Society of Analytical Psychology.

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

    ERIC Educational Resources Information Center

    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…

  4. Narrative change, narrative stability, and structural constraint: The case of prisoner reentry narratives

    PubMed Central

    Harding, David J.; Dobson, Cheyney C.; Wyse, Jessica J. B.; Morenoff, Jeffrey D.

    2016-01-01

    Cultural sociologists and other social scientists have increasingly used the concept of narrative as a theoretical tool to understand how individuals make sense of the links between their past, present, and future, how individuals construct social identities from cultural building blocks, and how culture shapes social action and individual behavior. Despite its richness, we contend that the narratives literature has yet to grapple with narrative change and stability when structural constraints or barriers challenge personal narratives and narrative identities. Particularly for marginalized groups, the potential incompatibility of personal narratives with daily experiences raises questions about the capacity of narratives to influence behavior and decision-making. In this study we draw on prospective longitudinal data on the reentry narratives and narrative identities of former prisoners to understand how narratives do and not change when confronted with contradictory experiences and structural constraints. We identify and describe the processes generating narrative change and stability among our subjects. These findings inform a framework for studying narrative change and stability based on four factors: the content of the narrative itself, the structural circumstances experienced by the individual, the institutional contexts in which the individual is embedded, and the social networks in which the individual is embedded. PMID:28316785

  5. Florence Nightingale in absentia: nursing and the 1893 Columbian Exposition.

    PubMed

    Selanders, Louise C; Crane, Patrick

    2010-12-01

    In 1893, Chicago hosted the Columbian Exposition. This event showcased America's social, cultural, and scientific advances and its growing cultural parity with Western Europe. This was the first major exposition in which women played a prominent role. Integral to the fair was a series of Congresses that provided an international platform for discussion of social issues. The Congress on Hospitals, Dispensaries, and Nursing, a section of the International Congress of Charities, Correction, and Philanthropy, particularly focused on health care issues. Nursing leaders from Europe and North America participated. Although Florence Nightingale provided a major paper that was read at the Congress, she was unable to attend the event. The intent of this article is to examine the issues and themes debated at the 1893 Congress and identify how the influence of Nightingale effected these discussions and the development of Western nursing for the next half-century.

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

    PubMed

    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.

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

    PubMed

    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.

  8. Does Perceived Message Effectiveness Cause Persuasion or Vice Versa? 17 Consistent Answers

    ERIC Educational Resources Information Center

    Dillard, James Price; Shen, Lijiang; Vail, Renata Grillova

    2007-01-01

    Can perceived message effectiveness (PE) be considered a cause of actual effectiveness (AE)? If so, PE judgments can be used as valid indicators of the persuasiveness of messages in the preimplementation phase of campaigns. In addition, manipulating PE may be a viable persuasive strategy. But, if the reverse causal sequence obtains (AE[right…

  9. Persuasive Reminders for Health Self-Management

    PubMed Central

    O’Leary, Katie; Liu, Leslie; McClure, Jennifer B.; Ralston, James; Pratt, Wanda

    2016-01-01

    Abstract Health reminders are integral to self-managing chronic illness. However, to act on these health reminders, patients face many challenges, such as lack of motivation and ability to perform health tasks. As a result, patients experience negative consequences for their health. To investigate the design of health reminders that persuade patients to take action, we conducted six participatory design sessions with two cohorts: mothers of children with asthma, and older adults with type 2 diabetes. Participants used collages, storyboards, and photos to express design ideas for future health reminder systems. From their design artifacts, we identified four types of persuasive reminders for health self-management: introspective, socially supportive, adaptive, and symbolic. We contribute insights into desired features for persuasive reminder systems from the perspectives of patients and informal caregivers, including features that support users to understand why and how to complete health tasks ahead of time, and affordances for intra-familial and patient-provider collaboration. PMID:28269896

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

    ERIC Educational Resources Information Center

    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)…

  11. Criticism and interpretation: teaching the persuasive aspects of research articles.

    PubMed

    Gillen, Christopher M

    2006-01-01

    Research articles are an excellent tool for promoting active learning about the scientific process. One difficulty in teaching research articles is that they address a professional audience and often seek to be persuasive as well as informative. This essay discusses pedagogical strategies that are intended to help students differentiate the purely informative aspects of research articles, such as descriptions of the methods and results, from the persuasive aspects, such as interpretation of results and critical evaluation of the work of other scientists.

  12. Persuasion = Stating and Arguing Claims Well

    ERIC Educational Resources Information Center

    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…

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

    ERIC Educational Resources Information Center

    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…

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

    ERIC Educational Resources Information Center

    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…

  15. Teaching Students with Emotional and Behavior Disorder How to Write Persuasive Essays Fluently

    ERIC Educational Resources Information Center

    Cerar, Nancy Irby

    2012-01-01

    A multiprobe, multiple baseline design was used to evaluate the effectiveness of persuasive writing strategy instruction. Six middle school students with emotional and behavioral disabilities (EBD) received two instructional phases of Self-Regulated Strategy Development (SRSD) instruction for writing persuasive essays over 33 days of intervention.…

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

    PubMed Central

    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

  17. Managing social norms for persuasive impact

    Treesearch

    R.B. Cialdini; L.J. Demaine; B.J. Sagarin; D.W. Barrett; K. Rhoads; P.L. Winter

    2006-01-01

    In order to mobilise action against a social problem, public service communicators often include normative information in their persuasive appeals. Such messages can be either effective or ineffective because they can normalise either desirable or undesirable conduct. To examine the implications in an environmental context, visitors to Arizona's Petrified Forest...

  18. Persuasion Analysis: A Companion to Composition.

    ERIC Educational Resources Information Center

    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…

  19. Criticism and Interpretation: Teaching the Persuasive Aspects of Research Articles

    PubMed Central

    Gillen, Christopher M.

    2006-01-01

    Research articles are an excellent tool for promoting active learning about the scientific process. One difficulty in teaching research articles is that they address a professional audience and often seek to be persuasive as well as informative. This essay discusses pedagogical strategies that are intended to help students differentiate the purely informative aspects of research articles, such as descriptions of the methods and results, from the persuasive aspects, such as interpretation of results and critical evaluation of the work of other scientists. PMID:17012188

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

    PubMed

    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.

  1. Nimble negotiators: How theory of mind (ToM) interconnects with persuasion skills in children with and without ToM delay.

    PubMed

    Peterson, Candida C; Slaughter, Virginia; Wellman, Henry M

    2018-03-01

    Persuasion is an essential social skill. Yet its development and underpinnings are poorly understood. In 2 studies, a total of 167 children aged 3 to 12 years took theory of mind (ToM) tests and participated in unscripted, seminaturalistic persuasive conversations. Children were typically developing (TD) or had deafness or autism spectrum disorder (ASD). High-level, informationally rich persuasive arguments increased with age in all groups in both studies, as did ToM. In both studies, ToM scores predicted persuasion skill over and above age, language ability, and deafness/ASD status. In Study 1, TD 8-year-olds outperformed age-matched deaf and autistic children in ToM but only equaled them in persuasive skill. Study 2 employed more challenging persuasion tasks and revealed superior persuasion performance by school-aged TD children compared with same-aged children with deafness or ASD. Deaf and ASD groups did better on Study 1's straightforward persuasion tasks than on Study 2's more challenging ones, whereas TD children rose to the added challenge without their persuasion performance suffering. (PsycINFO Database Record (c) 2018 APA, all rights reserved).

  2. Persuasion and the Mass Communication Process.

    ERIC Educational Resources Information Center

    Sternthal, Brian

    The author addresses his dissertation to two audiences: the mass communications practitioner, to help update his knowledge about the phenomena, and the researcher, to provide a starting point for a systematic pursuit of knowledge about media. In the first part, the author presents a model for persuasive mass communications, specifying the critical…

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

    ERIC Educational Resources Information Center

    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…

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

    NASA Astrophysics Data System (ADS)

    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.

  5. Change through persuasion.

    PubMed

    Garvin, David A; Roberto, Michael A

    2005-02-01

    Faced with the need for a massive change, most managers respond predictably. They revamp the organization's strategy, shift around staff, and root out inefficiencies. They then wait patiently for performance to improve--only to be bitterly disappointed because they've failed to adequately prepare employees for the change. In this article, the authors contend that to make change stick, leaders must conduct an effective persuasion campaign-one that begins weeks or months before the turn-around plan is set in concrete. Like a political campaign, a persuasion campaign is largely one of differentiation from the past. Turnaround leaders must convince people that the organization is truly on its deathbed-or, at the very least, that radical changes are required if the organization is to survive and thrive. (This is a particularly difficult challenge when years of persistent problems have been accompanied by few changes in the status quo.) And they must demonstrate through word and deed that they are the right leaders with the right plan. Accomplishing all this calls for a four-part communications strategy. Prior to announcing a turnaround plan, leaders need to set the stage for employees' acceptance of it. At the time of delivery, they must present a framework through which employees can interpret information and messages about the plan. As time passes, they must manage the mood so that employees' emotional states support implementation and follow-through. And at critical intervals, they must provide reinforcement to ensure that the desired changes take hold and that there's no backsliding. Using the example of the dramatic turn-around at Boston's Beth Israel Deaconess Medical Center, the authors elucidate the inner workings of a successful change effort.

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

    PubMed Central

    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

  7. Commitment Versus Persuasion in the Three-Party Constrained Voter Model

    NASA Astrophysics Data System (ADS)

    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 ζ<Δ c = δ A /(1+ δ A ) to a phase where centrism prevails when ζ≥Δ c . In a finite population of size N, demographic fluctuations lead to centrism consensus and the dynamics is characterized by the mean consensus time τ. Because of the competition between commitment and persuasion, here consensus is reached much slower ( ζ<Δ c ) or faster ( ζ≥Δ c ) than in the absence of zealots (when τ˜ N). In fact, when ζ<Δ c and there is an initial minority of centrists, the mean consensus time grows as τ˜ N -1/2 e Nγ , with N≫1 and [InlineEquation not available: see fulltext.]. The dynamics is thus characterized by a metastable state where the most persuasive 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.

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

    PubMed

    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.

  9. African American women's infant feeding choices: prenatal breast-feeding self-efficacy and narratives from a black feminist perspective.

    PubMed

    Robinson, Karen M; VandeVusse, Leona

    2011-01-01

    Examining prenatal breast-feeding self-efficacy and infant feeding decisions among African American women using a mixed-method approach. A black feminist philosophy was used to keep women's experiences as the central research focus. The Prenatal Breast-feeding Self-efficacy Scale was used to determine differences between intended breast-feeders and formula users among 59 women. Seventeen narrative interviews were conducted to analyze postpartum accounts of actual feeding practices. Both groups (intended breast- or formula-feeders) demonstrated confidence in their ability to breast-feed. Women planning to breast-feed (M = 82.59, SD = 12.53) scored significantly higher than anticipated formula users (M = 70, SD = 15.45), P = .001 (2-tailed). Four of the six themes emerging from narrative analysis were similar to categories of self-efficacy: performance accomplishments, vicarious experiences, verbal persuasions, and physiological reactions. In addition, themes of social embarrassment and feelings of regret were identified. Although African American women in this study rated themselves overall as confident with breast-feeding, several narratives about actual feeding choices indicated ambivalence. Women planning to breast-feed need continued support from their healthcare providers throughout the childbearing year. Furthermore, prenatal and immediate postpartum opportunities may exist for nurses to encourage breast-feeding among individuals who initially plan formula use.

  10. Investigating Persuasive Processes in Legal Discourse in Real Time: Cognitive Biases and Rhetorical Strategy in Appeal Court Briefs.

    ERIC Educational Resources Information Center

    Stratman, James F.

    1994-01-01

    Reports findings from a think-aloud protocol study of reading, writing, and persuasive processes in legal discourse during an actual appellate court case. Discusses three aspects of advocates' use of persuasive techniques in written appeal briefs. Focuses on specific persuasive techniques utilized by attorneys. (HB)

  11. Power of Persuasion: Becoming the Influencer

    ERIC Educational Resources Information Center

    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…

  12. Emotional flow in persuasive health messages.

    PubMed

    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.

  13. PersonA: Persuasive social network for physical Activity.

    PubMed

    Ayubi, Soleh U; Parmanto, Bambang

    2012-01-01

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

  14. Narrative Aversion: Challenges for the Illness Narrative Advocate.

    PubMed

    Behrendt, Kathy

    2017-02-01

    Engaging in self-narrative is often touted as a powerful antidote to the bad effects of illness. However, there are various examples of what may broadly be termed "aversion" to illness narrative. I group these into three kinds: aversion to certain types of illness narrative; aversion to illness narrative as a whole; and aversion to illness narrative as an essentially therapeutic endeavor. These aversions can throw into doubt the advantages claimed for the illness narrator, including the key benefits of repair to the damage illness does to identity and life-trajectory. Underlying these alleged benefits are two key presuppositions: that it is the whole of one's life that is narratively unified, and that one's identity is inextricably bound up with narrative. By letting go of these assumptions, illness narrative advocates can respond to the challenges of narrative aversions. © The Author 2016. Published by Oxford University Press, on behalf of The Journal of Medicine and Philosophy Inc. All rights reserved. For permissions, please e-mail: journals.permissions@oup.com.

  15. Bringing the frame into focus: the influence of regulatory fit on processing fluency and persuasion.

    PubMed

    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.

  16. Creative Thinking Ability and Susceptibility to Persuasion

    ERIC Educational Resources Information Center

    Raia, James R.; Osipow, Samuel H.

    1970-01-01

    Students scoring high on creativity measures ( Creative Thinking Abilities") were found to be more susceptible to persuasion. Treatment: author fabricated report on high school activities; criterion: Attitudes Toward Guidance Programs." Data from a follow-up study using Children's Withholding Opinion Scale indicate a relationship…

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

    PubMed

    Dijkstra, Arie; Rothman, Alexander; Pietersma, Suzanne

    2011-08-01

    According to Regulatory Focus theory (RFT), outcomes in persuasive messages can be framed in four different ways, as gains, non-gains, losses or non-losses. In study 1, the persuasiveness of all four frames was compared and the presence/absence effect that was expected on the basis of the feature-positive effect was verified: Statements about present outcomes (gain, loss) were more persuasive than those about absent outcomes (non-gain, non-loss). However, this study failed to support the prediction that a gain-framed message would be more persuasive than a loss-framed message when promoting a prevention behaviour. Study 2 was designed to examine the latter finding. It was hypothesised that the threat posed by the loss-framed message in study 1 was too low to elicit a defensive reaction. Therefore, in study 2, the personal relevance of the gain and the loss framed message was manipulated. Consistent with predictions, the gain-framed message was more persuasive than the loss-framed message, but only when the message was personalised to increase self-relevance. Moreover, the effect was due to a significant drop in persuasion in the loss condition, probably caused by a defensive reaction. These data shed a new light on the findings of past framing studies.

  18. Effects of Persuasive Appeals in Public Service Advertising

    ERIC Educational Resources Information Center

    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)

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

    PubMed

    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.

  20. How the Media Effects Schema and the Persuasion Ethics Schema Affect Audience Responses to Antismoking Campaign Messages.

    PubMed

    Paek, Hye-Jin; Hove, Thomas

    2018-05-01

    This study examines the roles that the media effects and persuasion ethics schemas play in people's responses to an antismoking ad in South Korea. An online experiment was conducted with 347 adults. The media effects schema was manipulated with news stories on an antismoking campaign's effectiveness, while the persuasion ethics schema was measured and median-split. Analysis of Variance (ANOVA) tests were performed for issue attitudes (Iatt), attitude toward the ad (Aad), and behavioral intention (BI). Results show significant main effects of the media effects schema on the three dependent variables. People in the weak media effects condition had significantly lower Iatt, Aad, and BI than those in either the strong media effects condition or the control condition. This pattern was more pronounced among smokers. While there was no significant main effect of the persuasion ethics schema on any of the dependent variables, a significant interaction effect for persuasion ethics schema and smoking status was found on behavioral intention (BI). Nonsmokers' BI was significantly higher than smokers' in the low-persuasion ethics schema condition, but it was not significant in the high-persuasion ethics schema condition.

  1. Persuasiveness of online flu-vaccination promotional banners.

    PubMed

    Chien, Yu-Hung

    2013-04-01

    Young people appear to have relatively little motivation to participate in flu-vaccination programs. This study assessed the effectiveness of online banners in efforts to persuade young people to get vaccinated. Specifically, a 2 x 3 between-subjects factorial design was used to examine the effects of message framing (gain vs loss) and color configuration (white text on a red background, black text on a yellow background, and white text on a blue background) on 180 college students' perceptions of the persuasiveness of flu-vaccination promotional banners. Each participant completed a four-item questionnaire, and the results of an analysis of variance showed that persuasiveness scores were higher among participants exposed to a loss-framed than to a gain-framed message, but only when the loss-framed message was presented in white text on a red background. The theoretical and practical implications of manipulating these two factors in the development of effective health-promotion materials are discussed.

  2. The role of persuasion power on the consensus formation

    NASA Astrophysics Data System (ADS)

    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.

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

    PubMed

    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.

  4. Persuasive Email Messages for Patient Communication

    PubMed Central

    Walji, Muhammad; Johnson-Throop, Kathy; Johnson, Todd; Bernstam, Elmer; Zhang, Jiajie

    2005-01-01

    To improve health and reduce costs, we need to encourage patients to make better health care decisions. Since email is widely available, it may be useful for patient-directed interventions. However, we know little about how the contents of an email message can influence a health-related decision. We propose a model to understand how patients may process persuasive email messages. PMID:16779434

  5. Persuasive Writing and the Student-Run Symposium

    ERIC Educational Resources Information Center

    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…

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

    ERIC Educational Resources Information Center

    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…

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

    PubMed Central

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

    2016-01-01

    Background 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. Objective The objective of this study was to evaluate the number and type of persuasive principles present in current health apps for CA patients. Methods 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. Results We coded 28 apps. On average, 5.8 out of 37 persuasive

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

    PubMed

    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

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

    PubMed

    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.

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

    ERIC Educational Resources Information Center

    Bermudez, Andrea B.; Prater, Doris L.

    1994-01-01

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

  11. Persuasive and Informative Advertising: A Classroom Experiment

    ERIC Educational Resources Information Center

    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…

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

    PubMed

    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 < 0.05) and premium offers (P < 0.001). During programs most popular with children, there were 3.3 non-core food advertisements per hour containing premium offers, compared to 0.2 per hour during programs most popular with adults. The majority of advertisements containing persuasive 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.

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

    PubMed

    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.

  14. Science and Technology for Communication and Persuasion Aboard: Gap Analysis and Survey. Revision

    DTIC Science & Technology

    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

  15. Disengagement beliefs in smokers: do they influence the effects of a tailored persuasive message advocating smoking cessation?

    PubMed

    Dijkstra, A

    2009-09-01

    Disengagement beliefs function to reduce cognitive dissonance and a number of predictions with regard to disengagement beliefs have been tested and verified. However, the influence of disengagement beliefs on persuasion has not been studied yet. In a field-experiment, 254 smokers were randomly assigned to a persuasive message condition or a no-information control condition. First, it was assessed to what extent disengagement beliefs influenced persuasion. In smokers with low adherence to disengagement beliefs, quitting activity (attempting to quit) in the control condition was high, but this was not further increased by persuasive information on the negative outcomes of smoking. In contrast, smokers who strongly adhered to disengagement beliefs showed low quitting activity in the control condition, but significantly more quitting activity when they received the persuasive message. Second, it was studied what smokers do when they experience negative affect caused by the persuasive message. The results show that in smokers who strongly adhered to disengagement beliefs, negative affect was associated with less quitting activity. Although these results show that quitting activity as assessed at 2 and 8 months follow-ups was influenced by disengagement beliefs, point prevalence seven-day quitting was not. This study shows that adherence to disengagement beliefs is a relevant individual difference in understanding effects of smoking cessation interventions.

  16. Persuasive images in popular science: Testing judgments of scientific reasoning and credibility.

    PubMed

    Gruber, David; Dickerson, Jacob A

    2012-11-01

    This article tested the assumption that functional magnetic resonance imaging (fMRI) images in popular science news articles make those articles appear more reasonable and persuasive to readers. In addition to fMRI images, this study also examined the potential impact of science fiction and artistic images commonly found in popular news articles. 183 undergraduates were asked to evaluate one of four versions of an article, each with a different image. The researchers discovered no significant differences between readers' evaluations of the news article with the images isolated as the only independent variable. This suggests that images alone may not have a strong effect upon evaluation, that no image is necessarily more persuasive than another as implied by earlier studies and that further research is needed to determine what, if any, role images play in conjunction with the text to create a persuasive effect.

  17. Experimental investigation of the persuasive impact of computer generated presentation graphics

    DOE Office of Scientific and Technical Information (OSTI.GOV)

    Vogel, D.R.

    1986-01-01

    Computer generated presentation graphics are increasingly becoming a tool to aid management in communicating information and to cause an audience to accept a point of view or take action. Unfortunately, technological capability significantly exceeds current levels of user understanding and effective application. This research examines experimentally one aspect of this problem, the persuasive impact of characteristics of computer generated presentation graphics. The research was founded in theory based on the message learning approach to persuasion. Characteristics examined were color versus black and white, text versus image enhancement, and overhead transparencies versus 35 mm slides. Treatments were presented in association withmore » a videotaped presentation intended to persuade subjects to invest time and money in a set of time management seminars. Data were collected using pre-measure, post measure, and post measure follow up questionnaires. Presentation support had a direct impact on perceptions of the presenter as well as components of persuasion, i.e., attention, comprehension, yielding, and retention. Further, a strong positive relationship existed between enhanced perceptions of the presenter and attention and yielding.« less

  18. Disagreeing on Whether Agreement Is Persuasive: Perceptions of Expert Group Decisions

    PubMed Central

    Votruba, Ashley M.; Kwan, Virginia S. Y.

    2015-01-01

    While expert groups often make recommendations on a range of non-controversial as well as controversial issues, little is known about how the level of expert consensus—the level of expert agreement—influences perceptions of the recommendations. This research illustrates that for non-controversial issues expert groups that exhibit high levels of agreement are more persuasive than expert groups that exhibit low levels of agreement. This effect is mediated by the perceived entitativity—the perceived cohesiveness or unification of the group—of the expert group. But for controversial issues, this effect is moderated by the perceivers’ implicit assumptions about the group composition. When perceivers are provided no information about a group supporting the Affordable Care Act—a highly controversial piece of U.S. legislation that is divided by political party throughout the country—higher levels of agreement are less persuasive than lower levels of agreement because participants assume there were more democrats and fewer republicans in the group. But when explicitly told that the group was half republicans and half democrats, higher levels of agreement are more persuasive. PMID:25811384

  19. Disagreeing on whether agreement is persuasive: perceptions of expert group decisions.

    PubMed

    Votruba, Ashley M; Kwan, Virginia S Y

    2015-01-01

    While expert groups often make recommendations on a range of non-controversial as well as controversial issues, little is known about how the level of expert consensus-the level of expert agreement-influences perceptions of the recommendations. This research illustrates that for non-controversial issues expert groups that exhibit high levels of agreement are more persuasive than expert groups that exhibit low levels of agreement. This effect is mediated by the perceived entitativity-the perceived cohesiveness or unification of the group-of the expert group. But for controversial issues, this effect is moderated by the perceivers' implicit assumptions about the group composition. When perceivers are provided no information about a group supporting the Affordable Care Act-a highly controversial piece of U.S. legislation that is divided by political party throughout the country-higher levels of agreement are less persuasive than lower levels of agreement because participants assume there were more democrats and fewer republicans in the group. But when explicitly told that the group was half republicans and half democrats, higher levels of agreement are more persuasive.

  20. Making message recipients "feel right": how nonverbal cues can increase persuasion.

    PubMed

    Cesario, Joseph; Higgins, E Tory

    2008-05-01

    Nonverbal cues are an inherent component of most persuasive appeals. We use regulatory-fit theory as a framework for understanding the effect of nonverbal cues on a message's effectiveness, and as a foundation for developing a new persuasion technique. We propose that when the nonverbal cues of a message source sustain the motivational orientation of the recipient, the recipient experiences regulatory fit and feels right, and that this experience influences the message's effectiveness. Experimental results support these predictions. Participants experiencing regulatory fit (promotion-focus participants viewing messages delivered in an eager nonverbal style, prevention-focus participants viewing messages delivered in a vigilant nonverbal style) had more positive attitudes toward a message's topic and greater intentions to behave in accordance with its recommendation than did participants experiencing nonfit. Feeling right was also greater for participants experiencing fit than for those experiencing nonfit and was associated with greater message effectiveness. Regulatory-fit theory provides a framework for making precise predictions about when and for whom a nonverbal cue will affect persuasion.

  1. Predicting Persuasion-Induced Behavior Change from the Brain

    PubMed Central

    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

  2. Framing Effects in Narrative and Non-Narrative Risk Messages.

    PubMed

    Steinhardt, Joseph; Shapiro, Michael A

    2015-08-01

    Narrative messages are increasingly popular in health and risk campaigns, yet gain/loss framing effects have never been tested with such messages. Three experiments examined framing in narrative messages. Experiment 1 found that only the character's decision, not framing, influenced judgments about characters in a narrative derived from a prospect theory context. Experiment 2 found that a framing effect that occurred when presented in a decision format did not occur when the same situation was presented as a narrative. Using a different story/decision context, Experiment 3 found no significant difference in preference for surgery over radiation therapy in a narrative presentation compared to a non-narrative presentation. The results suggest that health and risk campaigns cannot assume that framing effects will be the same in narrative messages and non-narrative messages. Potential reasons for these differences and suggestions for future research are discussed. © 2015 Society for Risk Analysis.

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

    ERIC Educational Resources Information Center

    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…

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

    PubMed

    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.

  5. The expositive discourse as pedagogical discourse: studying recontextualization in the production of a science museum exhibition

    NASA Astrophysics Data System (ADS)

    Marandino, Martha

    2016-06-01

    In this paper I report on the sociological and educational particulars of The Biodiscovery Space exhibition of the Life Museum of the Oswaldo Cruz Foundation in Rio de Janeiro, Brazil, using Basil Bernstein's framework of pedagogic discourse and recontextualization. Data for analysis was obtained from interviews with the exhibition developers, field observations of museum visitors and analysis of exhibition documents. Using the ideas of power, classification and framework, among others, I analyzed the recontextualization process of the production of expositive discourse. Thus, working with Bernstein's idea of classification, I explain the relationship between the discourses of the science of biology, history of science, museology, education, and communication in order to produce an expositive discourse. I also make explicit how agents of the Official Recontextualization Field of the Museum and the Pedagogic Recontextualization Field "....of the Museum determine partly the final expositive discourse of an exhibition". Using the idea of a pedagogic discourse framework, I discuss how the constraints imposed by objects and texts in exhibitions help to create a specific manner of visitor interaction with these elements, "even if they have some autonomy". Considerations about the audience and the intended process of acquisition are presented, when I discuss the control strategies of the exhibition. I propose that the Biodiscovery Space exhibit has a visible pedagogy. Finally, using the collected data I discuss the power tensions created in the production of expositive discourse showing how distributive, recontextualization and evaluation rules work in the context of exhibitions. The study of the dynamics in forming the expositive discourse using Bernstein's framework reveals the individuals and institutions, the selection criteria, the negotiations and the power relations involved. It has the potential to assist both educators and researchers in the museum education

  6. Technology 2003: The Fourth National Technology Transfer Conference and Exposition, volume 2

    NASA Technical Reports Server (NTRS)

    Hackett, Michael (Compiler)

    1994-01-01

    Proceedings from symposia of the Technology 2003 Conference and Exposition, Dec. 7-9, 1993, Anaheim, CA, are presented. Volume 2 features papers on artificial intelligence, CAD&E, computer hardware, computer software, information management, photonics, robotics, test and measurement, video and imaging, and virtual reality/simulation.

  7. Technology 2003: The Fourth National Technology Transfer Conference and Exposition, volume 1

    NASA Technical Reports Server (NTRS)

    Hackett, Michael (Compiler)

    1994-01-01

    Proceedings from symposia of the Technology 2003 Conference and Exposition, December 7-9, 1993, Anaheim, CA, was discussed. Volume 1 features the Plenary Session and the Plenary Workshop, plus papers presented in Advanced Manufacturing, Biotechnology/Medical Technology, Environmental Technology, Materials Science, and Power and Energy.

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

    NASA Astrophysics Data System (ADS)

    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.

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

    PubMed

    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.

  10. “Mommy Blogs” and the Vaccination Exemption Narrative: Results From A Machine-Learning Approach for Story Aggregation on Parenting Social Media Sites

    PubMed Central

    Tangherlini, Timothy R; Glenn, Beth; Crespi, Catherine M; Bandari, Roja; Wadia, Akshay; Falahi, Misagh; Ebrahimzadeh, Ehsan; Bastani, Roshan

    2016-01-01

    Background Social media offer an unprecedented opportunity to explore how people talk about health care at a very large scale. Numerous studies have shown the importance of websites with user forums for people seeking information related to health. Parents turn to some of these sites, colloquially referred to as “mommy blogs,” to share concerns about children’s health care, including vaccination. Although substantial work has considered the role of social media, particularly Twitter, in discussions of vaccination and other health care–related issues, there has been little work on describing the underlying structure of these discussions and the role of persuasive storytelling, particularly on sites with no limits on post length. Understanding the role of persuasive storytelling at Internet scale provides useful insight into how people discuss vaccinations, including exemption-seeking behavior, which has been tied to a recent diminution of herd immunity in some communities. Objective To develop an automated and scalable machine-learning method for story aggregation on social media sites dedicated to discussions of parenting. We wanted to discover the aggregate narrative frameworks to which individuals, through their exchange of experiences and commentary, contribute over time in a particular topic domain. We also wanted to characterize temporal trends in these narrative frameworks on the sites over the study period. Methods To ensure that our data capture long-term discussions and not short-term reactions to recent events, we developed a dataset of 1.99 million posts contributed by 40,056 users and viewed 20.12 million times indexed from 2 parenting sites over a period of 105 months. Using probabilistic methods, we determined the topics of discussion on these parenting sites. We developed a generative statistical-mechanical narrative model to automatically extract the underlying stories and story fragments from millions of posts. We aggregated the stories

  11. The Television News Report as Persuasive Message.

    ERIC Educational Resources Information Center

    Kipper, Philip

    Three typical television news reports broadcast on the "CBS Evening News with Dan Rather" in early 1987 were analyzed (1) to test the validity of the assumption that news reports of this type are persuasive and therefore can be classified as rhetoric and (2) to gain insights into the message structure of the reports. The three reports…

  12. A New Kind of Currency: Informational Text Literacy in Elementary School

    ERIC Educational Resources Information Center

    Rowe, Sarah Stebbe

    2012-01-01

    In the current global economy, skills in the informational text genres are increasingly important for communicating ideas among professionals. The Reading Framework for the 2009 National Assessment of Educational Progress described informational text broadly as a major type of text that includes exposition, argumentation or persuasive text, and…

  13. Persuasive Writing in Children, Adolescents, and Adults: A Study of Syntactic, Semantic, and Pragmatic Development

    ERIC Educational Resources Information Center

    Nippold, Marilyn A.; Ward-Lonergan, Jeannene M.; Fanning, Jessica L.

    2005-01-01

    Purpose: Persuasive writing is a demanding task that requires the use of complex language to analyze, discuss, and resolve controversies in a way that is clear, convincing, and considerate of diverse points of view. This investigation examined selected aspects of later language development in the context of persuasive writing. The purpose of the…

  14. Expanding Persuasion Research: Using More Personally Relevant Issues and Exploring Relevance Perceived from Message Content.

    ERIC Educational Resources Information Center

    Dewis, Robert; Lee, Wen-Shu

    A study explored the impact on junior high school females of "don't smoke" public service announcements (PSAs) created by two groups of high school females. The study extended the research on relevance and persuasion by utilizing intimate issues, and by exploring the potential for increasing message relevance by using persuasive messages…

  15. Narrativity and enaction: the social nature of literary narrative understanding

    PubMed Central

    Popova, Yanna B.

    2014-01-01

    This paper proposes an understanding of literary narrative as a form of social cognition and situates the study of such narratives in relation to the new comprehensive approach to human cognition, enaction. The particular form of enactive cognition that narrative understanding is proposed to depend on is that of participatory sense-making, as developed in the work of Di Paolo and De Jaegher. Currently there is no consensus as to what makes a good literary narrative, how it is understood, and why it plays such an irreplaceable role in human experience. The proposal thus identifies a gap in the existing research on narrative by describing narrative as a form of intersubjective process of sense-making between two agents, a teller and a reader. It argues that making sense of narrative literature is an interactional process of co-constructing a story-world with a narrator. Such an understanding of narrative makes a decisive break with both text-centered approaches that have dominated both structuralist and early cognitivist study of narrative, as well as pragmatic communicative ones that view narrative as a form of linguistic implicature. The interactive experience that narrative affords and necessitates at the same time, I argue, serves to highlight the active yet cooperative and communal nature of human sociality, expressed in the many forms than human beings interact in, including literary ones. PMID:25202286

  16. Narrativity and enaction: the social nature of literary narrative understanding.

    PubMed

    Popova, Yanna B

    2014-01-01

    This paper proposes an understanding of literary narrative as a form of social cognition and situates the study of such narratives in relation to the new comprehensive approach to human cognition, enaction. The particular form of enactive cognition that narrative understanding is proposed to depend on is that of participatory sense-making, as developed in the work of Di Paolo and De Jaegher. Currently there is no consensus as to what makes a good literary narrative, how it is understood, and why it plays such an irreplaceable role in human experience. The proposal thus identifies a gap in the existing research on narrative by describing narrative as a form of intersubjective process of sense-making between two agents, a teller and a reader. It argues that making sense of narrative literature is an interactional process of co-constructing a story-world with a narrator. Such an understanding of narrative makes a decisive break with both text-centered approaches that have dominated both structuralist and early cognitivist study of narrative, as well as pragmatic communicative ones that view narrative as a form of linguistic implicature. The interactive experience that narrative affords and necessitates at the same time, I argue, serves to highlight the active yet cooperative and communal nature of human sociality, expressed in the many forms than human beings interact in, including literary ones.

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

    PubMed

    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.

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

    PubMed

    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.

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

    PubMed

    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.

  20. The Cinematic Narrator: The Logic and Pragmatics of Impersonal Narration.

    ERIC Educational Resources Information Center

    Burgoyne, Robert

    1990-01-01

    Describes "impersonal narration," an approach that defends the concept of the cinematic narrator as a logical and pragmatic necessity. Compares this approach with existing theories of the cinematic narrator, addressing disagreements in the field of film narrative theory. (MM)

  1. Persuasive features in web-based alcohol and smoking interventions: a systematic review of the literature.

    PubMed

    Lehto, Tuomas; Oinas-Kukkonen, Harri

    2011-07-22

    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. 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. 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. 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 suggest that most of them were credible. The

  2. The emotional impact of loss narratives: event severity and narrative perspectives.

    PubMed

    Habermas, Tilmann; Diel, Verena

    2010-06-01

    Out of the complex influences of event, narrative and listener characteristics on narrative emotions, this paper focuses on event severity, narrative perspectives, mood, and dispositions for emotion regulation and empathy. Event severity and perspective representation were systematically varied in sad autobiographical narratives to study their influence on quantity and quality of readers' emotional response. Each of three stories were manipulated to contain elaborated perspectives, only the past protagonists' perspective (dramatic narration), and very little perspectives at all (impersonal narration). We predicted that event severity influences the quantity of emotional response, while degree of perspective representation influences plausibility and whether emotional responses are sympathetic or interactional, that is, directed against the narrator. Hypotheses were confirmed except for plausibility, and perspective representation had an effect only on anger against and dislike of the narrator. In a second study, impersonal narration evoked anger at and negative evaluations of the narrator which were related to blaming the narrator for showing too little emotional involvement. The generalizability of findings across emotions and implications for sharing of emotions in everyday and clinical settings are discussed.

  3. Incidental experiences of regulatory fit and the processing of persuasive appeals.

    PubMed

    Koenig, Anne M; Cesario, Joseph; Molden, Daniel C; Kosloff, Spee; Higgins, E Tory

    2009-10-01

    This article examines how the subjective experiences of "feeling right" from regulatory fit and of "feeling wrong" from regulatory non-fit influence the way people process persuasive messages. Across three studies, incidental experiences of regulatory fit increased reliance on source expertise and decreased resistance to counterpersuasion, whereas incidental experiences of regulatory non-fit increased reliance on argument strength and increased resistance to counterpersuasion. These results suggest that incidental fit and non-fit experiences can produce, respectively, more superficial or more thorough processing of persuasive messages. The mechanisms underlying these effects, and the conditions under which they should and should not be expected, are discussed.

  4. The eastern states exposition: an exploration of Big E tourist expenditures

    Treesearch

    Robert S. Bristow; Heather Cantillon

    2001-01-01

    The purpose of this paper is to prepare a visitor economic expenditure study for the 1999 Eastern States Exposition, better known as the Big E. The study was executed as part of a class project in Recreation Geography offered the Fall 1999 semester at Westfield State College. The students undertook an economic expenditure study at the Big E by studying tourism...

  5. Investigating Persuasive Writing by 9-11 Year Olds

    ERIC Educational Resources Information Center

    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…

  6. Best Use: A Cash Game to Explore Persuasion.

    ERIC Educational Resources Information Center

    Thiagarajan, Sivasailam

    1996-01-01

    Notes the instructional impact of cash games and describes how to play a game that focuses on persuasive communication. Discusses the cost-effectiveness, attention getting, and incentives associated with cash games. Two figures present the purpose, learning areas, game time, participants, supplies, equipment of the "Best Use" cash game,…

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

    ERIC Educational Resources Information Center

    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)

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

    ERIC Educational Resources Information Center

    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…

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

    PubMed

    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.

  10. Using Letters to the Editor as Teaching Examples: Some Opening Strategies for Instructors of Persuasive Discourse.

    ERIC Educational Resources Information Center

    Mistichelli, Bill

    The opportunity to discover the flaws in newspaper letters to the editor and to evaluate the ensuing consequences can help beginning persuasive writing students, who have had little practice at forming arguments, begin to conceptualize for themselves the ways that principles of persuasive discourse apply in particular writing situations. The study…

  11. Teacher Narratives and Student Engagement: Testing Narrative Engagement Theory in Drug Prevention Education

    PubMed Central

    Miller-Day, Michelle; Hecht, Michael L.; Krieger, Janice L.; Pettigrew, Jonathan; Shin, YoungJu; Graham, John

    2015-01-01

    Testing narrative engagement theory, this study examines student engagement and teachers’ spontaneous narratives told in a narrative-based drug prevention curriculum. The study describes the extent to which teachers share their own narratives in a narrative-based curriculum, identifies dominant narrative elements, forms and functions, and assesses the relationships among teacher narratives, overall lesson narrative quality, and student engagement. One hundred videotaped lessons of the keepin’ it REAL drug prevention curriculum were coded and the results supported the claim that increased narrative quality of a prevention lesson would be associated with increased student engagement. The quality of narrativity, however, varied widely. Implications of these results for narrative-based prevention interventions and narrative pedagogy are discussed. PMID:26690668

  12. Technology 2001: The Second National Technology Transfer Conference and Exposition, volume 1

    NASA Technical Reports Server (NTRS)

    1991-01-01

    Papers from the technical sessions of the Technology 2001 Conference and Exposition are presented. The technical sessions featured discussions of advanced manufacturing, artificial intelligence, biotechnology, computer graphics and simulation, communications, data and information management, electronics, electro-optics, environmental technology, life sciences, materials science, medical advances, robotics, software engineering, and test and measurement.

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

    PubMed

    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.

  14. Blinded with science: Trivial graphs and formulas increase ad persuasiveness and belief in product efficacy.

    PubMed

    Tal, Aner; Wansink, Brian

    2016-01-01

    The appearance of being scientific can increase persuasiveness. Even trivial cues can create such an appearance of a scientific basis. In our studies, including simple elements, such as graphs (Studies 1-2) or a chemical formula (Study 3), increased belief in a medication's efficacy. This appears to be due to the association of such elements with science, rather than increased comprehensibility, use of visuals, or recall. Belief in science moderates the persuasive effect of graphs, such that people who have a greater belief in science are more affected by the presence of graphs (Study 2). Overall, the studies contribute to past research by demonstrating that even trivial elements can increase public persuasion despite their not truly indicating scientific expertise or objective support. © The Author(s) 2014.

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

    NASA Astrophysics Data System (ADS)

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

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

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

    PubMed

    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.

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

    ERIC Educational Resources Information Center

    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)

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

    PubMed

    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.

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

    PubMed

    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.

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

    PubMed Central

    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

  1. Assimilation and contrast in persuasion: the effects of source credibility in multiple message situations.

    PubMed

    Tormala, Zakary L; Clarkson, Joshua J

    2007-04-01

    The present research explores a contextual perspective on persuasion in multiple message situations. It is proposed that when people receive persuasive messages, the effects of those messages are influenced by other messages to which people recently have been exposed. In two experiments, participants received a target persuasive message from a moderately credible source. Immediately before this message, participants received another message, on a different topic, from a source with high or low credibility. In Experiment 1, participants' attitudes toward the target issue were more favorable after they had first been exposed to a different message from a low rather than high credibility source (contrast). In Experiment 2, this effect only emerged when a priming manipulation gave participants a dissimilarity mindset. When participants were primed with a similarity mindset, their attitudes toward the target issue were more favorable following a different message from a high rather than low credibility source (assimilation).

  2. Visual narrative structure.

    PubMed

    Cohn, Neil

    2013-04-01

    Narratives are an integral part of human expression. In the graphic form, they range from cave paintings to Egyptian hieroglyphics, from the Bayeux Tapestry to modern day comic books (Kunzle, 1973; McCloud, 1993). Yet not much research has addressed the structure and comprehension of narrative images, for example, how do people create meaning out of sequential images? This piece helps fill the gap by presenting a theory of Narrative Grammar. We describe the basic narrative categories and their relationship to a canonical narrative arc, followed by a discussion of complex structures that extend beyond the canonical schema. This demands that the canonical arc be reconsidered as a generative schema whereby any narrative category can be expanded into a node in a tree structure. Narrative "pacing" is interpreted as a reflection of various patterns of this embedding: conjunction, left-branching trees, center-embedded constituencies, and others. Following this, diagnostic methods are proposed for testing narrative categories and constituency. Finally, we outline the applicability of this theory beyond sequential images, such as to film and verbal discourse, and compare this theory with previous approaches to narrative and discourse. Copyright © 2012 Cognitive Science Society, Inc.

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

    ERIC Educational Resources Information Center

    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)…

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

    ERIC Educational Resources Information Center

    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…

  5. Persuasion in a Self-Help Group: Processes and Consequences.

    ERIC Educational Resources Information Center

    Jurik, Nancy C.

    1987-01-01

    Examined techniques of persuasion used in self-help organization for persons with mental problems. Concludes that successful affiliation with the group is a conversion process and that, although acceptance of the organizational ideology may facilitate an individual member's recovery, it simultaneously reinforces an understanding of mental problems…

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

    ERIC Educational Resources Information Center

    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)

  7. "Response to Comments": Finding the Narrative in Narrative Research

    ERIC Educational Resources Information Center

    Coulter, Cathy A.

    2009-01-01

    The author responds to comments by Barone (2009), Clandinin and Murphy (2009), and M. W. Smith (2009) on "The Construction Zone: Literary Elements in Narrative Research" (Coulter & M. L. Smith, 2009). She clarifies issues regarding point of view, authorial surplus, narrative coherence, and the relational qualities of narrative research. She…

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

    PubMed

    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.

  9. Processing deficits and the mediation of positive affect in persuasion.

    PubMed

    Mackie, D M; Worth, L T

    1989-07-01

    Motivational and cognitive mediators of the reduced processing of persuasive messages shown by recipients in a positive mood were tested. Ss in positive or neutral moods read strong or weak counterattitudinal advocadies for either a limited time or for as long as they wanted. Under limited exposure conditions, neutral mood Ss showed attitude change indicative of systemic processing, whereas positive mood Ss showed no differentiation of strong and weak versions of the message. When message exposure was unlimited, positive mood Ss viewed the message longer than did neutral mood Ss and systematically processed it rather than relying on persuasion heuristics. These findings replicated with 2 manipulations of mood and 2 different attitude issues. We interpret the results as providing evidence that reduced cognitive capacity to process the message contributes to the decrements shown by positive mood Ss.

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

    PubMed

    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.

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

    ERIC Educational Resources Information Center

    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…

  12. Narrative means to manage responsibility in life narratives across adolescence.

    PubMed

    De Silveira, Cybèle; Habermas, Tilmann

    2011-01-01

    Adolescence is a passage from dependence to adult responsibility. Alongside identity development, social-cognitive development, and the ability to construct a life story, adolescents become increasingly aware of both their potential responsibility in an expanded sphere of life and of complex, contextual influences on their lives. This was partially tested in a cross-sectional study, both in terms of linguistic means and content expressed in life narratives. Indicators were defined for narrative agency, grading of responsibility, serendipity, and turning points, and tested for age differences in relative frequencies in 102 life narratives from age groups of 8, 12, 16, and 20 years, balanced for gender. Narrative grading of responsibility, serendipity, and turning points increased throughout adolescence. The relative frequency of narrative agency, in contrast, remained constant across age groups. Results are interpreted in the context of adolescent development of narrative identity.

  13. "Mommy Blogs" and the Vaccination Exemption Narrative: Results From A Machine-Learning Approach for Story Aggregation on Parenting Social Media Sites.

    PubMed

    Tangherlini, Timothy R; Roychowdhury, Vwani; Glenn, Beth; Crespi, Catherine M; Bandari, Roja; Wadia, Akshay; Falahi, Misagh; Ebrahimzadeh, Ehsan; Bastani, Roshan

    2016-11-22

    Social media offer an unprecedented opportunity to explore how people talk about health care at a very large scale. Numerous studies have shown the importance of websites with user forums for people seeking information related to health. Parents turn to some of these sites, colloquially referred to as "mommy blogs," to share concerns about children's health care, including vaccination. Although substantial work has considered the role of social media, particularly Twitter, in discussions of vaccination and other health care-related issues, there has been little work on describing the underlying structure of these discussions and the role of persuasive storytelling, particularly on sites with no limits on post length. Understanding the role of persuasive storytelling at Internet scale provides useful insight into how people discuss vaccinations, including exemption-seeking behavior, which has been tied to a recent diminution of herd immunity in some communities. To develop an automated and scalable machine-learning method for story aggregation on social media sites dedicated to discussions of parenting. We wanted to discover the aggregate narrative frameworks to which individuals, through their exchange of experiences and commentary, contribute over time in a particular topic domain. We also wanted to characterize temporal trends in these narrative frameworks on the sites over the study period. To ensure that our data capture long-term discussions and not short-term reactions to recent events, we developed a dataset of 1.99 million posts contributed by 40,056 users and viewed 20.12 million times indexed from 2 parenting sites over a period of 105 months. Using probabilistic methods, we determined the topics of discussion on these parenting sites. We developed a generative statistical-mechanical narrative model to automatically extract the underlying stories and story fragments from millions of posts. We aggregated the stories into an overarching narrative framework

  14. Theory of Synesthesia Applied to Persuasion in Print Advertising Headlines.

    ERIC Educational Resources Information Center

    Nelson, Michelle R.; Hitchon, Jacqueline C.

    1995-01-01

    Tests the persuasive impact of synesthetic metaphors (which equate sense A to sense B) in advertising headlines. Finds that in some circumstances, synesthetic headlines produce less, rather than more, favorable attitudes toward the advertisement and brand than literal equivalents. (SR)

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

    PubMed

    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.

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

    ERIC Educational Resources Information Center

    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…

  17. Rural Schools, Social Capital and the Big Society: A Theoretical and Empirical Exposition

    ERIC Educational Resources Information Center

    Bagley, Carl; Hillyard, Sam

    2014-01-01

    The paper commences with a theoretical exposition of the current UK government's policy commitment to the idealised notion of the Big Society and the social capital currency underpinning its formation. The paper positions this debate in relation to the rural and adopts an ethnographically-informed methodological approach to provide an in-depth…

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

    PubMed

    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.

  19. Advanced communication skills: conflict management and persuasion.

    PubMed

    Ang, Marigene

    2002-11-01

    There is an increasing need in the medical school curriculum to adequately prepare students for professionalism in the workplace. This senior seminar is a four-week course designed to develop fluency in handling conflict and negotiation as well as understanding the elements of persuasive communication. Students used the Meyers-Brigg Personality Inventory as a paradigm for understanding different communication styles. The class was piloted in October and November 2001 and consisted of four modules. In module one, each student was given the Meyers-Brigg Personality Inventory to take. Discussions and exercises provided insight into the student's own communication style as well as styles the individual student might find more problematic. The second module consisted of four sessions focusing on conflict management and negotiating skills. Students were given strategies for dealing with conflict as well as specific approaches for communicating with "difficult" patients. In the subsequent sessions, students had a chance to further incorporate these strategies by (1) discussing in a small-group setting a conflict situation that they had either witnessed or experienced in order to systematically evaluate how to incorporate conflict-management approaches into their particular communication style. (2) Role-playing four conflict situations students' were likely to encounter in their professional lives. Role-plays were videotaped and individual feedback was given immediately after the role-play by the observing students, the patient-actor, and the evaluator, who had been trained to give specific feedback on the conflict strategies. (3) Watching specific videotaped role-plays as a class allowed students to see and give feedback on particularly effective strategies that their colleagues used. The third module was devoted to giving bad news and ways that different people prefer to receive bad news, using the MBTI personality types as examples. The final module outlined the

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

    PubMed

    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

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

    PubMed

    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.

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

    PubMed

    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.

  3. State Assessment and Persuasive Writing in the Social Studies Instruction.

    ERIC Educational Resources Information Center

    Hunter, Barbara

    1990-01-01

    Examines current Illinois statewide assessment of social studies education. Argues conceptual knowledge assessment in the social studies should use essay tests. Includes guidelines and activities for teaching students to write persuasively. Explains various strategies to teach reading, writing, and thinking skills, including the "RAFT"…

  4. Clarifying the Narrative Paradigm.

    ERIC Educational Resources Information Center

    Fisher, Walter R.

    1989-01-01

    Replies to Rowland's article (same issue) on Fisher's views of the narrative paradigm. Clarifies the narrative paradigm by discussing three senses in which "narration" can be understood, and by indicating what the narrative paradigm is not. (SR)

  5. How Films Function as Persuasion for the Mass Audience.

    ERIC Educational Resources Information Center

    O'Donnell, Victoria

    Reaching millions of people weekly, film is possibly the most persuasive of all media today. Its success is due to the combination of the filmmakers' shrewd audience analysis and audience techniques with the medium's ability to involve viewers intellectually, emotionally, and even physically in the vivid images on the screen. Once a major means of…

  6. Narrative, Poststructuralism, and Social Justice: Current Practices in Narrative Therapy

    ERIC Educational Resources Information Center

    Combs, Gene; Freedman, Jill

    2012-01-01

    This paper is a review of current practice in narrative therapy with a focus on how it is attractive and useful for therapists who wish to work for social justice. The authors describe narrative therapy's roots in poststructuralist philosophy and social science. They illustrate its major theoretical constructs, including the "narrative metaphor,"…

  7. Autism as Metaphor: Narrative and Counter-Narrative

    ERIC Educational Resources Information Center

    Broderick, Alicia A.; Ne'eman, Ari

    2008-01-01

    In this paper we explore the significance of metaphor and dominant cultural narratives in current autism discourse. We briefly explore the history of metaphor in autism discourse, and outline the contemporary struggle between the culturally dominant metaphor of autism as disease and the emergent counter-narrative of autism within neurodiversity.…

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

    NASA Astrophysics Data System (ADS)

    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.

  9. Discovering Argument: Linking Literacy, Citizenship Education, and Persuasive Advocacy

    ERIC Educational Resources Information Center

    Brett, Peter; Thomas, Damon

    2014-01-01

    This paper explores persuasive writing and what more might be done to help equip young people with the written literacy tools to be effective participants in civic activism. Firstly, we argue from an Australian (and Tasmanian) context that there may be merit in teachers and students re-visiting some of the advice from classical rhetoric around the…

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

    PubMed Central

    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

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

    PubMed

    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.

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

    PubMed

    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.

  13. Listeners as co-narrators.

    PubMed

    Bavelas, J B; Coates, L; Johnson, T

    2000-12-01

    A collaborative theory of narrative story-telling was tested in two experiments that examined what listeners do and their effect on the narrator. In 63 unacquainted dyads (81 women and 45 men), a narrator told his or her own close-call story. The listeners made 2 different kinds of listener responses: Generic responses included nodding and vocalizations such as "mhm." Specific responses, such as wincing or exclaiming, were tightly connected to (and served to illustrate) what the narrator was saying at the moment. In experimental conditions that distracted listeners from the narrative content, listeners made fewer responses, especially specific ones, and the narrators also told their stories significantly less well, particularly at what should have been the dramatic ending. Thus, listeners were co-narrators both through their own specific responses, which helped illustrate the story, and in their apparent effect on the narrator's performance. The results demonstrate the importance of moment-by-moment collaboration in face-to-face dialogue.

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

    ERIC Educational Resources Information Center

    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…

  15. Narrative as Inquiry

    ERIC Educational Resources Information Center

    Hendry, Petra Munro

    2010-01-01

    The author suggests that all research is narrative. Resituating all research as narrative, as opposed to characterizing narrative as one particular form of inquiry, provides a critical space for rethinking "research" beyond current dualisms and bifurcations that create boundaries that limit the capacity for dialogue across diverse epistemologies.…

  16. Modeling Narrative Discourse

    ERIC Educational Resources Information Center

    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…

  17. Slave Narratives as Polemic.

    ERIC Educational Resources Information Center

    Heglar, Charles J.

    Although slave narratives have enjoyed critical attention as literature and autobiography, when presenting them to undergraduates, there is some confusion--usually centering on the dissimilarities between the narratives and traditional autobiography. The narratives are not as linear, not as focused on personal development; the narrators are not as…

  18. Action starring narratives and events: Structure and inference in visual narrative comprehension.

    PubMed

    Cohn, Neil; Wittenberg, Eva

    Studies of discourse have long placed focus on the inference generated by information that is not overtly expressed, and theories of visual narrative comprehension similarly focused on the inference generated between juxtaposed panels. Within the visual language of comics, star-shaped "flashes" commonly signify impacts, but can be enlarged to the size of a whole panel that can omit all other representational information. These "action star" panels depict a narrative culmination (a "Peak"), but have content which readers must infer, thereby posing a challenge to theories of inference generation in visual narratives that focus only on the semantic changes between juxtaposed images. This paper shows that action stars demand more inference than depicted events, and that they are more coherent in narrative sequences than scrambled sequences (Experiment 1). In addition, action stars play a felicitous narrative role in the sequence (Experiment 2). Together, these results suggest that visual narratives use conventionalized depictions that demand the generation of inferences while retaining narrative coherence of a visual sequence.

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

    PubMed

    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.

  20. Narrative theory: II. Self-generated and experimenter-provided negative income shock narratives increase delay discounting.

    PubMed

    Mellis, Alexandra M; Snider, Sarah E; Bickel, Warren K

    2018-04-01

    Reading experimenter-provided narratives of negative income shock has been previously demonstrated to increase impulsivity, as measured by discounting of delayed rewards. We hypothesized that writing these narratives would potentiate their effects of negative income shock on decision-making more than simply reading them. In the current study, 193 cigarette-smoking individuals from Amazon Mechanical Turk were assigned to either read an experimenter-provided narrative or self-generate a narrative describing either the negative income shock of job loss or a neutral condition of job transfer. Individuals then completed a task of delay discounting and measures of affective response to narratives, as well as rating various narrative qualities such as personal relevance and vividness. Consistent with past research, narratives of negative income shock increased delay discounting compared to control narratives. No significant differences existed in delay discounting after self-generating compared to reading experimenter-provided narratives. Positive affect was lower and negative affect was higher in response to narratives of job loss, but affect measures did not differ based on whether narratives were experimenter-provided or self-generated. All narratives were rated as equally realistic, but self-generated narratives (whether negative or neutral) were rated as more vivid and relevant than experimenter-provided narratives. These results indicate that the content of negative income shock narratives, regardless of source, consistently drives short-term choices. (PsycINFO Database Record (c) 2018 APA, all rights reserved).

  1. Quantifying Narrative Ability in Autism Spectrum Disorder: A Computational Linguistic Analysis of Narrative Coherence

    PubMed Central

    Losh, Molly; Gordon, Peter C.

    2014-01-01

    Autism Spectrum Disorder (ASD) is characterized by difficulties with social communication and functioning, and ritualistic/repetitive behaviors (American Psychiatric Association, 2013). While substantial heterogeneity exists in symptom expression, impairments in language discourse skills, including narrative, are universally observed (Tager-Flusberg, Paul, & Lord, 2005). This study applied a computational linguistic tool, Latent Semantic Analysis (LSA), to objectively characterize narrative performance in ASD across two narrative contexts differing in interpersonal and cognitive demands. Results indicated that individuals with ASD produced narratives comparable in semantic content to those from controls when narrating from a picture book, but produced narratives diminished in semantic quality in a more demanding narrative recall task. Results are discussed in terms of the utility of LSA as a quantitative, objective, and efficient measure of narrative ability. PMID:24915929

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

    PubMed

    Spahn, Andreas

    2012-12-01

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

  3. Performing Narrative Medicine

    ERIC Educational Resources Information Center

    Langellier, Kristin M.

    2009-01-01

    In this article, the author weaves narrative medicine and performance together to consider what might it mean to call narrative medicine a performance. To name narrative medicine as performance is to recognize the texts and bodies, the stories and selves, that participate in its practice--patients' and physicians' embodied stories as well as the…

  4. Narrative Means to Preventative Ends: A Narrative Engagement Framework for Designing Prevention Interventions

    PubMed Central

    Miller-Day, Michelle; Hecht, Michael L.

    2013-01-01

    This paper describes a Narrative Engagement Framework (NEF) for guiding communication-based prevention efforts. This framework suggests that personal narratives have distinctive capabilities in prevention. The paper discusses the concept of narrative, links narrative to prevention, and discusses the central role of youth in developing narrative interventions. As illustration, the authors describe how the NEF is applied in the keepin’ it REAL adolescent drug prevention curriculum, pose theoretical directions, and offer suggestions for future work in prevention communication. PMID:23980613

  5. Action starring narratives and events: Structure and inference in visual narrative comprehension

    PubMed Central

    Cohn, Neil; Wittenberg, Eva

    2015-01-01

    Studies of discourse have long placed focus on the inference generated by information that is not overtly expressed, and theories of visual narrative comprehension similarly focused on the inference generated between juxtaposed panels. Within the visual language of comics, star-shaped “flashes” commonly signify impacts, but can be enlarged to the size of a whole panel that can omit all other representational information. These “action star” panels depict a narrative culmination (a “Peak”), but have content which readers must infer, thereby posing a challenge to theories of inference generation in visual narratives that focus only on the semantic changes between juxtaposed images. This paper shows that action stars demand more inference than depicted events, and that they are more coherent in narrative sequences than scrambled sequences (Experiment 1). In addition, action stars play a felicitous narrative role in the sequence (Experiment 2). Together, these results suggest that visual narratives use conventionalized depictions that demand the generation of inferences while retaining narrative coherence of a visual sequence. PMID:26709362

  6. Persuasive Mobile Health Applications

    NASA Astrophysics Data System (ADS)

    Garcia Wylie, Carlos; Coulton, Paul

    With many industrialized societies bearing the cost of an increasingly sedentary lifestyle on the health of their populations there is a need to find new ways of encouraging physical activity to promote better health and well being. With the increasing power of mobile phones and the recent emergence of personal heart rate monitors, aimed at dedicated amateur runners, there is now a possibility to develop “Persuasive Mobile Health Applications” to promote well being through the use of real-time physiological data and persuade users to adopt a healthier lifestyle. In this paper we present a novel general health monitoring software for mobile phones called Heart Angel. This software is aimed at helping users monitor, record, as well as improve their fitness level through built-in cardio-respiratory tests, a location tracking application for analyzing heart rate exertion over time and location, and a fun mobile-exergame called Health Defender.

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

    PubMed

    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).

  8. Theories of attitude change and the "beyond family planning" debate: the case for the persuasion approach in population policy.

    PubMed

    Crawford, T J

    1977-01-01

    The proposed abandonment of the persuasion approach in the area of population policy may be premature; the application of recent developments in attitude theory to family planning programs might refute the current pessimism concerning the power of persuasion in population policy. Persuasion and positive incentives are realistic and viable alternative in terms of Berelson's 6 criteria - scientific readiness, political viability, administrative feasibility, economic capability, ethical acceptability, and presumed effectiveness. Communication and persuasion programs that attempt to change behavior should direct their attention to changing intentions to engage in specific family planning behaviors within a given period of time rather than at changing global evaluations of "birth control" or "large families." There needs to be 1) an emphasis upon changing intentions to perform specific behaviors within a fixed time period, 2) a functional analysis of the relative importance of the 3 general needs served by attitudes as they influence behavioral intentions, 3) focus on what appear to be situationally engaged and behavior-relevant beliefs and attitudes, and 4) a change in both anticipated and actual situational determinants to behavior.

  9. Social Mediation of Persuasive Media in Adolescent Substance Prevention

    PubMed Central

    Crano, William D.; Alvaro, Eusebio M.; Tan, Cara N.; Siegel, Jason T.

    2017-01-01

    Social commentary about prevention messages may affect their likelihood of acceptance. To investigate this possibility, student participants (N = 663) viewed three anti-marijuana advertisements, each followed immediately by videotaped discussions involving four adults or four adolescents using either extreme or moderate language in their positive commentaries. The commentaries were expected to affect participants’ perceptions of the extent to which the ads were designed to control their behavior (perceived control), which was hypothesized to inhibit persuasion. Two indirect effects analyses were conducted. Marijuana attitudes and usage intentions were the outcome variables. Both analyses revealed statistically significant source by language interactions on participants’ perceived control (both p < .02). Further analyses revealed significant indirect effects of language extremity on attitudes and intentions through perceived control with adult, but not peer sources (both p < .05). These perceptions were associated with more negative marijuana attitudes and diminished usage intentions when adults used moderate (vs. extreme) language in their favorable ad commentaries (both p < .05). The findings may facilitate development of more effective prevention methods that emphasize the importance the role of perceived control in persuasion, and the impact of interpersonal communication variations on acceptance of media-transmitted prevention messages. PMID:28301181

  10. The effects of message recipients' power before and after persuasion: a self-validation analysis.

    PubMed

    Briñol, Pablo; Petty, Richard E; Valle, Carmen; Rucker, Derek D; Becerra, Alberto

    2007-12-01

    In the present research, the authors examined the effect of a message recipient's power on attitude change and introduced a new mechanism by which power can affect social judgment. In line with prior research that suggested a link between power and approach tendencies, the authors hypothesized that having power increases confidence relative to being powerless. After demonstrating this link in Experiment 1, in 4 additional studies, they examined the role of power in persuasion as a function of when power is infused into the persuasion process. On the basis of the idea that power validates whatever mental content is accessible, they hypothesized that power would have different effects on persuasion depending on when power was induced. Specifically, the authors predicted that making people feel powerful prior to a message would validate their existing views and thus reduce the perceived need to attend to subsequent information. However, it was hypothesized that inducing power after a message has been processed would validate one's recently generated thoughts and thus influence the extent to which people rely upon their thoughts in determining their attitudes. (c) 2007 APA, all rights reserved.

  11. Quantifying narrative ability in autism spectrum disorder: a computational linguistic analysis of narrative coherence.

    PubMed

    Losh, Molly; Gordon, Peter C

    2014-12-01

    Autism is a neurodevelopmental disorder characterized by serious difficulties with the social use of language, along with impaired social functioning and ritualistic/repetitive behaviors (American Psychiatric Association in Diagnostic and statistical manual of mental disorders: DSM-5, 5th edn. American Psychiatric Association, Arlington, 2013). While substantial heterogeneity exists in symptom expression, impairments in language discourse skills, including narrative (or storytelling), are universally observed in autism (Tager-Flusberg et al. in Handbook on autism and pervasive developmental disorders, 3rd edn. Wiley, New York, pp 335-364, 2005). This study applied a computational linguistic tool, Latent Semantic Analysis (LSA), to objectively characterize narrative performance in high-functioning individuals with autism and typically-developing controls, across two different narrative contexts that differ in the interpersonal and cognitive demands placed on the narrator. Results indicated that high-functioning individuals with autism produced narratives comparable in semantic content to those produced by controls when narrating from a picture book, but produced narratives diminished in semantic quality in a more demanding narrative recall task. This pattern is similar to that detected from analyses of hand-coded picture book narratives in prior research, and extends findings to an additional narrative context that proves particularly challenging for individuals with autism. Results are discussed in terms of the utility of LSA as a quantitative, objective, and efficient measure of narrative ability.

  12. Changing attitudes toward sustainable transportation: The impact of meta-arguments on persuasion

    DOT National Transportation Integrated Search

    2017-08-01

    An experiment tested the effects of both communications about the functions of an attitude and communications about the functions of an attitude object on persuasion. Participants received a conventional message about the benefits of public transport...

  13. Systemic therapy and attachment narratives: Attachment Narrative Therapy.

    PubMed

    Dallos, Rudi; Vetere, Arlene

    2014-10-01

    This article outlines an integration of attachment theory with narrative theory and systemic theory and practice: Attachment Narrative Therapy (ANT). This integration offers a more powerful explanatory formulation of the development and maintenance of human distress in relationships, families and communities, and gives direction to psychotherapeutic intervention. © The Author(s) 2014.

  14. What are narratives good for?

    PubMed

    Beatty, John

    2016-08-01

    Narratives may be easy to come by, but not everything is worth narrating. What merits a narrative? Here, I follow the lead of narratologists and literary theorists, and focus on one particular proposal concerning the elements of a story that make it narrative-worthy. These elements correspond to features of the natural world addressed by the historical sciences, where narratives figure so prominently. What matters is contingency. Narratives are especially good for representing contingency and accounting for contingent outcomes. This will be squared with a common view that narratives leave no room for chance. On the contrary, I will argue, tracing one path through a maze of alternative possibilities, and alluding to those possibilities along the way, is what a narrative does particularly well. Copyright © 2016 Elsevier Ltd. All rights reserved.

  15. Young drivers' responses to anti-speeding advertisements: Comparison of self-report and objective measures of persuasive processing and outcomes.

    PubMed

    Kaye, Sherrie-Anne; Lewis, Ioni; Algie, Jennifer; White, Melanie J

    2016-05-18

    Self-report measures are typically used to assess the effectiveness of road safety advertisements. However, psychophysiological measures of persuasive processing (i.e., skin conductance response [SCR]) and objective driving measures of persuasive outcomes (i.e., in-vehicle Global Positioning System [GPS] devices) may provide further insights into the effectiveness of these advertisements. This study aimed to explore the persuasive processing and outcomes of 2 anti-speeding advertisements by incorporating both self-report and objective measures of speeding behavior. In addition, this study aimed to compare the findings derived from these different measurement approaches. Young drivers (N = 20, M age = 21.01 years) viewed either a positive or negative emotion-based anti-speeding television advertisement. While viewing the advertisement, SCR activity was measured to assess ad-evoked arousal responses. The RoadScout GPS device was then installed in participants' vehicles for 1 week to measure on-road speed-related driving behavior. Self-report measures assessed persuasive processing (emotional and arousal responses) and actual driving behavior. There was general correspondence between the self-report measures of arousal and the SCR and between the self-report measure of actual driving behavior and the objective driving data (as assessed via the GPS devices). This study provides insights into how psychophysiological and GPS devices could be used as objective measures in conjunction with self-report measures to further understand the persuasive processes and outcomes of emotion-based anti-speeding advertisements.

  16. The effect of distressing imagery on attention to and persuasiveness of an antialcohol message: a gaze-tracking approach.

    PubMed

    Brown, Stephen L; Richardson, Miles

    2012-02-01

    Distressing imagery may inhibit health communications by inducing audiences to reduce distress by avoiding attention to persuasive messages. This study used eye-tracking methods to compare gaze time allocated to a persuasive textual message, accompanied by either distressing high-resolution color images or less distressing two-color images with degraded outline and detail. Participants in the distressing images condition showed lower intentions to reduce drinking in the following 3 months, which may have been mediated by lower gaze time to textual elements of the message. The effect was stronger in participants who both scored lower on dispositional mental disengagement and were more vulnerable to alcohol-related problems. These findings suggest that distressing imagery may inhibit persuasion by reducing audience attention to message components. Implications for message design are discussed.

  17. Effect of Sequential Exposition to Short- and Long-Wavelength Radiation on the Optical Absorption in the Bismuth Titanium Oxide Crystal Doped by Aluminum

    NASA Astrophysics Data System (ADS)

    Dyu, V. G.; Kisteneva, M. G.; Shandarov, S. M.; Khudyakova, E. S.; Smirnov, S. V.; Kargin, Yu. F.

    Changes in the spectral dependences of the optical absorption induced in the bismuth titanium oxide crystal doped by aluminum as a result of sequential exposition to cw laser radiation first with the wavelength λi = 532 nm and then with the longer wavelength λn = 633, 655, 663, 780, 871, or 1064 nm are investigated. Our experiments show that after the short-wavelength exposition to radiation with λi = 532 nm, the optical absorption in the crystal increases, and in the range 470-1000 nm, yields the spectrum whose form is independent of the initial crystal state. The subsequent exposition to longer-wavelength radiation leads to enhanced transmittance of the crystal in the examined spectral range. A maximum decrease of the optical absorption in the crystal is observed upon exposure to radiation with the wavelength λn = 663 nm.

  18. Print advertisements for Alzheimer's disease drugs: informational and transformational features.

    PubMed

    Gooblar, Jonathan; Carpenter, Brian D

    2013-06-01

    We examined print advertisements for Alzheimer's disease drugs published in journals and magazines between January 2008 and February 2012, using an informational versus transformational theoretical framework to identify objective and persuasive features. In 29 unique advertisements, we used qualitative methods to code and interpret identifying information, charts, benefit and side effect language, and persuasive appeals embedded in graphics and narratives. Most elements contained a mixture of informational and transformational features. Charts were used infrequently, but when they did appear the accompanying text often exaggerated the data. Benefit statements covered an array of symptoms, drug properties, and caregiver issues. Side effect statements often used positive persuasive appeals. Graphics and narrative features emphasized positive emotions and outcomes. We found subtle and sophisticated attempts both to educate and to persuade readers. It is important for consumers and prescribing physicians to read print advertisements critically so that they can make informed treatment choices.

  19. To Hell with the Wigs! Native American Representation and Resistance at the World's Columbian Exposition

    ERIC Educational Resources Information Center

    Rinehart, Melissa

    2012-01-01

    The World's Columbian Exposition of 1893, in celebration of the quadricentennial anniversary of Columbus's landing in the Americas, spread over six hundred acres of reclaimed marsh lands in Chicago's South Side. Fourteen great buildings and two hundred additional buildings stood on the fairgrounds, and if tourists had visited every exhibit, they…

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

    PubMed

    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.

  1. Narrating positive versus negative memories of illness: does narrating influence the emotional tone of memories?

    PubMed

    Fioretti, C; Smorti, A

    2017-05-01

    Psychoncological studies have recognised a reduced autobiographical memory in cancer patients, furthermore cognitive studies have found that narrative is an effective instrument to re-elaborate memories. However, it is still unclear whether narrating positive versus negative events can have a different impact on autobiographical memory. The present study aims to explore the emotional experience of autobiographical memory before and after having narrated negative or positive events related to the illness. Of 63 oncological patients, 35 were selected for the present study. Participants completed a Memory Fluency Task twice, before and after having selected and narrated a positive (PN group) or a negative (NN group) memory of illness. They also had to attribute one or more emotions to each memory and to the narrative. The number of emotions and the percentage of emotional tones in both narrated and non-narrated memories were assessed. Narrated memories were more emotionally re-elaborated than non-narrated ones. Negative group participants, more than positive group ones, decreased negative emotions and increased complex ones. Authors discuss these results claiming that narrating works as a rehearsal of autobiographical memories in oncological patients and narrating negative memories eases the emotional re-elaboration of illness. © 2016 John Wiley & Sons Ltd.

  2. Understanding persuasion contexts in health gamification: A systematic analysis of gamified health behavior change support systems literature.

    PubMed

    Alahäivälä, Tuomas; Oinas-Kukkonen, Harri

    2016-12-01

    Gamification is increasingly used as a design strategy when developing behavior change support systems in the healthcare domain. It is commonly agreed that understanding the contextual factors is critical for successful gamification, but systematic analyses of the persuasive contexts have been lacking so far within gamified health intervention studies. Through a persuasion context analysis of the gamified health behavior change support systems (hBCSSs) literature, we inspect how the contextual factors have been addressed in the prior gamified health BCSS studies. The implications of this study are to provide the practitioners and researchers examples of how to conduct a systematic analysis to help guide the design and research on gamified health BCSSs. The ideas derived from the analysis of the included studies will help identify potential pitfalls and shortcomings in both the research and implementations of gamified health behavior change support systems. We systematically analyzed the persuasion contexts of 15 gamified health intervention studies. According to our results, gamified hBCSSs are implemented under different facets of lifestyle change and treatments compliance, and use a multitude of technologies and methods. We present a set of ideas and concepts to help improve endeavors in studying gamified health intervention through comprehensive understanding of the persuasive contextual factors. Future research on gamified hBCSSs should systematically compare the different combinations of contextual factors, related theories, chosen gamification strategies, and the study of outcomes to help understand how to achieve the most efficient use of gamification on the different aspects of healthcare. Analyzing the persuasion context is essential to achieve this. With the attained knowledge, those planning health interventions can choose the 'tried-and-tested' approaches for each particular situation, rather than develop solutions in an ad-hoc manner. Copyright © 2016

  3. Nimble Negotiators: How Theory of Mind (ToM) Interconnects with Persuasion Skills in Children with and without ToM Delay

    ERIC Educational Resources Information Center

    Peterson, Candida C.; Slaughter, Virginia; Wellman, Henry M.

    2018-01-01

    Persuasion is an essential social skill. Yet its development and underpinnings are poorly understood. In 2 studies, a total of 167 children aged 3 to 12 years took theory of mind (ToM) tests and participated in unscripted, seminaturalistic persuasive conversations. Children were typically developing (TD) or had deafness or autism spectrum disorder…

  4. Metadiscourse Use in the Persuasive Writing of Malaysian Undergraduate Students

    ERIC Educational Resources Information Center

    Tan, Helen; Eng, Wong Bee

    2014-01-01

    Metadiscourse is a prevalent linguistic resource that helps writers to manage the flow of the propositional contents and to direct their stance towards their contents and readers. Its dominance in persuasive writings has motivated this study which is to examine the occurrences and forms of metadiscourse use in the writing of both the high (HEP)…

  5. [Effects of attitude formation, persuasive message, and source expertise on attitude change: an examination based on the Elaboration Likelihood Model and the Attitude Formation Theory].

    PubMed

    Nakamura, M; Saito, K; Wakabayashi, M

    1990-04-01

    The purpose of this study was to investigate how attitude change is generated by the recipient's degree of attitude formation, evaluative-emotional elements contained in the persuasive messages, and source expertise as a peripheral cue in the persuasion context. Hypotheses based on the Attitude Formation Theory of Mizuhara (1982) and the Elaboration Likelihood Model of Petty and Cacioppo (1981, 1986) were examined. Eighty undergraduate students served as subjects in the experiment, the first stage of which involving manipulating the degree of attitude formation with respect to nuclear power development. Then, the experimenter presented persuasive messages with varying combinations of evaluative-emotional elements from a source with either high or low expertise on the subject. Results revealed a significant interaction effect on attitude change among attitude formation, persuasive message and the expertise of the message source. That is, high attitude formation subjects resisted evaluative-emotional persuasion from the high expertise source while low attitude formation subjects changed their attitude when exposed to the same persuasive message from a low expertise source. Results exceeded initial predictions based on the Attitude Formation Theory and the Elaboration Likelihood Model.

  6. Discourse on Narrative Research: The Construction Zone--Literary Elements in Narrative Research

    ERIC Educational Resources Information Center

    Coulter, Cathy A.; Smith, Mary Lee

    2009-01-01

    Narrative research has become part of the landscape of education inquiry, yet its theory and practice are still debated and evolving. This article addresses the construction of narratives using literary elements common to nonfiction and fiction writings. The authors discuss these elements and use four narratives to illustrate them. They address…

  7. Beyond Strategy: A Reader-Centered Analysis of Irony's Dual Persuasive Uses

    ERIC Educational Resources Information Center

    Olson, Kathryn M.; Olson, Clark D.

    2004-01-01

    Ironic texts offer pleasure both as what Burke called "ordinary" and "pure persuasion." Readers may engage these symbolic dimensions simultaneously, but in different relative proportions. Using the coincidence of the 1986 sentencing of sanctuary movement members and the rededication of the Statue of Liberty, we offer four possible interpretive…

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

    PubMed Central

    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

  9. Narrative medicine in surgical education.

    PubMed

    Pearson, A Scott; McTigue, Michael P; Tarpley, John L

    2008-01-01

    Narrative medicine is a patient-centered approach to the practice of medicine that rescues the patients' stories and integrates what is important to them into decisions regarding their health care. Our hypothesis is that narrative understanding enhances the patient-provider relationship and contributes to optimizing patient care. We propose to use written narrative reflection to capture and measure the general competencies of systems-based practice, practice-based learning, communication skills, and professionalism. DEVELOPMENT/METHODS: The development of this narrative-based project is based on a pilot study that we conducted at our institution with third-year surgical clerkship students. In the pilot, students produced in-depth narrative write-ups on a patient they had had the opportunity to "know." We plan a similar approach for surgical resident education. After a brief discussion of narrative medicine during our scheduled didactic conference, the residents are asked to initiate a written narrative reflection on a patient of their choosing. The narratives will be collected 1 week later. Our plan is to repeat this assessment quarterly so that 4 narratives will be generated annually from internship through the chief resident year. The narratives will be analyzed for content and recurring themes that capture the resident's communication skills, professionalism, as well as self-critique (practice-based learning) and value attributed to health-care teams (systems-based practice). After completion of the narratives, a 5-point Likert response survey will be given to the residents to assess their experience and the perceived value of written reflection. The written narratives will become part of the resident's ongoing portfolio. IMPLEMENTATION/EXPERIENCE TO DATE: Feedback from the medical student pilot study was favorable. When asked in a follow-up questionnaire, most students reported the experience to be valuable and recommended the use of narrative reflection in

  10. [Electromagnetic radiation of non-thermal intensity and short exposition as a sub-threshold irritant for the central nervous system].

    PubMed

    Luk'ianova, S N

    2013-01-01

    This work represents generalization and the analysis of the long-term own materials characterizing reaction of the brain on electromagnetic radiation of low intensity (energy flow density in the continuous regime or in the impulse approximately 500 microW/sm2) and a short exposition (approximately 30 min). A set of the experimental results received on separate neurons, formations and brain as a whole give an idea about the reaction of the central nervous system to the studied influence. Comparison of these data with the corresponding responses to the known incentives (light, sound, electric current) testifies to the electromagnetic radiation of low energy flow density and a short exposition as a sub-threshold irritant for the central nervous system.

  11. Changes in the optical absorption induced by sequential exposition to short- and long-wavelength radiation in the BTO:Al crystal

    NASA Astrophysics Data System (ADS)

    Shandarov, S. M.; Dyu, V. G.; Kisteneva, M. G.; Khudyakova, E. S.; Smirnov, S. V.; Akrestina, A. S.; Kargin, Yu F.

    2017-02-01

    Modifications of the spectral dependences of the optical absorption induced in the Bi12TiO20:Al crystal as a result of sequential exposition to cw laser radiation first with the wavelength λ g = 532 nm and then with the longer wavelength λ l,n = 588, 633, 655, 658, 663, 700, 780, 871, or 1064 nm are investigated. We revealed that after the short-wavelength exposition to radiation with λg = 532 nm, the optical absorption in the crystal increases, and in the range 470-1000 nm, yields the spectrum whose form is independent of a prehistory. The subsequent exposition to longer-wavelength radiation leads to bleaching of the crystal in the examined spectral range. A maximum diminishing of the optical absorption in the crystal is observed upon exposure to radiation with the wavelength λ l,5 = 663 nm. To describe the experimentally observed reversible changes in the optical absorption spectrum in the Bi12TiO20:Al we use the impurity absorption model that takes into account the photoinduced transitions between two metastable states of a deep defect center leading to the change of its position in the crystal lattice under conditions of strong lattice relaxation.

  12. Do hedonic motives moderate regulatory focus motives? Evidence from the framing of persuasive messages.

    PubMed

    Malaviya, Prashant; Brendl, C Miguel

    2014-01-01

    Research on regulatory focus has established a regulatory matching effect: The persuasiveness of a message is enhanced when regulatory orientations of message and perceiver match (i.e., both are promotion or both are prevention). We report evidence that varying the hedonic outcome reverses this effect. We manipulated hedonic outcome by explicitly stating pleasurable versus painful outcomes as part of the message frame as well as by priming perceivers to focus on either pleasurable or painful outcomes. When both message and perceiver were focused on pleasurable outcomes, we replicated the regulatory matching effect. However, the matching effect reversed when the hedonic outcome of the message was opposed to that of the perceiver (i.e., one was pleasurable and the other painful). Under these conditions, messages that mismatched the perceivers' regulatory orientation were more persuasive (i.e., promotion message for a prevention oriented perceiver or vice versa). We also examined the persuasion effects when both message and perceiver were focused on painful outcomes and found that the regulatory matching effect re-emerged. The reversal of the regulatory matching effect by hedonic outcome strongly suggests that hedonic motives (approach of pleasure vs. avoidance of pain) and regulatory focus motives are distinct constructs. This is important because contrary to theoretical statements these constructs have often been confounded.

  13. Modulating the neural bases of persuasion: why/how, gain/loss, and users/non-users

    PubMed Central

    Katzman, Perri L.; Ames, Daniel L.; Falk, Emily B.; Lieberman, Matthew D.

    2017-01-01

    Abstract Designing persuasive content is challenging, in part because people can be poor predictors of their actions. Medial prefrontal cortex (MPFC) activation during message exposure reliably predicts downstream behavior, but past work has been largely atheoretical. We replicated past results on this relationship and tested two additional framing effects known to alter message receptivity. First, we examined gain- vs. loss-framed reasons for a health behavior (sunscreen use). Consistent with predictions from prospect theory, we observed greater MPFC activity to gain- vs. loss-framed messages, and this activity was associated with behavior. This relationship was stronger for those who were not previously sunscreen users. Second, building on theories of action planning, we compared neural activity during messages regarding how vs. why to enact the behavior. We observed rostral inferior parietal lobule and posterior inferior frontal gyrus activity during action planning (“how” messages), and this activity was associated with behavior; this is in contrast to the relationship between MPFC activity during the “why” (i.e., gain and loss) messages and behavior. These results reinforce that persuasion occurs in part via self-value integration—seeing value and incorporating persuasive messages into one's self-concept—and extend this work to demonstrate how message framing and action planning may influence this process. PMID:27521303

  14. Social mediation of persuasive media in adolescent substance prevention.

    PubMed

    Crano, William D; Alvaro, Eusebio M; Tan, Cara N; Siegel, Jason T

    2017-06-01

    Social commentary about prevention messages may affect their likelihood of acceptance. To investigate this possibility, student participants (N = 663) viewed 3 antimarijuana advertisements, each followed immediately by videotaped discussions involving 4 adults or 4 adolescents using either extreme or moderate language in their positive commentaries. The commentaries were expected to affect participants' perceptions of the extent to which the ads were designed to control their behavior (perceived control), which was hypothesized to inhibit persuasion. Two indirect effects analyses were conducted. Marijuana attitudes and usage intentions were the outcome variables. Both analyses revealed statistically significant source by language interactions on participants' perceived control (both p < .02). Further analyses revealed significant indirect effects of language extremity on attitudes and intentions through perceived control with adult, but not peer sources (both p < .05). These perceptions were associated with more negative marijuana attitudes and diminished usage intentions when adults used moderate (vs. extreme) language in their favorable ad commentaries (both p < .05). The findings may facilitate development of more effective prevention methods that emphasize the importance of the role of perceived control in persuasion, and the impact of interpersonal communication variations on acceptance of media-transmitted prevention messages. (PsycINFO Database Record (c) 2017 APA, all rights reserved).

  15. Media Literacy and Attitude Change: Assessing the Effectiveness of Media Literacy Training on Children's Responses to Persuasive Messages within the ELM.

    ERIC Educational Resources Information Center

    Yates, Bradford L.

    This study adds to the small but growing body of literature that examines the effectiveness of media literacy training on children's responses to persuasive messages. Within the framework of the Elaboration Likelihood Model (ELM) of persuasion, this research investigates whether media literacy training is a moderating variable in the persuasion…

  16. Self-guide framing and persuasion: responsibly increasing message processing to ideal levels.

    PubMed

    Evans, Lisa M; Petty, Richard E

    2003-03-01

    The current research examines the effect that framing persuasive messages in terms of self-guides (ideal vs. ought) has on the attitudes and cognitive responses of individuals with chronic ideal versus ought self-guides. The strength of participants' ideal and ought self-guides and the magnitude of participants' ideal and ought self-discrepancies were measured using a computerized reaction time program. One week later, participants read a persuasive message about a fictional breakfast product, framed in terms of either ideals or oughts. Matching framing to stronger self-guide led to enhanced message processing activity, especially among individuals who were low in need for cognition. Individuals who read messages framed to match their stronger self-guides paid more attention to argument quality, as reflected in their attitudes and cognitive responses. Messages with self-guide framing that matched individuals' stronger self-discrepancies did not have this effect on processing.

  17. Narrative versus Non-narrative: The Role of Identification, Transportation and Emotion in Reducing Health Disparities

    PubMed Central

    Murphy, Sheila T.; Frank, Lauren B.; Chatterjee, Joyee S.; Baezconde-Garbanati, Lourdes

    2013-01-01

    This research empirically tests whether using a fictional narrative produces a greater impact on health-related knowledge, attitudes, and behavioral intention than presenting the identical information in a more traditional, nonfiction, non-narrative format. European American, Mexican American, and African American women (N = 758) were surveyed before and after viewing either a narrative or non-narrative cervical cancer-related film. The narrative was more effective in increasing cervical cancer-related knowledge and attitudes. Moreover, in response to the narrative featuring Latinas, Mexican Americans were most transported, identified most with the characters, and experienced the strongest emotions. Regressions revealed that transportation, identification with specific characters, and emotion each contributed to shifts in knowledge, attitudes, and behavioral intentions. Thus, narrative formats may provide a valuable tool in reducing health disparities. PMID:24347679

  18. Project Narrative

    DOE Office of Scientific and Technical Information (OSTI.GOV)

    Driscoll, Mary C.

    2012-07-12

    The Project Narrative describes how the funds from the DOE grant were used to purchase equipment for the biology, chemistry, physics and mathematics departments. The Narrative also describes how the equipment is being used. There is also a list of the positive outcomes as a result of having the equipment that was purchased with the DOE grant.

  19. The "Hefferline Notes": B. F. Skinner's First Public Exposition of His Analysis of Verbal Behavior

    ERIC Educational Resources Information Center

    Knapp, Terry J.

    2009-01-01

    B. F. Skinner's first public exposition of his analysis of verbal behavior was the "Hefferline Notes" (1947a), a written summary of a course Skinner taught at Columbia University during the summer of 1947 just prior to his presentation of the William James Lectures at Harvard University in the fall. The Notes are significant because they display…

  20. Proceedings of the Bio-Energy '80 world congress and exposition

    DOE Office of Scientific and Technical Information (OSTI.GOV)

    None

    1980-01-01

    Many countries are moving with increasing urgency to obtain larger fractions of their energy from biomass. Over 1800 leading experts from 70 countries met on April 21 to 24 in Atlanta to conduct a World Congress and Exposition on Bio-Energy. This summary presents highlights of the Congress and thoughts stimulated by the occasion. Topics addressed include a comparison of international programs, world and country regionalism in the development of energy supplies, fuel versus food or forest products, production of ethyl alcohol, possibilities for expanded production of terrestrial vegetation and marine flora, and valuable chemicals from biomass. Separate abstracts have beenmore » prepared for 164 papers for inclusion in the Energy Data Base.« less

  1. Do Live versus Audio-Recorded Narrative Stimuli Influence Young Children's Narrative Comprehension and Retell Quality?

    ERIC Educational Resources Information Center

    Kim, Young-Suk Grace

    2016-01-01

    Purpose: The primary aim of the present study was to examine whether different ways of presenting narrative stimuli (i.e., live narrative stimuli versus audio-recorded narrative stimuli) influence children's performances on narrative comprehension and oral-retell quality. Method: Children in kindergarten (n = 54), second grade (n = 74), and fourth…

  2. Drama and Imagination: A Cognitive Theory of Drama's Effect on Narrative Comprehension and Narrative Production

    ERIC Educational Resources Information Center

    Mages, Wendy K.

    2006-01-01

    This article proposes a cognitive theory of how drama affects two aspects of language development: narrative comprehension and narrative production. It is a theoretical model that explicitly posits the role of the imagination in drama's potential to enhance the development of both narrative comprehension and narrative production. (Contains 2…

  3. Mitigating Psychological Reactance: The Role of Message-Induced Empathy in Persuasion

    ERIC Educational Resources Information Center

    Shen, Lijiang

    2010-01-01

    This article examines the role of message-induced state empathy in persuasion. Message-induced empathy is conceptualized as a perception-action process that consists of affective, cognitive, and associative components. Twenty professionally produced public service announcements (PSAs) were used as stimuli messages in a 2 (high vs. low empathy) x 2…

  4. Effects of a Persuasive Communication on Beliefs, Attitudes, and Career Choice.

    ERIC Educational Resources Information Center

    Strader, Marlene K.; Katz, Barry M.

    1990-01-01

    Uses Martin Fishbein's Theory of Reasoned Action to formulate a persuasive communication to influence unclassified U.S. college students to consider a career as a registered nurse. Finds the experimental group shows a significant positive change in beliefs, attitudes, and intentions, unlike the control group exposed to a neutral message only. (NL)

  5. Politics of love: narrative structures, intertextuality and social agency in the narratives of parents with disabled children.

    PubMed

    Hanisch, Halvor

    2013-11-01

    Recent research has highlighted how parental narratives can be important in the resistance against disabling processes. This article contains analyses of enabling language in narratives published by Scandinavian disability rights organizations. First, drawing on the work of Fisher and Goodley, I point out that the material constitute a threefold: normality narratives, resistance narratives, and narratives that demonstrate an appreciation of the present and the child's individual alterity. Second, I demonstrate that the last narrative draws on Romanticism rather than linguistic resources from disability culture. Third, I show that these narratives are hyperboles - texts that strengthen and emphasise the valuation to the point where the narrative structure transcends narrative consistency. Fourth, drawing on the work of Kristeva, I argue that this form of narration constitutes an intimate politics of love. © 2013 The Author. Sociology of Health & Illness © 2013 Foundation for the Sociology of Health & Illness/John Wiley & Sons Ltd.

  6. Print Advertisements for Alzheimer’s Disease Drugs: Informational and Transformational Features

    PubMed Central

    Gooblar, Jonathan; Carpenter, Brian D.

    2014-01-01

    Purpose We examined print advertisements for Alzheimer’s disease drugs published in journals and magazines between January 2008 and February 2012, using an informational versus transformational theoretical framework to identify objective and persuasive features. Methods In 29 unique advertisements, we used qualitative methods to code and interpret identifying information, charts, benefit and side effect language, and persuasive appeals embedded in graphics and narratives. Results Most elements contained a mixture of informational and transformational features. Charts were used infrequently, but when they did appear the accompanying text often exaggerated the data. Benefit statements covered an array of symptoms, drug properties, and caregiver issues. Side effect statements often used positive persuasive appeals. Graphics and narrative features emphasized positive emotions and outcomes. Implications We found subtle and sophisticated attempts both to educate and to persuade readers. It is important for consumers and prescribing physicians to read print advertisements critically so that they can make informed treatment choices. PMID:23687184

  7. Narrative, Preaching, and Formation

    ERIC Educational Resources Information Center

    Finney, Mark David

    2017-01-01

    This dissertation focuses on the place of narrative in the transformational encounter that can take place between hearers of sermons and God. Chapter 1 surveys the history and development of contemporary scholarship related to narrative preaching. It argues that most homileticians consider narrative either as a way of structuring sermons, or as a…

  8. Narrative Inquiry: Theory and Practice

    ERIC Educational Resources Information Center

    Savin-Baden, Maggi; Van Niekerk, Lana

    2007-01-01

    This article offers an overview of the method of narrative inquiry and explores competing trends in the use of the approach. It not only examines the theories relating to the method but also offers practical guidance on using narrative inquiry, including an exploration of what might count as a narrative and ways of analysing narrative data. The…

  9. Why Narrating Changes Memory: A Contribution to an Integrative Model of Memory and Narrative Processes.

    PubMed

    Smorti, Andrea; Fioretti, Chiara

    2016-06-01

    This paper aims to reflect on the relation between autobiographical memory (ME) and autobiographical narrative (NA), examining studies on the effects of narrating on the narrator and showing how studying these relations can make more comprehensible both memory's and narrating's way of working. Studies that address explicitly on ME and NA are scarce and touch this issue indirectly. Authors consider different trends of studies of ME and NA: congruency vs incongruency hypotheses on retrieving, the way of organizing memories according to gist or verbatim format and their role in organizing positive and negative emotional experiences, the social roots of ME and NA, the rules of conversation based on narrating. Analysis of investigations leads the Authors to point out three basic results of their research. Firstly, NA transforms ME because it narrativizes memories according to a narrative format. This means that memories, when are narrated, are transformed in stories (verbal language) and socialised. Secondly, the narrativization process is determined by the act of telling something within a communicative situation. Thus, relational situation of narrating act, by modifying the story, modifies also memories. The Authors propose the RE.NA.ME model (RElation, NArration, MEmory) to understand and study ME and NA. Finally, this study claims that ME and NA refer to two different types of processes having a wide area of overlapping. This is due to common social, developmental and cultural roots that make NA to include part of ME (narrative of memory) and ME to include part of NA (memory of personal events that have been narrated).

  10. Forensic historiography: narratives and science.

    PubMed

    Drukteinis, Albert M

    2014-01-01

    Psychiatrists function, in part, as historians who rely on patient narratives to help them understand presenting mental disorders and explain their causes. Forensic psychiatrists have been skeptical of using narratives, raising concerns about their lack of objectivity and potential for bias. They also have criticized narratives as being more performative than scientific. Recent authors, however, have pointed out that narratives may be helpful in forming forensic opinions and supporting oral testimony, while stressing that their use must be consistent with the ethics espoused by forensic psychiatry. This article reviews the role of narratives in understanding human events and the ubiquitous presence of narratives in the judicial process. It delves into the inescapability of using explicit or implicit narratives in the course of forensic practice, as well as how they may be meaningfully incorporated into evaluations and find expression alongside scientific principles. © 2014 American Academy of Psychiatry and the Law.

  11. Hope and persuasion by physicians during informed consent.

    PubMed

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

    2014-10-10

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

  12. Hope and Persuasion by Physicians During Informed Consent

    PubMed Central

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

    2014-01-01

    Purpose To describe hopeful and persuasive messages communicated by physicians during informed consent for phase I trials and examine whether such communication is associated with physician and parent ratings of the likelihood of benefit, physician and parent ratings of the strength of the physician's recommendation to enroll, parent ratings of control, and parent ratings of perceived pressure. Patients and Methods Participants were children with cancer (n = 85) who were offered a phase I trial along with their parents and physicians. Informed consent conferences (ICCs) were audiotaped and coded for physician communication of hope and persuasion. Parents completed an interview (n = 60), and physicians completed a case-specific questionnaire. Results The most frequent hopeful statements related to expectations of positive outcomes and provision of options. Physicians failed to mention no treatment and/or palliative care as options in 68% of ICCs and that the disease was incurable in 85% of ICCs. When physicians mentioned no treatment and/or palliative care as options, both physicians and parents rated the physician's strength of recommendation to enroll in the trial lower. Conclusion Hopes and goals other than cure or longer life were infrequently mentioned, and a minority of physicians communicated that the disease was incurable and that no treatment and/or palliative care were options. These findings are of concern, given the low likelihood of medical benefit from phase I trials. Physicians have an important role to play in helping families develop alternative goals when no curative options remain. PMID:25199753

  13. The Rise of the Life Narrative

    ERIC Educational Resources Information Center

    Goodson, Ivor

    2006-01-01

    In this article, the author discusses how narratives, which are part of the common currency of the day, have dramatically changed over the years. Grand narratives, which grew exponentially in the mid-nineteenth century, have now been replaced by two different narratives: life narratives and small-scale narratives. He also discusses how small…

  14. Testimony in Narrative Educational Research: A Qualitative Interview, Narrative Analysis and Epistemological Evaluation

    ERIC Educational Resources Information Center

    Christopher, Justin

    2017-01-01

    The purpose of this study is to assess issues that arise in the context of epistemological claims in narrative educational research by means of narrative analysis and epistemological evaluation. The research questions which guided the study were: 1) To what extent is epistemology considered by narrative educational researchers?; 2) What issues do…

  15. Developing Business Management Students' Persuasive Writing through Blog-Based Peer-Feedback

    ERIC Educational Resources Information Center

    Sayed, Osama H.

    2010-01-01

    The present study attempted to investigate the effect of using blog-based peer feedback on the persuasive writing of EFL business management students at the community college in Bisha, King Khalid University, Saudi Arabia. The study used a pre-test/post-test experimental and control group design. An experimental group and a control group were…

  16. Narrative research in psychotherapy: a critical review.

    PubMed

    Avdi, Evrinomy; Georgaca, Eugenie

    2007-09-01

    This paper is a review of studies which utilise the notion of narrative to analyse psychotherapy. Its purpose is to systematically present this diverse field of research, to highlight common themes and divergences between different strands and to further the development and integration of narrative research in psychotherapy. The paper reviews studies which employ an applied textual analysis of narratives produced in the context of psychotherapy. Criteria for inclusion of studies are, firstly, the analysis of therapeutic and therapy-related texts and, secondly, the adoption of a narrative psychological perspective. The studies were examined on the basis of the notion of narrative they employ and the aspects of client narratives they focus on, and were grouped accordingly in the review. The majority of the studies reviewed assume a constructivist approach to narrative, adopt a representational view of language, focus primarily on client micro-narratives and relate to cognitive-constructivist and process-experiential psychotherapeutic approaches. A smaller group of studies assume a social constructionist approach to narrative and a functional view of language, focus on micro-narratives, highlight the interactional and wider social aspects of narrative and relate to postmodern trends in psychotherapy. The range of conceptualisations of narrative in the studies reviewed, from a representational psychological view to a constructionist social view, reflects tensions within narrative psychology itself. Moreover, two trends can be discerned in the field reviewed, narrative analysis of therapy, which draws from narrative theory and utilises the analytic approaches of narrative research to study psychotherapy, and analyses of narrative in therapy, which study client narratives using non-narrative qualitative methods. Finally, the paper highlights the need for integration of this diverse field of research and urges for the development of narrative studies of psychotherapy

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

    PubMed

    Kumkale, G Tarcan; Albarracín, Dolores; Seignourel, Paul J

    2010-06-01

    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. Findings revealed that the Source Credibility × Ability/Motivation interaction emerged only when participants lacked prior attitudes and were unable to form a new attitude based on the message content. In such settings, the effects of source credibility decayed rapidly. The implications of these findings for applied communication campaigns are discussed.

  18. Understanding the Person through Narrative

    PubMed Central

    Hall, Joanne M.; Powell, Jill

    2011-01-01

    Mental health nurses need to know their clients at depth, and to comprehend their social contexts in order to provide holistic care. Knowing persons through their stories, narratives they tell, provides contextual detail and person-revealing characteristics that make them individuals. Narratives are an everyday means of communicating experience, and there is a place for storytelling in nearly all cultures. Thus narrative is a culturally congruent way to ascertain and understand experiences. This means the nurse should ask questions such as “How did that come about?” versus why questions. A narrative approach stands in contrast to a yes/no algorithmic process in conversing with clients. Eliciting stories illustrates the social context of events, and implicitly provides answers to questions of feeling and meaning. Here we include background on narrative, insights from narrative research, and clinical wisdom in explaining how narratively understanding the person can improve mental health nursing services. Implications for theory, practice, and research are discussed. PMID:21994820

  19. More on Inoculating Against Reactance to Persuasive Health Messages: The Paradox of Threat.

    PubMed

    Richards, Adam S; Banas, John A; Magid, Yoav

    2017-07-01

    This research examined the efficacy of inoculation as a strategy to mitigate psychological reactance based on the level of threat communicated in the forewarning and subsequent persuasive health appeal. Two 2 (inoculation) × 2 (freedom-threatening language) experiments were conducted. The first (N = 181) used elaborated inoculation designed to enhance the threat of impending reactance to a message advocating for responsible alcohol consumption. The second (N = 159) used limited inoculation designed to minimize the threat of impending reactance to a message advocating for responsible soft drink consumption. Results showed that elaborated inoculation increased reactance, whereas limited inoculation decreased reactance but only when the subsequent appeal used less freedom-threatening language. These findings suggest that inoculation has the potential to facilitate or buffer reactance depending on the level of threat communicated in inoculation forewarnings and in subsequent persuasive health appeals.

  20. The persuasive appeal of alternative medicine.

    PubMed

    Kaptchuk, T J; Eisenberg, D M

    1998-12-15

    Alternative medicine has a major presence and persuasive attraction in the industrialized western world. The extent to which these practices have clinical efficacy according to biomedical criteria is a matter of ongoing research and debate. It may be that independent of any such efficacy, the attraction of alternative medicine is related to the power of its underlying shared beliefs and cultural assumptions. The fundamental premises are an advocacy of nature, vitalism, "science," and spirituality. These themes offer patients a participatory experience of empowerment, authenticity, and enlarged self-identity when illness threatens their sense of intactness and connection to the world. A discussion of these themes may enable conventionally trained clinicians to better understand their patients' attraction to and acceptance of alternative medical therapies.

  1. Evaluating the message or the messenger? Implications for self-validation in persuasion.

    PubMed

    Clark, Jason K; Wegener, Duane T; Sawicki, Vanessa; Petty, Richard E; Briñol, Pablo

    2013-12-01

    Characteristics of persuasive message sources have been extensively studied. However, little attention has been paid to situations when people are motivated to form an evaluation of the communicator rather than the communicated issue. We postulated that these different foci can affect how a source validates message-related cognitions. Participants focused on the source (Studies 1 and 2) or the issue (Study 2) while reading weak or strong message arguments. Later, the communicator was described as low or high in credibility. When focused on the source, highly motivated participants were more confident and their attitudes were more reflective of thoughts when argument quality matched (e.g., weak arguments-low credibility) rather than mismatched (e.g., weak arguments-high credibility) source credibility. Conversely, when participants were focused on the issue, self-validation was greater when credibility was high rather than low-regardless of argument quality. Implications of these findings for the study and practice of persuasion are discussed.

  2. Modulating the neural bases of persuasion: why/how, gain/loss, and users/non-users.

    PubMed

    Vezich, I Stephanie; Katzman, Perri L; Ames, Daniel L; Falk, Emily B; Lieberman, Matthew D

    2017-02-01

    Designing persuasive content is challenging, in part because people can be poor predictors of their actions. Medial prefrontal cortex (MPFC) activation during message exposure reliably predicts downstream behavior, but past work has been largely atheoretical. We replicated past results on this relationship and tested two additional framing effects known to alter message receptivity. First, we examined gain- vs. loss-framed reasons for a health behavior (sunscreen use). Consistent with predictions from prospect theory, we observed greater MPFC activity to gain- vs. loss-framed messages, and this activity was associated with behavior. This relationship was stronger for those who were not previously sunscreen users. Second, building on theories of action planning, we compared neural activity during messages regarding how vs. why to enact the behavior. We observed rostral inferior parietal lobule and posterior inferior frontal gyrus activity during action planning ("how" messages), and this activity was associated with behavior; this is in contrast to the relationship between MPFC activity during the "why" (i.e., gain and loss) messages and behavior. These results reinforce that persuasion occurs in part via self-value integration-seeing value and incorporating persuasive messages into one's self-concept-and extend this work to demonstrate how message framing and action planning may influence this process. © The Author (2016). Published by Oxford University Press. For Permissions, please email: journals.permissions@oup.com.

  3. The effects of different types of text and individual differences on view complexity about genetically modified organisms

    NASA Astrophysics Data System (ADS)

    Dinsmore, Daniel L.; Zoellner, Brian P.; Parkinson, Meghan M.; Rossi, Anthony M.; Monk, Mary J.; Vinnachi, Jenelle

    2017-05-01

    View change about socio-scientific issues has been well studied in the literature, but the change in the complexity of those views has not. In the current study, the change in the complexity of views about a specific scientific topic (i.e. genetically modified organisms; GMOs) and use of evidence in explaining those views was examined in relation to individual factors and type of text (informational, persuasive, or narrative). Undergraduate students completed measures of their prior views about GMOs their epistemic beliefs about the nature of science, and activities related to food consumption. Participants then read either an informational, persuasive, or narrative passage about GMOs and again answered a question related to their views about GMOs. Participants who read the persuasive passage decreased in the complexity of their views, while those who read the narrative and expository passage increased in the complexity of their views. Additionally, while cultural activities related to the complexity of individuals' views during the pretest, these significant differences were not evident at posttest after the text intervention. These findings can be used to help scientists and teachers better understand how to communicate information critical to understanding complex science and environmental issues to the public and their students.

  4. More STELLA Narratives.

    ERIC Educational Resources Information Center

    Doecke, Brenton

    2001-01-01

    Presents six brief (about one page) narratives by primary and secondary teachers arising from STELLA (Standards for Teachers of English Language and Literacy in Australia) workshops and interpretive discussions. Notes that each narrative describes a moment of "good" English/literacy teaching. (SG)

  5. Field experiment evidence of substantive, attributional, and behavioral persuasion by members of Congress in online town halls.

    PubMed

    Minozzi, William; Neblo, Michael A; Esterling, Kevin M; Lazer, David M J

    2015-03-31

    Do leaders persuade? Social scientists have long studied the relationship between elite behavior and mass opinion. However, there is surprisingly little evidence regarding direct persuasion by leaders. Here we show that political leaders can persuade their constituents directly on three dimensions: substantive attitudes regarding policy issues, attributions regarding the leaders' qualities, and subsequent voting behavior. We ran two randomized controlled field experiments testing the causal effects of directly interacting with a sitting politician. Our experiments consist of 20 online town hall meetings with members of Congress conducted in 2006 and 2008. Study 1 examined 19 small meetings with members of the House of Representatives (average 20 participants per town hall). Study 2 examined a large (175 participants) town hall with a senator. In both experiments we find that participating has significant and substantively important causal effects on all three dimensions of persuasion but no such effects on issues that were not discussed extensively in the sessions. Further, persuasion was not driven solely by changes in copartisans' attitudes; the effects were consistent across groups.

  6. Field experiment evidence of substantive, attributional, and behavioral persuasion by members of Congress in online town halls

    PubMed Central

    Minozzi, William; Neblo, Michael A.; Esterling, Kevin M.; Lazer, David M. J.

    2015-01-01

    Do leaders persuade? Social scientists have long studied the relationship between elite behavior and mass opinion. However, there is surprisingly little evidence regarding direct persuasion by leaders. Here we show that political leaders can persuade their constituents directly on three dimensions: substantive attitudes regarding policy issues, attributions regarding the leaders’ qualities, and subsequent voting behavior. We ran two randomized controlled field experiments testing the causal effects of directly interacting with a sitting politician. Our experiments consist of 20 online town hall meetings with members of Congress conducted in 2006 and 2008. Study 1 examined 19 small meetings with members of the House of Representatives (average 20 participants per town hall). Study 2 examined a large (175 participants) town hall with a senator. In both experiments we find that participating has significant and substantively important causal effects on all three dimensions of persuasion but no such effects on issues that were not discussed extensively in the sessions. Further, persuasion was not driven solely by changes in copartisans’ attitudes; the effects were consistent across groups. PMID:25775516

  7. Testing the effects of narrative and play on physical activity among breast cancer survivors using mobile apps: study protocol for a randomized controlled trial.

    PubMed

    Lyons, Elizabeth J; Baranowski, Tom; Basen-Engquist, Karen M; Lewis, Zakkoyya H; Swartz, Maria C; Jennings, Kristofer; Volpi, Elena

    2016-03-09

    Physical activity reduces risk for numerous negative health outcomes, but postmenopausal breast cancer survivors do not reach recommended levels. Many interventions encourage self-monitoring of steps, which can increase physical activity in the short term. However, these interventions appear insufficient to increase motivation for sustained change. There is a need for innovative strategies to increase physical activity motivation in this population. Narratives are uniquely persuasive, and video games show promise for increasing motivation. This study will determine the effectiveness of an intervention that combines narrative and gaming to encourage sustained physical activity. SMARTGOAL (Self-Monitoring Activity: a Randomized Trial of Game-Oriented AppLications) is a randomized controlled intervention trial. The intervention period is six months, followed by a six month maintenance period. Participants (overweight, sedentary postmenopausal breast cancer survivors aged 45-75) will be randomized to a self-monitoring group or an enhanced narrative game group. The self-monitoring group will be encouraged to use a mobile application for self-monitoring and feedback and will receive 15 counseling phone calls emphasizing self-regulation. The narrative game group will be encouraged to use a mobile application that includes self-monitoring and feedback as well as a narrative-based active video game. The 15 calls for this group will emphasize concepts related to the game storyline. Counseling calls in both groups will occur weekly in months 1 - 3 and monthly in months 4 - 6. No counseling calls will occur after month 6, but both groups will be encouraged to continue using their apps. The primary outcome of the study is minutes of moderate to vigorous physical activity at six months. Other objectively measured outcomes include fitness and physical function. Self-reported outcomes include quality of life, depression, and motivation. This protocol will result in implementation

  8. Narratives and Accounts: "Post-Crisis" Narration in Annual Company Reports

    ERIC Educational Resources Information Center

    Winchester, Jules; Williams, Simon

    2014-01-01

    This paper aims to provide Business English and EAP practitioners with a rationale for including the analysis of narrative elements in business addresses in their language teaching in order to encourage critical thinking in learners. By studying these elements, and the rhetorical function of the narrative in particular, students can become more…

  9. Narrative Family Therapy.

    ERIC Educational Resources Information Center

    Walsh, William M.; Keenan, Robert

    1997-01-01

    States that narrative family therapy is informed by social constructionism and postmodern worldviews, and is a relatively significant departure from mainstream psychotherapy. Discusses the use of narrative family therapy. Uses the story of Adam and Eve in the Garden of Eden as an example. (MKA)

  10. Becoming a teller of tales: Associations between children’s fictional narratives and parent-child reminiscence narratives

    PubMed Central

    Wenner, Jennifer A.; Burch, Melissa M.; Lynch, Julie S.; Bauer, Patricia J.

    2008-01-01

    Previous research has revealed a connection between the contributions parents make while reminiscing and their children’s narratives for personally experienced events. The present research expands the literature by focusing on the connection between parental reminiscing and children’s production of fictional narratives. Four- to 9-year-olds and their parents reminisced about past shared events and then, with an experimenter, the children produced narratives based on wordless picture books. The results revealed that the overall quality of the fictional narratives was correlated with parents’ provision statements that emphasized orientation and evaluation in the reminiscence narrative. For younger children, correlations held for reminiscence narratives about recent events. For older children, correlations held for reminiscence narratives about events from the distant past. The results are consistent with the suggestion that children learn general storytelling skills from adult models. PMID:18062986

  11. Use of the Persuasive Health Message framework in the development of a community-based mammography promotion campaign

    PubMed Central

    Johnson-Turbes, Ashani

    2015-01-01

    Purpose We describe how the Persuasive Health Message (PHM) framework was used to guide the formative evaluation informing development of messages and materials used in a community-based multi-media campaign intended to motivate low-income African American women to obtain low- or no-cost mammograms through the CDC’s National Breast and Cervical Cancer Early Detection Program. Methods Seventy-eight African American women were recruited for eight focus groups that discussed breast cancer screening. The moderator guide was developed in accordance with the PHM framework and solicited information on perceived threat and efficacy, cues, salient beliefs and referents, and barriers to self-efficacy. Results We created persuasive messages to emphasize that African American women are susceptible to the threat of breast cancer, but that their personal action in obtaining regular mammograms may lead to early detection, subsequent treatment, and reduced cancer mortality. The messages addressed concerns of self-efficacy by emphasizing that uninsured women can also obtain high-quality low- or no-cost mammograms. In an attempt to combat the sentiment that breast cancer is a death sentence, the messages indicated that breast cancer can be successfully treated, especially when detected early. Conclusions The PHM framework consists of three steps: (1) determine information about threat and efficacy; (2) develop an audience profile; and (3) construct a persuasive message. It offered our team easy-to-follow, flexible steps to create a persuasive and effective campaign promoting awareness and use of mammogram screening among low-income African American women. PMID:25724414

  12. Systematic individualized narrative language intervention on the personal narratives of children with autism.

    PubMed

    Petersen, Douglas B; Brown, Catherine L; Ukrainetz, Teresa A; Wise, Christine; Spencer, Trina D; Zebre, Jennifer

    2014-01-01

    The purpose of this study was to investigate the effect of an individualized, systematic language intervention on the personal narratives of children with autism. A single-subject, multiple-baseline design across participants and behaviors was used to examine the effect of the intervention on language features of personal narratives. Three 6- to 8-year-old boys with autism participated in 12 individual intervention sessions that targeted 2-3 story grammar elements (e.g., problem, plan) and 3-4 linguistic complexity elements (e.g., causal subordination, adverbs) selected from each participant's baseline performance. Intervention involved repeated retellings of customized model narratives and the generation of personal narratives with a systematic reduction of visual and verbal scaffolding. Independent personal narratives generated at the end of each baseline, intervention, and maintenance session were analyzed for presence and sophistication of targeted features. Graphical and statistical results showed immediate improvement in targeted language features as a function of intervention. There was mixed evidence of maintenance 2 and 7 weeks after intervention. Children with autism can benefit from an individualized, systematic intervention targeting specific narrative language features. Greater intensity of intervention may be needed to gain enduring effects for some language features.

  13. Classic and Modern Propaganda in Documentary Film: Teaching the Psychology of Persuasion

    ERIC Educational Resources Information Center

    Simpson, Kevin E.

    2008-01-01

    Primary source material found in documentary film has the potential to richly inform college teaching. This article describes using 2 historically significant documentary-style films to teach concepts in the psychology of persuasion. Exemplary clips taken from "Triumph of the Will" (Riefenstahl, 1935) and "Fahrenheit 9/11" (Moore, 2004)…

  14. Discourse Markers in Chinese Conversational Narrative

    ERIC Educational Resources Information Center

    Xiao, Yang

    2010-01-01

    This study examines the indexicality of discourse markers (DMs) in Chinese conversational narrative. Drawing upon theoretical and methodological principles related to narrative dimensions (Ochs & Capps, 2001), narrative desires (Ochs, 1997, 2004), and narrative positioning (Bamberg, 1997), this work proposes an integrated analytical framework for…

  15. Culture as Curriculum: Education and the International Expositions (1876-1904). History of Schools and Schooling. Volume 2

    ERIC Educational Resources Information Center

    Provenzo, Eugene F., Jr.

    2012-01-01

    The great International Expositions of the late nineteenth and early twentieth centuries brought together the world's political, intellectual, and industrial leaders for the exchange of information and ideas. They also promoted specific cultural values and belief systems. In this book, Eugene F. Provenzo, Jr. looks specifically at the educational…

  16. Teaching about Narrative.

    ERIC Educational Resources Information Center

    Davies, Gill

    1978-01-01

    Raises issues involved in the study and teaching of narrative, with reference to both literature and film. Considers the function of realism in narrative fiction and the teaching of theory and practice of those writers and filmmakers who have challenged the realist text by alternative strategies. (JMF)

  17. Cognitive Processing and the Functional Matching Effect in Persuasion: The Mediating Role of Subjective Perceptions of Message Quality

    PubMed

    Lavine; Snyder

    1996-11-01

    In two experiments, we examined the hypothesis that subjective perceptions of message quality mediate the functional matching effect in persuasion. In Experiment 1, participants whose attitudes and behaviors serve primarily a value-expressive function (i.e., low self-monitors) or a social-adjustive function (i.e., high self-monitors) were exposed to persuasive messages that contained value-expressive, social-adjustive, or both types of arguments in favor of voting. Functionally-relevant messages (i.e., the social-adjustive message for high self-monitors and the value-expressive message for low self-monitors) produced enhanced perceptions of message quality and persuasiveness, more positive attitudes, and more message-related behavior than functionally nonrelevant messages. Functionally mixed messages were generally more effective than messages containing only functionally nonrelevant arguments, but less effective than messages containing only functionally relevant arguments. Path analyses indicated that the influence of functional relevance on attitudes and behavior was significantly mediated by subjective perceptions of the quality of the message. In Experiment 2, we exposed participants to a functionally relevant or nonrelevant voting appeal five days before a presidential election. Results replicated those of Experiment 1; functionally relevant messages produced more favorable attitudes, and this effect was mediated by enhanced perceptions of message quality. Finally, postmessage attitudes exerted a significant influence on whether participants voted in the election, and this effect was mediated by voting intentions. Discussion focuses on the subjective nature of message evaluation and on the cognitive processes underlying the functional matching effect in persuasion.

  18. Narrative ARTifice and women's agency.

    PubMed

    Kalbian, Aline H

    2005-04-01

    The choice to pursue fertility treatments is a complex one. In this paper I explore the issues of choice, agency, and gender as they relate to assisted reproductive technologies (ARTs). I argue that narrative approaches to bioethics such as those by Arthur Frank and Hilde Lindemann Nelson clarify judgments about autonomy and fertility medicine. More specifically, I propose two broad narrative categories that help capture the experience of encounters with fertility medicine: narratives of hope and narratives of resistance. This narrative typology captures the inevitable conflict that women feel when they become subjects of fertility medicine. On the one hand, they must remain hopeful; on the other, they must not surrender themselves completely. Nelson's account of counterstories as narratives of resistance helps us see how women can reconcile the experience of a strong desire to have children with the desire to remain authentic and whole.

  19. Effects of Persuasive Messages on Blood Donation Attitudes, Intentions, and Behavior.

    ERIC Educational Resources Information Center

    Ferrari, Joseph R.; Leippe, Michael R.

    Only about 9% of the eligible American population actually donates blood, and the rate of donors who fail to give a second time is very high. Since many people who view blood-giving as a humanitarian act also see it as an unpleasant experience, persuasive appeals that promote a sense of moral obligation may be ineffectual in prompting donations. A…

  20. Toward a theory of persuasive hope: effects of cognitive appraisals, hope appeals, and hope in the context of climate change.

    PubMed

    Chadwick, Amy E

    2015-01-01

    Hope has the potential to be a powerful motivator for influencing behavior. However, hope and messages that evoke hope (hope appeals) have rarely been the focus of theoretical development or empirical research. As a step toward the effective development and use of hope appeals in persuasive communication, this study conceptualized and operationalized hope appeals in the context of climate change prevention. Then, the study manipulated components of the hope evocation part of a hope appeal. Specifically, the components were designed to address appraisals of the importance, goal congruence, future expectation, and possibility of climate protection, resulting in a 2 (strong/weak importance) × 2 (strong/weak goal congruence) × 2 (strong/weak future expectation) × 2 (strong/weak possibility) between-subjects pretest-posttest factorial design. Two hundred forty-five undergraduate students were randomly assigned to one of the 16 message conditions and completed the study online. The study tested whether the four appraisals predict feelings of hope. It determined whether message components that address importance, goal congruence, future expectation, and possibility affect appraisals, feelings of hope, and persuasion outcomes. Finally, this study tested the effects of feelings of hope on persuasion outcomes. This study takes an important step toward enabling the effective use of hope appeals in persuasive communication.

  1. Motivating Parent Support for Physical Activity: The Role of Framed Persuasive Messages

    ERIC Educational Resources Information Center

    Bassett-Gunter, Rebecca; Stone, Rachael; Jarvis, Jocelyn; Latimer-Cheung, Amy

    2017-01-01

    Parent support for physical activity (PA) is a behavior unto itself that requires motivation. Persuasive messages may be one method for motivating parent support for their children's PA. Message framing is one strategy for optimizing the impact of messages. The current study examined the relative effectiveness of gain- versus loss-framed messages…

  2. TV as storyteller: how exposure to television narratives impacts at-risk preschoolers' story knowledge and narrative skills.

    PubMed

    Linebarger, Deborah L; Piotrowski, Jessica Taylor

    2009-03-01

    Educational media serve as informal educators within the home by supplementing young children's development. Substantial evidence documents the contributions of educational television to preschoolers' acquisition of a variety of skills; however, television's natural capacity as storyteller and the role it plays in preschoolers' early literacy development has been largely overlooked. This study examined the effects of viewing different TV program types on 311 at-risk preschoolers' story knowledge and narrative skills. Children were assigned to one of 4 viewing conditions (i.e. watching up to 40 episodes of a particular program type): no viewing; expository; embedded narrative; or traditional narrative. Story knowledge scores were higher for those viewing either narrative type. In contrast, viewing specific narrative types differentially affected the component skills of narrative competence. Story retelling and identification of explicit story events were higher after repeat viewing of embedded narratives while generating implicit story content was higher after repeat viewing of traditional narratives.

  3. Children's Cognitive and Affective Responses About a Narrative Versus a Non-Narrative Cartoon Designed for an Active Videogame.

    PubMed

    Fernandes Davies, Vanessa; Mafra, Rafaella; Beltran, Alicia; Baranowski, Thomas; Lu, Amy Shirong

    2016-04-01

    This article presents the results of interviews conducted with children regarding their cognitive and affective responses toward a narrative and a non-narrative cartoon. The findings will be used to further explore the role of a narrative in motivating continued active videogame play. Twenty children (8-11 years old of mixed gender) watched two cartoons (narrative and non-narrative) and were subsequently interviewed. A thematic matrix was used to analyze the interviews. The narrative cartoon (n = 11) was only slightly preferred compared with the non-narrative one (n = 9), with little difference among the participants. The theme categories identified during the analyses were plot, characters, and suggestions. The fight scenes were mentioned by the children as a likeable aspect of the narrative cartoon. In the non-narrative cartoon, the vast majority (n = 17) liked the information about physical activity that was provided. The children enjoyed the appearance and personalities of the characters in both cartoons. A discrepancy in the data about the fight scenes (narrative cartoon) and characters (both cartoons) was found among the female participants (i.e., some girls did not like the fight and thought the characters were too aggressive). However, most of the children wanted to see more action in the story, an increase in the number of fight scenes (narrative cartoon), or more information about exercise and examples of exercises they could do (non-narrative cartoon). They also suggested adding a game to the non-narrative cartoon, including more characters, and improving the animation in both cartoons. The children preferred the narrative cartoon because of the story and the fight. Some gender differences were found, which further studies should investigate.

  4. Combining Historical Research and Narrative Inquiry to Create Chronicles and Narratives

    ERIC Educational Resources Information Center

    Wilson, Richard A.

    2007-01-01

    Stories about the Idaho State Library, chronicles and narratives, are reported in my doctoral dissertation (Wilson, 2005). The chronicles, reconstructed from documents and records, provided a presentation of the people, events, and activities to frame the stories. The narratives, excerpted from interviews, provided the rich description and unique…

  5. Narrative Policy Analysis and the Use of the Meta-Narrative in Participatory Policy Development within Higher Education

    ERIC Educational Resources Information Center

    Hampton, Greg

    2011-01-01

    Narrative policy analysis is examined for its contribution to participatory policy development within higher education. Within narrative policy analysis the meta-narrative is developed by the policy analyst in order to find a way to bridge opposing narratives. This development can be combined with participants deliberating in a policy process,…

  6. Do Live versus Audio-Recorded Narrative Stimuli Influence Young Children's Narrative Comprehension and Retell Quality?

    ERIC Educational Resources Information Center

    Kim, Young-Suk Grace

    2016-01-01

    Purpose: The primary aim of the present study was to examine whether different ways of presenting narrative stimuli (i.e., live narrative stimuli versus audio-recorded narrative stimuli) influence children's performances on narrative comprehension and oral-retell quality. Method: Children in kindergarten (n = 54), second grade (n = 74), and fourth…

  7. Criminal Narrative Experience: Relating Emotions to Offence Narrative Roles During Crime Commission.

    PubMed

    Ioannou, Maria; Canter, David; Youngs, Donna

    2017-10-01

    A neglected area of research within criminality has been that of the experience of the offence for the offender. The present study investigates the emotions and narrative roles that are experienced by an offender while committing a broad range of crimes and proposes a model of criminal narrative experience (CNE). Hypotheses were derived from the circumplex of emotions, Frye, narrative theory, and its link with investigative psychology. The analysis was based on 120 cases. Convicted for a variety of crimes, incarcerated criminals were interviewed and the data were subjected to smallest space analysis (SSA). Four themes of CNE were identified: Elated Hero, Calm Professional, Distressed Revenger, and Depressed Victim in line with the recent theoretical framework posited for narrative offence roles. The theoretical implications for understanding crime on the basis of the CNE as well as practical implications are discussed.

  8. Teaching Children with High-Functioning Autism Spectrum Disorders to Write Persuasive Essays

    ERIC Educational Resources Information Center

    Asaro-Saddler, Kristie; Bak, Nicole

    2012-01-01

    In this single-subject design study, we examined the effects of an intervention targeting planning and self-regulation strategy use on the persuasive writing of children with high-functioning autism spectrum disorders (ASD). Three 8- to 9-year-old children with ASD in third and fourth grades learned a mnemonic-based strategy for planning and…

  9. A Farewell to Informative and Persuasive Speeches: A Rationale and a Proposal.

    ERIC Educational Resources Information Center

    Zeman, James V.

    The current use of "informative and persuasive" speeches as public address types cannot be justified on functional grounds. The types of speeches chosen through which to gain adherence of minds are secondary to what it is that an individual wishes to gain adherence to. Specifically, the chosen thesis will determine the type of speeches…

  10. Children's Cognitive and Affective Responses About a Narrative Versus a Non-Narrative Cartoon Designed for an Active Videogame

    PubMed Central

    Mafra, Rafaella; Beltran, Alicia; Baranowski, Thomas; Lu, Amy Shirong

    2016-01-01

    Abstract Objective: This article presents the results of interviews conducted with children regarding their cognitive and affective responses toward a narrative and a non-narrative cartoon. The findings will be used to further explore the role of a narrative in motivating continued active videogame play. Materials and Methods: Twenty children (8–11 years old of mixed gender) watched two cartoons (narrative and non-narrative) and were subsequently interviewed. A thematic matrix was used to analyze the interviews. Results: The narrative cartoon (n = 11) was only slightly preferred compared with the non-narrative one (n = 9), with little difference among the participants. The theme categories identified during the analyses were plot, characters, and suggestions. The fight scenes were mentioned by the children as a likeable aspect of the narrative cartoon. In the non-narrative cartoon, the vast majority (n = 17) liked the information about physical activity that was provided. The children enjoyed the appearance and personalities of the characters in both cartoons. A discrepancy in the data about the fight scenes (narrative cartoon) and characters (both cartoons) was found among the female participants (i.e., some girls did not like the fight and thought the characters were too aggressive). However, most of the children wanted to see more action in the story, an increase in the number of fight scenes (narrative cartoon), or more information about exercise and examples of exercises they could do (non-narrative cartoon). They also suggested adding a game to the non-narrative cartoon, including more characters, and improving the animation in both cartoons. Conclusions: The children preferred the narrative cartoon because of the story and the fight. Some gender differences were found, which further studies should investigate. PMID:26881473

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

    PubMed Central

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

    2011-01-01

    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. Findings revealed that the Source Credibility × Ability/Motivation interaction emerged only when participants lacked prior attitudes and were unable to form a new attitude based on the message content. In such settings, the effects of source credibility decayed rapidly. The implications of these findings for applied communication campaigns are discussed. PMID:21625405

  12. Regulating Emotion and Identity by Narrating Harm

    PubMed Central

    Pasupathi, Monisha; Billitteri, Jacob; Mansfield, Cade D.; Wainryb, Cecilia; Hanley, Grace E.; Taheri, Kiana

    2015-01-01

    This study examined how narration of harm experiences can regulate self and emotions in ways relevant to well-being. Participants (n = 88, 65% female) were asked to provide 6 narratives about instances when they were victims of harm and 6 narratives about instances when they were perpetrators of harm. Narratives were coded for extent of exploration, growth, damage conclusions and resolution. Participants drew damage conclusions more frequently in victim narratives and growth conclusions more frequently in perpetrator narratives. Both the type of experience (victim or perpetrator) and the way the experience was narrated (references to damage conclusions and resolution) predicted emotion and identity implications, which were, in turn, related to well-being. Implications for narrative approaches to self-regulation are discussed. PMID:26392641

  13. Visual Narrative Structure

    ERIC Educational Resources Information Center

    Cohn, Neil

    2013-01-01

    Narratives are an integral part of human expression. In the graphic form, they range from cave paintings to Egyptian hieroglyphics, from the Bayeux Tapestry to modern day comic books (Kunzle, 1973; McCloud, 1993). Yet not much research has addressed the structure and comprehension of narrative images, for example, how do people create meaning out…

  14. Designing Epistemologically Correct Science Narratives

    ERIC Educational Resources Information Center

    Sachin, Datt; Poovaiah, Ravi

    2012-01-01

    In recent years use of narratives for teaching science at secondary school level has gained impetus. This paper deals with the problem of designing narratives for teaching scientific concept. The central issue of the problem of designing narratives for carrying scientific information is that science belongs to the domain of objective observation…

  15. Levels of narrative analysis in health psychology.

    PubMed

    Murray, M

    2000-05-01

    The past 10-15 years have seen a rapid increase in the study of narrative across all the social sciences. It is sometimes assumed that narrative has the same meaning irrespective of the context in which it is expressed. This article considers different levels of narrative analysis within health psychology. Specifically, it considers the character of health and illness narratives as a function of the personal, interpersonal, positional and societal levels of analysis. At the personal level of analysis narratives are portrayed as expressions of the lived experience of the narrator. At the interpersonal level of analysis the narrative is one that is co-created in dialogue. At the positional level of analysis the analysis considers the differences in social position between the narrator and the listener. The societal level of analysis is concerned with the socially shared stories that are characteristic of certain communities or societies. The challenge is to articulate the connections between these different levels of narrative analysis and to develop strategies to promote emancipatory narratives.

  16. Evaluating Mediated Perception of Narrative Health Messages: The Perception of Narrative Performance Scale

    PubMed Central

    Lee, Jeong Kyu; Hecht, Michael L.; Miller-Day, Michelle; Elek, Elvira

    2011-01-01

    Narrative media health messages have proven effective in preventing adolescents’ substance use but as yet few measures exist to assess perceptions of them. Without such a measure it is difficult to evaluate the role these messages play in health promotion or to differentiate them from other message forms. In response to this need, a study was conducted to evaluate the Perception of Narrative Performance Scale that assesses perceptions of narrative health messages. A sample of 1185 fifth graders in public schools at Phoenix, Arizona completed a questionnaire rating of two videos presenting narrative substance use prevention messages. Confirmatory factor analyses were computed to identify the factor structure of the scale. Consistent with prior studies, results suggest a 3 factor structure for the Perception of Narrative Performance Scale: interest, realism, and identification (with characters). In addition, a path analysis was performed to test the predictive power of the scale. The analysis shows that the scale proves useful in predicting intent to use substances. Finally, practical implications and limitations are discussed. PMID:21822459

  17. Persuasive system design does matter: a systematic review of adherence to web-based interventions.

    PubMed

    Kelders, Saskia M; Kok, Robin N; Ossebaard, Hans C; Van Gemert-Pijnen, Julia E W C

    2012-11-14

    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. 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. 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. 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<.001), updates (p<.001), frequency of interaction with a counselor (p<.001), the system (p=.003) and peers (p=.017), duration (F=6.068, p=.004), adherence

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

    PubMed Central

    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 < .001), updates (p < .001), frequency of interaction with a counselor (p < .001), the system (p = .003) and peers (p

  19. Narrative and "anti-narrative" in science: How scientists tell stories, and don't.

    PubMed

    Padian, Kevin

    2018-06-04

    Narratives are common to all branches of science, not only to the humanities. Scientists tell stories about how the things we study work, develop, and evolve, and about how we come to be interested in them. Here I add a third domain (Secularity) to Gould's two "non-overlapping magisteria" of Science and Religion, and I review previous work on the parallels in elements between story-telling in literature and science. The stories of each domain have different criteria for judging them valid or useful. In science, especially historical sciences such as biology and geology, particular scientific methods and approaches both structure and test our narratives. Relying on the narrative assumptions of how certain processes, such as natural selection, are supposed to work is treacherous unless they are tested by appropriate historical patterns, such as phylogeny, and rooted in the process of natural mechanisms. The structure of scientific explanation seen in peer-reviewed papers and grant proposals obscures true narrative within a formulaic sequence of "question, methods, materials" and so on that is quite different from the classic narrative of folk-tales and novels, producing an "anti-narrative" that must be "un-learned" before it can be communicated to non-scientists. By adopting some of the techniques of classic story-telling, scientists can become more effective in making our ideas clear, educating the public, and even attracting funding.

  20. Sociometric status and social drinking: observations of modelling and persuasion in young adult peer groups.

    PubMed

    Bot, Sander M; Engels, Rutger C M E; Knibbe, Ronald A; Meeus, Wim H J

    2007-12-01

    Because young adult drinking occurs primarily in peer groups, this should be taken into account when studying influences on drinking behaviour. This paper aimed to assess influences on drinking by observing existing peer groups in a naturalistic setting. We first analysed the basic levels at which two types of influence take place. The first, modelling (imitating others' drinking), was found to significantly influence individual drinking, whereas for the second one, persuasion (drinking resulting from others offering drinks), no predictions were found. Subsequently, we examined whether peer group members' sociometric status in the group affected the amount of influence and persuasion exerted and received. No indications were found that sociometric status had an impact on influence in alcohol consumption within a drinking situation. Features and weaknesses of the study are discussed.

  1. Narrative writing: Effective ways and best practices

    PubMed Central

    Ledade, Samir D.; Jain, Shishir N.; Darji, Ankit A.; Gupta, Vinodkumar H.

    2017-01-01

    A narrative is a brief summary of specific events experienced by patients, during the course of a clinical trial. Narrative writing involves multiple activities such as generation of patient profiles, review of data sources, and identification of events for which narratives are required. A sponsor outsources narrative writing activities to leverage the expertise of service providers which in turn requires effective management of resources, cost, time, quality, and overall project management. Narratives are included as an appendix to the clinical study report and are submitted to the regulatory authorities as a part of dossier. Narratives aid in the evaluation of the safety profile of the investigational drug under study. To deliver high-quality narratives within the specified timeframe to the sponsor can be achieved by standardizing processes, increasing efficiency, optimizing working capacity, implementing automation, and reducing cost. This paper focuses on effective ways to design narrative writing process and suggested best practices, which enable timely delivery of high-quality narratives to fulfill the regulatory requirement. PMID:28447014

  2. Narrative writing: Effective ways and best practices.

    PubMed

    Ledade, Samir D; Jain, Shishir N; Darji, Ankit A; Gupta, Vinodkumar H

    2017-01-01

    A narrative is a brief summary of specific events experienced by patients, during the course of a clinical trial. Narrative writing involves multiple activities such as generation of patient profiles, review of data sources, and identification of events for which narratives are required. A sponsor outsources narrative writing activities to leverage the expertise of service providers which in turn requires effective management of resources, cost, time, quality, and overall project management. Narratives are included as an appendix to the clinical study report and are submitted to the regulatory authorities as a part of dossier. Narratives aid in the evaluation of the safety profile of the investigational drug under study. To deliver high-quality narratives within the specified timeframe to the sponsor can be achieved by standardizing processes, increasing efficiency, optimizing working capacity, implementing automation, and reducing cost. This paper focuses on effective ways to design narrative writing process and suggested best practices, which enable timely delivery of high-quality narratives to fulfill the regulatory requirement.

  3. Identification With Characters, Elaboration, and Counterarguing in Entertainment-Education Interventions Through Audiovisual Fiction.

    PubMed

    Igartua, Juan-José; Vega Casanova, Jair

    2016-01-01

    The aim of this article is to further knowledge of the explanatory processes of narrative persuasion in the field of health communication, using data obtained in a research study of entertainment-education based on audiovisual fiction. Participating in the study were 208 young persons between the ages of 14 and 20, randomly distributed to three different groups. Each of the groups was exposed to a different episode of the Colombian television series Revelados, desde todas las posiciones. The results showed that greater identification with the main character of the episode transmitting a prevention message was associated with greater cognitive elaboration, which in turn led to more favorable attitudes toward the topics addressed. However, counterarguing was not observed to play a significant mediating role. The findings of this study allow us to conclude that getting people to think and reflect can help persuade them, which suggests that narrative persuasion models and dual models of rhetorical persuasion can be compatible in certain contexts, such as when messages are designed in such a way that characters make explicit arguments that endorse a prosocial message through dialogues.

  4. Using Narratives in Healthcare Communication

    ERIC Educational Resources Information Center

    Langer, Nieli; Ribarich, Marie

    2009-01-01

    Narratives convey feelings and communicate ideas that the listener needs to hear. As such, they make powerful tools in all endeavors of human interaction. The use of narratives has been especially successful in educational settings. The time has come for the patient narrative to take back its rightful place after having been displaced in the name…

  5. Narrative methods in quality improvement research

    PubMed Central

    Greenhalgh, T; Russell, J; Swinglehurst, D

    2005-01-01

    

 This paper reviews and critiques the different approaches to the use of narrative in quality improvement research. The defining characteristics of narrative are chronology (unfolding over time); emplotment (the literary juxtaposing of actions and events in an implicitly causal sequence); trouble (that is, harm or the risk of harm); and embeddedness (the personal story nests within a particular social, historical and organisational context). Stories are about purposeful action unfolding in the face of trouble and, as such, have much to offer quality improvement researchers. But the quality improvement report (a story about efforts to implement change), which is common, must be distinguished carefully from narrative based quality improvement research (focused systematic enquiry that uses narrative methods to generate new knowledge), which is currently none. We distinguish four approaches to the use of narrative in quality improvement research—narrative interview; naturalistic story gathering; organisational case study; and collective sense-making—and offer a rationale, describe how data can be collected and analysed, and discuss the strengths and limitations of each using examples from the quality improvement literature. Narrative research raises epistemological questions about the nature of narrative truth (characterised by sense-making and emotional impact rather than scientific objectivity), which has implications for how rigour should be defined (and how it might be achieved) in this type of research. We offer some provisional guidance for distinguishing high quality narrative research in a quality improvement setting from other forms of narrative account such as report, anecdote, and journalism. PMID:16326792

  6. The relationship between oral and written narratives: A three-year longitudinal study of narrative cohesion, coherence, and structure.

    PubMed

    Pinto, Giuliana; Tarchi, Christian; Bigozzi, Lucia

    2015-12-01

    The relationship between oral language and the writing process at early acquisition stages and the ways the former can enhance or limit the latter has not been researched extensively. The predictive relationship between kindergarten oral narrative competence and the first- and second-grade written narrative competence was explored in a 3-year longitudinal study. Among the first and second graders, the relationship between orthographic competence and narrative competence in written productions was also analysed. One hundred and nine Italian children participated in this study. Kindergarteners produced an oral narrative, whereas the first and second graders produced a written narrative. The oral and written narratives were analysed in terms of cohesion, coherence, and structure. The first-grade orthographic competence was assessed via a dictation task. Multiple linear regression and mediational analyses were performed. Kindergarten oral narrative competence affected the first- and second-grade written narrative competence via a mediational effect of orthographic competence. The results suggest the importance of practicing oral narrative competence in kindergarten and first grade and the value of composition quality independent of orthographic text accuracy. © 2015 The British Psychological Society.

  7. Sensory Narratives: Capturing Embodiment in Narratives of Movement, Sport, Leisure and Health

    ERIC Educational Resources Information Center

    Hunter, Lisa; Emerald, Elke

    2016-01-01

    Narrative research has been employed by many researchers in the field of physical culture (including movement, play, dance, sport, leisure, physical pursuits, physical activity, physical education and health). From our storied worlds, narrative research reveals complex embodied and emplaced social phenomena within this field. However, there are…

  8. The relationship between persuasive technology principles, adherence and effect of web-Based interventions for mental health: A meta-analysis.

    PubMed

    Wildeboer, Gina; Kelders, Saskia M; van Gemert-Pijnen, Julia E W C

    2016-12-01

    Research has shown that web-based interventions concerning mental health can be effective, although there is a broad range in effect sizes. Why some interventions are more effective than others is not clear. Persuasive technology is one of the aspects which has a positive influence on changing attitude and/or behavior, and can contribute to better outcomes. According to the Persuasive Systems Design Model there are various principles that can be deployed. It is unknown whether the number and combinations of principles used in a web-based intervention affect the effectiveness. Another issue in web-based interventions is adherence. Little is known about the relationship of adherence on the effectiveness of web-based interventions. This study examines whether there is a relationship between the number and combinations of persuasive technology principles used in web-based interventions and the effectiveness. Also the influence of adherence on effectiveness of web-based interventions is investigated. This study elaborates on the systematic review by [37] and therefore the articles were derived from that study. Only web-based interventions were included that were intended to be used on more than one occasion and studies were excluded when no information on adherence was provided. 48 interventions targeted at mental health were selected for the current study. A within-group (WG) and between-group (BG) meta-analysis were performed and subsequently subgroup analyses regarding the relationship between the number and combinations of persuasive technology principles and effectiveness. The influence of adherence on the effectiveness was examined through a meta-regression analysis. For the WG meta-analysis 40 treatment groups were included. The BG meta-analysis included 19 studies. The mean pooled effect size in the WG meta-analysis was large and significant (Hedges' g=0.94), while for the BG meta-analysis this was moderate to large and significant (Hedges' g=0.78) in favor of

  9. The Role of the Narrator in Narrative Inquiry in Education: Construction and Co-Construction in Two Case Studies

    ERIC Educational Resources Information Center

    Bignold, Wendy; Su, Feng

    2013-01-01

    This paper explores narratives as an effective means of capturing multiple identities of research participants in complex social environments in education research. In doing so, it explores the role of the narrator in two case studies in two modes of narrative inquiry. Both studies present narratives of young people, focusing on multiple…

  10. Multivalent Narratives: Extending the Narrative Paradigm with Insights from Ancient Indian Rhetoric.

    ERIC Educational Resources Information Center

    Stroud, Scott R.

    Research that has focused on ancient Indian rhetoric, a sub-category of Eastern rhetoric, has largely eschewed focus on the narrative paradigm as a theoretical guide. These narratives often enshrine didactic elements, contradictions, and mythic traits that often confound and inspire Western audiences. These archaic religious/philosophical texts…

  11. Narrating personality change.

    PubMed

    Lodi-Smith, Jennifer; Geise, Aaron C; Roberts, Brent W; Robins, Richard W

    2009-03-01

    The present research investigated the longitudinal relations between personality traits and narratives. Specifically, the authors examined how individual differences in 170 college students' narratives of personality change (a) were predicted by personality traits at the beginning of college, (b) related to actual changes and perceived changes in personality traits during college, and (c) related to changes in emotional health during college. Individual differences in narratives of personality trait change told in the 4th year of college fell into 2 dimensions: affective processing, characterized by positive emotions, and exploratory processing, characterized by meaning making and causal processing. Conscientious, open, and extraverted freshmen told exploratory stories of change as seniors. Emotionally healthy freshmen told stories of change that were high in positive affect. Both positive affective and exploratory stories corresponded to change in emotional stability and conscientiousness during college above and beyond the effects of perceived changes in these traits. In addition, both positive affective and exploratory narratives corresponded to increases in emotional health during college independent of the effects of changes in personality traits. These findings improve our understanding of how individuals conceptualize their changing identity over time.

  12. Narrating Personality Change

    PubMed Central

    Lodi-Smith, Jennifer; Geise, Aaron C.; Roberts, Brent W.; Robins, Richard W.

    2009-01-01

    The present research investigated the longitudinal relations between personality traits and narratives. Specifically, the authors examined how individual differences in 170 college students' narratives of personality change (a) were predicted by personality traits at the beginning of college, (b) related to actual changes and perceived changes in personality traits during college, and (c) related to changes in emotional health during college. Individual differences in narratives of personality trait change told in the 4th year of college fell into 2 dimensions: affective processing, characterized by positive emotions, and exploratory processing, characterized by meaning making and causal processing. Conscientious, open, and extraverted freshmen told exploratory stories of change as seniors. Emotionally healthy freshmen told stories of change that were high in positive affect. Both positive affective and exploratory stories corresponded to change in emotional stability and conscientiousness during college above and beyond the effects of perceived changes in these traits. In addition, both positive affective and exploratory narratives corresponded to increases in emotional health during college independent of the effects of changes in personality traits. These findings improve our understanding of how individuals conceptualize their changing identity over time. PMID:19254112

  13. Science and Technology for Communication and Persuasion Abroad: Gap Analysis and Survey

    DTIC Science & Technology

    2012-03-01

    technology are heavily influenced by studying technology use in the West—which, some argue, biases the field toward individualist rather than collectivist ...serious games, particularly for non-Western cultures , and to develop new technologies to that end. Such investment should include immersive virtual...environments, which favor different strategies of influence than text-based environments.27 Rilla Khaled, " Culturally -Relevant Persuasive Technology

  14. Three Functions of the School Newspaper: The Truth Shop, The Persuasion Podium, The Pleasure Dome.

    ERIC Educational Resources Information Center

    Campbell, Laurence R.

    This Quill and Scroll Study, which is illustrated with numerous tables, concerns the following subjects: The School Newspaper as a Truth Shop; The School Newspaper as a Pleasure Dome; and The School Newspaper as a Persuasion Podium. (DB)

  15. What about narrative dentistry?

    PubMed

    Vergnes, Jean-Noel; Apelian, Nareg; Bedos, Christophe

    2015-06-01

    Narrative medicine strives toward a humanized form of medicine in which empathy and the ability to listen are developed with the same emphasis as scientific rigor. We hypothesize that the adoption of narrative medicine in dentistry would be an excellent method to cultivate the philosophy behind the emerging clinical concept of patient-centered dentistry. Reading literary works, reflective writing, and creative writing would sensitize practitioners to the daily lives of people, human uniqueness, and alterity. Narrative dentistry could lead to more empathic and self-aware practices, and improve dental professionals' observational abilities by making them more perceptive and more attentive to image, metaphor, and meaning. The introduction of narrative dentistry would enrich the clinical clerkship of dentists by bringing the often-missing humanities to the dental professional, academic, and scientific environment. Copyright © 2015 American Dental Association. Published by Elsevier Inc. All rights reserved.

  16. The Influence of Statistical versus Exemplar Appeals on Indian Adults' Health Intentions: An Investigation of Direct Effects and Intervening Persuasion Processes.

    PubMed

    McKinley, Christopher J; Limbu, Yam; Jayachandran, C N

    2017-04-01

    In two separate investigations, we examined the persuasive effectiveness of statistical versus exemplar appeals on Indian adults' smoking cessation and mammography screening intentions. To more comprehensively address persuasion processes, we explored whether message response and perceived message effectiveness functioned as antecedents to persuasive effects. Results showed that statistical appeals led to higher levels of health intentions than exemplar appeals. In addition, findings from both studies indicated that statistical appeals stimulated more attention and were perceived as more effective than anecdotal accounts. Among male smokers, statistical appeals also generated greater cognitive processing than exemplar appeals. Subsequent mediation analyses revealed that message response and perceived message effectiveness fully carried the influence of appeal format on health intentions. Given these findings, future public health initiatives conducted among similar populations should design messages that include substantive factual information while ensuring that this content is perceived as credible and valuable.

  17. Captured Knowledge: Presentations and Notes of the KMWorld Conference and Exposition (4th, Santa Clara, California, September 13-15, 2000).

    ERIC Educational Resources Information Center

    Jones, Rebecca, Ed.; Nixon, Carol, Comp.; Burmood, Jennifer, Comp.

    This publication contains presentations, notes, and illustrative materials used in the annual KMWorld Conference and Exposition, "Knowledge Nets: Defining and Driving the E-Enterprise." Presentations include: "Knowledge Management Applied to the Manufacturing Enterprise" (Matthew Artibee); "Ryder Knowledge Center: Building…

  18. Local Heroes, Narrative Worlds and the Imagination: The Making of a Moral Curriculum through Experiential Narratives

    ERIC Educational Resources Information Center

    Conle, Carola; Boone, Michelle

    2008-01-01

    Concern about the impact of narrative worlds and their heroes offered by the media prompted research on encounters with moral models in experiential, narrative curricula. Researchers tracked the extension of a mandated Language Arts curriculum on "heroes" through the experiential narratives of four local heroes chosen collaboratively by teacher,…

  19. [The persuasive effects according to types of exercise promotion advertisements for obesity prevention in elementary school students].

    PubMed

    An, Gyeong Ju; Choe, Myoung-Ae; Kim, Byoung Hee

    2005-08-01

    This study was to identify the persuasive effects of exercise promotion advertisements for obesity prevention according to the source types(ordinary people, experts, celebrity endorsers) and advertising message types(slices of life, testimonials). Gender, height, body weight, BMI, attitude toward obesity(Aob) and exercise(Aex), and intention to exercise(Iex) were collected from 626 elementary school students in a pretest. After 2 months, six advertisements type attached to a questionnaire were provided for 20 minutes and then Aob, Aex, Iex, source credibility and attitude toward advertisements(Aad) were collected in posttest. 1) In posttest the Iex of 6 the groups increased significantly compared with that of the pretest, 2) Source credibility of the Ordinary+Testimonial group was lower than the Celebrity+Testimonial, Celebrity+Slice of life, Ordinary+Slice of life, and Expert+Testimonial groups. Aad of the Celebrity+Testimonial group was higher than the Ordinary+ Testimonial group. 3) The Main effect and interaction effect of source types and advertising message types were significant in source credibility and Aad. Persuasive effects of exercise promotion advertisements in elementary school students was found to be the most effective in Celebrity+Testimonial. This study suggests that selection of health education advertisements according to demographic characteristics is important to promote persuasive effects.

  20. On Narrative Method, Biography and Narrative Unities in the Study of Teaching.

    ERIC Educational Resources Information Center

    Connelly, F. Michael; Clandinin, D. Jean

    This paper outlines a narrative method for the study of teaching which has as its principle feature the reconstruction of classroom meaning in terms of narrative unities in the lives of classroom participants. This purpose is achieved by comparatively outlining similarities and differences with closely associated lines of work. This study of…

  1. Mastering Academic Language: Organization and Stance in the Persuasive Writing of High School Students

    ERIC Educational Resources Information Center

    Uccelli, Paola; Dobbs, Christina L.; Scott, Jessica

    2013-01-01

    Beyond mechanics and spelling conventions, academic writing requires progressive mastery of advanced language forms and functions. Pedagogically useful tools to assess such language features in adolescents' writing, however, are not yet available. This study examines language predictors of writing quality in 51 persuasive essays produced by high…

  2. Vicarious and Persuasive Influences on Efficacy Expectations and Intentions To Perform Breast Self-Examination.

    ERIC Educational Resources Information Center

    Anderson, Ronald B.

    2000-01-01

    Tests the impact of symbolic modeling and persuasive efficacy information on self-efficacy beliefs and intentions to perform breast self-examinations among 147 undergraduate students. Assesses the effects of these modes of efficacy induction on fear arousal and response-outcome expectations. Finds symbolic modeling engendered greater efficacy…

  3. Determining the Persuasiveness of Message Sidedness: A Prudent Note about Utilizing Research Summaries.

    ERIC Educational Resources Information Center

    Allen, Mike

    1993-01-01

    Responds to an analysis by D. O'Keefe (in the same issue of this journal) of a research study by the author. States that most of what O'Keefe suggests contains merit but that acceptance of the suggestions still generates a conclusion that two-sided refutational messages constitute the most persuasive form of message. (SR)

  4. Narrative in Essays: A Challenge of Textbook Truisms.

    ERIC Educational Resources Information Center

    Hesse, Douglas

    Most textbooks, ignoring current narrative theory, fail to explain a large number of published essays containing narrative. To challenge textbook definitions of narratives, three points should be made: (1) a clear distinction should be recognized between narratives making points and narratives proving points, (2) the textbook equating of…

  5. [EXPERIMENTAL MODEL AND CURRENCY OF EXPERIMENT OF DISTANT RESULTS OF LEAD EXPOSITION].

    PubMed

    Pataraia, G; Bagashvili, T; Andronikashvili, G; Gurashvili, T; Gogeshvili, K; Avalishvili, M

    2017-02-01

    In order to explore the distant results of exposition of little doses of lead, for the objective of the experiment model we have selected 32 mongral rats, of different age, but aged of both sex. Experimental animals were divided in two groups. During first two month from the beginning of the experiment, together with permissible food, animals were given the water, in which was open Pb(NO3)2 - to first group 1.5 mg on kg/weight and to II group 15 mg on kg/weight during the day and night. Before the beginning of the experiment, in the time of process and after it, observation was conducted, description and collection of photo-video materials about the behavior of animals, physiological parameters, possible change of weight, clear-sighted changes in appearance. During the autopsy of the animal, died during the experiment, it turned out that the reason of the death was acute heart failure caused by septicopyemia, the bilateral abscess pneumonia and right sided purulent pleurisy. The reason of the death of second animal was DIC (disseminated intravascular coagulation) Syndrome and the polyorganic pathology caused by it. We made the Nembutal injection to third animal because there was detected the 50×40×20 sized subcutaneous formation on the right surface of the chest, that turned out to be the breast adenoma with cystic fibrosis. After the completion of the experiment of distant results of lead exposition, surviving rats before autopsy will be dropped to sleep with high dose of drugs in compliance with the "Guidelines of animal care and ethical behavior", taken material will be processed for histopathological (in case of necessity histochemical and imunomorphological) and electronic microscopic researches.

  6. The comparative effectiveness of persuasion, commitment and leader block strategies in motivating sorting.

    PubMed

    Mickaël, Dupré

    2014-04-01

    Household waste management has become essential in industrialized countries. For the recycling programs to be a success, all citizens must comply with the developed residential procedures. Governmental bodies are thus dependent on as many people as possible adhering to the sorting systems they develop. Since the 1970s oil crisis, governments have called upon social psychologists to help develop effective communication strategies. These studies have been based on persuasion and behavioral commitment (Kiesler, 1971). Less common are studies based on developing participative communication (Horsley, 1977), a form of communication that relies on individuals to pass on information. After going through the main communication perspectives as they relate to the sorting of household waste, a comparative field study will be presented on the effectiveness of persuasive, committing and participative communication. Participative communication relied on users to pass along information to their neighbors. The results show that the participants who spread information in this way, along with those who made a commitment, changed their behavior to a greater degree than the other participants. Copyright © 2014 Elsevier Ltd. All rights reserved.

  7. Narrating the self-injured body

    PubMed Central

    Chandler, Amy

    2014-01-01

    Illness narratives have traditionally been used as a conceptual tool for exploring experiences of chronic illness or disease. In this paper, I suggest that Frank's typology of illness narratives (chaos, restitution and quest) also offers an illuminating approach to analysing accounts of self-injury, demonstrating the diverse ways in which self-injury is practiced, experienced and narrated. Drawing on 24 narrative interviews with 12 people who had self-injured, I focus on participants’ accounts of their self-injured bodies. The approach is phenomenological, and concerned with talk about the experience of living with and in a body that has been marked by self-injury. Thus, the act of self-injury is not the sole focus, and particular attention is paid to accounts of the bodily aftermath: scars, marks and wounds. Scars left by self-injury can be seen as communicative, and the analysis developed here demonstrates some of the various ways that these marks may be read. Attending to these diverse narratives can contribute to the provision of compassionate, non-judgemental care for patients who have self-injured. Further, highlighting the existence of different ways of narrating the self-injured body may offer an optimistic resource for people who have self-injured. PMID:24812335

  8. Developing a Tablet-Based Self-Persuasion Intervention Promoting Adolescent HPV Vaccination: Protocol for a Three-Stage Mixed-Methods Study.

    PubMed

    Tiro, Jasmin A; Lee, Simon Craddock; Marks, Emily G; Persaud, Donna; Skinner, Celette Sugg; Street, Richard L; Wiebe, Deborah J; Farrell, David; Bishop, Wendy Pechero; Fuller, Sobha; Baldwin, Austin S

    2016-01-29

    Human papillomavirus (HPV)-related cancers are a significant burden on the US health care system that can be prevented through adolescent HPV vaccination. Despite guidelines recommending vaccination, coverage among US adolescents is suboptimal particularly among underserved patients (uninsured, low income, racial, and ethnic minorities) seen in safety-net health care settings. Many parents are ambivalent about the vaccine and delay making a decision or talking with a provider about it. Self-persuasion-generating one's own arguments for a health behavior-may be particularly effective for parents who are undecided or not motivated to make a vaccine decision. Through a 3-stage mixed-methods protocol, we will identify an optimal and feasible self-persuasion intervention strategy to promote adolescent HPV vaccination in safety-net clinics. In Stage 1, we will define content for a tablet-based self-persuasion app by characterizing (1) parents' self-generated arguments through cognitive interviews conducted with parents (n=50) of patients and (2) parent-provider HPV vaccine discussions through audio recordings of clinic visits (n=50). In Stage 2, we will compare the effects of the four self-persuasion intervention conditions that vary by cognitive processing level (parents verbalize vs listen to arguments) and choice of argument topics (parents choose vs are assigned topics) on parental vaccine intentions in a 2 × 2 factorial design randomized controlled trial (n=160). This proof-of-concept trial design will identify which intervention condition is optimal by quantitatively examining basic self-persuasion mechanisms (cognitive processing and choice) and qualitatively exploring parent experiences with intervention tasks. In Stage 3, we will conduct a pilot trial (n=90) in the safety-net clinics to assess feasibility of the optimal intervention condition identified in Stage 2. We will also assess its impact on parent-provider discussions. This paper describes the study

  9. The relative persuasiveness of gain- and loss-framed messages for promoting vaccination: a meta-analytic review.

    PubMed

    O'Keefe, Daniel J; Nan, Xiaoli

    2012-01-01

    Vaccination against disease is a powerful public health tool, and persuading people to be vaccinated is a correspondingly important challenge. A number of studies have compared the effectiveness of gain-framed and loss-framed appeals in this domain, often expecting gain-framed appeals to be more persuasive. A meta-analytic review (k = 32, N = 11,814), however, finds no significant difference in the persuasiveness of gain- and loss-framed appeals for encouraging vaccination. This conclusion is unaffected by differences in the phrasing of the outcomes invoked or by differences in the specific vaccination advocated. But the results contain a hint that parents might be more persuaded to vaccinate their children by loss-framed than by gain-framed appeals. Implications and directions for future research are discussed.

  10. The First Afro-American Theater

    ERIC Educational Resources Information Center

    Molette, Carlton W., II

    1970-01-01

    Article focuses on the pre-Civil War black theater, and sees narrative story telling, story telling in dialogue form, persuasive speeches, sermons, song, dance, and instrumental music as part of the black theatrical heritage. (KG)

  11. Narrative Counseling for Professional School Counselors

    ERIC Educational Resources Information Center

    Nafziger, Jacinta; DeKruyf, Lorraine

    2013-01-01

    This article introduces narrative counseling concepts and techniques for professional school counselors. The authors provide a case study of narrative school counseling with an elementary student struggling with selective mutism. Examples also demonstrate how a narrative approach could be used at elementary, middle, and high school levels within…

  12. On display during a technical exposition at Dryden are NASA's B-52 launch aircraft, Boeing's X-37, B

    NASA Technical Reports Server (NTRS)

    2000-01-01

    Aerospace industry representatives view actual and mock-up versions of 'X-Planes' intended to enhance access to space during a technical exposition on June 22, 2000 at Dryden Flight Research Center, Edwards, California. From left to right: NASA's B-52 launch aircraft, in service with NASA since 1959; a neutral-buoyancy model of the Boeing's X-37; the Boeing X-40A behind the MicroCraft X-43 mock-up; Orbital Science's X-34 and the modified Lockheed L-1011 airliner that was to launch the X-34. These X-vehicles are part of NASA's Access to Space plan intended to bring new technologies to bear in an effort to dramatically lower the cost of putting payloads in space, and near-space environments. The June 22, 2000 NASA Reusable Launch Vehicle (RLV) Technology Exposition included presentations on the history, present, and future of NASA's RLV program. Special Sessions for industry representatives highlighted the X-37 project and its related technologies. The X-37 project is managed by NASA's Marshall Space Flight Center, Huntsville, Alabama.

  13. Narrative Processes across Childhood

    ERIC Educational Resources Information Center

    Mulvaney, Matthew Keefe

    2011-01-01

    According to the narrative perspective on personality development, personality is constructed largely by interpreting and representing experience in story format (scripts) over the course of the lifespan. The focus of this paper is to describe briefly the narrative perspective on personality development during childhood and adolescence, to discuss…

  14. Narratives about illness and medication: a neglected theme/new methodology within pharmacy practice research. Part II: medication narratives in practice.

    PubMed

    Ryan, Kath; Bissell, Paul; Morecroft, Charles

    2007-08-01

    Part 2 of this paper aims to provide a methodological framework for the study of medication narratives, including a semi-structured interview guide and suggested method of analysis, in an attempt to aid the development of narrative scholarship within pharmacy practice research. Examples of medication narratives are provided to illustrate their diversity and usefulness. The framework is derived from the work of other researchers and adapted for our specific purpose. It comes from social psychology, narrative psychology, narrative anthropology, sociology and critical theory and fits within the social constructionist paradigm. The suggested methods of analysis could broadly be described as narrative analysis and discourse analysis. Examples of medication narratives are chosen from a variety of sources and brief interpretations are presented by way of illustration. Narrative analysis, a neglected area of research in pharmacy practice, has the potential to provide new understanding about how people relate to their medicines, how pharmacists are engaged in producing narratives and the importance of narrative in the education of students. IMPACT OF THE ARTICLE: This article aims to have the following impact on pharmacy practice research: Innovative approach to researching and conceptualising the use of medicines. Introduction of a new theoretical perspective and methodology. Incorporation of social science research methods into pharmacy practice research. Development of narrative scholarship within pharmacy.

  15. Small Schools Reform Narratives

    ERIC Educational Resources Information Center

    Lehman, Beth M.; Berghoff, Beth

    2013-01-01

    This study explored complicated personal narratives of school reform generated by participants in response to a particular small schools reform initiative. Narrative data was dialogically generated in interviews with nine past participants of an urban high school conversion project planned and implemented over a span of five years toward the goal…

  16. Conceptualizing Mathematics Using Narratives and Art

    ERIC Educational Resources Information Center

    Kurz , Terri L.; Bartholomew, Barbara

    2013-01-01

    Narratives are a wonderful way to allow students to personalize mathematics. In the context of this article, the authors define narratives as short stories, written by students, that contain a mathematical work problem centered on students' lives and interests. These narratives can be supported with art, such as drawings or photographs. When…

  17. Effects of Persuasion and Discussion Goals on Writing, Cognitive Load, and Learning in Science

    ERIC Educational Resources Information Center

    Klein, Perry D.; Ehrhardt, Jacqueline S.

    2015-01-01

    Argumentation can contribute significantly to content area learning. Recent research has raised questions about the effects of discussion (deliberation) goals versus persuasion (disputation) goals on reasoning and learning. This is the first study to compare the effects of these writing goals on individual writing to learn. Grade 7 and 8 students…

  18. Oxytocin Enhances Social Persuasion during Hypnosis

    PubMed Central

    Bryant, Richard A.; Hung, Lynette

    2013-01-01

    It has long been argued that hypnosis cannot promote behaviors that people will not otherwise engage in. Oxytocin can enhance trust in others, and may promote the extent to which a hypnotized person complies with the suggestion of a hypnotist. This double-blind placebo study administered oxytocin or placebo to high hypnotizable participants (N = 28), who were then administered hypnotic suggestions for socially unorthodox behaviors, including swearing during the experiment, singing out loud, and dancing in response to a posthypnotic cue. Participants who received oxytocin were significantly more likely to swear and dance than those who received the placebo. This finding may be interpreted in terms of oxytocin increasing social compliance in response as a function of (a) increased trust in the hypnotist, (b) reduced social anxiety, or (c) enhanced sensitivity to cues to respond to experimental expectations. These results point to the potential role of oxytocin in social persuasion. PMID:23577153

  19. Chinese mental illness narratives: controlling the spirit.

    PubMed

    Ramsay, Guy

    2009-01-01

    Through analysis of local level narrative themes and linguistic features and their attendant narrative 'domains' and emotive content, this study explicates the discursive forms of Chinese personal narratives about mental illness published in a psychoeducational volume in mainland China. The cultural phenomena underpinning the explicated discursive forms are considered. The study finds that the Chinese mental illness narratives emphasize the problematic nature of the illness experience for the individual concerned, as well as the importance of gaining control over the personal and social disembodiment that mental illness brings about. The language of medicine presents as a dominant linguistic feature of the texts. Narrative authors appear to respond to their illness experience by negotiating and utilizing social relationships and support structures and through active medical intercession. As such, their narratives appear deeply culturally marked despite their psychoeducational intent and institutional context of publication. The study findings bear out the call for more attention to be given to the cultural dimension when analysing illness narratives.

  20. Structure of Children's Narratives.

    ERIC Educational Resources Information Center

    Menig-Peterson, Carole L.; McCabe, Allyssa

    This analysis of the structure of children's narratives deals with material gathered from 96 children, aged 3 1/2 to 9 1/2 years, in conversations about events in which they were personally involved. Elements of the narratives and the structural relationship of these elements are examined. Three elements are discerned: (1) chronological…