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.

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.

Child-targeted on-pack communications in Belgian supermarkets: associations with nutritional value and type of brand.

PubMed

Aerts, Goele; Smits, Tim

2017-09-14

Persuasive on-pack marketing strategies, such as colourful images and games, affect children's preferences and requests. The purpose of this study was to describe the prevalence of these child-directed (i.e. aimed at children) strategies on food packages at a Belgian retailer. Although previous research already demonstrated the frequency of most of these techniques directed at children, this paper extends to food pricing and facing strategies (i.e. the number of items from the same product aligned next to each other in the supermarket shelves) which were unstudied till now. Moreover, the association between the use of these strategies, the products' (un)healthiness and their type of brand (national vs. private) is investigated. The content analysis found that 372 food products contained one or more child-directed marketing strategies on-pack, all these communications were coded; the products could be classified in 15 food categories. On average, 3.9 (Min = 1; Max = 8) food promotion techniques were used per package. Unhealthiness of products was rated according to Food Standards Agency (FSA) Nutrient Profile UK. We found that 89.2% of all products with child-directed strategies were considered to be unhealthy. The presence of marketing strategies was associated with higher product unhealthiness, but did not differ much between types of brand. Overall, these findings suggest that (unhealthy) foods aimed at children typically feature many on-pack persuasive communications, which implies that policy makers should (continue to) monitor this. These findings highlight the need for further research to investigate the impact of on-pack communications on children's consumption. © The Author 2017. Published by Oxford University Press. All rights reserved. For Permissions, please email: journals.permissions@oup.com.

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.

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.

Cooperative Learning: The Benefits of Participatory Examinations in Principles of Marketing Classes.

ERIC Educational Resources Information Center

Graham, Reginald A.; And Others

1997-01-01

Describes procedures for participatory examinations, a method for achieving student collaboration in marketing education. Suggests that the method teaches students group process, persuasion, teamwork, and other skills needed in the contemporary workplace. (SK)

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

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…

Marketing the "Sex Check": Evaluating Recruitment Strategies for a Telephone-Based HIV Prevention Project for Gay and Bisexual Men

ERIC Educational Resources Information Center

McKee, Michael B.; Picciano, Joseph F.; Roffman, Roger A.; Swanson, Fred; Kalichman, Seth C.

2006-01-01

Designing effective marketing and recruitment strategies for HIV prevention research requires attention to cultural relevance, logistical barriers, and perceived psychosocial barriers to accessing services. McGuire's communication/persuasion matrix (1985) guided our evaluation, with particular attention to success of each marketing "channel"…

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.

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

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…

Social marketing -- playing an important role in public health.

PubMed

1997-01-01

Over the past few years, social marketing has grown dramatically in importance throughout the world for its comprehensive approach of creating both demand and supply for essential health products for maternal and child health, AIDS prevention, and family planning for lower-income families in developing countries. The Society for Family Health (SFH) utilizes the techniques of social marketing to serve the health needs of Zambia. Social marketing involves the marketing of health products at affordable prices utilizing the existing wholesale and retail infrastructure. In this manner, health products can be accessed at thousands of outlets, and not just in clinics and hospitals, by encouraging clients who can afford to pay small amounts to obtain contraceptives from nearby chemists, private clinics, and other outlets at affordable prices. In this way, the activities carried out by SFH complement the programs of the Ministry of Health. A key ingredient of social marketing is the implementation of information, education, and communication (IEC) campaigns that motivate behavioral change. Hence, by the use of attractive packaging, persuasive communication, and the promise of high-quality contraceptives at an affordable price, social marketing encourages contraceptive usage. Therefore, social marketing creates demand for essential health products while ensuring their constant availability at affordable prices.

The Pep Talk: How to Analyze Political Language.

ERIC Educational Resources Information Center

Rank, Hugh

Recognizing the proliferation of persuasive language in advertising and in politics, this guide explains how to analyze political language for its persuasive techniques and why it is important to do so. The first chapter of the book provides a rationale for analyzing persuasion, and an overview of the book. The remaining chapters explore various…

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…

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…

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.

The Language-Culture Interface in German Advertisements.

ERIC Educational Resources Information Center

Gramberg, Anne-Katrin

A comparison of German and American advertising reveals differences in technique and structures. Persuasion is central in both, but the grammatical structures and illocutionary devices available in each language vary. The culture is also reflected in the type and degree to which each language uses techniques of persuasive language. The findings…

Television Food Advertising to Children: A Global Perspective

PubMed Central

Halford, Jason C.G.; Boyland, Emma J.; Chapman, Kathy; Bautista-Castaño, Inmaculada; Berg, Christina; Caroli, Margherita; Cook, Brian; Coutinho, Janine G.; Effertz, Tobias; Grammatikaki, Evangelia; Keller, Kathleen; Leung, Raymond; Manios, Yannis; Monteiro, Renata; Pedley, Claire; Prell, Hillevi; Raine, Kim; Recine, Elisabetta; Serra-Majem, Lluis; Singh, Sonia; Summerbell, Carolyn

2010-01-01

Objectives. We compared television food advertising to children in several countries. Methods. We undertook a collaboration among 13 research groups in Australia, Asia, Western Europe, and North and South America. Each group recorded programming for 2 weekdays and 2 weekend days between 6:00 and 22:00, for the 3 channels most watched by children, between October 2007 and March 2008. We classified food advertisements as core (nutrient dense, low in energy), noncore (high in undesirable nutrients or energy, as defined by dietary standards), or miscellaneous. We also categorized thematic content (promotional characters and premiums). Results. Food advertisements composed 11% to 29% of advertisements. Noncore foods were featured in 53% to 87% of food advertisements, and the rate of noncore food advertising was higher during children's peak viewing times. Most food advertisements containing persuasive marketing were for noncore products. Conclusions. Across all sampled countries, children were exposed to high volumes of television advertising for unhealthy foods, featuring child-oriented persuasive techniques. Because of the proven connections between food advertising, preferences, and consumption, our findings lend support to calls for regulation of food advertising during children's peak viewing times. PMID:20634464

Advertising and generic market entry.

PubMed

Königbauer, Ingrid

2007-03-01

The effect of purely persuasive advertising on generic market entry and social welfare is analysed. An incumbent has the possibility to invest in advertising which affects the prescribing physician's perceived relative qualities of the brand-name and the generic version of the drug. Advertising creates product differentiation and can induce generic market entry which is deterred without differentiation due to strong Bertrand competition. However, over-investment in advertising can deter generic market entry under certain conditions and reduces welfare as compared to accommodated market entry.

Marketing the 'Sex Check': evaluating recruitment strategies for a telephone-based HIV prevention project for gay and bisexual men.

PubMed

McKee, Michael B; Picciano, Joseph F; Roffman, Roger A; Swanson, Fred; Kalichman, Seth C

2006-04-01

Designing effective marketing and recruitment strategies for HIV prevention research requires attention to cultural relevance, logistical barriers, and perceived psychosocial barriers to accessing services. McGuire's communication/persuasion matrix (1985) guided our evaluation, with particular attention to success of each marketing "channel" (i.e., strategy) vis-à-vis the number of all callers, eligible callers, and enrolled callers, as well as reaching so-called "hard-to-serve" individuals. Nearly all channels offered success in reaching specific subgroups. Latinos responded favorably to posters, bisexuals responded favorably to paid media in an alternative (non-gay) publication, and precontemplators responded to referrals by family and friends. Although multiple recruitment strategies were used, three were crucial to the success of the project: (a) recruiters' presence in gay venues, (b) referrals by family and friends (snowball technique), and (c) paid advertisements in alternative (non-gay) local newspapers. Resource allocation and costs are also presented for each channel.

Selling ideas, attitudes, and behaviors.

PubMed

Gentile, Douglas A

2010-04-01

Advertisers are adept at changing our attitudes and purchasing behaviors, but we rarely notice the effects. This plenary talk at the eighth annual Midwest Rural Agricultural Safety and Health Forum, November 2009, focused on the psychology of advertising and how advertising is designed to work outside of our conscious awareness. Several psychological "tricks" are used to influence us, with the goal being to get us to change our behaviors but to think that it was our idea all along. These tricks include using emotional appeals and persuasion techniques that rely on biases in human problem solving. This power can be used for social marketing, the use of these techniques to promote social well-being, rather than simply for commercial purposes. Understanding how advertising works therefore allows us to use this power to effect positive changes in society.

Using Persuasive Technology to Increase Physical Activity in People With Chronic Obstructive Pulmonary Disease by Encouraging Regular Walking: A Mixed-Methods Study Exploring Opinions and Preferences.

PubMed

Bartlett, Yvonne Kiera; Webb, Thomas L; Hawley, Mark S

2017-04-20

People with chronic obstructive pulmonary disease (PwCOPD) often experience breathlessness and fatigue, making physical activity challenging. Although many persuasive technologies (such as mobile phone apps) have been designed to support physical activity among members of the general population, current technologies aimed at PwCOPD are underdeveloped and only use a limited range of persuasive technology design principles. The aim of this study was to explore how acceptable different persuasive technology design principles were considered to be in supporting and encouraging physical activity among PwCOPD. Three prototypes for mobile apps using different persuasive technology design principles as defined by the persuasive systems design (PSD) model-namely, dialogue support, primary task support, and social support-were developed. Opinions of these prototypes were explored through 28 interviews with PwCOPD, carers, and the health care professionals (HCPs) involved in their care and questionnaires completed by 87 PwCOPD. Participants also ranked how likely individual techniques (eg, competition) would be to convince them to use a technology designed to support physical activity. Data were analyzed using framework analysis, Friedman tests, and Wilcoxon signed rank tests and a convergent mixed methods design was used to integrate findings. The prototypes for mobile apps were received positively by participants. The prototype that used a dialogue support approach was identified as the most likely to be used or recommended by those interviewed, and was perceived as more persuasive than both of the other prototypes (Z=-3.06, P=.002; Z=-5.50, P<.001) by those who completed the questionnaire. PwCOPD identified dialogue support and primary task support techniques as more likely to convince them to use a technology than social support techniques (Z=-5.00, P<.001; Z=-4.92, P<.001, respectively). Opinions of social support techniques such as competition and collaboration were divided. Dialogue support and primary task support approaches are considered to be both acceptable and likely to be persuasive by PwCOPD, carers, and HCPs. In the future, these approaches should be considered when designing apps to encourage physical activity by PwCOPD. ©Yvonne Kiera Bartlett, Thomas L Webb, Mark S Hawley. Originally published in the Journal of Medical Internet Research (http://www.jmir.org), 20.04.2017.

Using Persuasive Technology to Increase Physical Activity in People With Chronic Obstructive Pulmonary Disease by Encouraging Regular Walking: A Mixed-Methods Study Exploring Opinions and Preferences

PubMed Central

Webb, Thomas L; Hawley, Mark S

2017-01-01

Background People with chronic obstructive pulmonary disease (PwCOPD) often experience breathlessness and fatigue, making physical activity challenging. Although many persuasive technologies (such as mobile phone apps) have been designed to support physical activity among members of the general population, current technologies aimed at PwCOPD are underdeveloped and only use a limited range of persuasive technology design principles. Objective The aim of this study was to explore how acceptable different persuasive technology design principles were considered to be in supporting and encouraging physical activity among PwCOPD. Methods Three prototypes for mobile apps using different persuasive technology design principles as defined by the persuasive systems design (PSD) model—namely, dialogue support, primary task support, and social support—were developed. Opinions of these prototypes were explored through 28 interviews with PwCOPD, carers, and the health care professionals (HCPs) involved in their care and questionnaires completed by 87 PwCOPD. Participants also ranked how likely individual techniques (eg, competition) would be to convince them to use a technology designed to support physical activity. Data were analyzed using framework analysis, Friedman tests, and Wilcoxon signed rank tests and a convergent mixed methods design was used to integrate findings. Results The prototypes for mobile apps were received positively by participants. The prototype that used a dialogue support approach was identified as the most likely to be used or recommended by those interviewed, and was perceived as more persuasive than both of the other prototypes (Z=−3.06, P=.002; Z=−5.50, P<.001) by those who completed the questionnaire. PwCOPD identified dialogue support and primary task support techniques as more likely to convince them to use a technology than social support techniques (Z=−5.00, P<.001; Z=−4.92, P<.001, respectively). Opinions of social support techniques such as competition and collaboration were divided. Conclusions Dialogue support and primary task support approaches are considered to be both acceptable and likely to be persuasive by PwCOPD, carers, and HCPs. In the future, these approaches should be considered when designing apps to encourage physical activity by PwCOPD. PMID:28428155

Children as consumers: advertising and marketing.

PubMed

Calvert, Sandra L

2008-01-01

Marketing and advertising support the U.S. economy by promoting the sale of goods and services to consumers, both adults and children. Sandra Calvert addresses product marketing to children and shows that although marketers have targeted children for decades, two recent trends have increased their interest in child consumers. First, both the discretionary income of children and their power to influence parent purchases have increased over time. Second, as the enormous increase in the number of available television channels has led to smaller audiences for each channel, digital interactive technologies have simultaneously opened new routes to narrow cast to children, thereby creating a growing media space just for children and children's products. Calvert explains that paid advertising to children primarily involves television spots that feature toys and food products, most of which are high in fat and sugar and low in nutritional value. Newer marketing approaches have led to online advertising and to so-called stealth marketing techniques, such as embedding products in the program content in films, online, and in video games. All these marketing strategies, says Calvert, make children younger than eight especially vulnerable because they lack the cognitive skills to understand the persuasive intent of television and online advertisements. The new stealth techniques can also undermine the consumer defenses even of older children and adolescents. Calvert explains that government regulations implemented by the Federal Communications Commission and the Federal Trade Commission provide some protection for children from advertising and marketing practices. Regulators exert more control over content on scarce television airwaves that belong to the public than over content on the more open online spaces. Overall, Calvert concludes, children live and grow up in a highly sophisticated marketing environment that influences their preferences and behaviors.

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.

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 used category of persuasive principles was System Credibility with an average of 2.6 principles. Task Support was the second most used, with an average of 2.3 persuasive principles. Next was Dialogue Support with an average of 0.5 principles. Social Support was last with an average of 0.01 persuasive principles only. Current health apps for CA patients would benefit from adding Social Support techniques (eg, social media, user fora) and extending Dialogue Support techniques (eg, rewards, praise). The addition of automated tracking of health-related parameters (eg, physical activity, step count) could further reduce the effort for CA patients to manage their disease and thus increase Task Support. Finally, apps for health could benefit from a more evidence-based approach, both in developing the app as well as ensuring that content can be verified as scientifically proven, which will result in enhanced System Credibility.

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 DTC GT advertising.

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 educators.

A picture is worth a thousand words: Electronic cigarette content on Instagram and Pinterest

PubMed Central

Lee, Alexander S.; Hart, Joy L.; Sears, Clara G.; Walker, Kandi L.; Siu, Allison; Smith, Courteney

2017-01-01

INTRODUCTION This study examined electronic cigarette (e-cig) content in visual materials posted on the social-media platforms Instagram and Pinterest. Both platforms allow users to upload pictures to the internet and share them globally. Users can search for pictures tagged with specific keywords and phrases. METHODS Using content analysis, this study identified themes in image postings of e-cigs on social media. During five weeks of data collection, keywords were used to identify pictures related to e-cigs. These pictures were then coded into one or more categories. RESULTS The three most popular categories for Instagram posts were marketing, customization and juices/flavors. The three most popular categories for Pinterest posts were customization, marketing and memes. CONCLUSIONS Because of the persuasive power of visuals, it is important to examine communication on Instagram and Pinterest as well as the specific visual messages communicated. Stores and manufacturers use these and similar platforms to communicate with users and potential users; thus it seems that marketers are capitalizing on opportunities for persuasive appeal. The results highlight the popularity of e-cig content on these two social media platforms and reveal an emphasis on marketing and customization. PMID:28815224

A picture is worth a thousand words: Electronic cigarette content on Instagram and Pinterest.

PubMed

Lee, Alexander S; Hart, Joy L; Sears, Clara G; Walker, Kandi L; Siu, Allison; Smith, Courteney

2017-07-01

This study examined electronic cigarette (e-cig) content in visual materials posted on the social-media platforms Instagram and Pinterest. Both platforms allow users to upload pictures to the internet and share them globally. Users can search for pictures tagged with specific keywords and phrases. Using content analysis, this study identified themes in image postings of e-cigs on social media. During five weeks of data collection, keywords were used to identify pictures related to e-cigs. These pictures were then coded into one or more categories. The three most popular categories for Instagram posts were marketing, customization and juices/flavors. The three most popular categories for Pinterest posts were customization, marketing and memes. Because of the persuasive power of visuals, it is important to examine communication on Instagram and Pinterest as well as the specific visual messages communicated. Stores and manufacturers use these and similar platforms to communicate with users and potential users; thus it seems that marketers are capitalizing on opportunities for persuasive appeal. The results highlight the popularity of e-cig content on these two social media platforms and reveal an emphasis on marketing and customization.

The extent of food advertising to children on Greek television: focus on foods potentially detrimental to oral health.

PubMed

Gatou, T; Mamai-Homata, E; Polychronopoulou, A; Koletsi-Kounari, H

2014-06-01

To investigate the extent and nature of food advertising to children on Greek television, focusing on the adverts for foods with potential harmful effects on oral health, and to examine the persuasive marketing techniques used to promote food products. Advertisements broadcast on six TV-channels during children's peak viewing times on two weekdays and two weekend days in the period May-June 2010 were recorded (166.7 hours). Each advertisement was coded according to: date, day, length, type of program in which the ad appeared, type of product advertised and promotional technique used. Food advertisements were subdivided according to their sugar and/or acid content as potentially harmful or non-harmful to teeth. Food advertisements had an average frequency of 8.0 per hour during children's peak viewing times with highest frequency (11.4 per hour) on weekends during child-focused programs. Of all advertisements, 1330 (26.7%) were for foods, and 595 (44.7%) of these deemed to be potentially harmful to teeth. The most commonly advertised food product during children's programs was confectionery, 80 (27.7%). Of food advertisements, 199 (15.0%) used at least one of the promotional techniques likely to appeal to children. Advertisements for foods potentially harmful for teeth were more likely to be shown during child-focused programs (OR 2.92, 95% CI 2.04-4.16) and to promise a free gift with purchase (OR 35.43, 95% CI 10.83-115.88). Children in Greece are exposed to a large volume of advertisements for unhealthy foods and drinks, which intensively use persuasive techniques proved to affect children's food preferences and consumption. Our study provides evidence that could support advocacy and interventions for the regulation of food advertising.

Promoting health or promoting pleasure? A contingency approach to the effect of informational and emotional appeals on food liking and consumption.

PubMed

Dubé, L; Cantin, I

2000-12-01

Here, we suggest that the relative effectiveness of informational and emotional appeals in persuasive communications may depend on the dominant basis of attitude towards the focal item (affective or cognitive), and on the precise response being targeted (i.e. influencing affect-based food liking or cognitive-based consumption). Ninety-five participants (milk drinking adults) participated in an experiment in which they were presented with a persuasive communication promoting milk consumption. A mixed design combined as between-participants factors attitude bases (two: affective/cognitive) and persuasive appeals (two: informational/emotional) with, as a within-participants measure, types of effect (two: liking and consumption change intent). We also measured immediate feelings and thoughts responses to the communication. As expected, cognition-based attitudes were not sensitive to a match between persuasive appeals and types of effect. For affect-based attitudes, results confirmed the predicted superiority of a match between the affective and cognitive bases of the targeted responses and that of the persuasive appeal. Food liking was particularly sensitive to an emotional appeal while an informational appeal tended to be more influential on food consumption. The underlying mechanism of these effects and their implication for the practice of health promotion and food marketing are discussed. Copyright 2000 Academic Press.

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…

Know Nukes: A Nuclear Power Issues Curriculum Project.

ERIC Educational Resources Information Center

Butterfield, Charlie; McCandless, Marjorie

Classroom activities are presented to help teachers introduce general controversial issues and specific issues on nuclear power in their high school science, social studies, and English classes. Objectives are to help students understand the various techniques of persuasion; the relationship between bias, persuasion, and fact; how these techniques…

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…

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.

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 principles were used in each app. The most used category of persuasive principles was System Credibility with an average of 2.6 principles. Task Support was the second most used, with an average of 2.3 persuasive principles. Next was Dialogue Support with an average of 0.5 principles. Social Support was last with an average of 0.01 persuasive principles only. Conclusions Current health apps for CA patients would benefit from adding Social Support techniques (eg, social media, user fora) and extending Dialogue Support techniques (eg, rewards, praise). The addition of automated tracking of health-related parameters (eg, physical activity, step count) could further reduce the effort for CA patients to manage their disease and thus increase Task Support. Finally, apps for health could benefit from a more evidence-based approach, both in developing the app as well as ensuring that content can be verified as scientifically proven, which will result in enhanced System Credibility. PMID:27742604

What do Libyan doctors perceive as the benefits, ethical issues and influences of their interactions with pharmaceutical company representatives?

PubMed

Alssageer, Mustafa Ali; Kowalski, Stefan Robert

2013-01-01

Evidence suggests that 80-90% of doctors in most countries across the world are frequently visited by pharmaceutical company representatives (PCRs). The objective of study to examine perceptions of Libyan doctors between August and October 2010, regarding the benefits, ethical issues and influences of their interactions with (PCRs). An anonymous questionnaire was circulated to 1,000 Libyan doctors in selected public and private practice settings in Tripoli, Benghazi and Sebha. The major benefits of PCR visits reported in the 608 evaluable responses were; receiving new information about products (94.4%). The majority of doctors (75%) were not against the provision of gifts but were more comfortable if it was "cheap" (51%) and had educational value (51%). Doctors who received more printed materials, simple gifts or drug samples were less likely to disapprove of accepting gifts (p5]. Effective marketing can positively influence an individual's attitude towards a product and because there is an association between attitude, intention and behaviour [6], persuasive communication can generate a positive attitude and increase the potential for influence [7]. PCRs can accomplish behaviour change because they directly communicate with prescribers. During a visit they attempt to raise awareness of their products, provide product information and encourage a favourable attitude towards their company and product [8]. They employ verbal persuasion techniques and also provide other incentives such as gifts, free drug samples and sponsored educational events [2]. The provision of promotional gifts can be seen as a friendship building technique to reinforce the communication nexus between PCRs and doctors but it can also potentially erode professional barriers [9]. Contact between a PCR and a medical practitioner is therefore viewed by drug companies as a vital part of their marketing strategy and frequent visits, together with written promotional materials, gifts and other incentives, can help alter behaviour even if the initial attitudes towards a product were weak or unclear [10].

What do Libyan doctors perceive as the benefits, ethical issues and influences of their interactions with pharmaceutical company representatives?

PubMed Central

Alssageer, Mustafa Ali; Kowalski, Stefan Robert

2013-01-01

Introduction Evidence suggests that 80-90% of doctors in most countries across the world are frequently visited by pharmaceutical company representatives (PCRs). The objective of study to examine perceptions of Libyan doctors between August and October 2010, regarding the benefits, ethical issues and influences of their interactions with (PCRs). Methods An anonymous questionnaire was circulated to 1,000 Libyan doctors in selected public and private practice settings in Tripoli, Benghazi and Sebha. Results The major benefits of PCR visits reported in the 608 evaluable responses were; receiving new information about products (94.4%). The majority of doctors (75%) were not against the provision of gifts but were more comfortable if it was “cheap” (51%) and had educational value (51%). Doctors who received more printed materials, simple gifts or drug samples were less likely to disapprove of accepting gifts (p5]. Effective marketing can positively influence an individual's attitude towards a product and because there is an association between attitude, intention and behaviour [6], persuasive communication can generate a positive attitude and increase the potential for influence [7]. PCRs can accomplish behaviour change because they directly communicate with prescribers. During a visit they attempt to raise awareness of their products, provide product information and encourage a favourable attitude towards their company and product [8]. They employ verbal persuasion techniques and also provide other incentives such as gifts, free drug samples and sponsored educational events [2]. The provision of promotional gifts can be seen as a friendship building technique to reinforce the communication nexus between PCRs and doctors but it can also potentially erode professional barriers [9]. Contact between a PCR and a medical practitioner is therefore viewed by drug companies as a vital part of their marketing strategy and frequent visits, together with written promotional materials, gifts and other incentives, can help alter behaviour even if the initial attitudes towards a product were weak or unclear [10]. PMID:23734277

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.

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…

[Social marketing and public health].

PubMed

Arcaro, P; Mannocci, A; Saulle, R; Miccoli, S; Marzuillo, C; La Torre, G

2013-01-01

Social marketing uses the principles and techniques of commercial marketing by applying them to the complex social context in order to promote changes (cognitive; of action; behavioral; of values) among the target population in the public interest. The advent of Internet has radically modified the communication process, and this transformation also involved medical-scientific communication. Medical journals, health organizations, scientific societies and patient groups are increasing the use of the web and of many social networks (Twitter, Facebook, Google, YouTube) as channels to release scientific information to doctors and patients quickly. In recent years, even Healthcare in Italy reported a considerable application of the methods and techniques of social marketing, above all for health prevention and promotion. Recently the association for health promotion "Social marketing and health communication" has been established to promote an active dialogue between professionals of social marketing and public health communication, as well as among professionals in the field of communication of the companies involved in the "health sector". In the field of prevention and health promotion it is necessary to underline the theme of the growing distrust in vaccination practices. Despite the irrefutable evidence of the efficacy and safety of vaccines, the social-cultural transformation together with the overcoming of compulsory vaccination and the use of noninstitutional information sources, have generated confusion among citizens that tend to perceive compulsory vaccinations as needed and safe, whereas recommended vaccinations as less important. Moreover, citizens scarcely perceive the risk of disease related to the effectiveness of vaccines. Implementing communication strategies, argumentative and persuasive, borrowed from social marketing, also for the promotion of vaccines is a priority of the health system. A typical example of the application of social marketing, as mentioned in the manuscript, is the campaign to promote the proper practice of HPV vaccination through the use of effective and cost-saving communication strategies.

Development and Evaluation of the Method with an Affective Interface for Promoting Employees' Morale

NASA Astrophysics Data System (ADS)

Fujino, Hidenori; Ishii, Hirotake; Shimoda, Hiroshi; Yoshikawa, Hidekazu

For the sustainable society, organization management not based on the mass production and mass consumption but having the flexibility to meet to various social needs precisely is required. For realizing such management, the emploees' work morale is required. Recently, however, the emploees' work morale is tend to decrease. Therefore, in this study, the authors developed the model of the method for promoting and keeping employees' work morale effectively and efficiently. Especially the authors thought “work morale” of “attitude to the work”. Based on this idea, it could be considered that the theory of the persuasion psychology and various persuasion techniques. Therefore, the model of the method applying the character agent was developed based on the forced compliance which is one of persuasion techniques based on the theory of the cognitive dissonance. By the evaluation experiment using human subjects, it was confirmed that developed method could improve workers' work morle effectively.

Sociophysics — a Review of Recent Monte Carlo Simulations

NASA Astrophysics Data System (ADS)

Stauffer, D.

Computational models for social phenomena are reviewed: Bonabeau et al. for the formation of social hierarchies, Donangelo and Sneppen for the replacement of barter by money, Solomon and Weisbuch for marketing percolation, and Sznajd for political persuasion. Finally we review how to destroy the internet.

Entrepreneurship for Physicists; A practical guide to move inventions from university to market

NASA Astrophysics Data System (ADS)

Iannuzzi, Davide

2017-10-01

This book offers a concise analysis of the key ingredients that enable physicists to successfully move their idea from university to market, bringing added value to their customers. It dives into a set of theories, models, and tools that play fundamental roles in technology transfer including topics often neglected by other books including trust, communication, and persuasion. It also explains how most of the topics discussed are applicable to careers in a broader sense.

The persuasive effects of character presence and product type on responses to advergames.

PubMed

Choi, Yung Kyun; Lee, Jung-Gyo

2012-09-01

The use of online video games as an advertising channel has become an integrated part of branding for many marketers in an increasingly fractured media environment. The primary question motivating this research is whether the use of an animated spokes-character embedded in online game affects the persuasiveness of advertising. Specifically, this study looks at how product types moderate the magnitude of such effects. The results show a significant interaction effect between character presence and product type on both brand attitude and purchase intention. The effects of an animated spokes-character on brand evaluation and purchase intention were more pronounced for utilitarian products than for hedonic products.

The Persuasive Effects of Character Presence and Product Type on Responses to Advergames

PubMed Central

Choi, Yung Kyun

2012-01-01

Abstract The use of online video games as an advertising channel has become an integrated part of branding for many marketers in an increasingly fractured media environment. The primary question motivating this research is whether the use of an animated spokes-character embedded in online game affects the persuasiveness of advertising. Specifically, this study looks at how product types moderate the magnitude of such effects. The results show a significant interaction effect between character presence and product type on both brand attitude and purchase intention. The effects of an animated spokes-character on brand evaluation and purchase intention were more pronounced for utilitarian products than for hedonic products. PMID:22897431

Formality of the Chinese collective leadership.

PubMed

Li, Haiying; Graesser, Arthur C

2016-09-01

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

Step Right Up and Try Boo Goo

ERIC Educational Resources Information Center

Lowenstein, Arlene

1972-01-01

Author's class of largely non-college-bound students were given practical lesson in powers of persuasion by setting up a Sell Bloo Goo" campaign in their school, the bloo goo" being a harmless colored jelle which their schoolmates were eager to buy by the time it appeared on the market. (PD)

Branding Isn't a Dirty Word

ERIC Educational Resources Information Center

Weisbuch, Robert A.

2007-01-01

According to Weisbuch, many professors often view marketing and advertising as means to employ persuasion, not toward the good, but amorally, toward a commercial end that may be socially beneficial or harmful. Those in academe exist in a competitive environment, and while they are painfully aware of certain excesses and compromises that the…

How Linguistic Frames Affect Motivational Profiles and the Roles of Quantitative versus Qualitative Research Strategies

ERIC Educational Resources Information Center

Yeager, Joseph; Sommer, Linda

2005-01-01

The combined tools of psycholinguistics and systems analysis have produced advances in motivational profiling resulting in numerous applications to behavioral engineering. Knowing the way people frame their motive offers leverage in causing behavior change ranging from persuasive marketing campaigns, forensic profiling, individual psychotherapy,…

Electric vehicles look promising for use in utility fleets

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

Minner, D.

1984-06-01

The Electric Vehicle Development Corp. (EVDV) expects EV fleets to find a market for urban driving, especially among service fleets, once mass production begins. Electric utilities joined to form EVDC in order to keep abreast of research developments and the results of demonstrations taking place in several cities, where driver acceptance in utility demonstration programs is high. Major auto makers still need persuasion to develop a commercial prototype. Marketing will focus on controlled fleets having the management skills and the motivation to make the program work.

The application of "integrated marketing communications" to social marketing and health communication: organizational challenges and implications.

PubMed

Nowak, G; Cole, G; Kirby, S; Freimuth, V; Caywood, C

1998-01-01

Influencing consumer behavior is a difficult and often resource-intensive undertaking, with success usually requiring identifying, describing, and understanding target audiences; solid product and/or service positioning relative to competitors; and significant media and communication resources. Integrated marketing communication (IMC) is a new way of organizing and managing persuasive communication tools and functions which involves realigning communications to consider the flow of information from an organization from the viewpoint of end consumers. Although the application of IMC to social marketing remains relatively unexplored, the IMC literature and recent efforts by the US Centers for Disease Prevention and Control suggest that integrated communication approaches have much to offer social marketing and health communication efforts. IMC, IMC and social marketing, and implications of IMC for public and private sector social marketing programs are discussed.

Protecting children from harmful food marketing: options for local government to make a difference.

PubMed

Harris, Jennifer L; Graff, Samantha K

2011-09-01

The obesity epidemic cannot be reversed without substantial improvements in the food marketing environment that surrounds children. Food marketing targeted to children almost exclusively promotes calorie-dense, nutrient-poor foods and takes advantage of children's vulnerability to persuasive messages. Increasing scientific evidence reveals potentially profound effects of food marketing on children's lifelong eating behaviors and health. Much of this marketing occurs in nationwide media (eg, television, the Internet), but companies also directly target children in their own communities through the use of billboards and through local environments such as stores, restaurants, and schools. Given the harmful effect of this marketing environment on children's health and the industry's reluctance to make necessary changes to its food marketing practices, government at all levels has an obligation to act. This article focuses on policy options for municipalities that are seeking ways to limit harmful food marketing at the community level.

A Menagerie of Promotional Characters: Promoting Food to Children through Food Packaging

ERIC Educational Resources Information Center

Hebden, Lana; King, Lesley; Kelly, Bridget; Chapman, Kathy; Innes-Hughes, Christine

2011-01-01

Objective: To determine the extent to which (1) promotional characters are used on food packaging for healthful and less-healthful food and (2) different companies use this persuasive marketing strategy. Design: Cross-sectional supermarket audit of all food and beverages featuring promotional characters on the packaging. Setting: Three Australian…

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.

A decision theoretical approach for diffusion promotion

NASA Astrophysics Data System (ADS)

Ding, Fei; Liu, Yun

2009-09-01

In order to maximize cost efficiency from scarce marketing resources, marketers are facing the problem of which group of consumers to target for promotions. We propose to use a decision theoretical approach to model this strategic situation. According to one promotion model that we develop, marketers balance between probabilities of successful persuasion and the expected profits on a diffusion scale, before making their decisions. In the other promotion model, the cost for identifying influence information is considered, and marketers are allowed to ignore individual heterogeneity. We apply the proposed approach to two threshold influence models, evaluate the utility of each promotion action, and provide discussions about the best strategy. Our results show that efforts for targeting influentials or easily influenced people might be redundant under some conditions.

Gender in School-to-School Transitions: How Students Choose Career Programs in Technical Colleges in Kenya.

ERIC Educational Resources Information Center

Kithyo, Isaac Mattemu; Petrina, Stephen

2002-01-01

A study of 39 technical college students in Kenya found the majority enrolled in gender-traditional programs. Although school facilities, guidance, and labor market orientation played a part, gender was the most persuasive factor in career choice. Parental pressure and stereotypical guidance reinforced gender norms, but some students were able to…

Persuading on Paper: The Complete Guide to Writing Copy That Pulls in Business.

ERIC Educational Resources Information Center

Yudkin, Marcia

Noting that entrepreneurs know that marketing can make or break a business and that outreach requires effective written materials, this guide argues that anyone can learn to write effective copy. The guide demonstrates how to write effective sales letters and advertisements and persuasive press releases. It takes readers step-by-step through the…

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.

Block voter model: Phase diagram and critical behavior

NASA Astrophysics Data System (ADS)

Sampaio-Filho, C. I. N.; Moreira, F. G. B.

2011-11-01

We introduce and study the block voter model with noise on two-dimensional square lattices using Monte Carlo simulations and finite-size scaling techniques. The model is defined by an outflow dynamics where a central set of NPCS spins, here denoted by persuasive cluster spins (PCS), tries to influence the opinion of their neighboring counterparts. We consider the collective behavior of the entire system with varying PCS size. When NPCS>2, the system exhibits an order-disorder phase transition at a critical noise parameter qc which is a monotonically increasing function of the size of the persuasive cluster. We conclude that a larger PCS has more power of persuasion, when compared to a smaller one. It also seems that the resulting critical behavior is Ising-like independent of the range of interaction.

Pitfalls of the self-regulation of advertisements directed at children on Mexican television.

PubMed

Théodore, F L; Tolentino-Mayo, L; Hernández-Zenil, E; Bahena, L; Velasco, A; Popkin, B; Rivera, J A; Barquera, S

2017-08-01

There are no academic studies that characterize advertisements directed at children from the companies that signed the self-regulation. The aim of this paper was to assess the extent and nature of food advertisements and the persuasive techniques used to market unhealthy food and beverages (UFB) to children, by signatory companies of self-regulation. From December 2012 to April 2013, 600 h of programming were recorded on the four broadcast public television channels in Mexico with the highest rating nationwide. Marketing aimed at children directly (broadcast on children's programmes or advertisements with a specific appeal to children) or indirectly (aimed at other target audiences with messages or scenes that link children to the product) were considered. About 74.9% (2148) of the total food and beverage advertisements tried to influence children directly and indirectly. Companies, which had signed the self-regulation, focused 92.7% of their advertisements on UFB. Of the total number, 23.9% were aimed at children, 7.1% at adolescents, 12.5% at parents and 56.2% at the general public. Most of these advertisements were broadcast on movies (29.8%), cartoons (18%), soap operas (17.6%), entertainment shows (17.2%) and sports programs (6.4%). Despite the self-regulation of television marketing, children were surrounded by UFB advertisements. Signatory companies influence children indirectly by targeting other audiences and by marketing during family television programs, which are also watched by children. © 2016 World Obesity Federation.

High School After-School: What Is It? What Might It Be? Why Is It Important? Out-of-School Time Policy Commentary #2

ERIC Educational Resources Information Center

Pittman, Karen; Yohalem, Nicole; Wilson-Ahlstrom, Alicia; Ferber, Thaddeus

2003-01-01

High school is becoming the next frontier for after-school advocates. The conceptual and practical leaps from programming for elementary and middle school students to high school students are significant, with huge marketing challenges. Arguing persuasively for investments in this population requires revisiting almost every strategic decision,…

… what do payers really want to see?

PubMed

Silverman, Ed

2007-04-01

Last fall's launch of a lower-priced monoclonal antibody to treat colorectal cancer raised the question: Has the biotech industry opened a price war? Not necessarily. Even if it were so, payers would view it with skepticism - despite all the talk about the cost of biologic drugs. So when a lower-cost product hits the market, if price isn't persuasive enough…

Resisting Mind Control.

ERIC Educational Resources Information Center

Anderson, Susan M.; Zimbardo, Philip G.

1980-01-01

Provides conceptual analyses of mind control techniques along with practical advice on how to resist these techniques. The authors stress that effective mind control stems more from everyday social relations than from exotic technological gimmicks. Suggestions are given for resisting persuasion, resisting systems, and challenging the system.…

Creating More Credible and Persuasive Recommender Systems: The Influence of Source Characteristics on Recommender System Evaluations

NASA Astrophysics Data System (ADS)

Yoo, Kyung-Hyan; Gretzel, Ulrike

Whether users are likely to accept the recommendations provided by a recommender system is of utmost importance to system designers and the marketers who implement them. By conceptualizing the advice seeking and giving relationship as a fundamentally social process, important avenues for understanding the persuasiveness of recommender systems open up. Specifically, research regarding the influence of source characteristics, which is abundant in the context of humanhuman relationships, can provide an important framework for identifying potential influence factors. This chapter reviews the existing literature on source characteristics in the context of human-human, human-computer, and human-recommender system interactions. It concludes that many social cues that have been identified as influential in other contexts have yet to be implemented and tested with respect to recommender systems. Implications for recommender system research and design are discussed.

Three Pink Decades: Breast Cancer Coverage in Magazine Advertisements.

PubMed

AbiGhannam, Niveen; Chilek, Lindsay A; Koh, Hyeseung E

2018-04-01

Breast cancer advocacy has experienced tremendous success since the 1980s. Yet, the quality and authenticity of breast cancer information in the media are sometimes questionable. Using a content analysis, we examined the informative (donation information, breast cancer advocacy content, etc.) and persuasive (appeals used, cues to action, etc.) contents of magazine advertisements relevant to breast cancer. While ads offered minimal informative content about the disease or about ways by which sales will contribute to the breast cancer cause, they integrated "breast cancer appeals," such as the color pink, the pink ribbon, and mostly positive depictions of survivorship and hope, into the ads. Breast cancer thus took center stage in the persuasive content of the ads, but a back seat when it came to their informative content. We discuss the implications of those findings in light of the meanings and purposes of cause-related marketing campaigns.

Shifting Liberal and Conservative Attitudes Using Moral Foundations Theory

PubMed Central

Day, Martin V.; Fiske, Susan T.; Downing, Emily L.; Trail, Thomas E.

2016-01-01

People’s social and political opinions are grounded in their moral concerns about right and wrong. We examine whether five moral foundations—harm, fairness, ingroup, authority, and purity—can influence political attitudes of liberals and conservatives across a variety of issues. Framing issues using moral foundations may change political attitudes in at least two possible ways: 1. Entrenching: relevant moral foundations will strengthen existing political attitudes when framing pro-attitudinal issues (e.g., conservatives exposed to a free-market economic stance). 2. Persuasion: mere presence of relevant moral foundations may also alter political attitudes in counter-attitudinal directions (e.g., conservatives exposed to an economic regulation stance). Studies 1 and 2 support the entrenching hypothesis. Relevant moral foundation-based frames bolstered political attitudes for conservatives (Study 1) and liberals (Study 2). Only Study 2 partially supports the persuasion hypothesis. Conservative-relevant moral frames of liberal issues increased conservatives’ liberal attitudes. PMID:25286912

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.

The art of getting what you want for optimal patient care.

PubMed

Davidhizar, R

2000-01-01

Getting your way is a mix of logical and emotional issues. It is important to establish rapport and meet a person emotionally before trying to sell an idea. It is essential to think an idea through clearly ahead of time and to present it clearly and logically. The possibility of resistance should be anticipated so that the presentation addresses potential areas of resistance. It is important to actively listen, to agree when possible, and to not appear too eager. Persuasion is both an art and science. When used skillfully, persuasive techniques are powerful tools of communication and productivity.

The rabbit in the hat: dubious argumentation and the persuasive effects of prescription drug advertising (DTCA).

PubMed

Rubinelli, Sara; Nakamoto, Kent; Schulz, Peter J

2008-01-01

There is an ongoing global debate over the potential benefits and risks of allowing direct-to-consumer advertising of prescription medicines (DTCA). The core of this debate concerns the identification of DTCA either as a beneficial procedure to be promoted or as a damaging procedure to be abolished. Economic data on DTCA suggest that this form of advertising has an impact on consumers. Based on this premise, we explore the use of argumentation theory to inquire into the reasons for this success. In particular, by combining perspectives from argumentation theory and marketing research this paper aims to test the hypothesis of whether DTCA presents information framed in potentially misleading, but persuasive, argumentative structures. We highlight and discuss the results of two studies designed to assess whether readers perceive DTCA as argumentative and, if so, which explicit and implicit elements provide groundings for the inference that consumers draw from the ads. The analysis highlights the presence in DTCA of dubious arguments (fallacies and distracting claims) that may go unnoticed. Also, it illustrates the nature of readers' wrong assumptions that arise independently from the contents of the ads. These factors seem to influence the level of the self-perceived persuasiveness of DTCA.

Enhancing Self-Efficacy and Performance: An Experimental Comparison of Psychological Techniques

ERIC Educational Resources Information Center

Wright, Bradley James; O'Halloran, Paul Daniel; Stukas, Arthur Anthony

2016-01-01

Purpose: We assessed how 6 psychological performance enhancement techniques (PETs) differentially improved self-efficacy (SE) and skill performance. We also assessed whether vicarious experiences and verbal persuasion as posited sources of SE (Bandura, 1982) were supported and, further, if the effects of the 6 PETs remained after controlling for…

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.

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.

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

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…

Limitations of Strategic Management in Bureaus: The Case of the Department of Defense

DTIC Science & Technology

1990-04-17

exchanges of goods and serv- ices between customers and suppliers. At the other end of the continuum, polyarchy describes bargaining and persuasion among...fairly stable environments -- organizations with consist- ent routines experiencing fewer changes in their technologies, competitors, customers ...closer to its "markets and customers " than a centralized struc- ture permits. Its goal is to be innovative and flexible in response to customer needs. The

What We Talk About When We Talk About Morality: Deontological, Consequentialist, and Emotive Language Use in Justifications Across Foundation-Specific Moral Violations.

PubMed

Wheeler, Melissa A; Laham, Simon M

2016-09-01

Morality is inherently social, yet much extant work in moral psychology ignores the central role of social processes in moral phenomena. To partly address this, this article examined the content of persuasive moral communication-the way people justify their moral attitudes in persuasive contexts. Across two studies, we explored variation in justification content (deontological, consequentialist, or emotive) as a function of moral foundations. Using justification selection techniques (Study 1) and open-ended justification production (Study 2), results demonstrate a preference (a) for deontological appeals in justifications for the sanctity foundation, (b) for consequentialist appeals for the individualizing foundations (care and fairness), and (c) for emotive appeals in justifications for the binding foundations (loyalty, authority and sanctity). The present research questions the generality of inferences about the primacy of emotions/intuition in moral psychology research and highlights the important role of reasons in persuasive moral communication. © 2016 by the Society for Personality and Social Psychology, Inc.

Teach It, Don't Preach It: The Differential Effects of Directly Communicated and Self-Generated Utility-Value Information

ERIC Educational Resources Information Center

Canning, Elizabeth A.; Harackiewicz, Judith M.

2015-01-01

Social-psychological interventions in education have used a variety of "self-persuasion" or "saying-is-believing" techniques to encourage students to articulate key intervention messages. These techniques are used in combination with more overt strategies, such as the direct communication of messages in order to promote…

PhishGuru: A System for Educating Users about Semantic Attacks

DTIC Science & Technology

2009-04-14

Psychological based social engineering. Tech. rep., SANS Institute, 2003. [119] Macmillan, N. A., and Creelman , C. D. Detection Theory: A User’s Guide...36, 76, 84, 148, 157, 161]. In marketing, the focus is on strategies to enhance consumer persuasion and trust building [37,40,68, 189]. In psychology ...and science, social work, fine arts, nursing, music, and psychology . Two of the participants had only a high school degree. Using a wall projector, we

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.

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,…

The extent and nature of television food advertising to children in Xi'an, China.

PubMed

Li, Danyang; Wang, Ting; Cheng, Yue; Zhang, Min; Yang, Xue; Zhu, Zhonghai; Liu, Danli; Yang, Wenfang; Zeng, Lingxia

2016-08-11

To explore the extent and nature of television food advertising especially unhealthy food advertising to primary school children in Xi'an, China. Television data were recorded for 2 weekdays and 2 weekend days between 6:00 and 22:00 during May and June in 2012 from a total of five television channels most popular with children in Xi'an. Pearson χ (2) tests and logistic regression were applied to determine differences in the proportion of healthy food, unhealthy food and miscellaneous food advertisements for different channels, programs, dates, viewing periods and the use of persuasive marketing tactics. Of the 5527 advertisements transcribed, 25.5 % were for food, among which 48.1 % were considered to be unhealthy. The frequency of food advertisements was 6 per hour per channel, including 3 unhealthy food advertisements. Compared with healthy and miscellaneous food advertisements, more unhealthy food advertisements were shown during afternoon, weekends and children's non-peak viewing times as well as on children's television channels, central television channels and non-children's programmes. Unhealthy foods contributed the highest proportion of all food advertisements containing promotional characters (51.7 %) and premium offers (59.1 %). Both promotional characters and premium offers appeared more on non-children's television channels. The majority of food advertisements were for unhealthy food. More unhealthy food ads were shown in children's non-peak time and afternoon as well as non-children's channels. More children-oriented persuasive marketing tactics were used in unhealthy food ads especially in non-children's channels. Therefore, intervening in the entrance of unhealthy foods into the market and establishing regulations related to food advertising especially unhealthy food advertisements are important strategies to prevent children's exposure to unhealthy food and childhood obesity.

Development of a Marketing Campaign to Recruit Non-adjudicated and Untreated Abusive Men for a Brief Telephone Intervention.

PubMed

Mbilinyi, Lyungai F; Zegree, Joan; Roffman, Roger A; Walker, Denise; Neighbors, Clayton; Edleson, Jeffrey

2008-07-01

Although voluntary enrollment by abusive men in domestic violence perpetrator treatment programs occurs, most men enter treatment only after they have injured a partner or family member and have been arrested, convicted and sentenced. This leaves a serious gap for those who engage in abusive behavior but who have not been served by the legal or social service systems. To address this gap, the researchers applied social marketing principles to recruit abusive men to a telephone-delivered pre-treatment intervention (the Men's Domestic Abuse Check-Up-MDACU), designed to motivate non-adjudicated and untreated abusive men who are concurrently using alcohol and drugs to enter treatment voluntarily. This article discusses recruitment efforts in reaching perpetrators of intimate partner violence, an underserved population. Informed by McGuire's communication and persuasion matrix, the researchers describe three phases of the MDACU's marketing campaign: (1) planning, (2) early implementation, and (3) revision of marketing strategies based on initial results. The researchers' "lessons learned" conclude the paper.

Basic Science of the Fundamentals and Dynamics of Social-Fringe Group Formation and Sustainment

DTIC Science & Technology

2012-08-01

You’re not doing well, but you’re still free to consume. We’re all equal in the eyes of the market." - Stuart Hall 011 the 2011 London Riots Case 3...culture!to!another.!!!Overall,(it(focussed(on(the(persuasive(nature,( influence(and(propagation(of(compelling(ideas,(the(bases(for(group( receptiveness (and...recruitment&and&fringe&group&formation& o What!are!the!personality!and!social!characteristics!of!adherents!that! increase!their! receptiveness !to!fringe!ideas

The effect of social marketing communication on safe driving.

PubMed

Yang, Dong-Jenn; Lin, Wan-Chen; Lo, Jyue-Yu

2011-12-01

Processing of cognition, affect, and intention was investigated in viewers of advertisements to prevent speeding while driving. Results indicated that anchoring-point messages had greater effects on viewers' cognition, attitude, and behavioral intention than did messages without anchoring points. Further, the changes in message anchoring points altered participants' perceptions of acceptable and unacceptable judgments: a higher anchoring point in the form of speeding mortality was more persuasive in promoting the idea of reducing driving speed. Implications for creation of effective safe driving communications are discussed.

Food Retailers and Obesity.

PubMed

Stanton, Rosemary A

2015-03-01

We live in an 'obesogenic environment' where we are constantly bombarded with choices that encourage us to move less and eat more. Many factors influence our dietary choices, including the expert marketers who advise manufacturers on ways to encourage the population to buy more, especially profitable, palatable 'ultra-processed' foods. Supermarkets themselves have become skilled in manipulating buying behaviour, using their layout and specific product placement as well as advertising to maximise purchases of particular foods. Increasingly, supermarkets push their own 'house' brands. Those marketing fast foods also use persuasive tactics to attract customers, especially children who they entice with non-food items such as promotional or collectable toys. There is no mystery to the increase in obesity: our energy intake from foods and drinks has increased over the same period that energy output has decreased. Obesity has a range of relevant factors, but there is little doubt that marketing from supermarkets and fast food retailers has played a role.

[Performance based regulation: a strategy to increase breastfeeding rates].

PubMed

Cobo-Armijo, Fernanda; Charvel, Sofía; Hernández-Ávila, Mauricio

2017-01-01

The decreasing breastfeeding rate in México is of public health concern. In this paper we discus an innovative regulatory approach -Performance Based Regulation- and its application to improve breastfeeding rates. This approach, forces industry to take responsibility for the lack of breastfeeding and its consequences. Failure to comply with this targets results in financial penalties. Applying performance based regulation as a strategy to improve breastfeeding is feasible because: the breastmilk substitutes market is an oligopoly, hence it is easy to identify the contribution of each market participant; the regulation's target population is clearly defined; it has a clear regulatory standard which can be easily evaluated, and sanctions to infringement can be defined under objective parameters. modify public policy, celebrate concertation agreements with the industry, create persuasive sanctions, strengthen enforcement activities and coordinate every action with the International Code of Marketing of Breast-milk Substitutes.

'Like me, want me, buy me, eat me': relationship-building marketing communications in children's magazines.

PubMed

Jones, Sandra C; Mannino, Nadia; Green, Julia

2010-12-01

Television, Internet and print media are saturated with advertisements for unhealthy food that use marketing tactics aimed to build long-term brand loyalty and 'relationships' with children. While research in this area has largely focused on television, the current study examines children's responses to relationship-building marketing communications found in popular children's magazines. A qualitative study consisting of friendship-pair interviews in which children were interviewed and asked to comment on a range of recent food advertisements. A university-based after-school care programme in New South Wales, Australia. Ten children aged 6-13 years, interviewed in self-selected friendship pairs. The children reported being attracted to the advertisements because of specific elements of the marketing strategies utilised. Some children were able to recognise the persuasive intent of the media, whereas others did not even identify the pages as advertisements. It was clear from the children's responses that these types of relationship-building marketing communications influence children's attitudes towards branded food products and their views on the nutritional value and social meanings of food.

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…

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.

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.

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

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.

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…

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).

77 FR 43120 - Solicitation for a Cooperative Agreement-Dosage-Based Probation as an Effective Intervention

Federal Register 2010, 2011, 2012, 2013, 2014

2012-07-23

... principles of best practice. (2) Enhance Intrinsic Motivation--Research strongly suggests that ``motivational interviewing'' techniques, rather than persuasion tactics, effectively enhance motivation for initiating and.... c. Responsivity Principle--Be responsive to temperament, learning style, motivation, gender, and...

Introducing Edward L. Bernays, the "Father of Public Relations."

ERIC Educational Resources Information Center

Yeager, Robert J.

1985-01-01

Relates some of the public relations achievements and techniques of Edward L. Bernays. Sees modern public relations proceeding from an understanding of individuals, institutions and social groups, and their interrelationships. Considers the information dissemination, persuasion, and attitude integration functions of public relations. Lists…

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)

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)

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.

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).

Food advertising, children's food choices and obesity: interplay of cognitive defences and product evaluation: an experimental study.

PubMed

Tarabashkina, L; Quester, P; Crouch, R

2016-04-01

To investigate the role of product evaluations, nutritional and persuasion knowledge on children's food choices conducted because of limited evidence about the role of product evaluations on consumer choices in conjunction with cognitive defences. A randomised controlled 2 × 2 factorial experiment with an exposure to a food and a control (toy) advertisement conducted in a non-laboratory setting at an annual event traditionally visited by families. Children aged 7-13 years with biometric/weight data representative of the general Australian population. Height and weight (converted into body mass index z-scores) measured in addition to children's nutritional and persuasion knowledge, product evaluations, age and gender. The factors that undermine children's cognitive defences relate to taste, social appeal of foods and low nutritional and persuasion knowledge. An interplay between the above-mentioned factors was also observed, identifying four groups among young consumers, alluding to a complex and at times impulsive nature of children's decisions: (1) knowledgeable children with less positive product evaluations choosing a healthy snack; (2) knowledgeable but hedonism-oriented children seeking peer conformity choosing an advertised product; (3) knowledgeable children who chose a snack belonging to the same product category; and (4) less knowledgeable children with positive product evaluations and low nutritional knowledge choosing snacks from the advertised product category. Obese children were more likely to belong to a cluster of less knowledgeable and hedonism-oriented children. The problem of consumption of less healthy foods is complex and multiple factors need to be considered by health practitioners, social marketers and parents to address the issue of childhood obesity. Nutritional knowledge alone is not sufficient to ensure children make healthier food choices and emphasis should also be placed on persuasion knowledge education, targeting of peer norms, self-efficacy and stricter regulation of advertising aimed at children.

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…

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…

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...

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...

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...

Bet Anywhere, Anytime: An Analysis of Internet Sports Bettors' Responses to Gambling Promotions During Sports Broadcasts by Problem Gambling Severity.

PubMed

Hing, Nerilee; Russell, Alex Myles Thomas; Lamont, Matthew; Vitartas, Peter

2017-12-01

Promotions for online sports betting during televised sports broadcasts are regularly viewed by millions of Australians, raising concerns about their impacts on vulnerable groups including at-risk and problem gamblers. This study examined whether responses to these promotions varied with problem gambling severity amongst 455 Australian Internet sports bettors participating in an online survey. Results indicated that young male Internet sports bettors are especially vulnerable to gambling problems, particularly if they hold positive attitudes to gambling sponsors who embed promotions into sports broadcasts and to the promotional techniques they use and this heightens the risk that alluring messages contribute to excessive gambling. As problem gambling severity increased, so too did recognition that these promotions have impacted negatively on their sports betting behaviour. Because a plethora of sports betting brands and promotions are now heavily integrated into sports coverage, social marketing efforts are needed to offset their persuasive appeal and counter the positive attitudes towards them that appear linked to excessive gambling amongst Internet sports bettors.

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.

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…

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.

Ethics and proposals: A case study

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

Agnew, M.J.

1992-01-01

Who can read about ethics in technical communication at 2 a.m. when you have to face an ethical problem the next day at work In the middle of ethical turmoil, examining the balance of power can be helpful in finding the best course of action, particularly if the situation is sales- or marketing-related. The author points out that it never hurts to examine honestly all sides of a situation, including checking the balance of power, to see what you would do. In fact, it's the only way to start preparing yourself for your next dilemma. And because all communication canmore » be seen as at least persuasive, if not downright marketing-oriented, each of us may have the opportunity to face our own ethical issues.« less

Ethics and proposals: A case study

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

Agnew, M.J.

1992-08-01

Who can read about ethics in technical communication at 2 a.m. when you have to face an ethical problem the next day at work? In the middle of ethical turmoil, examining the balance of power can be helpful in finding the best course of action, particularly if the situation is sales- or marketing-related. The author points out that it never hurts to examine honestly all sides of a situation, including checking the balance of power, to see what you would do. In fact, it`s the only way to start preparing yourself for your next dilemma. And because all communication canmore » be seen as at least persuasive, if not downright marketing-oriented, each of us may have the opportunity to face our own ethical issues.« less

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...

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...

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...

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...

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...

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...

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...

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...

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…

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.

Development of a Marketing Campaign to Recruit Non-adjudicated and Untreated Abusive Men for a Brief Telephone Intervention

PubMed Central

Zegree, Joan; Roffman, Roger A.; Walker, Denise; Neighbors, Clayton; Edleson, Jeffrey

2012-01-01

Although voluntary enrollment by abusive men in domestic violence perpetrator treatment programs occurs, most men enter treatment only after they have injured a partner or family member and have been arrested, convicted and sentenced. This leaves a serious gap for those who engage in abusive behavior but who have not been served by the legal or social service systems. To address this gap, the researchers applied social marketing principles to recruit abusive men to a telephone-delivered pre-treatment intervention (the Men’s Domestic Abuse Check-Up—MDACU), designed to motivate non-adjudicated and untreated abusive men who are concurrently using alcohol and drugs to enter treatment voluntarily. This article discusses recruitment efforts in reaching perpetrators of intimate partner violence, an underserved population. Informed by McGuire’s communication and persuasion matrix, the researchers describe three phases of the MDACU’s marketing campaign: (1) planning, (2) early implementation, and (3) revision of marketing strategies based on initial results. The researchers’ “lessons learned” conclude the paper. PMID:22707851

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.

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...

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...

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...

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...

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...

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…

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.

This is Advertising! Effects of Disclosing Television Brand Placement on Adolescents.

PubMed

van Reijmersdal, Eva A; Boerman, Sophie C; Buijzen, Moniek; Rozendaal, Esther

2017-02-01

As heavy media users, adolescents are frequently exposed to embedded advertising formats such as brand placements. Because this may lead to unwitting persuasion, regulations prescribe disclosure of brand placements. This study aimed to increase our understanding of the effects of disclosing television brand placements and disclosure duration on adolescents' persuasion knowledge (i.e., recognition of brand placement as being advertising, understanding that brand placement has a persuasive intent and critical attitude toward brand placement) and brand responses (i.e., brand memory and brand attitude). To do so, an earlier study that was conducted among adults was replicated among adolescents aged 13-17 years (N = 221, 44 % female). The present study shows that brand placement disclosure had limited effects on adolescents' persuasion knowledge as it only affected adolescents' understanding of persuasive intent, did not mitigate persuasion, but did increase brand memory. These findings suggest that brand placement disclosure has fundamentally different effects on adolescents than on adults: the disclosures had less effects on activating persuasion knowledge and mitigating persuasion among adolescents than among adults. Implications for advertising disclosure regulation and consequences for advertisers are discussed.

Exposure to digital marketing enhances young adults’ interest in energy drinks: An exploratory investigation

PubMed Central

Buchanan, Limin; Kelly, Bridget; Yeatman, Heather

2017-01-01

Young adults experience faster weight gain and consume more unhealthy food than any other age groups. The impact of online food marketing on “digital native” young adults is unclear. This study examined the effects of online marketing on young adults’ consumption behaviours, using energy drinks as a case example. The elaboration likelihood model of persuasion was used as the theoretical basis. A pre-test post-test experimental research design was adopted using mixed-methods. Participants (aged 18–24) were randomly assigned to control or experimental groups (N = 30 each). Experimental group participants’ attitudes towards and intended purchase and consumption of energy drinks were examined via surveys and semi-structured interviews after their exposure to two popular energy drink brands’ websites and social media sites (exposure time 8 minutes). Exposure to digital marketing contents of energy drinks improved the experimental group participants’ attitudes towards and purchase and consumption intention of energy drinks. This study indicates the influential power of unhealthy online marketing on cognitively mature young adults. This study draws public health attentions to young adults, who to date have been less of a focus of researchers but are influenced by online food advertising. PMID:28152016

Exposure to digital marketing enhances young adults' interest in energy drinks: An exploratory investigation.

PubMed

Buchanan, Limin; Kelly, Bridget; Yeatman, Heather

2017-01-01

Young adults experience faster weight gain and consume more unhealthy food than any other age groups. The impact of online food marketing on "digital native" young adults is unclear. This study examined the effects of online marketing on young adults' consumption behaviours, using energy drinks as a case example. The elaboration likelihood model of persuasion was used as the theoretical basis. A pre-test post-test experimental research design was adopted using mixed-methods. Participants (aged 18-24) were randomly assigned to control or experimental groups (N = 30 each). Experimental group participants' attitudes towards and intended purchase and consumption of energy drinks were examined via surveys and semi-structured interviews after their exposure to two popular energy drink brands' websites and social media sites (exposure time 8 minutes). Exposure to digital marketing contents of energy drinks improved the experimental group participants' attitudes towards and purchase and consumption intention of energy drinks. This study indicates the influential power of unhealthy online marketing on cognitively mature young adults. This study draws public health attentions to young adults, who to date have been less of a focus of researchers but are influenced by online food advertising.

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.

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.

Taxi drivers' views on risky driving behavior in Tehran: a qualitative study using a social marketing approach.

PubMed

Shams, Mohsen; Shojaeizadeh, Davoud; Majdzadeh, Reza; Rashidian, Arash; Montazeri, Ali

2011-05-01

The use of the social marketing approach for public health issues is increasing. This approach uses marketing concepts borrowed from the principles of commercial marketing to promote beneficial health behaviors. In this qualitative study, four focus groups involving 42 participants were used in consumer research to explore taxi drivers' views on the driving situation and the determinants of risky driving behaviors in Tehran, as well as to gather their ideas for developing a social marketing program to reduce risky driving behaviors among taxi drivers in Tehran, Iran. Participants were asked to respond to questions that would guide the development of a marketing mix, or four Ps (product, price, place and promotion). The discussions determined that the program product should involve avoiding risky driving behaviors through increased attention to driving. They pointed out that developing and communicating with a well-designed persuasive message meant to draw their attention to driving could affect their driving behaviors. In addition, participants identified price, place and promotion strategies. They offered suggestions for marketing nonrisky driving to the target audience. The focus group discussions generated important insights into the values and the motivations that affect consumers' decisions to adopt the product. The focus group guided the development of a social marketing program to reduce risky driving behaviors in taxi drivers in Tehran, Iran. Copyright © 2010 Elsevier Ltd. All rights reserved.

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…

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…

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.

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.

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.

Digital Gaming and Pediatric Obesity: At the Intersection of Science and Social Policy.

PubMed

Staiano, Amanda E; Calvert, Sandra L

2012-03-01

Children and adolescents in developed countries are heavily immersed in digital media, creating an inexpensive, far-reaching marketing opportunity for the food industry and the gaming industry. However, exposure to nonnutritious food and beverage advertisements combined with the use of stationary media create a conflict between entertainment and public health. Using the popular digital gaming platforms advergames (online games that market branded products) and exergames (video games that involves gross motor activity for play) as exemplars, the following article provides an analysis of the negative and positive health impacts of digital gaming as they relate specifically to overweight and obesity outcomes for children and adolescents. Theoretical explanations including the food marketing defense model, persuasion knowledge model, and social cognitive theory are used to explain the influence of gaming on young players' health. Throughout the article, we discuss the role of public policy to encourage the development and use of health-promoting digital games as an innovative, effective tool to combat the pediatric obesity crisis.

Digital Gaming and Pediatric Obesity: At the Intersection of Science and Social Policy

PubMed Central

Staiano, Amanda E.; Calvert, Sandra L.

2012-01-01

Children and adolescents in developed countries are heavily immersed in digital media, creating an inexpensive, far-reaching marketing opportunity for the food industry and the gaming industry. However, exposure to nonnutritious food and beverage advertisements combined with the use of stationary media create a conflict between entertainment and public health. Using the popular digital gaming platforms advergames (online games that market branded products) and exergames (video games that involves gross motor activity for play) as exemplars, the following article provides an analysis of the negative and positive health impacts of digital gaming as they relate specifically to overweight and obesity outcomes for children and adolescents. Theoretical explanations including the food marketing defense model, persuasion knowledge model, and social cognitive theory are used to explain the influence of gaming on young players’ health. Throughout the article, we discuss the role of public policy to encourage the development and use of health-promoting digital games as an innovative, effective tool to combat the pediatric obesity crisis. PMID:22545068

What Do You Mean By That? The Art of Speaking and Writing Clearly.

ERIC Educational Resources Information Center

Ryckman, W. G.

Intended for professionals who wish to improve their confidence as well as their ability to speak and write clearly, this book contains practical information about effective communication. The first section of the book discusses the techniques of persuasive public speaking, including ways to break the ice, formal speeches, presentations, other…

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.

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…

Psychological Operations within the Cyberspace Domain

DTIC Science & Technology

2010-02-17

Year‖ 29 Fogg , Persuasive Technology, 5 30 Thomas, Cyber Silhouettes, 279 11 The cyber domain and persuasive technologies offers several...31 Fogg , Persuasive Technology, 7 32 Ibid., 7 33 Ibid., 8 34 Ibid., 8 35 Ibid., 8 36 Joint Publication 3-53, Psychological Operations...44 Smart, Metaverse Roadmap, 14 45 Fogg , Persuasive Technology, 196 46 Ibid., 197 47 Ibid., 197 15 principle of social

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.

Online shopping interface components: relative importance as peripheral and central cues.

PubMed

Warden, Clyde A; Wu, Wann-Yih; Tsai, Dungchun

2006-06-01

The Elaboration Likelihood Model (ELM) uses central (more thoughtful) and peripheral (less thoughtful) routes of persuasion to maximize communication effectiveness. This research implements ELM to investigate the relative importance of different aspects of the user experience in online shopping. Of all the issues surrounding online shopping, convenience, access to information, and trust were found to be the most important. These were implemented in an online conjoint shopping task. Respondents were found to use the central route of the ELM on marketing messages that involved issues of minimizing travel, information access, and assurances of system security. Users employed the peripheral ELM route when considering usability, price comparison, and personal information protection. A descriptive model of Web-based marketing components, their roles in the central and peripheral routes, and their relative importance to online consumer segments was developed.

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)

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…

Food advertising targeted at school-age children: a content analysis.

PubMed

Folta, Sara C; Goldberg, Jeanne P; Economos, Christina; Bell, Rick; Meltzer, Rachel

2006-01-01

To determine whether the contents of food and beverage advertisements are associated with physical activity and athletic ability more often than those for toys and games, and to describe persuasive techniques used in advertising food and beverages to children. A content analysis of advertisements during 31 hours of school-age children's television programming. Chi-square tests were used to examine differences in depictions of physical activity. Types of persuasive techniques were tabulated and, within each advertisement, categorized as implicit or explicit. Food and beverage ads depicted children engaged in physical activity and associated the advertised product with athletic ability significantly more than toy and game ads. Food was most often associated with fun and good times (75%), pleasant taste (54.1%), being hip or cool (43.2%), and feelings of happiness (43.2%). These findings raise concern that greater levels of physical activity and athletic ability in food advertising, in which the product is frequently associated with fun, may promote overconsumption, especially of calorie-dense, nutrient-poor foods. Further research would elucidate whether this concern is warranted. On the other hand, since food advertisements are presumably effective, health educators can use these techniques to formulate messages for nutritious foods. This concept should be tested with well-designed interventions.

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)

Effects of Disclosing Sponsored Content in Blogs

PubMed Central

van Reijmersdal, Eva A.; Fransen, Marieke L.; van Noort, Guda; Opree, Suzanna J.; Vandeberg, Lisa; Reusch, Sanne; van Lieshout, Floor; Boerman, Sophie C.

2016-01-01

This article presents two studies examining the effects of disclosing online native advertising (i.e., sponsored content in blogs) on people’s brand attitude and purchase intentions. To investigate the mechanisms underlying these effects, we integrated resistance theories with the persuasion knowledge model. We theorize that disclosures activate people’s persuasion knowledge, which in turn evokes resistance strategies that people use to cope with the persuasion attempt made in the blog. We tested our predications with two experiments (N = 118 and N = 134). We found that participants indeed activated persuasion knowledge in response to disclosures, after which they used both cognitive (counterarguing) and affective (negative affect) resistance strategies to decrease persuasion. The obtained insights do not only advance our theoretical understanding of how disclosures of sponsored blogs affect persuasion but also provide valuable insights for legislators, advertisers, and bloggers. PMID:27721511

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.

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.

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

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).

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.

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.

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.

Procurement of a more efficient railroad system

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

Detmold, P.J.

An analysis of how new technology penetrates the railroad system and who initiates the changes suggests ways for improving the procedures. The author identifies a six-step process in transport development which includes invention, innovation, information dissemination, and persuasion. He concludes that poor economic justification and the lack of capital explain the low rate of equipment replacement. The nature of the market and the need for standardized specification appear to influence procurement changes, but both suppliers and transport operators must be convinced of the need for change. The Advanced Train Control Systems Project illustrates how the initiation process works.

Marketing pharmaceutical drugs to women in magazines: a content analysis.

PubMed

Sokol, Jennifer; Wackowski, Olivia; Lewis, M J

2010-01-01

To examine the prevalence and content of pharmaceutical ads in demographically different women's magazines. A content analysis was conducted using one year's worth of 5 different women's magazines of varying age demographics. Magazines differed in the proportion of drug ads for different health conditions (eg, cardiovascular) and target audience by age demographic. Use of persuasive elements (types of appeals, evidence) varied by condition promoted (eg, mental-health drug ads more frequently used emotional appeals). Ads placed greater emphasis on direction to industry information resources than on physician discussions. Prevalence of pharmaceutical advertising in women's magazines is high; continued surveillance is recommended.

Synergy and sensibility: a course on entrepreneurship in gerotechnologies.

PubMed

Lorenzen-Huber, Lesa; Allen, Patricia; Kennedy-Armbruster, Carol

2010-01-01

"Health, Technology, and Aging" is a course developed to address three significant contemporary trends: aging populations, increasingly ubiquitous technology, and the economic imperative to encourage entrepreneurship. Course content is a blend of gerontology, informatics, and entrepreneurship designed for nonbusiness majors. Six interdisciplinary faculty modeled synergistic teamwork for the student teams. Findings suggest that students appreciated the interdisciplinary approach to teaching and learning and perceived gerotechnology as a promising market for business development. An external panel of judges scored student projects as well described, persuasive, and creative. Two plans of the four projects were judged to have potential for funding.

20 CFR 498.215 - The hearing and burden of proof.

Code of Federal Regulations, 2012 CFR

2012-04-01

... burden of going forward and the burden of persuasion with respect to affirmative defenses and any... persuasion with respect to all other issues. (c) The burden of persuasion will be judged by a preponderance...

20 CFR 498.215 - The hearing and burden of proof.

Code of Federal Regulations, 2010 CFR

2010-04-01

... burden of going forward and the burden of persuasion with respect to affirmative defenses and any... persuasion with respect to all other issues. (c) The burden of persuasion will be judged by a preponderance...

20 CFR 498.215 - The hearing and burden of proof.

Code of Federal Regulations, 2014 CFR

2014-04-01

... burden of going forward and the burden of persuasion with respect to affirmative defenses and any... persuasion with respect to all other issues. (c) The burden of persuasion will be judged by a preponderance...

20 CFR 498.215 - The hearing and burden of proof.

Code of Federal Regulations, 2013 CFR

2013-04-01

... burden of going forward and the burden of persuasion with respect to affirmative defenses and any... persuasion with respect to all other issues. (c) The burden of persuasion will be judged by a preponderance...

20 CFR 498.215 - The hearing and burden of proof.

Code of Federal Regulations, 2011 CFR

2011-04-01

... burden of going forward and the burden of persuasion with respect to affirmative defenses and any... persuasion with respect to all other issues. (c) The burden of persuasion will be judged by a preponderance...

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.

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.

Content Analysis of Trends in Print Magazine Tobacco Advertisements.

PubMed

Banerjee, Smita; Shuk, Elyse; Greene, Kathryn; Ostroff, Jamie

2015-07-01

To provide a descriptive and comparative content analysis of tobacco print magazine ads, with a focus on rhetorical and persuasive themes. Print tobacco ads for cigarettes, cigars, e-cigarettes, moist snuff, and snus (N = 171) were content analyzed for the physical composition/ad format (e.g., size of ad, image, setting, branding, warning label) and the content of the ad (e.g., rhetorical themes, persuasive themes). The theme of pathos (that elicits an emotional response) was most frequently utilized for cigarette (61%), cigar (50%), and moist snuff (50%) ads, and the theme of logos (use of logic or facts to support position) was most frequently used for e-cigarette (85%) ads. Additionally, comparative claims were most frequently used for snus (e.g., "spit-free," "smoke-free") and e-cigarette ads (e.g., "no tobacco smoke, only vapor," "no odor, no ash"). Comparative claims were also used in cigarette ads, primarily to highlight availability in different flavors (e.g., "bold," "menthol"). This study has implications for tobacco product marketing regulation, particularly around limiting tobacco advertising in publications with a large youth readership and prohibiting false or misleading labels, labeling, and advertising for tobacco products, such as modified risk (unless approved by the FDA) or therapeutic claims.

Adolescents' response to pictorial warnings on the reverse panel of cigarette packs: a repeat cross-sectional study.

PubMed

Moodie, Crawford; Mackintosh, Anne M; Hastings, Gerard

2015-03-01

The UK (UK) became the third country in the European Union to require pictorial warnings on the back of cigarette packs, in October 2008. A repeat cross-sectional survey was conducted with 11-16-year-olds in the UK between August and September 2008 (N=1401) and August and September 2011 (N=1373). At both waves the same text warnings appeared on the front and back of packs, with the only difference being the inclusion of images on the back of packs to support the text warnings in 2011. Warning related measures assessed were salience (noticing, looking closely at warnings), depth of processing (thinking about warnings, discussing them with others), comprehension and credibility (warning comprehensibility, believability and truthfulness), unaided recall, persuasiveness (warnings as a deterrent to smoking), avoidance techniques (eg, hiding packs) and a behavioural indicator (forgoing cigarettes due to warnings). For never smokers, warning persuasiveness and thinking about what warnings are telling them when the pack is in sight significantly increased from 2008 to 2011, but warning comprehensibility significantly decreased. For experimental smokers, there was a significant increase from 2008 to 2011 for warning persuasiveness, believing warnings and considering them truthful. For regular smokers, there were no significant changes from 2008 to 2011, except for an increase in hiding packs to avoid warnings and a decrease in warning salience. Including pictorial images on the back of cigarette packaging improved warning persuasiveness for never and experimental smokers, but had a negligible impact on regular smokers. The findings have implications for warning design. Published by the BMJ Publishing Group Limited. For permission to use (where not already granted under a licence) please go to http://group.bmj.com/group/rights-licensing/permissions.

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.

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

Newspaper advertising by health maintenance organizations during the reform of healthcare services in Israel.

PubMed

Reuveni, H; Shvarts, S; Meyer, J; Elhayany, A; Greenberg, D

2001-06-01

On 1 January 1995 a new mandatory National Health Insurance Law was enacted in Israel. The new law fostered competition among the four major Israeli healthcare providers (HMOs or sick funds) already operating in the market due to the possibility that an unlimited number of patients and the relative budget share would shift among the HMOs. This led them to launch advertising campaigns to attract new members. To examine newspaper advertising activities during the early stages of healthcare market reform in Israel. Advertising efforts were reviewed during a study period of 24 months (July 1994 to June 1996). Advertisements were analyzed in terms of marketing strategy, costs and quality of information. During the study period 412 newspaper advertisements were collected. The total advertising costs by all HMOs was approximately US$4 million in 1996 prices. Differences were found in marketing strategy, relative advertising costs, contents and priorities among the HMOs. The content of HMOs' newspaper advertising was consistent with their marketing strategy. The messages met the criteria of persuasive advertising in that they cultivated interest in the HMOs but did not provide meaningful information about them. Future developments in this area should include consensus guidelines for advertising activities of HMOs in Israel, instruction concerning the content of messages, and standardization of criteria to report on HMO performance.

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.

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.

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.

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

Effectiveness of Social Marketing Interventions to Promote Physical Activity Among Adults: A Systematic Review.

PubMed

Xia, Yuan; Deshpande, Sameer; Bonates, Tiberius

2016-11-01

Social marketing managers promote desired behaviors to an audience by making them tangible in the form of environmental opportunities to enhance benefits and reduce barriers. This study proposed "benchmarks," modified from those found in the past literature, that would match important concepts of the social marketing framework and the inclusion of which would ensure behavior change effectiveness. In addition, we analyzed behavior change interventions on a "social marketing continuum" to assess whether the number of benchmarks and the role of specific benchmarks influence the effectiveness of physical activity promotion efforts. A systematic review of social marketing interventions available in academic studies published between 1997 and 2013 revealed 173 conditions in 92 interventions. Findings based on χ 2 , Mallows' Cp, and Logical Analysis of Data tests revealed that the presence of more benchmarks in interventions increased the likelihood of success in promoting physical activity. The presence of more than 3 benchmarks improved the success of the interventions; specifically, all interventions were successful when more than 7.5 benchmarks were present. Further, primary formative research, core product, actual product, augmented product, promotion, and behavioral competition all had a significant influence on the effectiveness of interventions. Social marketing is an effective approach in promoting physical activity among adults when a substantial number of benchmarks are used and when managers understand the audience, make the desired behavior tangible, and promote the desired behavior persuasively.

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.

[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.

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.

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.

Sex in advertising research: a review of content, effects, and functions of sexual information in consumer advertising.

PubMed

Reichert, Tom

2002-01-01

This article is a review of academic research on the content and effects of sexual information in advertising (i.e., sex in advertising). In addition to covering common types of sexual content analyzed in research, inquiry on processing and emotional response effects is reviewed. Several areas for continued research are identified, especially with regard to advertisers' use of sexual outcomes as reasons for using brands and the ability of sexual information to influence brand perceptions. This review has applicability to advertising and marketing research and practice, as well as to any area that employs sexual information for persuasive purposes (e.g., safer-sex social marketing campaigns). In addition, it is hoped that sex researchers will recognize and elaborate on the role of sexual response identified in this research to further inform advertising theory and effects research.

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)

"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…

Practical Findings from Applying the PSD Model for Evaluating Software Design Specifications

NASA Astrophysics Data System (ADS)

Räisänen, Teppo; Lehto, Tuomas; Oinas-Kukkonen, Harri

This paper presents practical findings from applying the PSD model to evaluating the support for persuasive features in software design specifications for a mobile Internet device. On the one hand, our experiences suggest that the PSD model fits relatively well for evaluating design specifications. On the other hand, the model would benefit from more specific heuristics for evaluating each technique to avoid unnecessary subjectivity. Better distinction between the design principles in the social support category would also make the model easier to use. Practitioners who have no theoretical background can apply the PSD model to increase the persuasiveness of the systems they design. The greatest benefit of the PSD model for researchers designing new systems may be achieved when it is applied together with a sound theory, such as the Elaboration Likelihood Model. Using the ELM together with the PSD model, one may increase the chances for attitude change.

Capable Reader Program: Language Arts. Volume II. Objectives for Units B2 through B4. Bulletin No. 335.

ERIC Educational Resources Information Center

Long, Sandra; And Others

Part of a curriculum series for academically gifted elementary students in the area of reading, the document presents objectives and activities for language arts instruction. There are three major objectives: (1) recognizing persuasive use of words, vague and imprecise words, multiple meanings conveyed by a single word, and propaganda techniques;…

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

ERIC Educational Resources Information Center

Khamesian, Minoo

2015-01-01

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

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.

Content analysis of disease awareness advertisements in popular Australian women's magazines.

PubMed

Hall, Danika V; Jones, Sandra C; Iverson, Donald C

To examine the nature of disease awareness advertising (DAA). Therapeutic advertisements in six popular Australian women's magazines were monitored between April 2006 and March 2007. A subset of advertisements was included in the study based on criteria derived from a definition of DAA. Unique advertisements were analysed by four independent coders. Types of advertisements and their sponsors, the types of disease information present, and the persuasive techniques utilised. Of 711 advertisements identified, 60 met the inclusion criteria for DAA, and 30 of these were unique. Over one-third of the advertisements were classified as "unbranded product advertisements", which promote a product without referring directly to a brand. DAA sponsored by pharmaceutical companies most often provided treatment and prevalence information. Most (22/30) advertisements used emotional appeals; 15 of these used "happiness/healthiness/wellbeing". The educational value of industry-sponsored DAA could be improved if regulations and guidelines stipulated disease information requirements, such as inclusion of risk-factor and symptom information. Regulators should provide guidelines for "unbranded product advertisements" and the acceptability of other persuasive techniques. Further research into DAA is required and should consider advertisements in a range of media, and behavioural responses.

How adolescent girls interpret weight-loss advertising.

PubMed

Hobbs, Renee; Broder, Sharon; Pope, Holly; Rowe, Jonelle

2006-10-01

While they demonstrate some ability to critically analyze the more obvious forms of deceptive weight-loss advertising, many girls do not recognize how advertising evokes emotional responses or how visual and narrative techniques are used to increase identification in weight-loss advertising. This study examined how girls aged 9-17 years interpreted magazine advertising, television (TV) advertising and infomercials for weight-loss products in order to determine whether deceptive advertising techniques were recognized and to assess pre-existing media-literacy skills. A total of 42 participants were interviewed in seven geographic regions of the United States. In groups of three, participants were shown seven print and TV advertisements (ads) for weight-loss products and asked to share their interpretations of each ad. Common factors in girls' interpretation of weight-loss advertising included responding to texts emotionally by identifying with characters; comparing and contrasting persuasive messages with real-life experiences with family members; using prior knowledge about nutrition management and recognizing obvious deceptive claims like 'rapid' or 'permanent' weight loss. Girls were less able to demonstrate skills including recognizing persuasive construction strategies including message purpose, target audience and subtext and awareness of economic factors including financial motives, credibility enhancement and branding.

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…

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…

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.…

Rents From the Essential Health Benefits Mandate of Health Insurance Reform.

PubMed

Mendoza, Roger Lee

2015-01-01

The essential health benefits mandate constitutes one of the most controversial health care reforms introduced under the U.S. Affordable Care Act of 2010. It bears important theoretical and practical implications for health care risk and insurance management. These essential health benefits are examined in this study from a rent-seeking perspective, particularly in terms of three interrelated questions: Is there an economic rationale for standardized, minimum health care coverage? How is the scope of essential health services and treatments determined? What are the attendant and incidental costs and benefits of such determination/s? Rents offer ample incentives to business interests to expend considerable resources for health care marketing, particularly when policy processes are open to contestation. Welfare losses inevitably arise from these incentives. We rely on five case studies to illustrate why and how rents are created, assigned, extracted, and dissipated in equilibrium. We also demonstrate why rents depend on persuasive marketing and the bargained decisions of regulators and rentiers, as conditioned by the Tullock paradox. Insights on the intertwining issues of consumer choice, health care marketing, and insurance reform are offered by way of conclusion.

Persuasion to use personal protective equipment in constructing subway stations: application of social marketing.

PubMed

Shamsi, Mahmoud; Pariani, Abbas; Shams, Mohsen; Soleymani-nejad, Marzieh

2016-04-01

To study the effects of an intervention based on social marketing to persuade workers to use personal protective equipment (PPE) in constructing subway stations in Isfahan, Iran. This was a quasi-experimental study. Two stations were selected as intervention and control groups. Intervention was designed based on results of a formative research. A free package containing a safety helmet with a tailored message affixed to it, mask and gloves and an educational pamphlet was delivered to the intervention group. After 6 weeks, behaviours in the intervention and control stations were measured using an observational checklist. After the intervention, the percentage of workers who used PPE at the intervention station increased significantly. OR for helmet and mask usage was 7.009 and 2.235, respectively, in the intervention group. Social marketing can be used to persuade workers to use PPE in the workplace. Published by the BMJ Publishing Group Limited. For permission to use (where not already granted under a licence) please go to http://www.bmj.com/company/products-services/rights-and-licensing/

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…

Marketing and social change: the parallels.

PubMed

Da Cunha, G

1995-01-01

Social marketing became respectable only in the late 1970s in places like Indonesia, Brazil, Egypt, Honduras, and Gambia. In practice social change and marketing are both about modifying group behavior. Social change provides opportunities for marketing, which is the process that identifies the unmet consumer need and satisfies it at a profit. Social research and production technologies are involved in market segmentation, target group selection, pricing, distribution, selling, and promotion. The crucial, people-centered and community-based characteristic of marketing is its social relevance. Marketing is a neutral methodology and social marketing is its adaptation to social imperatives. Among a set of underlying ideas related to marketing is the primacy of the consumer in all marketing decisions. Marketing clusters are a way of analyzing a situation, making a product, and pricing and distributing it. Demand is the driving force behind marketing with the components of price, performance, and decision. The benefit obtained from the product must justify the price. Advertising is commercial mass persuasion, the centerpiece of promotion; it is also needed for marketing communications. Promotional tools include special price offers, merchandizing, and dealer incentive schemes. Straightforward information rarely causes lasting behavioral changes. In a Bangladeshi community, 90% of women could have correct knowledge about oral rehydration salts, yet only 8% of them might actually use them correctly. Information that is resisted does not work, yet huge amounts of money go into producing manuals, leaflets, radio programs, and posters. The issues of distribution and competition are often neglected in social marketing programs. Other deficiencies are failure to monitor, evaluate, and innovate. To be successful, social marketing must aim at a 100% conversion of the market actors. Some successes of the social marketing approach include: a nutrition education and behavior change project in Indonesia, a diarrhea management program in Egypt, and breast-feeding promotion in Brazil.

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…

29 CFR 2200.30 - General rules.

Code of Federal Regulations, 2012 CFR

2012-07-01

... governed by more specific requirements in this subpart. (g) Burden of persuasion. The rules of pleading established by this subpart are not determinative in deciding which party bears the burden of persuasion on an... persuasion on the matter is on another party. (h) Enforcement of pleading rules. The Commission or the Judge...

43 CFR 4.1366 - Burdens of proof.

Code of Federal Regulations, 2014 CFR

2014-10-01

... permit terms and conditions, and the permit applicant shall have the ultimate burden of persuasion as to... case and the ultimate burden of persuasion that the permit application fails in some manner to comply... permit should be revised and the permittee shall have the ultimate burden of persuasion. (c) In a...

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...

29 CFR 2200.30 - General rules.

Code of Federal Regulations, 2013 CFR

2013-07-01

... governed by more specific requirements in this subpart. (g) Burden of persuasion. The rules of pleading established by this subpart are not determinative in deciding which party bears the burden of persuasion on an... persuasion on the matter is on another party. (h) Enforcement of pleading rules. The Commission or the Judge...

Engaging Students in Social Judgment Theory

ERIC Educational Resources Information Center

Mallard, Jessica

2010-01-01

Social Judgment Theory is a way to explain when persuasive messages are most likely to succeed and how people make judgments about them. This theory is often covered in communication theory and persuasion courses, but is also applicable when discussing persuasion in basic speech and introductory communication courses. Social Judgment Theory…

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...

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...

43 CFR 4.1366 - Burdens of proof.

Code of Federal Regulations, 2013 CFR

2013-10-01

... permit terms and conditions, and the permit applicant shall have the ultimate burden of persuasion as to... case and the ultimate burden of persuasion that the permit application fails in some manner to comply... permit should be revised and the permittee shall have the ultimate burden of persuasion. (c) In a...

43 CFR 4.1366 - Burdens of proof.

Code of Federal Regulations, 2012 CFR

2012-10-01

... permit terms and conditions, and the permit applicant shall have the ultimate burden of persuasion as to... case and the ultimate burden of persuasion that the permit application fails in some manner to comply... permit should be revised and the permittee shall have the ultimate burden of persuasion. (c) In a...

29 CFR 2200.30 - General rules.

Code of Federal Regulations, 2011 CFR

2011-07-01

... governed by more specific requirements in this subpart. (g) Burden of persuasion. The rules of pleading established by this subpart are not determinative in deciding which party bears the burden of persuasion on an... persuasion on the matter is on another party. (h) Enforcement of pleading rules. The Commission or the Judge...

29 CFR 2200.30 - General rules.

Code of Federal Regulations, 2010 CFR

2010-07-01

... governed by more specific requirements in this subpart. (g) Burden of persuasion. The rules of pleading established by this subpart are not determinative in deciding which party bears the burden of persuasion on an... persuasion on the matter is on another party. (h) Enforcement of pleading rules. The Commission or the Judge...

29 CFR 2200.30 - General rules.

Code of Federal Regulations, 2014 CFR

2014-07-01

... governed by more specific requirements in this subpart. (g) Burden of persuasion. The rules of pleading established by this subpart are not determinative in deciding which party bears the burden of persuasion on an... persuasion on the matter is on another party. (h) Enforcement of pleading rules. The Commission or the Judge...

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…

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…

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…

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…

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…

Mapping Arguments: A Self-Monitoring Composing Strategy.

ERIC Educational Resources Information Center

Rosenberg, Ruth

Because graduating high school seniors and college freshmen have difficulty writing persuasive arguments, elementary and secondary school writing curricula must teach students how to create a persuasive argument by producing evidence or support for their claims. One strategy for teaching persuasive writing that has proven to be successful is a…

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…

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…

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.

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.

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

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.

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.

[Content analysis of food adverts aimed at children].

PubMed

Ponce-Blandón, José Antonio; Pabón-Carrasco, Manuel; Lomas-Campos, María de Las Mercedes

To determine the contents and persuasive techniques used in processed food adverts aimed at children in Andalusia, comparing them with those aimed at adults. Study based on advert content analysis with two phases: a descriptive design phase and an analytical observational design phase. A sample of adverts from 60hours of broadcasting from the two most watched television channels in Andalusia. A total of 416 food and non-alcoholic beverage adverts were obtained, for 91 different products. Approximately 42.9% (n=39) was aimed at children and 53.8% (n=49) were products classified as "unhealthy". Unhealthy foods were more common in adverts for children (p <0.001). Significant differences were found between the ads aimed at adults and those aimed at children. Emotional and irrational persuasive resources such as fantasy (p <0.001), cartoons (p <0.001) or offering gifts with the purchase of the product (p=0.003) were observed more frequently in adverts for children. Food advertising aimed at children in Andalusia is mainly based on offering products with a low nutritional value and using persuasive resources based on fantasy or gifts. The message is focused on the incentive and not the food. More effective measures than the current self-regulatory systems must be put in place to counter these distorted adverts. Copyright © 2017 SESPAS. Publicado por Elsevier España, S.L.U. All rights reserved.

Applying Quantitative Approaches to the Formative Evaluation of Antismoking Campaign Messages

PubMed Central

Parvanta, Sarah; Gibson, Laura; Forquer, Heather; Shapiro-Luft, Dina; Dean, Lorraine; Freres, Derek; Lerman, Caryn; Mallya, Giridhar; Moldovan-Johnson, Mihaela; Tan, Andy; Cappella, Joseph; Hornik, Robert

2014-01-01

This article shares an in-depth summary of a formative evaluation that used quantitative data to inform the development and selection of promotional ads for the antismoking communication component of a social marketing campaign. A foundational survey provided cross-sectional data to identify beliefs about quitting smoking that campaign messages should target, as well as beliefs to avoid. Pretesting draft ads against quantitative indicators of message effectiveness further facilitated the selection and rejection of final campaign ads. Finally, we consider lessons learned from the process of balancing quantitative methods and judgment to make formative decisions about more and less promising persuasive messages for campaigns. PMID:24817829

Communication strategies in cosmetic surgery websites: an application of Taylor's six-segment message strategy wheel.

PubMed

Ahn, Ho-Young Anthony; Wu, Lei; Taylor, Ronald E

2013-01-01

Using Taylor's six-segment message strategy wheel as a theoretical framework, this study examines the communication approach (transmission or ritual) and message strategy (ego, social, sensory, routine, acute need, or ration) of cosmetic surgery websites. A content analysis revealed a fairly even division between transmission and ritual approaches. Ration strategy was the exclusive strategy in the websites adopting a transmission approach. No routine or acute need strategies were observed. Websites incorporating the ritual approach used ego, social, and sensory strategies. Human female models and natural objects were incorporated to deliver emotional persuasion. Implications for cosmetic surgery web marketers are discussed.

Sex differences in processing printed advertisements.

PubMed

Putrevu, Sanjay

2004-06-01

The success of using biological sex to divide or segment markets requires a thorough understanding of how men and women process and respond to advertisements and other persuasive communications. Toward this end, this research (N=64; 32 men and 32 women) studied how college-age men and women respond to printed advertisements. There were no differences between the sexes in recall and recognition of claims in advertisements, but men and women generated different types of message relevant thoughts-women generated more category thoughts and men generated more attribute thoughts, suggesting that, while women and men might not differ in the depth of processing, they might use different processing styles.

Speech Communication and Communication Processes: Abstracts of Doctoral Dissertations Published in "Dissertation Abstracts International," July through September 1977 (Vol. 38 Nos. 1 through 3).

ERIC Educational Resources Information Center

ERIC Clearinghouse on Reading and Communication Skills, Urbana, IL.

This collection of abstracts is part of a continuing series providing information on recent doctoral dissertations. The 22 titles deal with a variety of topics, including the following: the rhetorical effectiveness of Senator Edmund S. Muskie's 1972 Presidential primary election campaign; persuasive speaking techniques of black college and…

Social science to improve fuels management: a synthesis of research relevant to communicating with homeowners about fuels management

Treesearch

Martha C. Monroe; Lisa Pennisi; Sarah McCaffrey; Dennis Mileti

2006-01-01

A series of syntheses were commissioned by the USDA Forest Service to aid in fuels mitigation project planning. This synthesis focuses on how managers can most effectively communicate with the public about fuels management efforts. It summarizes what is known about the techniques of persuasive communication programs and provides an outline of the characteristics of...

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…

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...

40 CFR 78.12 - Standard of review.

Code of Federal Regulations, 2011 CFR

2011-07-01

... section, the petitioner shall have the burden of going forward and of persuasion to show that a finding of... review. (2) The owners and operators of the source or unit involved shall have the burden of persuasion... basis for the decision. The petitioner shall have the burden of persuasion to show that a finding of...

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...

42 CFR 3.534 - The hearing.

Code of Federal Regulations, 2012 CFR

2012-10-01

... this part. (b)(1) The respondent has the burden of going forward and the burden of persuasion with... persuasion with respect to all other issues, including issues of liability and the existence of any factors... persuasion will be judged by a preponderance of the evidence. (c) The hearing must be open to the public...

42 CFR 3.534 - The hearing.

Code of Federal Regulations, 2011 CFR

2011-10-01

... this part. (b)(1) The respondent has the burden of going forward and the burden of persuasion with... persuasion with respect to all other issues, including issues of liability and the existence of any factors... persuasion will be judged by a preponderance of the evidence. (c) The hearing must be open to the public...

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...

45 CFR 160.534 - The hearing.

Code of Federal Regulations, 2013 CFR

2013-10-01

... this part. (b) (1) The respondent has the burden of going forward and the burden of persuasion with... Secretary has the burden of going forward and the burden of persuasion with respect to all other issues... of persuasion will be judged by a preponderance of the evidence. (c) The hearing must be open to the...

40 CFR 78.12 - Standard of review.

Code of Federal Regulations, 2012 CFR

2012-07-01

... persuasion to show that a finding of fact or conclusion of law underlying the decision is clearly erroneous... have the burden of persuasion that an Acid Rain permit NOX Budget permit, CAIR permit, or other... forward to show the rational basis for the decision. The petitioner shall have the burden of persuasion to...

42 CFR 3.534 - The hearing.

Code of Federal Regulations, 2014 CFR

2014-10-01

... this part. (b)(1) The respondent has the burden of going forward and the burden of persuasion with... persuasion with respect to all other issues, including issues of liability and the existence of any factors... persuasion will be judged by a preponderance of the evidence. (c) The hearing must be open to the public...

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...

45 CFR 160.534 - The hearing.

Code of Federal Regulations, 2014 CFR

2014-10-01

... this part. (b) (1) The respondent has the burden of going forward and the burden of persuasion with... Secretary has the burden of going forward and the burden of persuasion with respect to all other issues... of persuasion will be judged by a preponderance of the evidence. (c) The hearing must be open to the...

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...

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...

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...

42 CFR 3.534 - The hearing.

Code of Federal Regulations, 2013 CFR

2013-10-01

... this part. (b)(1) The respondent has the burden of going forward and the burden of persuasion with... persuasion with respect to all other issues, including issues of liability and the existence of any factors... persuasion will be judged by a preponderance of the evidence. (c) The hearing must be open to the public...

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...

40 CFR 78.12 - Standard of review.

Code of Federal Regulations, 2014 CFR

2014-07-01

... persuasion to show that a finding of fact or conclusion of law underlying the decision is clearly erroneous... have the burden of persuasion that an Acid Rain permit NOX Budget permit, CAIR permit, or other... forward to show the rational basis for the decision. The petitioner shall have the burden of persuasion to...

45 CFR 160.534 - The hearing.

Code of Federal Regulations, 2012 CFR

2012-10-01

... this part. (b) (1) The respondent has the burden of going forward and the burden of persuasion with... Secretary has the burden of going forward and the burden of persuasion with respect to all other issues... of persuasion will be judged by a preponderance of the evidence. (c) The hearing must be open to the...

45 CFR 160.534 - The hearing.

Code of Federal Regulations, 2010 CFR

2010-10-01

... this part. (b) (1) The respondent has the burden of going forward and the burden of persuasion with... Secretary has the burden of going forward and the burden of persuasion with respect to all other issues... of persuasion will be judged by a preponderance of the evidence. (c) The hearing must be open to the...

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...

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...

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…

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,…

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…

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…

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.…

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…

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...

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…

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.

On the persuadability of memory: Is changing people's memories no more than changing their minds?

PubMed

Nash, Robert A; Wheeler, Rebecca L; Hope, Lorraine

2015-05-01

The observation of parallels between the memory distortion and persuasion literatures leads, quite logically, to the appealing notion that people can be 'persuaded' to change their memories. Indeed, numerous studies show that memory can be influenced and distorted by a variety of persuasive tactics, and the theoretical accounts commonly used by researchers to explain episodic and autobiographical memory distortion phenomena can generally predict and explain these persuasion effects. Yet, despite these empirical and theoretical overlaps, explicit reference to persuasion and attitude-change research in the memory distortion literature is surprisingly rare. In this paper, we argue that stronger theoretical foundations are needed to draw the memory distortion and persuasion literatures together in a productive direction. We reason that theoretical approaches to remembering that distinguish (false) beliefs in the occurrence of events from (false) memories of those events - compatible with a source monitoring approach - would be beneficial to this end. Such approaches, we argue, would provide a stronger platform to use persuasion findings to enhance the psychological understanding of memory distortion. © 2014 The British Psychological Society.

"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.

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.

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.

Perceptions of entitativity and attitude change.

PubMed

Rydell, Robert J; McConnell, Allen R

2005-01-01

The current work explored the properties of groups that lead them to be persuasive and the processes through which such persuasion occurs. Because more entitative groups induce greater levels of information processing, their arguments should receive greater elaboration, leading to persuasion when members of groups present strong (vs. weak) counter attitudinal arguments. Experiment 1 explored these hypotheses by examining if idiosyncratic perceptions of group entitativity and manipulations of argument strength affect attitude change and argument elaboration. Experiment 2 experimentally manipulated group entitativity and argument strength independently to examine the causal relationship between entitativity, attitude change, and argument elaboration. In both experiments, it was found that groups greater in entitativity were more persuasive when presenting strong (vs. weak) arguments and induced greater argument elaboration. Implications for our understanding of entitativity, persuasion, and information processing about social groups are discussed.

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).

Beneficent Persuasion: Techniques and Ethical Guidelines to Improve Patients’ Decisions

PubMed Central

Swindell, J. S.; McGuire, Amy L.; Halpern, Scott D.

2010-01-01

Physicians frequently encounter patients who make decisions that contravene their long-term goals. Behavioral economists have shown that irrationalities and self-thwarting tendencies pervade human decision making, and they have identified a number of specific heuristics (rules of thumb) and biases that help explain why patients sometimes make such counterproductive decisions. In this essay, we use clinical examples to describe the many ways in which these heuristics and biases influence patients’ decisions. We argue that physicians should develop their understanding of these potentially counterproductive decisional biases and, in many cases, use this knowledge to rebias their patients in ways that promote patients’ health or other values. Using knowledge of decision-making psychology to persuade patients to engage in healthy behaviors or to make treatment decisions that foster their long-term goals is ethically justified by physicians’ duties to promote their patients’ interests and will often enhance, rather than limit, their patients’ autonomy. We describe techniques that physicians may use to frame health decisions to patients in ways that are more likely to motivate patients to make choices that are less biased and more conducive to their long-term goals. Marketers have been using these methods for decades to get patients to engage in unhealthy behaviors; employers and policy makers are beginning to consider the use of similar approaches to influence healthy choices. It is time for clinicians also to make use of behavioral psychology in their interactions with patients. PMID:20458111

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.

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.

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)…

42 CFR 1005.15 - The hearing and burden of proof.

Code of Federal Regulations, 2014 CFR

2014-10-01

... respondent or petitioner, as applicable, bears the burden of going forward and the burden of persuasion with... forward and the burden of persuasion with respect to all other issues. (c) Burden of proof in all other... allocate the burden of proof as the ALJ deems appropriate. (d) The burden of persuasion will be judged by a...

42 CFR 1005.15 - The hearing and burden of proof.

Code of Federal Regulations, 2011 CFR

2011-10-01

... respondent or petitioner, as applicable, bears the burden of going forward and the burden of persuasion with... forward and the burden of persuasion with respect to all other issues. (c) Burden of proof in all other... allocate the burden of proof as the ALJ deems appropriate. (d) The burden of persuasion will be judged by a...

42 CFR 1005.15 - The hearing and burden of proof.

Code of Federal Regulations, 2013 CFR

2013-10-01

... respondent or petitioner, as applicable, bears the burden of going forward and the burden of persuasion with... forward and the burden of persuasion with respect to all other issues. (c) Burden of proof in all other... allocate the burden of proof as the ALJ deems appropriate. (d) The burden of persuasion will be judged by a...

42 CFR 1005.15 - The hearing and burden of proof.

Code of Federal Regulations, 2012 CFR

2012-10-01

... respondent or petitioner, as applicable, bears the burden of going forward and the burden of persuasion with... forward and the burden of persuasion with respect to all other issues. (c) Burden of proof in all other... allocate the burden of proof as the ALJ deems appropriate. (d) The burden of persuasion will be judged by a...

42 CFR 1005.15 - The hearing and burden of proof.

Code of Federal Regulations, 2010 CFR

2010-10-01

... respondent or petitioner, as applicable, bears the burden of going forward and the burden of persuasion with... forward and the burden of persuasion with respect to all other issues. (c) Burden of proof in all other... allocate the burden of proof as the ALJ deems appropriate. (d) The burden of persuasion will be judged by a...

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…

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…

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…

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…

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…

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…

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…

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)

Content Analysis of Trends in Print Magazine Tobacco Advertisements

PubMed Central

Banerjee, Smita; Shuk, Elyse; Greene, Kathryn; Ostroff, Jamie

2015-01-01

Objectives To provide a descriptive and comparative content analysis of tobacco print magazine ads, with a focus on rhetorical and persuasive themes. Methods Print tobacco ads for cigarettes, cigars, e-cigarettes, moist snuff, and snus (N = 171) were content analyzed for the physical composition/ad format (e.g., size of ad, image, setting, branding, warning label) and the content of the ad (e.g., rhetorical themes, persuasive themes). Results The theme of pathos (that elicits an emotional response) was most frequently utilized for cigarette (61%), cigar (50%), and moist snuff (50%) ads, and the theme of logos (use of logic or facts to support position) was most frequently used for e-cigarette (85%) ads. Additionally, comparative claims were most frequently used for snus (e.g., “spit-free,” “smoke-free”) and e-cigarette ads (e.g., “no tobacco smoke, only vapor,” “no odor, no ash”). Comparative claims were also used in cigarette ads, primarily to highlight availability in different flavors (e.g., “bold,” “menthol”). Conclusions This study has implications for tobacco product marketing regulation, particularly around limiting tobacco advertising in publications with a large youth readership and prohibiting false or misleading labels, labeling, and advertising for tobacco products, such as modified risk (unless approved by the FDA) or therapeutic claims. PMID:26236763

Business marketing: understand what customers value.

PubMed

Anderson, J C; Narus, J A

1998-01-01

How do you define the value of your market offering? Can you measure it? Few suppliers in business markets are able to answer those questions, and yet the ability to pinpoint the value of a product or service for one's customers has never been more important. By creating and using what the authors call customer value models, suppliers are able to figure out exactly what their offerings are worth to customers. Field value assessments--the most commonly used method for building customer value models--call for suppliers to gather data about their customers firsthand whenever possible. Through these assessments, a supplier can build a value model for an individual customer or for a market segment, drawing on data gathered form several customers in that segment. Suppliers can use customer value models to create competitive advantage in several ways. First, they can capitalize on the inevitable variation in customers' requirements by providing flexible market offerings. Second, they can use value models to demonstrate how a new product or service they are offering will provide greater value. Third, they can use their knowledge of how their market offerings specifically deliver value to craft persuasive value propositions. And fourth, they can use value models to provide evidence to customers of their accomplishments. Doing business based on value delivered gives companies the means to get an equitable return for their efforts. Once suppliers truly understand value, they will be able to realize the benefits of measuring and monitoring it for their customers.

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.

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.

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.

The Dominant Robot: Threatening Robots Cause Psychological Reactance, Especially When They Have Incongruent Goals

NASA Astrophysics Data System (ADS)

Roubroeks, M. A. J.; Ham, J. R. C.; Midden, C. J. H.

Persuasive technology can take the form of a social agent that persuades people to change behavior or attitudes. However, like any persuasive technology, persuasive social agents might trigger psychological reactance, which can lead to restoration behavior. The current study investigated whether interacting with a persuasive robot can cause psychological reactance. Additionally, we investigated whether goal congruency plays a role in psychological reactance. Participants programmed a washing machine while a robot gave threatening advice. Confirming expectations, participants experienced more psychological reactance when receiving high-threatening advice compared to low-threatening advice. Moreover, when the robot gave high-threatening advice and expressed an incongruent goal, participants reported the highest level of psychological reactance (on an anger measure). Finally, high-threatening advice led to more restoration, and this relationship was partially mediated by psychological reactance. Overall, results imply that under certain circumstances persuasive technology can trigger opposite effects, especially when people have incongruent goal intentions.

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.

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.

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…

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…

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…

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…

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…

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.

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…

The Effects of Argument Quality and Involvement Type on Attitude Formation and Attitude Change: A Test of Dual-Process and Social Judgment Predictions

ERIC Educational Resources Information Center

Park, Hee Sun; Levine, Timothy R.; Kingsley Westerman, Catherine Y.; Orfgen, Tierney; Foregger, Sarah

2007-01-01

Involvement has long been theoretically specified as a crucial factor determining the persuasive impact of messages. In social judgment theory, ego-involvement makes people more resistant to persuasion, whereas in dual-process models, high-involvement people are susceptible to persuasion when argument quality is high. It is argued that these…

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…

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…

Use of a consumer market activity monitoring and feedback device improves exercise capacity and activity levels in COPD.

PubMed

Caulfield, Brian; Kaljo, Indira; Donnelly, Seamas

2014-01-01

COPD is associated with a gradual decline in physical activity, which itself contributes to a worsening of the underlying condition. Strategies that improve physical activity levels are critical to halt this cycle. Wearable sensor based activity monitoring and persuasive feedback might offer a potential solution. However it is not clear just how much intervention might be needed in this regard - i.e. whether programmes need to be tailored specifically for the target clinical population or whether more simple activity monitoring and feedback solutions, such as that offered in consumer market devices, might be sufficient. This research was carried out to investigate the impact of 4 weeks of using an off the shelf consumer market activity monitoring and feedback application on measures of physical activity, exercise capacity, and health related quality of life in a population of 10 Stage I and II COPD patients. Results demonstrate a significant and positive effect on exercise capacity (measured using a 6-minute walk test) and activity levels (measured in terms of average number of steps per hour) yet no impact on health related quality of life (St Georges Respiratory Disease Questionnaire).

Individual Differences in Persuadability in the Health Promotion Domain

NASA Astrophysics Data System (ADS)

Kaptein, Maurits; Lacroix, Joyca; Saini, Privender

This paper examines the behavioral consequences of individual differences in persuadability in the health promotion domain. We use a 7-item persuadability instrument to determine participants persuadability score. Based on this score two groups are created: the low and high persuadables. Subsequently, we present 2 studies that test the responses to health-related persuasive messages of both low and high persuadables. The results consistently show that high persuadables comply more to messages with a persuasive content as compared to a neutral message than low persuadables. Even more, both studies indicate lower compliance by low persuadables when persuasive messages are employed. Implications of this possible detrimental effect of the use of persuasive messages for low persuadables are discussed.

Limiting nuclear proliferation

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

Gordon, L.; Cecelski, L.

1978-01-01

As a result of the 1977 experience, it is shown that the U.S. no longer dominates the world nuclear market and must change its approach from coercion to persuasion. President Carter, implementing his campaign promises on nuclear nonproliferation, has used direct pressure, negotiated with nuclear suppliers, and asked for legislation to impose rigid criteria for the export of nuclear materials. Unilateral actions included the deferment of facilities for fuel reprocessing and breeder reactors, but were followed by efforts for international cooperation as the year progressed. While global non-proliferation policies reinforced with international technical cooperation are seen as admirable goals, themore » response to U.S. initiatives is not seen to be encouraging.« less

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.

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

Parental anxiety and affecting factors in acute paediatric blunt head injury.

PubMed

Serinken, M; Kocyigit, A; Karcioglu, O; Sengül, C; Hatipoğlu, C; Elicabuk, H

2014-08-01

This study is designed to investigate the factors affecting parental anxiety regarding their children with head injury in the emergency department (ED). This prospective observational study enrolled all consecutive paediatric patients admitted to the university-based ED with the presenting chief complaint of paediatric blunt head injury (PBHI). The parents were asked to respond to the 10-item questionnaire during both presentation and discharge. Anxiety and persuasion scores of the parents were calculated and magnitudes of the decreases in anxiety and persuasion scores were analysed with respect to sociodemographic and clinical variables. The study sample included 341 patients admitted to the ED. The anxiety and persuasion scores of mothers and fathers were not significantly different from each other on presentation while the extent of decrease in anxiety scores of mothers were significantly smaller than that of the fathers (p=0.003). The parents' education levels had significant impact on anxiety and persuasion scores recorded on presentation. The anxiety and persuasion scores were inversely related to education levels of the parents on presentation (p=0.002 and p=0.000, respectively). In addition, lower education levels were found to be associated with a greater decrease in anxiety and persuasion scores. Neurosurgical consultation also affected the magnitude of the decrease in anxiety and persuasion scores of the parents. The changes in the scores were affected negatively by the parents' age. Radiological investigations had no significant impact on the decrease in anxiety and persuasion scores of the parents by themselves, while neurosurgical consultation had significant impact on them. Emergency physicians should tailor their strategy to institute effective communication with the parents of children to cut down unnecessary investigations in PBHI. Published by the BMJ Publishing Group Limited. For permission to use (where not already granted under a licence) please go to http://group.bmj.com/group/rights-licensing/permissions.

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.

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.

Influencing Attitudes Toward Near and Distant Objects

PubMed Central

Fujita, Kentaro; Eyal, Tal; Chaiken, Shelly; Trope, Yaacov; Liberman, Nira

2008-01-01

It is argued that the temporal distance of attitude objects systematically changes how the object is mentally represented, and thus influences the strength of particular persuasive appeals. Three experiments tested the hypothesis that people preferentially attend to arguments that highlight primary, abstract (high-level) vs. incidental, concrete (low-level) features when attitude objects are temporally distant vs. near. Results suggested that when attitude objects are temporally distant vs. near, arguments emphasizing primary vs. secondary features (Study 1), desirability vs. feasibility features (Study 2), and general classes vs. specific cases are more persuasive (Study 3). The relation of construal theory to dual process theories of persuasion and persuasion phenomena, such as personal relevance effects and functional matching effects, are discussed. PMID:19884971

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

41 CFR 60-2.2 - Agency action.

Code of Federal Regulations, 2013 CFR

2013-07-01

... of conciliation, mediation, and persuasion to develop an acceptable affirmative action program... persuasion to resolve the deficiencies which led to the determination of nonresponsibility. If satisfactory...

41 CFR 60-2.2 - Agency action.

Code of Federal Regulations, 2012 CFR

2012-07-01

... of conciliation, mediation, and persuasion to develop an acceptable affirmative action program... persuasion to resolve the deficiencies which led to the determination of nonresponsibility. If satisfactory...

41 CFR 60-2.2 - Agency action.

Code of Federal Regulations, 2014 CFR

2014-07-01

... of conciliation, mediation, and persuasion to develop an acceptable affirmative action program... persuasion to resolve the deficiencies which led to the determination of nonresponsibility. If satisfactory...

The potential of a human rights approach for accelerating the implementation of comprehensive restrictions on the marketing of unhealthy foods and non-alcoholic beverages to children.

PubMed

Granheim, Sabrina Ionata; Vandevijvere, Stefanie; Torheim, Liv Elin

2018-01-05

Overweight and obesity in children is rising at the global level, particularly in low- and middle-income countries. Among the causes for this increase is the marketing of unhealthy food and beverage products, which affects children's food preferences, purchasing requests and consumption patterns. The need to address harmful marketing to children has been recognized at the World Health Organization, with Member States having agreed in 2010 to implement a set of recommendations to restrict such practices. Concurrently, there is an increasing understanding of unhealthy food and malnutrition as human rights concerns. This paper explores the potential of existing legally and non-legally binding human rights instruments for accelerating the implementation of comprehensive restrictions to reduce harmful marketing of unhealthy foods and beverages to children. Four relevant themes were identified in existing human rights instruments: (i) the best interest of the child should be considered above all other interests; (ii) the rights to health and adequate food cannot be realized without supportive healthy environments; (iii) children should be protected from economic exploitation; and (iv) the persuasive marketing of unhealthy food and beverage products is explicitly recognized as a threat to the rights to food and health. In conclusion, existing human rights instruments could be harnessed to advance public health measures to restrict the marketing of unhealthy food and beverage products to children. Policy-makers and advocates should draw from these instruments and refer to State's obligations within international and domestic human rights law to strengthen their efforts to restrict harmful marketing practices to children. © The Author(s) 2018. Published by Oxford University Press. All rights reserved. For Permissions, please email: journals.permissions@oup.com.

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

Adolescents' response to parental efforts to influence eating habits: when parental warmth matters.

PubMed

Lessard, Jared; Greenberger, Ellen; Chen, Chuansheng

2010-01-01

Previous findings have shown both beneficial and adverse effects of parents' attempts to influence adolescents' eating habits. The current study examined the differential effect of parents' persuasion (e.g., encouragement, giving information) and pressure tactics (e.g., guilt induction, ridicule) and the moderating influence of parental warmth on older adolescents' emotional and behavioral responses. An ethnically diverse sample of 336 older adolescents (M age = 18.6; SD = 1.1; 58.0% female) were surveyed. Adolescents who reported higher levels of pressure tactics by parents reported more negative affect and behavioral resistance. Perceived parental warmth moderated the influence of persuasion tactics, but not pressure tactics. For adolescents with low parental warmth, high levels of persuasion were associated with more negative emotional and behavioral responses; persuasion had the opposite associations for adolescents with high parental warmth. These results suggest that parental warmth plays an important role in how older adolescents respond to parents' persuasion tactics. However, when parents use more forceful pressure tactics to influence eating habits, adolescents react negatively regardless of the overall quality of the parent-adolescent relationship.

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.

Rhetorical skills as a component of midwifery care.

PubMed

Domajnko, Barbara; Drglin, Zalka; Pahor, Majda

2011-04-01

this article argues that rhetorical skills are an important quality factor of midwifery care. In particular, it aims to identify and discuss the relevance of three classical means of persuasion: ethos, pathos and logos. secondary analysis, rhetorical analysis of semi-structured interviews. Slovenia. Interviews were carried out predominantly in 2006. Data refer to childbirths in 2005 and 2006. four women with recent experience of childbirth. analysis identified the presence of all three means of persuasion in the interaction between midwives and women. Focusing on midwives, the quality of their awareness and command of rhetorical skills remains questionable. In particular, women experienced lack of a rational account of the situation and decisions made by health-care professionals involved in maternity care. acknowledging professional ethics, awareness and good command of all three means of persuasion [but above all, argumentative persuasion (logos)] is an integral component of midwifery care. It can contribute to collaborative relations between midwives and women, and thus promote women-centred midwifery care. knowledge of the three classical rhetorical means of persuasion should be integrated into professional midwifery curricula. Copyright © 2009 Elsevier Ltd. All rights reserved.

Microscopic insight into the structure of gallium isotopes

NASA Astrophysics Data System (ADS)

Verma, Preeti; Sharma, Chetan; Singh, Suram; Bharti, Arun; Khosa, S. K.

2012-07-01

Projected Shell Model technique has been applied to odd-A71-81Ga nuclei with the deformed single-particle states generated by the standard Nilsson potential. Various nuclear structure quantities have been calculated with this technique and compared with the available experimental data in the present work. The known experimental data of the yrast bands in these nuclei are persuasively described and the band diagrams obtained for these nuclei show that the yrast bands in these odd-A Ga isotopes don't belong to the single intrinsic state only but also have multi-particle states. The back-bending in moment of inertia and the electric quadrupole transitions are also calculated.

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)

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).

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.

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.

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

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

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

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.

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.

Potential Applicability of Persuasive Communication to Light-Glow Reduction Efforts: A Case Study of Marine Turtle Conservation

NASA Astrophysics Data System (ADS)

Kamrowski, Ruth L.; Sutton, Stephen G.; Tobin, Renae C.; Hamann, Mark

2014-09-01

Artificial lighting along coastlines poses a significant threat to marine turtles due to the importance of light for their natural orientation at the nesting beach. Effective lighting management requires widespread support and participation, yet engaging the public with light reduction initiatives is difficult because benefits associated with artificial lighting are deeply entrenched within modern society. We present a case study from Queensland, Australia, where an active light-glow reduction campaign has been in place since 2008 to protect nesting turtles. Semi-structured questionnaires explored community beliefs about reducing light and evaluated the potential for using persuasive communication techniques based on the theory of planned behavior (TPB) to increase engagement with light reduction. Respondents ( n = 352) had moderate to strong intentions to reduce light. TPB variables explained a significant proportion of variance in intention (multiple regression: R 2 = 0.54-0.69, P < 0.001), but adding a personal norm variable improved the model ( R 2 = 0.73-0.79, P < 0.001). Significant differences in belief strength between campaign compliers and non-compliers suggest that targeting the beliefs reducing light leads to "increased protection of local turtles" ( P < 0.01) and/or "benefits to the local economy" ( P < 0.05), in combination with an appeal to personal norms, would produce the strongest persuasion potential for future communications. Selective legislation and commitment strategies may be further useful strategies to increase community light reduction. As artificial light continues to gain attention as a pollutant, our methods and findings will be of interest to anyone needing to manage public artificial lighting.

Potential applicability of persuasive communication to light-glow reduction efforts: a case study of marine turtle conservation.

PubMed

Kamrowski, Ruth L; Sutton, Stephen G; Tobin, Renae C; Hamann, Mark

2014-09-01

Artificial lighting along coastlines poses a significant threat to marine turtles due to the importance of light for their natural orientation at the nesting beach. Effective lighting management requires widespread support and participation, yet engaging the public with light reduction initiatives is difficult because benefits associated with artificial lighting are deeply entrenched within modern society. We present a case study from Queensland, Australia, where an active light-glow reduction campaign has been in place since 2008 to protect nesting turtles. Semi-structured questionnaires explored community beliefs about reducing light and evaluated the potential for using persuasive communication techniques based on the theory of planned behavior (TPB) to increase engagement with light reduction. Respondents (n = 352) had moderate to strong intentions to reduce light. TPB variables explained a significant proportion of variance in intention (multiple regression: R (2) = 0.54-0.69, P < 0.001), but adding a personal norm variable improved the model (R (2) = 0.73-0.79, P < 0.001). Significant differences in belief strength between campaign compliers and non-compliers suggest that targeting the beliefs reducing light leads to "increased protection of local turtles" (P < 0.01) and/or "benefits to the local economy" (P < 0.05), in combination with an appeal to personal norms, would produce the strongest persuasion potential for future communications. Selective legislation and commitment strategies may be further useful strategies to increase community light reduction. As artificial light continues to gain attention as a pollutant, our methods and findings will be of interest to anyone needing to manage public artificial lighting.

TU-CD-213-01: Communication, Negotiation, and Persuasion: Approaches for Better Results

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

Johnson, J.

As part of the AAPM’s Scope of Practice, medical physicists are expected to collaborate effectively with practioners and allied health care providers. Interpersonal skills such as communication, negotiation and persuasion are vital for successful collaboration to achieve shared goals. This session will provide some theoretical background of these interpersonal skills as well as specific techniques and practical tools to influence others. Applications of these interpersonal skills for administrative and human resource management purposes vital to medical physicists will be shared. Session attendees will gain knowledge and tools to help them effectively collaborate with administrative and physician leaders in areas suchmore » as capital and human resource selection, prioritization, and implementation. Participants will hear methods of how to articulate their goals and to understand the goals of administration, helping ensure alignment of purpose. Session speakers will present one of the topics: equipment selection, budget creation, contracts, and program-related policy development. Specifics may include designing a business case in language that administrators understand, calculating the prioritization of budget requests, and influencing policies for safe and effective care. Human resource topics may include staffing justification, recruitment for fit, employment contracts, and benefits. Speakers will provide examples in both radiation therapy and diagnostic imaging departments and will share experiences and outcomes of their approaches for better results. Learning Objectives: After this course attendees will be better able to Understand the shared goal between administrative and physicist leadership. Articulate the “why” of the technical or human resource need. Utilize communication, negotiation and persuasion tools to improve collaboration.« less

TU-CD-213-03: Communication, Negotiation, and Persuasion: Approaches for Better Results

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

Wells, M.

As part of the AAPM’s Scope of Practice, medical physicists are expected to collaborate effectively with practioners and allied health care providers. Interpersonal skills such as communication, negotiation and persuasion are vital for successful collaboration to achieve shared goals. This session will provide some theoretical background of these interpersonal skills as well as specific techniques and practical tools to influence others. Applications of these interpersonal skills for administrative and human resource management purposes vital to medical physicists will be shared. Session attendees will gain knowledge and tools to help them effectively collaborate with administrative and physician leaders in areas suchmore » as capital and human resource selection, prioritization, and implementation. Participants will hear methods of how to articulate their goals and to understand the goals of administration, helping ensure alignment of purpose. Session speakers will present one of the topics: equipment selection, budget creation, contracts, and program-related policy development. Specifics may include designing a business case in language that administrators understand, calculating the prioritization of budget requests, and influencing policies for safe and effective care. Human resource topics may include staffing justification, recruitment for fit, employment contracts, and benefits. Speakers will provide examples in both radiation therapy and diagnostic imaging departments and will share experiences and outcomes of their approaches for better results. Learning Objectives: After this course attendees will be better able to Understand the shared goal between administrative and physicist leadership. Articulate the “why” of the technical or human resource need. Utilize communication, negotiation and persuasion tools to improve collaboration.« less

TU-CD-213-02: Communication, Negotiation, and Persuasion: Approaches for Better Results

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

Clements, J.

As part of the AAPM’s Scope of Practice, medical physicists are expected to collaborate effectively with practioners and allied health care providers. Interpersonal skills such as communication, negotiation and persuasion are vital for successful collaboration to achieve shared goals. This session will provide some theoretical background of these interpersonal skills as well as specific techniques and practical tools to influence others. Applications of these interpersonal skills for administrative and human resource management purposes vital to medical physicists will be shared. Session attendees will gain knowledge and tools to help them effectively collaborate with administrative and physician leaders in areas suchmore » as capital and human resource selection, prioritization, and implementation. Participants will hear methods of how to articulate their goals and to understand the goals of administration, helping ensure alignment of purpose. Session speakers will present one of the topics: equipment selection, budget creation, contracts, and program-related policy development. Specifics may include designing a business case in language that administrators understand, calculating the prioritization of budget requests, and influencing policies for safe and effective care. Human resource topics may include staffing justification, recruitment for fit, employment contracts, and benefits. Speakers will provide examples in both radiation therapy and diagnostic imaging departments and will share experiences and outcomes of their approaches for better results. Learning Objectives: After this course attendees will be better able to Understand the shared goal between administrative and physicist leadership. Articulate the “why” of the technical or human resource need. Utilize communication, negotiation and persuasion tools to improve collaboration.« less

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 during decision making is a first step to help overcome the performance gap between advocating and implementing SDM. Copyright © 2016 Elsevier Ltd. All rights reserved.

28 CFR 42.609 - EEOC reasonable cause determination and conciliation efforts.

Code of Federal Regulations, 2012 CFR

2012-07-01

... informal methods of conference, conciliation and persuasion. If EEOC would like the referring agency to... efforts to resolve the complaint by informal methods of conference, conciliation and persuasion fail, EEOC...

43 CFR 4.1394 - Burden of proof.

Code of Federal Regulations, 2013 CFR

2013-10-01

... requested the determination shall have the ultimate burden of persuasion. (b) If any other person is seeking... ultimate burden of persuasion that the person who requested the determination does or does not have valid...

28 CFR 42.609 - EEOC reasonable cause determination and conciliation efforts.

Code of Federal Regulations, 2013 CFR

2013-07-01

... informal methods of conference, conciliation and persuasion. If EEOC would like the referring agency to... efforts to resolve the complaint by informal methods of conference, conciliation and persuasion fail, EEOC...

43 CFR 4.1394 - Burden of proof.

Code of Federal Regulations, 2014 CFR

2014-10-01

... requested the determination shall have the ultimate burden of persuasion. (b) If any other person is seeking... ultimate burden of persuasion that the person who requested the determination does or does not have valid...

43 CFR 4.1394 - Burden of proof.

Code of Federal Regulations, 2012 CFR

2012-10-01

... requested the determination shall have the ultimate burden of persuasion. (b) If any other person is seeking... ultimate burden of persuasion that the person who requested the determination does or does not have valid...

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.

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.

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.

Learning from Marketing: Rapid Development of Medication Messages that Engage Patients

PubMed Central

Yank, Veronica; Tribett, Erika; Green, Lydia; Pettis, Jasmine

2015-01-01

Objective To adapt marketing approaches in a health services environment. Methods Researchers and advertising professionals partnered in developing advertising-style messages designed to activate patients pre-identified as having chronic kidney disease to ask providers about recommended medications. We assessed feasibility of the development process by evaluating partnership structure, costs, and timeframe. We tested messages with patients and providers using preliminary surveys to refine initial messages and subsequent focus groups to identify the most persuasive ones. Results The partnership achieved an efficient structure, $14,550 total costs, and 4-month timeframe. The advertising team developed 11 initial messages. The research team conducted surveys and focus groups with a total of 13 patients and 8 providers to identify three messages as most activating. Focus group themes suggested the general approach of using advertising-style messages was acceptable if it supported patient-provider relationships and had a credible evidence base. Individual messages were more motivating if they elicited personal identification with imagery, particular emotions, active patient role, and message clarity. Conclusion We demonstrated feasibility of a research-advertising partnership and acceptability and likely impact of advertising-style messages on patient medication-seeking behavior. Practice Implications Healthcare systems may want to replicate our adaptation of marketing approaches to patients with chronic conditions. PMID:25913245

A menagerie of promotional characters: promoting food to children through food packaging.

PubMed

Hebden, Lana; King, Lesley; Kelly, Bridget; Chapman, Kathy; Innes-Hughes, Christine

2011-01-01

To determine the extent to which (1) promotional characters are used on food packaging for healthful and less-healthful food and (2) different companies use this persuasive marketing strategy. Cross-sectional supermarket audit of all food and beverages featuring promotional characters on the packaging. Three Australian supermarket chains. Frequency of observed products, package size, nutritional composition. Frequencies and bivariate analyses was conducted. Nutritional composition (healthful vs less healthful) was analyzed by character type and company type, that is, whether the company was signed to the Australian Food and Grocery Council Responsible Marketing to Children Initiative (RMCI) signatory. Products featuring promotional characters on packaging (n = 352) were predominantly less-healthful food and beverages (70%). [corrected]. Nutritional composition varied significantly by character type, with 69% of products with sportspersons, celebrities, or movie tie-ins being healthful, compared with 38% of licensed and 16% [corrected] of company-owned characters. Only 13 of the 75 companies using characters on packaging were RMCI signatory. Promotional characters are largely used on food packaging to promote less-healthful food to children. Most of these characters are company-owned characters that are not subject to any form of regulation in Australia. Further efforts to limit this form of marketing to children are required. Copyright © 2011 Society for Nutrition Education. Published by Elsevier Inc. All rights reserved.

Call to claim your prize: Perceived benefits and risk drive intention to comply in a mass marketing scam.

PubMed

Wood, Stacey; Liu, Pi-Ju; Hanoch, Yaniv; Xi, Patricia M; Klapatch, Lukas

2018-06-01

Mass marketing scams extract an enormous toll, yet the literature on scams is just emerging. In Experiment 1, 211 adults reviewed a solicitation and rated their intention of contacting an "activation number" for a prize. Scarcity and authority were manipulated. Many (48.82%) indicated some willingness to contact to "activate" the winnings. Intention of responding was inversely related to the perception of risk (b = -.441, p < .001) and positively associated with perception of benefits (b = .554, p < .001), but not with the experimental condition. In Experiment 2, 291 adults were randomly assigned to one of the three conditions (low, medium, or high activation fee), and were asked to report willingness to contact. Activation fees decreased intent to contact, but percentages remained high (25.70%), with higher perception of risk reducing contact rates (b = -.581, p < .001), and benefit perception increasing intent to contact (b = .381, p < .001). Our studies indicate that consumers are responding to perceived risks and benefits in their decision-making, regardless of persuasion elements used by scammers. In summary, our studies find that consumers with lower levels of education and high perception of benefits are at increased risk for mass marketing scams. (PsycINFO Database Record (c) 2018 APA, all rights reserved).

Learning from marketing: Rapid development of medication messages that engage patients.

PubMed

Yank, Veronica; Tribett, Erika; Green, Lydia; Pettis, Jasmine

2015-08-01

To adapt marketing approaches in a health services environment. Researchers and advertising professionals partnered in developing advertising-style messages designed to activate patients pre-identified as having chronic kidney disease to ask providers about recommended medications. We assessed feasibility of the development process by evaluating partnership structure, costs, and timeframe. We tested messages with patients and providers using preliminary surveys to refine initial messages and subsequent focus groups to identify the most persuasive ones. The partnership achieved an efficient structure, $14,550 total costs, and 4-month timeframe. The advertising team developed 11 initial messages. The research team conducted surveys and focus groups with a total of 13 patients and 8 providers to identify three messages as most activating. Focus group themes suggested the general approach of using advertising-style messages was acceptable if it supported patient-provider relationships and had a credible evidence base. Individual messages were more motivating if they elicited personal identification with imagery, particular emotions, active patient role, and message clarity. We demonstrated feasibility of a research-advertising partnership and acceptability and likely impact of advertising-style messages on patient medication-seeking behavior. Healthcare systems may want to replicate our adaptation of marketing approaches to patients with chronic conditions. Copyright © 2015. Published by Elsevier Ireland Ltd.

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.

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.

How to encourage non-donors to be more willing to donate blood? Testing of binding communication based interventions.

PubMed

Fonte, D; Blondé, J; Girandola, F

2017-06-01

Our study aims to test the effectiveness of binding communication based interventions (vs classical persuasive communication based ones) inciting non-donors to act in favour of blood donation. The implementation of effective communication interventions represents a major public health issue. Nevertheless, persuasive media campaigns appear to have little effect on behaviours. Even though non-donors hold a positive attitude towards blood donation, they are not inclined to donate. As an alternative to producing behavioural changes, many recent studies have shown the superiority of binding communication over persuasive communication. All participants, non-donors, were randomly assigned to one of four experimental conditions of a 2 (type of communication: persuasive vs binding) × 2 (source credibility: low vs high) factorial design. Then, they were asked to report their intention to donate blood, and their intention to distribute leaflets regarding blood donation. Binding communication is a more effective strategy for increasing intention towards blood donation compared with persuasive communication, especially when combined with high credibility source. Accordingly this study calls for more consideration of knowledge of social psychology to design effective communication interventions and increase the number of donations. © 2016 British Blood Transfusion Society.

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.

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

Machine Learning Techniques for Persuasion Detection in Conversation

DTIC Science & Technology

2010-06-01

files maintained the original post and tile ordering within each transcript. These files were each internally shuffled prior to creating test and...of the number of post or tiles. The other 90% was used for training data. Each post and each tile appeared in only one of the 10 test sets. Each post ...concatenating 5 test sets and pairing it with the 6th test set. This process was conducted for both posts and tiles. The shortest transcript (19 posts , 0 tiles

Abrupt treatments of hysteria during World War I, 1914-18.

PubMed

Macleod, Ad Sandy

2018-06-01

Case reports of the abrupt recovery of hysterical disorders during World War I (1914-18), though undoubtedly subject to publication bias, raise both aetiological and treatment issues regarding pseudo-neurological conversion symptoms. Published clinical anecdotes report circumstantial, psychotherapeutic, hypnotic, persuasive (and coercive) methods seemingly inducing recovery, and also responses to fright and alterations of consciousness. The ethics of modern medical practice would not allow many of these techniques, which were reported to be effective, even in the chronic cases.

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)

Use of the PHM Framework to Create Safe-Sex Ads Targeted to Mature Women 50 and Older.

PubMed

Morton, Cynthia R; Kim, Hyojin

2015-01-01

This research applies the Witte's persuasive health message (PHM) framework to the development of creative concepts that promote sexual health strategies to senior-aged women. The PHM framework proposes an integrated approach to improving message effectiveness and maximizing persuasion in health communication campaigns. A focus group method was used to explore two research questions focused on message effectiveness and persuasion. The findings suggest the PHM framework can be a useful starting point for ensuring that health communicators identify the criteria most relevant to successful ad promotions.

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 relevant routes for future research are highlighted. Recommendations are derived for policy makers, institutions, employers, and individuals. PMID:29946279

Models and theories of prescribing decisions: A review and suggested a new model.

PubMed

Murshid, Mohsen Ali; Mohaidin, Zurina

2017-01-01

To date, research on the prescribing decisions of physician lacks sound theoretical foundations. In fact, drug prescribing by doctors is a complex phenomenon influenced by various factors. Most of the existing studies in the area of drug prescription explain the process of decision-making by physicians via the exploratory approach rather than theoretical. Therefore, this review is an attempt to suggest a value conceptual model that explains the theoretical linkages existing between marketing efforts, patient and pharmacist and physician decision to prescribe the drugs. The paper follows an inclusive review approach and applies the previous theoretical models of prescribing behaviour to identify the relational factors. More specifically, the report identifies and uses several valuable perspectives such as the 'persuasion theory - elaboration likelihood model', the stimuli-response marketing model', the 'agency theory', the theory of planned behaviour,' and 'social power theory,' in developing an innovative conceptual paradigm. Based on the combination of existing methods and previous models, this paper suggests a new conceptual model of the physician decision-making process. This unique model has the potential for use in further research.

"Save 30% if you buy today". Online pharmacies and the enhancement of peripheral thinking in consumers.

PubMed

Orizio, Grazia; Rubinelli, Sara; Schulz, Peter J; Domenighini, Serena; Bressanelli, Maura; Caimi, Luigi; Gelatti, Umberto

2010-09-01

Online pharmacies (OPs) are recognized as a potential threat to public health. The growth of an unregulated global drugs market risks increasing the spread of counterfeit medicines which are often delivered to consumers without a medical prescription. The aim of the study was to assess the strategies of argumentation that OPs adopt in their marketing. A sample of 175 OPs was analyzed using the content-analysis method, and evaluated by relying on the Elaboration Likelihood Model (ELM) of persuasion. Almost 80% of the sample of OPs did not ask for a medical prescription by the consumer's physician. The selling arguments used included privacy policy, economic, quality, and service issues. About one-third of the OPs did not declare any side-effects regarding the drugs offered. Our results show that OPs advertise their products in an argumentative fashion that enhances consumers' peripheral reflection: by analogically playing with the selling of other commodities, they magnify aspects of the online trade that consumers might find convenient, but overshadow the nature and risks of the actual products they sell. (c) 2010 John Wiley & Sons, Ltd.

Pharmaceutical speakers' bureaus, academic freedom, and the management of promotional speaking at academic medical centers.

PubMed

Boumil, Marcia M; Cutrell, Emily S; Lowney, Kathleen E; Berman, Harris A

2012-01-01

Pharmaceutical companies routinely engage physicians, particularly those with prestigious academic credentials, to deliver "educational" talks to groups of physicians in the community to help market the company's brand-name drugs. Although presented as educational, and even though they provide educational content, these events are intended to influence decisions about drug selection in ways that are not based on the suitability and effectiveness of the product, but on the prestige and persuasiveness of the speaker. A number of state legislatures and most academic medical centers have attempted to restrict physician participation in pharmaceutical marketing activities, though most restrictions are not absolute and have proven difficult to enforce. This article reviews the literature on why Speakers' Bureaus have become a lightning rod for academic/industry conflicts of interest and examines the arguments of those who defend physician participation. It considers whether the restrictions on Speakers' Bureaus are consistent with principles of academic freedom and concludes with the legal and institutional efforts to manage industry speaking. © 2012 American Society of Law, Medicine & Ethics, Inc.

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)

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.

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.

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

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.

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.

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.

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.

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).

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.

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.

Monitoring food and non-alcoholic beverage promotions to children.

PubMed

Kelly, B; King, L; Baur, L; Rayner, M; Lobstein, T; Monteiro, C; Macmullan, J; Mohan, S; Barquera, S; Friel, S; Hawkes, C; Kumanyika, S; L'Abbé, M; Lee, A; Ma, J; Neal, B; Sacks, G; Sanders, D; Snowdon, W; Swinburn, B; Vandevijvere, S; Walker, C

2013-10-01

Food and non-alcoholic beverage marketing is recognized as an important factor influencing food choices related to non-communicable diseases. The monitoring of populations' exposure to food and non-alcoholic beverage promotions, and the content of these promotions, is necessary to generate evidence to understand the extent of the problem, and to determine appropriate and effective policy responses. A review of studies measuring the nature and extent of exposure to food promotions was conducted to identify approaches to monitoring food promotions via dominant media platforms. A step-wise approach, comprising 'minimal', 'expanded' and 'optimal' monitoring activities, was designed. This approach can be used to assess the frequency and level of exposure of population groups (especially children) to food promotions, the persuasive power of techniques used in promotional communications (power of promotions) and the nutritional composition of promoted food products. Detailed procedures for data sampling, data collection and data analysis for a range of media types are presented, as well as quantifiable measurement indicators for assessing exposure to and power of food and non-alcoholic beverage promotions. The proposed framework supports the development of a consistent system for monitoring food and non-alcoholic beverage promotions for comparison between countries and over time. © 2013 The Authors. Obesity Reviews published by John Wiley & Sons Ltd on behalf of the International Association for the Study of Obesity.

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.

Obesogenic television food advertising to children in Malaysia: sociocultural variations

PubMed Central

Ng, See H.; Kelly, Bridget; Se, Chee H.; Chinna, Karuthan; Sameeha, Mohd Jamil; Krishnasamy, Shanthi; MN, Ismail; Karupaiah, Tilakavati

2014-01-01

Background Food advertising on television (TV) is well known to influence children's purchasing requests and models negative food habits in Western countries. Advertising of unhealthy foods is a contributor to the obesogenic environment that is a key driver of rising rates of childhood obesity. Children in developing countries are more at risk of being targeted by such advertising, as there is a huge potential for market growth of unhealthy foods concomitant with poor regulatory infrastructure. Further, in developing countries with multi-ethnic societies, information is scarce on the nature of TV advertising targeting children. Objectives To measure exposure and power of TV food marketing to children on popular multi-ethnic TV stations in Malaysia. Design Ethnic-specific popular TV channels were identified using industry data. TV transmissions were recorded for each channel from November 2012 to August 2013 (16 hr/day) for randomly selected weekdays and weekend days during normal days and repeated during school holidays (n=88 days). Coded food/beverage advertisements were grouped into core (healthy), non-core (non-healthy), or miscellaneous (unclassified) food categories. Peak viewing time (PVT) and persuasive marketing techniques were identified. Results Non-core foods were predominant in TV food advertising, and rates were greater during school holidays compared to normal days (3.51 vs 1.93 food ads/hr/channel, p<0.001). During normal days’ PVT, the ratio of non-core to core food advertising was higher (3.25 food ads/hr/channel), and this more than trebled during school holidays to 10.25 food ads/hr/channel. Popular channels for Indian children had the lowest rate of food advertising relative to other ethnic groups. However, sugary drinks remained a popular non-core product advertised across all broadcast periods and channels. Notably, promotional characters doubled for non-core foods during school holidays compared to normal days (1.91 vs 0.93 food ads/hr/channel, p<0.001). Conclusions This study highlights non-core food advertising, and predominantly sugary drinks are commonly screened on Malaysian TV channels. The majority of these sugary drinks were advertised by multinational companies, and this observation warrants regulatory attention. PMID:25141835

Obesogenic television food advertising to children in Malaysia: sociocultural variations.

PubMed

Ng, See H; Kelly, Bridget; Se, Chee H; Chinna, Karuthan; Sameeha, Mohd Jamil; Krishnasamy, Shanthi; Ismail, M N; Karupaiah, Tilakavati

2014-01-01

Food advertising on television (TV) is well known to influence children's purchasing requests and models negative food habits in Western countries. Advertising of unhealthy foods is a contributor to the obesogenic environment that is a key driver of rising rates of childhood obesity. Children in developing countries are more at risk of being targeted by such advertising, as there is a huge potential for market growth of unhealthy foods concomitant with poor regulatory infrastructure. Further, in developing countries with multi-ethnic societies, information is scarce on the nature of TV advertising targeting children. To measure exposure and power of TV food marketing to children on popular multi-ethnic TV stations in Malaysia. Ethnic-specific popular TV channels were identified using industry data. TV transmissions were recorded for each channel from November 2012 to August 2013 (16 hr/day) for randomly selected weekdays and weekend days during normal days and repeated during school holidays (n=88 days). Coded food/beverage advertisements were grouped into core (healthy), non-core (non-healthy), or miscellaneous (unclassified) food categories. Peak viewing time (PVT) and persuasive marketing techniques were identified. Non-core foods were predominant in TV food advertising, and rates were greater during school holidays compared to normal days (3.51 vs 1.93 food ads/hr/channel, p<0.001). During normal days' PVT, the ratio of non-core to core food advertising was higher (3.25 food ads/hr/channel), and this more than trebled during school holidays to 10.25 food ads/hr/channel. Popular channels for Indian children had the lowest rate of food advertising relative to other ethnic groups. However, sugary drinks remained a popular non-core product advertised across all broadcast periods and channels. Notably, promotional characters doubled for non-core foods during school holidays compared to normal days (1.91 vs 0.93 food ads/hr/channel, p<0.001). This study highlights non-core food advertising, and predominantly sugary drinks are commonly screened on Malaysian TV channels. The majority of these sugary drinks were advertised by multinational companies, and this observation warrants regulatory attention.

43 CFR 4.1155 - Burdens of proof in civil penalty proceedings.

Code of Federal Regulations, 2012 CFR

2012-10-01

... of persuasion as to the amount of the civil penalty. The person who petitioned for review shall have the ultimate burden of persuasion as to the fact of the violation. [53 FR 47694, Nov. 25, 1988] ...

43 CFR 4.1155 - Burdens of proof in civil penalty proceedings.

Code of Federal Regulations, 2014 CFR

2014-10-01

... of persuasion as to the amount of the civil penalty. The person who petitioned for review shall have the ultimate burden of persuasion as to the fact of the violation. [53 FR 47694, Nov. 25, 1988] ...

43 CFR 4.1155 - Burdens of proof in civil penalty proceedings.

Code of Federal Regulations, 2013 CFR

2013-10-01

... of persuasion as to the amount of the civil penalty. The person who petitioned for review shall have the ultimate burden of persuasion as to the fact of the violation. [53 FR 47694, Nov. 25, 1988] ...

43 CFR 4.1155 - Burdens of proof in civil penalty proceedings.

Code of Federal Regulations, 2011 CFR

2011-10-01

... of persuasion as to the amount of the civil penalty. The person who petitioned for review shall have the ultimate burden of persuasion as to the fact of the violation. [53 FR 47694, Nov. 25, 1988] ...

The case of the high-risk safety product.

PubMed

Chew, W B; Blodgett, T B; Wallin, W R; Meyers, G C; Holden, B; Johnson, E W; Smith, N C; Ducker, W

1992-01-01

After several days of meetings, J.F. Winchester, president of MDC Industries, felt no closer to a decision. MDC, a manufacturer of wall and ceiling panels, was considering whether to exercise an option to buy a new and safer wallboard technology. The product was being touted as revolutionary, but, Winchester wondered, could MDC afford to carry the flag? According to its inventor, Robert Goerner, Smoke-Safe would be a vast improvement over standard safety-rated wallboard. With almost the same flame-retardant properties, Smoke-Safe had the advantage of giving off almost no fumes or smoke in fire tests. And, Winchester knew, most fire-related deaths are from smoke, not flames. Indeed, the numbers were grimly persuasive: 82% of fire-related injuries involving standard panels were caused by smoke inhalation. What's more, Smoke-Safe would cost about the same to manufacture as MDC's current wallboard. But MDC had several other good options for spending the $5 million Goerner was asking; building plastics was only one of its profit centers. And the prospect of launching a campaign to change building codes in order to market Smoke-Safe, which could spark a fight with competitors, was daunting. Since its current wallboard gave MDC only 18% of the wallboard market, many industry insiders speculated whether MDC had the market clout to influence major cities to revise their codes. Six experts in marketing, law, and ethics advise MDC Industries on how it can balance ethical and business imperatives in making its decision.

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 suggest that most of them were credible. The prevalence of social support in the reviewed interventions was encouraging. Conclusions Understanding the persuasive elements of systems supporting behavior change is important. This may help users to engage and keep motivated in their endeavors. Further research is needed to increase our understanding of how and under what conditions specific persuasive features (either in isolation or collectively) lead to positive health outcomes in Web-based health behavior change interventions across diverse health contexts and populations. PMID:21795238

Sequencing the threat and recommendation components of persuasive messages differentially improves the effectiveness of high- and low-distressing imagery in an anti-alcohol message in students.

PubMed

Brown, Stephen L; West, Charlotte

2015-05-01

Distressing imagery is often used to improve the persuasiveness of mass-reach health promotion messages, but its effectiveness may be limited because audiences avoid attending to content. Prior self-affirmation or self-efficacy inductions have been shown to reduce avoidance and improve audience responsiveness to distressing messages, but these are difficult to introduce into a mass-reach context. Reasoning that a behavioural recommendation may have a similar effect, we reversed the traditional threat-behavioural recommendation health promotion message sequence. 2 × 2 experimental design: Factor 1, high- and low-distress images; Factor 2, threat-recommendation and recommendation-threat sequences. Ninety-one students were exposed to an identical text message accompanied by high- or low-distress imagery presented in threat-recommendation and recommendation-threat sequences. For the high-distress message, greater persuasion was observed for the recommendation-threat than the threat-recommendation sequence. This was partially mediated by participants' greater self-exposure to the threat component of the message, which we attribute to the effect of sequence in reducing attentional avoidance. For the low-distress message, greater persuasion was observed for the threat-recommendation sequence, which was not mediated by reading time allocated to the threat. Tailoring message sequence to suit the degree of distress that message developers wish to induce provides a tool that could improve persuasive messages. These findings provide a first step in this process and discuss further steps needed to consolidate and expand these findings. Statement of contribution What is already known on this subject? Health promotion messages accompanied by distressing imagery might, under some circumstances, persuade individuals to engage in healthier behaviour. Audiences can respond defensively to distressing imagery, but may be less inclined to do so when an easily followed behavioural recommendation is presented before imagery. Current literature is divided on whether presenting a behavioural recommendation before a threat component accompanied by distressing images will improve the persuasiveness of messages. What does this study add? We show that, when a behavioural recommendation precedes a threat containing distressing images, persuasiveness of a threatening message is stronger than a threat-recommendation sequence. We show that a recommendation-threat sequence improves persuasiveness of distressing imagery because it reduces attentional avoidance. © 2014 The British Psychological Society.

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 prevalence of social support in the reviewed interventions was encouraging. Understanding the persuasive elements of systems supporting behavior change is important. This may help users to engage and keep motivated in their endeavors. Further research is needed to increase our understanding of how and under what conditions specific persuasive features (either in isolation or collectively) lead to positive health outcomes in Web-based health behavior change interventions across diverse health contexts and populations.

A practical Israeli strategy for appealing for organ donation.

PubMed

Ashkenazi, Tamar; Klein, Moti

2013-06-01

CONTEXT-Most reports on organ donation have been related to the importance of support for families, explanations of brain death, and the appeal for organ donation. In contrast, no reports have addressed organ donation from the perspective of intervention in cases of "sudden mourning" and the practical aspects of how to facilitate donation in such cases. OBJECTIVE-To develop a specific strategy for professional intervention in cases of imminent death to bring the family to a state of cognitive and emotional preparedness that will enable them to accept the tragic news, donate organs, and then take leave of the deceased. METHOD-The strategy presented here was developed on the basis of the records of donor coordinators who documented their interaction with families; consultations with professionals in the fields of marketing, persuasion, and negotiating; research conducted on families who did or did not donate organs; and statements made by family members of donors in focus and support groups in more than 10 years. RESULTS-The strategic approach includes early-stage rules such as staff self-awareness, and then later, critical stages of the process that take place before and at the time of determination of brain death: preparation for and the notification of death itself and the request for organ donation, including persuasion skills, coping with resistance and expressions of anger, and physical leave-taking from the deceased. CONCLUSIONS-The flexible, strategic approach set out here is designed to maximize the chances of procuring organ donation while protecting the family's rights and welfare.

Enhancing Self-Efficacy and Performance: An Experimental Comparison of Psychological Techniques.

PubMed

Wright, Bradley James; O'Halloran, Paul Daniel; Stukas, Arthur Anthony

2016-01-01

We assessed how 6 psychological performance enhancement techniques (PETs) differentially improved self-efficacy (SE) and skill performance. We also assessed whether vicarious experiences and verbal persuasion as posited sources of SE (Bandura, 1982 ) were supported and, further, if the effects of the 6 PETs remained after controlling for achievement motivation traits and self-esteem. A within-subject design assessed each individual across 2 trials for 3 disparate PETs. A between-groups design assessed differences between PETs paired against each other for 3 similar novel tasks. Participants (N = 96) performed 2 trials of 10 attempts at each of the tasks (kick, throw, golf putt) in a counterbalanced sequence using their nondominant limb. Participants completed the Sport Orientation Questionnaire, Rosenberg Self-Esteem Scale, and General Self-Efficacy Scale and were randomly allocated to either the modeling or imagery, goal-setting or instructional self-statement, or knowledge-of-results or motivational feedback conditions aligned with each task. An instructional self-statement improved performance better than imagery, modeling, goal setting, and motivational and knowledge-of-results augmented feedback. Motivational auditory feedback most improved SE. Increased SE change scores were related to increased performance difference scores on all tasks after controlling for age, sex, achievement motivation, and self-esteem. Some sources of SE may be more influential than others on both SE and performance improvements. We provide partial support for the sources of SE proposed by Bandura's social-cognitive theory with verbal persuasion but not vicarious experiences improving SE.

17 CFR 171.22 - Effective date of final decisions in disciplinary, membership denial and registration actions.

Code of Federal Regulations, 2014 CFR

2014-04-01

... decision. The burden of persuasion shall rest with the party seeking the stay. If the Commission does not... the decision. The burden of persuasion rests with the National Futures Association. If the Commission...

17 CFR 171.22 - Effective date of final decisions in disciplinary, membership denial and registration actions.

Code of Federal Regulations, 2012 CFR

2012-04-01

... decision. The burden of persuasion shall rest with the party seeking the stay. If the Commission does not... the decision. The burden of persuasion rests with the National Futures Association. If the Commission...

17 CFR 171.22 - Effective date of final decisions in disciplinary, membership denial and registration actions.

Code of Federal Regulations, 2013 CFR

2013-04-01

... decision. The burden of persuasion shall rest with the party seeking the stay. If the Commission does not... the decision. The burden of persuasion rests with the National Futures Association. If the Commission...

17 CFR 171.22 - Effective date of final decisions in disciplinary, membership denial and registration actions.

Code of Federal Regulations, 2010 CFR

2010-04-01

... decision. The burden of persuasion shall rest with the party seeking the stay. If the Commission does not... the decision. The burden of persuasion rests with the National Futures Association. If the Commission...

17 CFR 171.22 - Effective date of final decisions in disciplinary, membership denial and registration actions.

Code of Federal Regulations, 2011 CFR

2011-04-01

... decision. The burden of persuasion shall rest with the party seeking the stay. If the Commission does not... the decision. The burden of persuasion rests with the National Futures Association. If the Commission...

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...

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.

Are U. S. Colleges and Universities Applying Marketing Techniques Properly and within the Context of an Overall Marketing Plan?

ERIC Educational Resources Information Center

Goldgehn, Leslie A.

1990-01-01

A survey of 791 college admissions officers investigated the use and perceived effectiveness of 15 marketing techniques: publicity; target marketing; market segmentation; advertising; program development; market positioning; market research; access; marketing plan; pricing; marketing committee; advertising research; consultants; marketing audit;…

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…

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)

“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

"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.

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 Elsevier Ireland Ltd. All rights reserved.

Healthy Gaming - Video Game Design to promote Health.

PubMed

Brox, E; Fernandez-Luque, L; Tøllefsen, T

2011-01-01

There is an increasing interest in health games including simulation tools, games for specific conditions, persuasive games to promote a healthy life style or exergames where physical exercise is used to control the game. The objective of the article is to review current literature about available health games and the impact related to game design principles as well as some educational theory aspects. Literature from the big databases and known sites with games for health has been searched to find articles about games for health purposes. The focus has been on educational games, persuasive games and exergames as well as articles describing game design principles. The medical objectives can either be a part of the game theme (intrinsic) or be totally dispatched (extrinsic), and particularly persuasive games seem to use extrinsic game design. Peer support is important, but there is only limited research on multiplayer health games. Evaluation of health games can be both medical and technical, and the focus will depend on the game purpose. There is still not enough evidence to conclude which design principles work for what purposes since most of the literature in health serious games does not specify design methodologies, but it seems that extrinsic methods work in persuasion. However, when designing health care games it is important to define both the target group and main objective, and then design a game accordingly using sound game design principles, but also utilizing design elements to enhance learning and persuasion. A collaboration with health professionals from an early design stage is necessary both to ensure that the content is valid and to have the game validated from a clinical viewpoint. Patients need to be involved, especially to improve usability. More research should be done on social aspects in health games, both related to learning and persuasion.

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. © 2015 John Wiley & Sons, Ltd.

What do potential jurors know about police interrogation techniques and false confessions?

PubMed

Leo, Richard A; Liu, Brittany

2009-01-01

Psychological police interrogation methods in America inevitably involve some level of pressure and persuasion to achieve their goal of eliciting confessions of guilt from custodial suspects. In this article, we surveyed potential jurors about their perceptions of a range of psychological interrogation techniques, the likelihood that such techniques would elicit a true confession from guilty suspects, and the likelihood that such techniques could elicit a false confession from innocent suspects. Participants recognized that these interrogation techniques may be psychologically coercive and may elicit true confessions, but believed that psychologically coercive interrogation techniques are not likely to elicit false confessions. The findings from this survey study indicate that potential jurors believe that false confessions are both counter- intuitive and unlikely, even in response to psychologically coercive interrogation techniques that have been shown to lead to false confessions from the innocent. This study provides empirical support for the idea that expert witnesses may helpfully inform jurors about the social science research on psychologically coercive interrogation methods and how and why such interrogation techniques can lead to false confessions. (c) 2009 John Wiley & Sons, Ltd.

What do electronic health record vendors reveal about their products: an analysis of vendor websites.

PubMed

Yeung, Natalie K; Jadad, Alejandro R; Shachak, Aviv

2013-02-19

Purchasing electronic health records (EHRs) typically follows a process in which potential adopters actively seek information, compare alternatives, and form attitudes towards the product. A potential source of information on EHRs that can be used in the process is vendor websites. It is unclear how much product information is presented on EHR vendor websites or the extent of its value during EHR purchasing decisions. To explore what features of EHR systems are presented by vendors in Ontario, Canada, on their websites, and the persuasive means they use to market such systems; to compare the online information available about primary care EHR systems with that about hospital EHR systems, and with data compiled by OntarioMD, a regional certifying agency. A list of EHR systems available in Ontario was created. The contents of vendor websites were analyzed. A template for data collection and organization was developed and used to collect and organize information on the vendor, website content, and EHR features. First, we mapped information on system features to categories based on a framework from the Institute of Medicine (IOM). Second, we used a grounded theory-like approach to explore information for building consumer confidence in the vendor and product, and the various persuasive strategies employed on vendor websites. All data were first coded by one researcher. A peer reviewer independently analyzed a randomly chosen subset of the websites (10 of 21; 48%) and provided feedback towards a unified coding scheme. All data were then re-coded and categorized into themes. Finally, we compared information from vendor websites and data gathered by OntarioMD. Vendors provided little specific product information on their websites. Only two of five acute care EHR websites (40%) and nine of 16 websites for primary care systems (56%) featured seven or all eight of the IOM components. Several vendor websites included system interface demonstrations: screenshots (six websites), public videos or slideshows (four websites), or for registered viewers only (three websites). Persuasive means used by vendors included testimonials on 14/21 (67%) websites, and directional language. Except for one free system, trial EHR versions were not available. OntarioMD provided more comprehensive information about primary care systems than the vendors' websites. Of 14 points of comparison, only the inclusion of templates and bilingual interfaces were fully represented in both data sources. For all other categories, the vendor websites were less complete than the OntarioMD site. EHR vendor websites employ various persuasive means, but lack product-specific information and do not provide options for trying systems on a limited basis. This may impede the ability of potential adopters to form perceptions and compare various offerings. Both vendors and clients could benefit from greater transparency and more specific product information on the Web. N/A.

The Selling of the Subliminal.

ERIC Educational Resources Information Center

Levy, Steven

1984-01-01

Describes Expandovision, a microcomputer-television connection which enables users to flash brief messages designed to improve their behavior on their television screens. Several incidents where subliminal persuasion has been used on television viewers in the past are recounted, and the effectiveness and dangers of subliminal persuasion are…

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)

The Art of Influencing Decision Makers.

ERIC Educational Resources Information Center

Diegmueller, Karen

1992-01-01

Influencing educational decision makers requires creating ongoing relationships, keeping everyone informed, and developing persuasive skills. Persuasion requires preparation, refinement, hard work, and a sound understanding of the people being lobbied. Lobbying must be factual and relevant to the audience. The article looks at influence from the…

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)

Sex Differences in Influenceability

ERIC Educational Resources Information Center

Eagly, Alice H.

1978-01-01

Examines the hypothesis that women are more easily influenced than men by reviewing the literature on persuasion and conformity research. Persuasion research and conformity studies not involving group pressure show scant empirical support for sex differences. For group pressure conformity research, a substantial minority of studies support the…

Isocrates, Aristotle, and Credibility Research.

ERIC Educational Resources Information Center

Benoit, William L.

Both rhetorical theorists and attitude change theorists agree that characteristics of the source of persuasive communication can improve the persuasiveness of that message. Writers from both perspectives have approached this notion from two divergent perspectives. Isocrates was concerned with the speaker's prior reputation, which is quite similar…

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.

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.

Health message framing effects on attitudes, intentions, and behavior: a meta-analytic review.

PubMed

Gallagher, Kristel M; Updegraff, John A

2012-02-01

Message framing has been an important focus in health communication research, yet prior meta-analyses found limited support for using framing to increase persuasiveness of health messages. This meta-analysis distinguished the outcomes used to assess the persuasive impact of framed messages (attitudes, intentions, or behavior). One hundred eighty-nine effect sizes were identified from 94 peer-reviewed, published studies which compared the persuasive impact of gain- and loss-framed messages. Gain-framed messages were more likely than loss-framed messages to encourage prevention behaviors (r = 0.083, p = 0.002), particularly for skin cancer prevention, smoking cessation, and physical activity. No effect of framing was found when persuasion was assessed by attitudes/intentions or among studies encouraging detection. Gain-framed messages appear to be more effective than loss-framed messages in promoting prevention behaviors. Research should examine the contexts in which loss-framed messages are most effective, and the processes that mediate the effects of framing on behavior.

Research design strategies to evaluate the impact of formulations on abuse liability.

PubMed

McColl, Shelley; Sellers, Edward M

2006-06-01

Scheduling of a chemical drug substance under the Controlled Substances Act (CSA) includes an evaluation of preclinical and clinical safety, and experimental abuse liability studies, as well as information on diversion and overdose. Formulations that mitigate abuse liability, dependence potential and public health risks (e.g., altered absorption rate and tamperability, long half-life, pro-drugs and combination products) are amenable to preclinical and clinical studies to compare their abuse potential to reference compounds. For new formulations (NF) as marketed agents, direct comparison to the immediate release (IR) formulation of the reference compound is typically needed across the full range of potential studies. While the public health advantage of formulation changes in the marketplace can be conceptualized in behavioral economic terms, generating persuasive data is challenging. Study complexity increases because of additional conditions (e.g., placebo, 2-3 doses of the IR formulation, 2-3 doses of the new formulation, and 2-3 doses of the unscheduled or negative control drug), larger sample sizes (study power driven by the comparison of the new formulation versus the IR or placebo), and associated increases in study duration. However, the use of single maximal doses of well-characterized controls can reduce the number of study arms, and using incomplete block designs can reduce study duration. Less typical experimental approaches may also be useful, such as human choice or discrimination procedures, or pre-marketing consumer studies among experienced drug tamperers. New formulations that demonstrate a substantial difference from marketed or reference products have a potential marketing advantage and should require less onerous risk management. Post-marketing epidemiological data demonstrating the lack of abuse will carry the most weight from a public health and physician perspective.

[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.

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.

Polarization of perceived Procedural Justice.

PubMed

Flint, Douglas H; Hernandez-Marrero, Pablo; Wielemaker, Martin

2006-02-01

This study examined polarization of perceptions of Procedural Justice. Two polarization mechanisms are examined, Persuasive Arguments and Social Comparisons. Participants were students enrolled in a first-year introductory business class. There were 216 participants in the Persuasive Arguments study, 429 in the Social Comparisons study. The average age of all participants was 22.3 yr. (SD = 2.1); 56% were women. Fields of study represented were business, engineering, information technology, and sports. Analysis showed under conditions of low Procedural Justice, polarization effects were only found with the Persuasive Arguments mechanism. Under conditions of high Procedural Justice, polarization effects were only found with Social Comparisons. Implications for group polarization and Procedural Justice theories are considered.

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.

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.

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…

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…

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"…

Changing Resistant Audience Attitudes Using Social Judgment Theory's "Anchor" Point Perspectives

ERIC Educational Resources Information Center

Ramos Salazar, Leslie

2017-01-01

Courses: Public Speaking, Business and Professional Communication, Persuasion, or any other skill-based oral communication course. Objectives: Students will practice the development and demonstration of persuasive arguments in this single-class social judgment theory activity to improve their ability to change resistant audience attitudes.

Perspectives on Rhetorical History: Aristotle's Rhetorical Theory.

ERIC Educational Resources Information Center

Markham, Reed

The most important historical theory of persuasion is Aristotelian Rhetorical Theory. Aristotle's work, "The Rhetoric," is divided into three books, each of which discuss principles relevant to persuasion. Book One establishes the philosophical position of rhetoric to logic; establishes the purposes of rhetoric; discusses three types of…

Collaborative virtual reality based advanced cardiac life support training simulator using virtual reality principles.

PubMed

Khanal, Prabal; Vankipuram, Akshay; Ashby, Aaron; Vankipuram, Mithra; Gupta, Ashish; Drumm-Gurnee, Denise; Josey, Karen; Tinker, Linda; Smith, Marshall

2014-10-01

Advanced Cardiac Life Support (ACLS) is a series of team-based, sequential and time constrained interventions, requiring effective communication and coordination of activities that are performed by the care provider team on a patient undergoing cardiac arrest or respiratory failure. The state-of-the-art ACLS training is conducted in a face-to-face environment under expert supervision and suffers from several drawbacks including conflicting care provider schedules and high cost of training equipment. The major objective of the study is to describe, including the design, implementation, and evaluation of a novel approach of delivering ACLS training to care providers using the proposed virtual reality simulator that can overcome the challenges and drawbacks imposed by the traditional face-to-face training method. We compare the efficacy and performance outcomes associated with traditional ACLS training with the proposed novel approach of using a virtual reality (VR) based ACLS training simulator. One hundred and forty-eight (148) ACLS certified clinicians, translating into 26 care provider teams, were enrolled for this study. Each team was randomly assigned to one of the three treatment groups: control (traditional ACLS training), persuasive (VR ACLS training with comprehensive feedback components), or minimally persuasive (VR ACLS training with limited feedback components). The teams were tested across two different ACLS procedures that vary in the degree of task complexity: ventricular fibrillation or tachycardia (VFib/VTach) and pulseless electric activity (PEA). The difference in performance between control and persuasive groups was not statistically significant (P=.37 for PEA and P=.1 for VFib/VTach). However, the difference in performance between control and minimally persuasive groups was significant (P=.05 for PEA and P=.02 for VFib/VTach). The pre-post comparison of performances of the groups showed that control (P=.017 for PEA, P=.01 for VFib/VTach) and persuasive (P=.02 for PEA, P=.048 for VFib/VTach) groups improved their performances significantly, whereas minimally persuasive group did not (P=.45 for PEA, P=.46 for VFib/VTach). Results also suggest that the benefit of persuasiveness is constrained by the potentially interruptive nature of these features. Our results indicate that the VR-based ACLS training with proper feedback components can provide a learning experience similar to face-to-face training, and therefore could serve as a more easily accessed supplementary training tool to the traditional ACLS training. Our findings also suggest that the degree of persuasive features in VR environments have to be designed considering the interruptive nature of the feedback elements. Copyright © 2014 Elsevier Inc. All rights reserved.

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.

Admissions Standards and the Use of Key Marketing Techniques by United States' Colleges and Universities.

ERIC Educational Resources Information Center

Goldgehn, Leslie A.

1989-01-01

A survey of admissions deans and directors investigated the use and perceived effectiveness of 15 well-known marketing techniques: advertising, advertising research, a marketing plan, market positioning, market segmentation, marketing audit, marketing research, pricing, program and service accessibility, program development, publicity, target…

Engaging rural women in healthy lifestyle programs: insights from a randomized controlled trial.

PubMed

Kozica, Samantha L; Harrison, Cheryce L; Teede, Helena J; Ng, Sze; Moran, Lisa J; Lombard, Catherine B

2015-09-16

The obesity epidemic is well established, particularly in rural settings. Programs promoting healthy lifestyles for rural women are urgently needed; however, participant engagement is challenging. In the context of a large randomized controlled trial targeting the prevention of weight gain in rural women, we explored successful recruitment strategies and aimed to understand participants' barriers, enablers and reasons for program participation. We recruited women (aged 18-55 years) from the general rural Australian population. A mixed-methods approach was applied to explore factors that influenced program participation, including quantitative questionnaires for all participants (n = 649) and qualitative semi-structured interviews conducted for a subgroup of participants (n = 45). Data were collected at three time points: baseline, 6 and 12 months post program commencement. We recruited 649 rural women through a community communication and partnering strategy, a program marketing campaign and mobilization of social networks. Program participants were diverse across education and income levels and were representative of the wider Australian regional population. Factors that influenced program engagement were divided into personal (perceived program benefits and program accessibility) and social (peer persuasion and support). Identified enablers included convenience of the program location, perceived program utility, such as weight management and optimization of lifestyle choices, as well as attending the program with peer support. Barriers to engagement, which are likely exacerbated in rural communities included lack of anonymity, self-consciousness and segregated social networks in rural settings. Participants reported that eliciting local support and maximizing publicity is fundamental to improving future program engagement. Multiple program promotion strategies including communication, marketing and partnering, as well as mobilization of social networks and peer persuasion, enabled engagement of rural women into a healthy lifestyle program. These recruitment strategies are consistent with successful strategies utilized previously to recruit urban-dwelling women into lifestyle programs. Future engagement efforts in rural settings could be enhanced by hosting multiple sessions within existing socio-cultural networks and assuring participants that they will not need to share their personal health information with others in their community. Australia & New Zealand Clinical Trial Registry. Trial number ACTRN12612000115831. Date of registration 24 January 2012.

Grave fraudulence in medical device research: a narrative review of the PIN seeding study for the Pinnacle hip system.

PubMed

Steffen, Joan E; Fassler, Ella A; Reardon, Kevin J; Egilman, David S

2018-01-01

In 2001, DePuy, a wholly-owned subsidiary of Johnson & Johnson (J&J/DePuy), initiated a seeding study called the "Multi-center, Prospective, Clinical Evaluation of Pinnacle Acetabular Implants in Total Hip Arthroplasty" (PIN Study). J&J/DePuy designed this study to develop new business opportunities during the launch of their Pinnacle Hip System (PHS) and generate survivorship data for marketing. This article, the first review of a seeding trial for a medical device, examines internal company documents relating to the PIN Study; the analysis herein focuses on the integrity of J&J/DePuy's research practices in conception, implementation, and analysis. J&J/DePuy violated the study protocol and manipulated data; consented participants in violation of standards protecting human subjects; and did not secure Institutional Review Board approval for all study sites. J&J/DePuy used PIN Study results as the "fundamental selling point" for the PHS. Medical device seeding trials are distinct from previously-documented pharmaceutical seeding trials because companies can profit directly from device sales and because these studies may be the first clinical evaluation of the device (as was the case for the PIN Study). Seeding trials are malleable marketing projects, not rigorous scientific studies. Regulatory bodies, physicians, and others should be vigilant for persuasive marketing accounts disguised as science.

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)…

Categories, Gender and Online Community

ERIC Educational Resources Information Center

Marshall, Jonathan Paul

2006-01-01

This article presents a sketch for a theory of the rhetorics involved in categorisation and the creation of culture in online communities. Persuasion, or shaping perceptions of the world, is never incidental to social life, but living online necessarily involves persuasion as it is difficult to bring force to bear, although people can be…

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...

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…

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…

Rhetoric and "Phronesis": The Aristotelian Ideal.

ERIC Educational Resources Information Center

Self, Lois S.

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

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…

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)

Teaching Communication and Contemporary Dissent.

ERIC Educational Resources Information Center

Zacharias, Donald W.

The rise of persuasive agitation within the past decade has led to the development of courses in contemporary dissent and a reexamination of persuasive practices in society. This study examines the issues raised by these courses and proposes a detailed approach to the teaching of communication and contemporary dissent. Special recommendations are…

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,…

The American Revolution: The Declaration and Beyond. [Lesson Plan].

ERIC Educational Resources Information Center

Kasper, Paula

Based on Thomas Paine's pamphlet "Common Sense," this lesson plan presents activities designed to help students understand that as the American Revolution approached, writers created highly persuasive documents calling for separation from England. The main activity in the lesson involves students in writing a persuasive essay. It includes…

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

ERIC Educational Resources Information Center

Hopmann, P. Terrence; Walcott, Charles

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

Toward a Theory of Psychological Type Congruence for Advertisers.

ERIC Educational Resources Information Center

McBride, Michael H.; And Others

Focusing on the impact of advertisers' persuasive selling messages on consumers, this paper discusses topics relating to the theory of psychological type congruence. Based on an examination of persuasion theory and relevant psychological concepts, including recent cognitive stability and personality and needs theory and the older concept of…

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…

Grammaticalness, Signification, and Second Language Acquisition--The Role of Literature in Language Classrooms.

ERIC Educational Resources Information Center

Grundy, Peter

2002-01-01

Shows how the apparently unrelated structuralist and poststructuralist approaches to literature each provide a persuasive justification for the use of literature in the language classroom. Argues persuasively that the characteristic use of deviation in literary writing makes literary texts "noticeable,""comprehensible," and hence suitable as a…

Considering the Audience: Air Force Recruiting Presentations

ERIC Educational Resources Information Center

Malone, Darek L.

2012-01-01

Each Air Force recruiter is formally trained in public speaking and the art of salesmanship or persuasion. These recruiters communicate to thousands of high school students each year through presentations in classrooms, auditoriums and other venues as part of their assigned duties. Persuasive presentations are public speaking events specifically…

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…

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…

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)

Comparative advantage: the impact of ISO 14001 environmental certification on exports.

PubMed

Bellesi, Florencia; Lehrer, David; Tal, Alon

2005-04-01

Relative to the enormous acceptance of the ISO 9000 quality standard, the ISO 14001 environmental management certification has been met with only moderate enthusiasm among industrial facilities. The literature on corporate motivation for ISO 14001 participation is relatively modest considering the enormous number of publications reviewing other aspects of its adoption and implementation. It would seem that the present "marketing" package supporting ISO environmental commitments does not seem to offer sufficiently persuasive incentives for increased sales, either domestically or internationally. While researchers assume that a higher export rate of companies is positively associated with higher ISO participation rates, there have been very few empirical studies that support this inference, and conclusions have not been based on data taken from importing countries orfrom a systematic evaluation of expressed corporate preference for products sold by ISO 14001 certified companies. The present study reports the results of a survey to firms in six countries that are Israel's leading trade partners, importing chemicals, textiles, and produce. The survey results confirm that while the international market still considers price and quality as the paramount factors in selection of suppliers, environmental management systems (EMS) are an important feature that is frequently taken into consideration. EMS certification appears to signify a supplier who is managing the business well and exhibiting ethical responsibility. The European market proved to be more environmentally conscious than those in other industrialized parts of the world. EMS offer a particularly valuable advantage for producers wishing to reach European markets. As policy-makers seek to expand the voluntary adoption of EMS, a clear advantage for exporters should be highlighted among national industries.

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.

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.

Political Microtargeting: Relationship Between Personalized Advertising on Facebook and Voters' Responses.

PubMed

Kruikemeier, Sanne; Sezgin, Minem; Boerman, Sophie C

2016-06-01

This study examines the relationship between exposure to political personalized ads on Facebook and voters' responses toward those ads and studies the mediating role of the use of persuasion knowledge in this relationship. Results from an online experiment (N = 122) demonstrate that exposure to a personalized ad from a political party activates persuasion knowledge, which in turn leads to lower intentions to engage in electronic word of mouth, but only for those participants who recall seeing the Sponsored label. We found no effects on source trustworthiness. Adding a text explaining the practice of personalized advertising did not lead to higher levels of persuasion knowledge and did not change the responses toward the message.

Healthy competition: What's holding back health care and how to free it.

PubMed

Cannon, Michael F; Tanner, Michael

2006-01-01

America's health care system is faced with rising costs, quality concerns, and a growing number of people who lack public or private health insurance. Some blame market forces for this state of affairs, arguing that health care is too important for government not to get more involved. A recent book from the Cato Institute-Healthy Competition: Whats Holding Back Health Care and How to Free It-takes a different tack. In fact, the authors argue, many of the current health care challenges can be traced directly to pervasive government influence: entitlements, costly regulations and, perhaps most importantly, tax laws. They point out that consumer choice and competition deliver higher quality and lower prices in nearly every other area of the economy, and make a persuasive case that removing regulatory restrictions can do the same for health care.

In “Step” with HIV Vaccines? A Content Analysis of Local Recruitment Campaigns for an International HIV Vaccine Study

PubMed Central

Frew, Paula M.; Macias, Wendy; Chan, Kayshin; Harding, Ashley C.

2009-01-01

During the past two decades of the HIV/AIDS pandemic, several recruitment campaigns were designed to generate community involvement in preventive HIV vaccine clinical trials. These efforts utilized a blend of advertising and marketing strategies mixed with public relations and community education approaches to attract potential study participants to clinical trials (integrated marketing communications). Although more than 30,000 persons worldwide have participated in preventive HIV vaccine studies, no systematic analysis of recruitment campaigns exists. This content analysis study was conducted to examine several United States and Canadian recruitment campaigns for one of the largest-scale HIV vaccine trials to date (the “Step Study”). This study examined persuasive features consistent with the Elaboration Likelihood Model (ELM) including message content, personal relevance of HIV/AIDS and vaccine research, intended audiences, information sources, and other contextual features. The results indicated variation in messages and communication approaches with gay men more exclusively targeted in these regions. Racial/ethnic representations also differed by campaign. Most of the materials promote affective evaluation of the information through heuristic cueing. Implications for subsequent campaigns and research directions are discussed. PMID:19609373

In "Step" with HIV Vaccines? A Content Analysis of Local Recruitment Campaigns for an International HIV Vaccine Study.

PubMed

Frew, Paula M; Macias, Wendy; Chan, Kayshin; Harding, Ashley C

2009-01-01

During the past two decades of the HIV/AIDS pandemic, several recruitment campaigns were designed to generate community involvement in preventive HIV vaccine clinical trials. These efforts utilized a blend of advertising and marketing strategies mixed with public relations and community education approaches to attract potential study participants to clinical trials (integrated marketing communications). Although more than 30,000 persons worldwide have participated in preventive HIV vaccine studies, no systematic analysis of recruitment campaigns exists. This content analysis study was conducted to examine several United States and Canadian recruitment campaigns for one of the largest-scale HIV vaccine trials to date (the "Step Study"). This study examined persuasive features consistent with the Elaboration Likelihood Model (ELM) including message content, personal relevance of HIV/AIDS and vaccine research, intended audiences, information sources, and other contextual features. The results indicated variation in messages and communication approaches with gay men more exclusively targeted in these regions. Racial/ethnic representations also differed by campaign. Most of the materials promote affective evaluation of the information through heuristic cueing. Implications for subsequent campaigns and research directions are discussed.

Models and theories of prescribing decisions: A review and suggested a new model

PubMed Central

Mohaidin, Zurina

2017-01-01

To date, research on the prescribing decisions of physician lacks sound theoretical foundations. In fact, drug prescribing by doctors is a complex phenomenon influenced by various factors. Most of the existing studies in the area of drug prescription explain the process of decision-making by physicians via the exploratory approach rather than theoretical. Therefore, this review is an attempt to suggest a value conceptual model that explains the theoretical linkages existing between marketing efforts, patient and pharmacist and physician decision to prescribe the drugs. The paper follows an inclusive review approach and applies the previous theoretical models of prescribing behaviour to identify the relational factors. More specifically, the report identifies and uses several valuable perspectives such as the ‘persuasion theory - elaboration likelihood model’, the stimuli–response marketing model’, the ‘agency theory’, the theory of planned behaviour,’ and ‘social power theory,’ in developing an innovative conceptual paradigm. Based on the combination of existing methods and previous models, this paper suggests a new conceptual model of the physician decision-making process. This unique model has the potential for use in further research. PMID:28690701

Social Distance, Framing, and Judgment: A Construal Level Perspective

ERIC Educational Resources Information Center

Nan, Xiaoli

2007-01-01

Drawing upon construal level theory, this research investigates the influence of social distance on individuals' responses to persuasive messages. Experiment 1 (N = 133) demonstrates that the persuasive impact of a gain frame becomes stronger when people make judgments for socially distant (e.g., others) versus proximal entities (e.g., selves). On…

As Seen on TV: Teaching Fallacies through Infomercials

ERIC Educational Resources Information Center

Marietta-Brown, Ashley

2011-01-01

As one of the foundations of persuasion, fallacies should be included in the teaching of persuasive speaking. It is important that speakers avoid misleading their audience as they have an ethical responsibility to tell the truth and avoid misleading information. If discovered, fallacies in messages can damage the credibility of the speaker and…

Using Vicarious Experience and Verbal Persuasion to Enhance Self-Efficacy in Pre-Service Teachers: "Priming the Pump" for Consultation.

ERIC Educational Resources Information Center

Hagen, Kenneth M.; Gutkin, Terry B.; Wilson, Caryll Palmer; Oats, Robert G.

1998-01-01

Investigates whether self-efficacy perceptions pertaining to working with difficult-to-teach children could be increased for preservice teachers using vicarious experience and verbal persuasion. Experimental group viewed a videotape demonstrating behavior management procedures while the control group viewed a placebo video. Experimental group…

The Effect of Normative and Behavioral Persuasion on Help Seeking in Thai and American College Students

ERIC Educational Resources Information Center

Christopher, Michael S.; Skillman, Gemma D.; Kirkhart, Matthew W.; D'Souza, June B.

2006-01-01

On the basis of previous research on self-construals, the theory of reasoned action, and persuasive communication, the authors hypothesized that individual, behavioral-focused information would be more effective in increasing help-seeking intention among college students in the United States, whereas relational, normative-focused information would…

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…

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…

L'indirection: Procede d'expression et de persuasion en communication publique (Indirection: Process of Expression and Persuasion in Public Communication).

ERIC Educational Resources Information Center

Gauthier, Gilles

2001-01-01

Focuses on the indirection process presented in Searle's and Vanderveken's theory of speech acts: the performance of a primary speech act by means of the accomplishment of a secondary speech act. Discusses indirection mechanisms used in advertising and in political communication. (Author/VWL)

Should We Let the Pigeon Stay up Late?

ERIC Educational Resources Information Center

Clark, Brandi

2014-01-01

Any child who has ever negotiated his or her bedtime, pleaded for items in the grocery store, or asked to attend a community event has practiced the art of persuasive argument. Why not bring that expertise into the classroom to introduce children to the fundamentals of persuasive writing? According to elementary educator Brandi Clark, picture…

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…

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…

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,…

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…

The Hidden Traps of Language: Dangerous Metaphors.

ERIC Educational Resources Information Center

Osborn, Michael

Since ancient times, the use of metaphor in rhetorical speeches has been a powerful tool for persuasive impact on audiences. Study of 84 important persuasive speeches, from classic to modern, reveals 52 metaphor types. Among these, 11 types account for 60% of all of the examples. These "archetypal" metaphors are used in speeches, not because of…

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…

The Influence of Personality Traits and Persuasive Messages on Entrepreneurial Intention: A Cross-Cultural Comparison

ERIC Educational Resources Information Center

de Pillis, Emmeline; Reardon, Kathleen K.

2007-01-01

Purpose: The purpose of this paper is to examine persuasion and personality variables as predictors of entrepreneurial intention in a cross-cultural sample. Design/methodology/approach: Undergraduates in the USA and the Republic of Ireland completed measures of personal efficacy, achievement motivation, ambiguity tolerance, attitudes toward…

Increasing Parent Limits on Novice Young Drivers: Cognitive Mediation of the Effect of Persuasive Messages

ERIC Educational Resources Information Center

Simons-Morton, Bruce G.; Hartos, Jessica L.; Leaf, William A.; Preusser, David F.

2006-01-01

This report describes intervention effects on parent-imposed driving limits on novice young drivers at licensure. Parent-adolescent dyads (4,344) completed baseline surveys at permit and were randomly assigned to intervention or comparison groups. Intervention families received persuasive communications related to protection motivation theory…

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)…

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)