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.

A persuasive toothbrush to enhance oral hygiene adherence.

PubMed

Walji, Muhammad F; Coker, Ololade; Valenza, John A; Henson, Harold; Warren-Morris, Donna; Zhong, Lin

2008-11-06

In this research we propose that a real-time wireless monitoring and reminder system can assist patients in maintaining optimal oral health. We provide a conceptual framework that incorporates both the behavioral and technical aspects of the proposed system. Further we present preliminary results of a feasibility experiment of modifying an inexpensive electric toothbrush by attaching an accelerometer and determining the ability to track motion and time by wirelessly transmitting data via Bluetooth technology.

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

PubMed Central

Johnson-Turbes, Ashani

2015-01-01

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

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

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.

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

DTIC Science & Technology

2012-03-01

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

Understanding the Adoption Process of National Security Technology: An Integration of Diffusion of Innovations and Volitional Behavior Theories.

PubMed

Iles, Irina A; Egnoto, Michael J; Fisher Liu, Brooke; Ackerman, Gary; Roberts, Holly; Smith, Daniel

2017-11-01

After the 9/11 terrorist attacks, the U.S. government initiated several national security technology adoption programs. The American public, however, has been skeptical about these initiatives and adoption of national security technologies has been mandated, rather than voluntary. We propose and test a voluntary behavioral intention formation model for the adoption of one type of new security technology: portable radiation detectors. Portable radiation detectors are an efficient way of detecting radiological and nuclear threats and could potentially prevent loss of life and damage to individuals' health. However, their functioning requires that a critical mass of individuals use them on a daily basis. We combine the explanatory advantages of diffusion of innovation with the predictive power of two volitional behavior frameworks: the theory of reasoned action and the health belief model. A large sample survey (N = 1,482) investigated the influence of factors identified in previous diffusion of innovation research on portable radiation detector adoption intention. Results indicated that nonfinancial incentives, as opposed to financial incentives, should be emphasized in persuasive communications aimed at fostering adoption. The research provides a new integration of diffusion of innovation elements with determinants of volitional behavior from persuasion literature, and offers recommendations on effective communication about new security technologies to motivate public adoption and enhance national safety. © 2017 Society for Risk Analysis.

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

PubMed

Bhui, Kamaldeep; Ibrahim, Yasmin

2013-04-01

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

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…

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

NASA Astrophysics Data System (ADS)

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

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

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 appeals in road safety communication campaigns: Theoretical frameworks and practical implications from the analysis of a decade of road safety campaign materials.

PubMed

Guttman, Nurit

2015-11-01

Communication campaigns are employed as an important tool to promote road safety practices. Researchers maintain road safety communication campaigns are more effective when their persuasive appeals, which are central to their communicative strategy, are based on explicit theoretical frameworks. This study's main objectives were to develop a detailed categorization of persuasive appeals used in road safety communication campaigns that differentiate between appeals that appear to be similar but differ conceptually, and to indicate the advantages, limitations and ethical issues associated with each type, drawing on behavior change theories. Materials from over 300 campaigns were obtained from 41 countries, mainly using road safety organizations' websites. Drawing on the literature, five types of main approaches were identified, and the analysis yielded a more detailed categorizations of appeals within these general categories. The analysis points to advantages, limitations, ethical issues and challenges in using different types of appeals. The discussion summarizes challenges in designing persuasive-appeals for road safety communication campaigns. Copyright © 2015 Elsevier Ltd. All rights reserved.

Reprint of "Persuasive appeals in road safety communication campaigns: Theoretical frameworks and practical implications from the analysis of a decade of road safety campaign materials".

PubMed

Guttman, Nurit

2016-12-01

Communication campaigns are employed as an important tool to promote road safety practices. Researchers maintain road safety communication campaigns are more effective when their persuasive appeals, which are central to their communicative strategy, are based on explicit theoretical frameworks. This study's main objectives were to develop a detailed categorization of persuasive appeals used in road safety communication campaigns that differentiate between appeals that appear to be similar but differ conceptually, and to indicate the advantages, limitations and ethical issues associated with each type, drawing on behavior change theories. Materials from over 300 campaigns were obtained from 41 countries, mainly using road safety organizations' websites. Drawing on the literature, five types of main approaches were identified, and the analysis yielded a more detailed categorizations of appeals within these general categories. The analysis points to advantages, limitations, ethical issues and challenges in using different types of appeals. The discussion summarizes challenges in designing persuasive-appeals for road safety communication campaigns. Copyright © 2015 Elsevier Ltd. All rights reserved.

The Role of Persuasive Arguments in Changing Affirmative Action Attitudes and Expressed Behavior in Higher Education

ERIC Educational Resources Information Center

White, Fiona A.; Charles, Margaret A.; Nelson, Jacqueline K.

2008-01-01

The research reported in this article examined the conditions under which persuasive arguments are most effective in changing university students' attitudes and expressed behavior with respect to affirmative action (AA). The conceptual framework was a model that integrated the theory of reasoned action and the elaboration likelihood model of…

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.

Socially Relevant Knowledge Based Telemedicine

DTIC Science & Technology

2013-02-01

have potential to change behavior and/or attitude at different situations and different circumstances. Fogg mentions that there are many...persuade users to perform various activities. Fogg [8] defines persuasive technologies as “interactive computing systems designed to change...8] Fogg , B. J., Persuasive Technology: Using computers to change what we think and do, 2003, Morgan Kaufman. [9] Pedersen, P., Simulations: A

Socially Relevant Knowledge Based Telemedicine

DTIC Science & Technology

2011-10-01

or attitude at different situations and different circumstances. Fogg mentions that there are many reasons that computers can be better persuaders...finding appropriate way to persuade users to perform various activities. Fogg [8] defines persuasive technologies as “interactive computing systems...Education, IEEE Consumer Electronics Society Conference Games Innovation, ICE-GIC, 2009, pp 54-63. [8] Fogg , B. J., Persuasive Technology: Using

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

PubMed

Spahn, Andreas

2012-12-01

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

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.

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

ERIC Educational Resources Information Center

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

2014-01-01

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

Reducing Students' Carbon Footprints Using Personal Carbon Footprint Management System Based on Environmental Behavioural Theory and Persuasive Technology

ERIC Educational Resources Information Center

Lin, Shyh-ming

2016-01-01

This study applied environmental behavioural theories to develop a personal carbon footprint management system and used persuasive technology to implement it. The system serves as an educational system to improve the determinants of students' low-carbon behaviours, to promote low-carbon concepts and to facilitate their carbon management. To assess…

Examining Deaf Students' Equitable Access to Science vis-a-vis Contemporary Pedagogical Practices

NASA Astrophysics Data System (ADS)

Ross, Annemarie D.

As a Deaf individual, it is important to ensure the growth of the Deaf community as science-literate members of society. While many predecessors have contributed to the body of research in Deaf pedagogy, there is still much to be done in safeguarding Deaf learners' equitable access to science education. One area of concern is in narrowing the statistically significant gap in Climate Change knowledge between Deaf students' and Hearing students' at the Rochester Institute of Technology. It is within this topic that the writing-to-learn-science framework is practiced and Deaf students in the Laboratory Science Technology program at the National Technical Institute for the Deaf participate in a study to assess whether or not the use of writing-to-learn-science strategies help them become better scientists, writers and learners. In this study, the social constructivist framework (Vygotsky, 1987) is used to study the impact of the use of the Berland and Reiser (2009) argumentation framework, so that they write-to-learn-science through the steps of sense-making, articulation and persuasion.

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

Socially Relevant Knowledge Based Telemedicine

DTIC Science & Technology

2012-10-01

provide, they have potential to change behavior and/or attitude at different situations and different circumstances. Fogg mentions that there are many...appropriate way to persuade users to perform various activities. Fogg [8] defines persuasive technologies as “interactive computing systems designed to...2009, pp 54-63. [8] Fogg , B. J., Persuasive Technology: Using computers to change what we think and do, 2003, Morgan Kaufman. [9] Pedersen, P

Socially Relevant Knowledge Based Telemedicine

DTIC Science & Technology

2010-10-01

potential to chang e behavior and/or attitude at different situations and different circumstances. Fogg mentions that there are many reasons that...finding appropriate way to pers uade users to perform various activities. Fogg [8] defines persuasive technologies as “intera ctive computing systems...persuasive technology tools (defined b y Fogg ), which we are using in our system is explained below: Tunneling It is a process in which users are

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.

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.

A holistic framework to improve the uptake and impact of eHealth technologies.

PubMed

van Gemert-Pijnen, Julia E W C; Nijland, Nicol; van Limburg, Maarten; Ossebaard, Hans C; Kelders, Saskia M; Eysenbach, Gunther; Seydel, Erwin R

2011-12-05

Many eHealth technologies are not successful in realizing sustainable innovations in health care practices. One of the reasons for this is that the current development of eHealth technology often disregards the interdependencies between technology, human characteristics, and the socioeconomic environment, resulting in technology that has a low impact in health care practices. To overcome the hurdles with eHealth design and implementation, a new, holistic approach to the development of eHealth technologies is needed, one that takes into account the complexity of health care and the rituals and habits of patients and other stakeholders. The aim of this viewpoint paper is to improve the uptake and impact of eHealth technologies by advocating a holistic approach toward their development and eventual integration in the health sector. To identify the potential and limitations of current eHealth frameworks (1999-2009), we carried out a literature search in the following electronic databases: PubMed, ScienceDirect, Web of Knowledge, PiCarta, and Google Scholar. Of the 60 papers that were identified, 44 were selected for full review. We excluded those papers that did not describe hands-on guidelines or quality criteria for the design, implementation, and evaluation of eHealth technologies (28 papers). From the results retrieved, we identified 16 eHealth frameworks that matched the inclusion criteria. The outcomes were used to posit strategies and principles for a holistic approach toward the development of eHealth technologies; these principles underpin our holistic eHealth framework. A total of 16 frameworks qualified for a final analysis, based on their theoretical backgrounds and visions on eHealth, and the strategies and conditions for the research and development of eHealth technologies. Despite their potential, the relationship between the visions on eHealth, proposed strategies, and research methods is obscure, perhaps due to a rather conceptual approach that focuses on the rationale behind the frameworks rather than on practical guidelines. In addition, the Web 2.0 technologies that call for a more stakeholder-driven approach are beyond the scope of current frameworks. To overcome these limitations, we composed a holistic framework based on a participatory development approach, persuasive design techniques, and business modeling. To demonstrate the impact of eHealth technologies more effectively, a fresh way of thinking is required about how technology can be used to innovate health care. It also requires new concepts and instruments to develop and implement technologies in practice. The proposed framework serves as an evidence-based roadmap.

A Holistic Framework to Improve the Uptake and Impact of eHealth Technologies

PubMed Central

van Limburg, Maarten; Ossebaard, Hans C; Kelders, Saskia M; Eysenbach, Gunther; Seydel, Erwin R

2011-01-01

Background Many eHealth technologies are not successful in realizing sustainable innovations in health care practices. One of the reasons for this is that the current development of eHealth technology often disregards the interdependencies between technology, human characteristics, and the socioeconomic environment, resulting in technology that has a low impact in health care practices. To overcome the hurdles with eHealth design and implementation, a new, holistic approach to the development of eHealth technologies is needed, one that takes into account the complexity of health care and the rituals and habits of patients and other stakeholders. Objective The aim of this viewpoint paper is to improve the uptake and impact of eHealth technologies by advocating a holistic approach toward their development and eventual integration in the health sector. Methods To identify the potential and limitations of current eHealth frameworks (1999–2009), we carried out a literature search in the following electronic databases: PubMed, ScienceDirect, Web of Knowledge, PiCarta, and Google Scholar. Of the 60 papers that were identified, 44 were selected for full review. We excluded those papers that did not describe hands-on guidelines or quality criteria for the design, implementation, and evaluation of eHealth technologies (28 papers). From the results retrieved, we identified 16 eHealth frameworks that matched the inclusion criteria. The outcomes were used to posit strategies and principles for a holistic approach toward the development of eHealth technologies; these principles underpin our holistic eHealth framework. Results A total of 16 frameworks qualified for a final analysis, based on their theoretical backgrounds and visions on eHealth, and the strategies and conditions for the research and development of eHealth technologies. Despite their potential, the relationship between the visions on eHealth, proposed strategies, and research methods is obscure, perhaps due to a rather conceptual approach that focuses on the rationale behind the frameworks rather than on practical guidelines. In addition, the Web 2.0 technologies that call for a more stakeholder-driven approach are beyond the scope of current frameworks. To overcome these limitations, we composed a holistic framework based on a participatory development approach, persuasive design techniques, and business modeling. Conclusions To demonstrate the impact of eHealth technologies more effectively, a fresh way of thinking is required about how technology can be used to innovate health care. It also requires new concepts and instruments to develop and implement technologies in practice. The proposed framework serves as an evidence-based roadmap. PMID:22155738

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

PubMed

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

2016-12-01

Research has shown that web-based interventions concerning mental health can be effective, although there is a broad range in effect sizes. Why some interventions are more effective than others is not clear. Persuasive technology is one of the aspects which has a positive influence on changing attitude and/or behavior, and can contribute to better outcomes. According to the Persuasive Systems Design Model there are various principles that can be deployed. It is unknown whether the number and combinations of principles used in a web-based intervention affect the effectiveness. Another issue in web-based interventions is adherence. Little is known about the relationship of adherence on the effectiveness of web-based interventions. This study examines whether there is a relationship between the number and combinations of persuasive technology principles used in web-based interventions and the effectiveness. Also the influence of adherence on effectiveness of web-based interventions is investigated. This study elaborates on the systematic review by [37] and therefore the articles were derived from that study. Only web-based interventions were included that were intended to be used on more than one occasion and studies were excluded when no information on adherence was provided. 48 interventions targeted at mental health were selected for the current study. A within-group (WG) and between-group (BG) meta-analysis were performed and subsequently subgroup analyses regarding the relationship between the number and combinations of persuasive technology principles and effectiveness. The influence of adherence on the effectiveness was examined through a meta-regression analysis. For the WG meta-analysis 40 treatment groups were included. The BG meta-analysis included 19 studies. The mean pooled effect size in the WG meta-analysis was large and significant (Hedges' g=0.94), while for the BG meta-analysis this was moderate to large and significant (Hedges' g=0.78) in favor of the web-based interventions. With regard to the number of persuasive technology principles, the differences between the effect sizes in the subgroups were significant in the WG subgroup analyses for the total number of principles and for the number of principles in the three categories Primary Task Support, Dialogue Support, and Social Support. In the BG subgroup analyses only the difference in Primary Task Support was significant. An increase in the total number of principles and Dialogue Support principles yielded larger effect sizes in the WG subgroup analysis, indicating that more principles lead to better outcomes. The number of principles in the Primary Task Support (WG and BG) and Social Support (WG) did not show an upward trend but had varying effect sizes. We identified a number of combinations of principles that were more effective, but only in the WG analyses. The association between adherence and effectiveness was not significant. There is a relationship between the number of persuasive technology principles and the effectiveness of web-based interventions concerning mental health, however this does not always mean that implementing more principles leads to better outcomes. Regarding the combinations of principles, specific principles seemed to work well together (e.g. tunneling and tailoring; reminders and similarity; social learning and comparison), but adding another principle can diminish the effectiveness (e.g. tunneling, tailoring and reduction). In this study, an increase in adherence was not associated with larger effect sizes. The findings of this study can help developers to decide which persuasive principles to include to make web-based interventions more persuasive. Copyright © 2016 Elsevier Ireland Ltd. All rights reserved.

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

PubMed Central

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

2013-01-01

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

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

PubMed

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

2013-01-01

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

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

PubMed

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

2012-11-14

Although web-based interventions for promoting health and health-related behavior can be effective, poor adherence is a common issue that needs to be addressed. Technology as a means to communicate the content in web-based interventions has been neglected in research. Indeed, technology is often seen as a black-box, a mere tool that has no effect or value and serves only as a vehicle to deliver intervention content. In this paper we examine technology from a holistic perspective. We see it as a vital and inseparable aspect of web-based interventions to help explain and understand adherence. This study aims to review the literature on web-based health interventions to investigate whether intervention characteristics and persuasive design affect adherence to a web-based intervention. We conducted a systematic review of studies into web-based health interventions. Per intervention, intervention characteristics, persuasive technology elements and adherence were coded. We performed a multiple regression analysis to investigate whether these variables could predict adherence. We included 101 articles on 83 interventions. The typical web-based intervention is meant to be used once a week, is modular in set-up, is updated once a week, lasts for 10 weeks, includes interaction with the system and a counselor and peers on the web, includes some persuasive technology elements, and about 50% of the participants adhere to the intervention. Regarding persuasive technology, we see that primary task support elements are most commonly employed (mean 2.9 out of a possible 7.0). Dialogue support and social support are less commonly employed (mean 1.5 and 1.2 out of a possible 7.0, respectively). When comparing the interventions of the different health care areas, we find significant differences in intended usage (p=.004), setup (p<.001), updates (p<.001), frequency of interaction with a counselor (p<.001), the system (p=.003) and peers (p=.017), duration (F=6.068, p=.004), adherence (F=4.833, p=.010) and the number of primary task support elements (F=5.631, p=.005). Our final regression model explained 55% of the variance in adherence. In this model, a RCT study as opposed to an observational study, increased interaction with a counselor, more frequent intended usage, more frequent updates and more extensive employment of dialogue support significantly predicted better adherence. Using intervention characteristics and persuasive technology elements, a substantial amount of variance in adherence can be explained. Although there are differences between health care areas on intervention characteristics, health care area per se does not predict adherence. Rather, the differences in technology and interaction predict adherence. The results of this study can be used to make an informed decision about how to design a web-based intervention to which patients are more likely to adhere.

Informational Power and Perceived Collective Benefit Affecting the Users’ Preference for a Mobile Technology: Evidences From a Survey Study

PubMed Central

Fantinelli, Stefania; Cortini, Michela

2018-01-01

This study takes place from the idea that the personal usage of mobile technologies can bring positive outcomes to the user and to their society in an indirect way. Technologies studied in this work are defined as persuasive technologies (Fogg, 1997) because they are intentionally designed to modify the users’ attitude or behavior. This research is aimed to evaluate if the intention to use the application can be influenced by positive attitudes toward technology, by the persuasive power of the application and by the perceived fun. Participants (N = 118; M = 55; F = 63; mean age = 27.4; range age = 15–69) filled in an online questionnaire that was partly based on the Media and Technology Usage and Attitude Scale (MTUAS – Rosen et al., 2013). An additional eight items were added to the scale, aimed at evaluating participants’ technophobia, technophilia, perceived technology pervasiveness and perceived persuasive power of technology. By using linear regression analysis, it was found that the application’s informational power and the perceived entertainment positively influenced the usage intention. Another interesting result, obtained through ANOVA, concerns a generational difference: baby boomers tended to trust more the fact that the single individual action through the application can have an effective impact on the environment. These results represent a basis for future in-depth investigations about socially relevant use of the ICT.

Informational Power and Perceived Collective Benefit Affecting the Users' Preference for a Mobile Technology: Evidences From a Survey Study.

PubMed

Fantinelli, Stefania; Cortini, Michela

2018-01-01

This study takes place from the idea that the personal usage of mobile technologies can bring positive outcomes to the user and to their society in an indirect way. Technologies studied in this work are defined as persuasive technologies (Fogg, 1997) because they are intentionally designed to modify the users' attitude or behavior. This research is aimed to evaluate if the intention to use the application can be influenced by positive attitudes toward technology, by the persuasive power of the application and by the perceived fun. Participants ( N = 118; M = 55; F = 63; mean age = 27.4; range age = 15-69) filled in an online questionnaire that was partly based on the Media and Technology Usage and Attitude Scale (MTUAS - Rosen et al., 2013). An additional eight items were added to the scale, aimed at evaluating participants' technophobia, technophilia, perceived technology pervasiveness and perceived persuasive power of technology. By using linear regression analysis, it was found that the application's informational power and the perceived entertainment positively influenced the usage intention. Another interesting result, obtained through ANOVA, concerns a generational difference: baby boomers tended to trust more the fact that the single individual action through the application can have an effective impact on the environment. These results represent a basis for future in-depth investigations about socially relevant use of the ICT.

Helping Autism-Diagnosed Teenagers Navigate and Develop Socially Using E-Learning Based on Mobile Persuasion

ERIC Educational Resources Information Center

Ohrstrom, Peter

2011-01-01

The HANDS (Helping Autism-diagnosed teenagers Navigate and Develop Socially) research project involves the creation of an e-learning toolset that can be used to develop individualized tools to support the social development of teenagers with an autism diagnosis. The e-learning toolset is based on ideas from persuasive technology. This paper…

Persuasive Design: An Information-Systems Design-Theory Approach to Persuade Employment-Seeking Behavior among People with Disabilities

ERIC Educational Resources Information Center

Al-Buhairan, Fadi

2012-01-01

People with disabilities face a number of societal challenges that influence this vulnerable population to be less interested and motivated to pursue working. According to researchers, persuasive technologies are able to motivate intended users to change a targeted behavior. This study included the design, development, and evaluation of an…

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

PubMed Central

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

2012-01-01

Background Although web-based interventions for promoting health and health-related behavior can be effective, poor adherence is a common issue that needs to be addressed. Technology as a means to communicate the content in web-based interventions has been neglected in research. Indeed, technology is often seen as a black-box, a mere tool that has no effect or value and serves only as a vehicle to deliver intervention content. In this paper we examine technology from a holistic perspective. We see it as a vital and inseparable aspect of web-based interventions to help explain and understand adherence. Objective This study aims to review the literature on web-based health interventions to investigate whether intervention characteristics and persuasive design affect adherence to a web-based intervention. Methods We conducted a systematic review of studies into web-based health interventions. Per intervention, intervention characteristics, persuasive technology elements and adherence were coded. We performed a multiple regression analysis to investigate whether these variables could predict adherence. Results We included 101 articles on 83 interventions. The typical web-based intervention is meant to be used once a week, is modular in set-up, is updated once a week, lasts for 10 weeks, includes interaction with the system and a counselor and peers on the web, includes some persuasive technology elements, and about 50% of the participants adhere to the intervention. Regarding persuasive technology, we see that primary task support elements are most commonly employed (mean 2.9 out of a possible 7.0). Dialogue support and social support are less commonly employed (mean 1.5 and 1.2 out of a possible 7.0, respectively). When comparing the interventions of the different health care areas, we find significant differences in intended usage (p = .004), setup (p < .001), updates (p < .001), frequency of interaction with a counselor (p < .001), the system (p = .003) and peers (p = .017), duration (F = 6.068, p = .004), adherence (F = 4.833, p = .010) and the number of primary task support elements (F = 5.631, p = .005). Our final regression model explained 55% of the variance in adherence. In this model, a RCT study as opposed to an observational study, increased interaction with a counselor, more frequent intended usage, more frequent updates and more extensive employment of dialogue support significantly predicted better adherence. Conclusions Using intervention characteristics and persuasive technology elements, a substantial amount of variance in adherence can be explained. Although there are differences between health care areas on intervention characteristics, health care area per se does not predict adherence. Rather, the differences in technology and interaction predict adherence. The results of this study can be used to make an informed decision about how to design a web-based intervention to which patients are more likely to adhere. PMID:23151820

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.

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.

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.

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

PubMed Central

Gooblar, Jonathan; Carpenter, Brian D.

2014-01-01

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

The role of empathy in responses to persuasive risk communication: overcoming resistance to HIV prevention messages.

PubMed

Campbell, Rose G; Babrow, Austin S

2004-01-01

This article offers a theoretical analysis of the role of empathy as a key mediator of the suasive effects of health messages, and it discusses the testing of an empirical tool for studying the state of empathy in responses to persuasive messages. It is argued that felt empathy evokes cognitive and emotional processing conducive to important health-promoting responses. This assertion was tested by operationalizing empathy as a response state via a new measure, the Empathy Response Scale (ERS). Two pilot tests and one major study, all set in the challenging area of HIV/AIDS prevention, provided preliminary data supporting the theoretical analysis and the ERS as a measure of the state of empathy. The article concludes with discussions of directions for future tests of the empathy theory and scale, as well as applications of the current framework for developing persuasive messages.

Persuasive Dialogue Based on a Narrative Theory: An ECA Implementation

NASA Astrophysics Data System (ADS)

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

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

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

PubMed

Gooblar, Jonathan; Carpenter, Brian D

2013-06-01

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

Motivating women and men to take protective action against rape: examining direct and indirect persuasive fear appeals.

PubMed

Morrison, Kelly

2005-01-01

This article examines the effectiveness of persuasive fear appeals in motivating women to enroll in self-defense classes to take protective action against rape. Witte's extended parallel process model is used as a framework to examine the relations between perceived invulnerability, perceived fear, and fear control processes. Because women may perceive invulnerability to rape, persuasive fear appeals targeted toward them may be ineffective in achieving attitude, intention, and behavioral change toward protecting themselves. One possible solution is to persuade men to talk with women about whom they care. Results indicated that women did not perceive invulnerability to rape, and although there was no differential impact between high- and low-threat messages, women did report positive intention and behaviors in response to direct fear appeals. Moreover, men reported positive intention and behaviors in response to indirect fear appeals.

Web-Based Intervention for Women With Type 1 Diabetes in Pregnancy and Early Motherhood: Critical Analysis of Adherence to Technological Elements and Study Design.

PubMed

Berg, Marie; Linden, Karolina; Adolfsson, Annsofie; Sparud Lundin, Carina; Ranerup, Agneta

2018-05-02

Numerous Web-based interventions have been implemented to promote health and health-related behaviors in persons with chronic conditions. Using randomized controlled trials to evaluate such interventions creates a range of challenges, which in turn can influence the study outcome. Applying a critical perspective when evaluating Web-based health interventions is important. The objective of this study was to critically analyze and discuss the challenges of conducting a Web-based health intervention as a randomized controlled trial. The MODIAB-Web study was critically examined using an exploratory case study methodology and the framework for analysis offered through the Persuasive Systems Design model. Focus was on technology, study design, and Web-based support usage, with special focus on the forum for peer support. Descriptive statistics and qualitative content analysis were used. The persuasive content and technological elements in the design of the randomized controlled trial included all four categories of the Persuasive Systems Design model, but not all design principles were implemented. The study duration was extended to a period of four and a half years. Of 81 active participants in the intervention group, a maximum of 36 women were simultaneously active. User adherence varied greatly with a median of 91 individual log-ins. The forum for peer support was used by 63 participants. Although only about one-third of the participants interacted in the forum, there was a fairly rich exchange of experiences and advice between them. Thus, adherence in terms of social interactions was negatively affected by limited active participation due to prolonged recruitment process and randomization effects. Lessons learned from this critical analysis are that technology and study design matter and might mutually influence each other. In Web-based interventions, the use of design theories enables utilization of the full potential of technology and promotes adherence. The randomization element in a randomized controlled trial design can become a barrier to achieving a critical mass of user interactions in Web-based interventions, especially when social support is included. For extended study periods, the technology used may need to be adapted in line with newly available technical options to avoid the risk of becoming outdated in the user realm, which in turn might jeopardize study validity in terms of randomized controlled trial designs. On the basis of lessons learned in this randomized controlled trial, we give recommendations to consider when designing and evaluating Web-based health interventions. ©Marie Berg, Karolina Linden, Annsofie Adolfsson, Carina Sparud Lundin, Agneta Ranerup. Originally published in the Journal of Medical Internet Research (http://www.jmir.org), 02.05.2018.

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

PubMed

Petty, Richard E; Briñol, Pablo

2015-01-01

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

Using Technology To Promote Your Guidance and Counseling Program among Stake Holders.

ERIC Educational Resources Information Center

Sabella, Russell A.; Booker, Beverly L.

2003-01-01

Focuses on the use of technology to promote guidance and counseling programs among stakeholders. Details the significance of promoting comprehensive guidance and counseling programs and examples of technology tools used for persuasive communication. Discusses the advantages and disadvantages of using technology to promote a school counseling…

Physical Education Student Teachers' Technology Integration Self-Efficacy

ERIC Educational Resources Information Center

Krause, Jennifer M.

2017-01-01

Pre- and in-service physical education teachers have evaluated themselves as not being very well prepared or proficient in technology use. Thus, better preparation of PE teachers to integrate technology is necessary. In this study, I examined the effects of technology-related mastery experiences, vicarious experiences, and social persuasion on…

Making Geographic Information Systems (GIS) Sustainable in Schools

ERIC Educational Resources Information Center

Dascombe, Brett

2006-01-01

Spatial technologies, particularly Geographic Information Systems (GIS), have become invaluable and persuasive tools in society today. These technologies have also made their way into classrooms around the world and Australian teachers are leaders in implementing GIS technology into their classrooms. There is still a way to go in order to make…

More than Solutions: Empowering Students to Think Strategically and Tactically

ERIC Educational Resources Information Center

Del Gandio, Jason

2017-01-01

Courses: Communication Activism; Public Advocacy; Social Movements; Public Speaking; Persuasion; Argumentation; Public Sphere. Objectives: This semester-long activity helps students implement a solutions--strategies--tactics framework into their advocacy work. More specifically, students learn to (1) designate, research, and assess the causes of…

Rhetorical Dimensions of Teaching Effectiveness.

ERIC Educational Resources Information Center

Timmerman, Linda E. L.

An overlooked framework that allows for clearer understanding of effective teaching is the field of rhetoric. Although the concept has changed over time, Aristotle defines rhetoric as observing the available means of persuasion. These means include ethos, a speaker's credibility; pathos, appeal to emotions; and logos, appeal to reason or…

Persuasive technology in teaching acute pain assessment in nursing: Results in learning based on pre and post-testing.

PubMed

Alvarez, Ana Graziela; Dal Sasso, Grace T Marcon; Iyengar, M Sriram

2017-03-01

Thousands of patients seek health services every day with complaints of pain. However, adequate pain assessment is still flawed, a fact that is partly related to gaps in professional learning on this topic. Innovative strategies such as the use of a virtual learning object mediated by persuasive technology in the learning of undergraduate nursing students can help to fill these gaps and to provide different ways of learning to learn. To evaluate the results in learning among undergraduate nursing students about assessment of acute pain in adults and newborns, before and after an online educational intervention. This is a quasi-experimental, non-equivalent study using pre-and post-testing. Federal University of Santa Catarina, Brazil. 75 undergraduate nursing students. Our study was conducted in three steps (pre-test, education intervention, post-test). Data were collected from November 2013 to February 2014. The educational intervention was performed using online access to virtual learning object about acute pain assessment, which students accessed on their mobile devices. A significant difference was seen in student learning (p<0.001) in the post-test compared with the pre-test results. The students understood the importance of the topic, and were satisfied and motivated by the technology and method applied. The use of persuasive technology such as small mobile devices as mediators of online educational interventions broadens learning spaces in an innovative, flexible, motivational, and promising manner. Copyright © 2016 Elsevier Ltd. All rights reserved.

Experimental investigation of the persuasive impact of computer generated presentation graphics

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

Vogel, D.R.

1986-01-01

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

The Relevance of Decision Process Models in Structuring Persuasive Messages

ERIC Educational Resources Information Center

Wright, Peter; Barbour, Fredric

1975-01-01

Suggests a method of analyzing mass media advertising strategies within an integrated behavioral science research framework. Available from: Communication Research, Sage Publications, 275 South Beverly Drive, Beverly Hills, California 90212. Subscription Rates: institutional, $20.00 per year; professionals and teachers, $12.00 per year; full-time…

The Rocky Road to Change: Implications for Substance Abuse Programs on College Campuses.

ERIC Educational Resources Information Center

Scott, Cynthia G.; Ambroson, DeAnn L.

1994-01-01

Examines college substance abuse prevention and intervention programs in the framework of the elaboration likelihood model. Discusses the role of persuasion and recommends careful analysis of the relevance, construction, and delivery of messages about substance use and subsequent program evaluation. Recommendations for increasing program…

Source, Message, and Recipient Factors in Counseling and Psychotherapy.

ERIC Educational Resources Information Center

Stoltenberg, Cal D.; McNeill, Brian W.

This paper reviews recent social psychology studies on the influence of message characteristics, issue involvement, and the subject's cognitive response on perceptions of the communicator. The Elaboration Likelihood Model (ELM) is used as a framework to discuss various approaches to persuasion, particularly central and peripheral routes to…

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

ERIC Educational Resources Information Center

Rowe, Sarah Stebbe

2012-01-01

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

Analyzing the Hidden Curriculum of Screen Media Advertising

ERIC Educational Resources Information Center

Mason, Lance E.

2015-01-01

This media literacy article introduces a questioning framework for analyzing screen media with students and provides an example analysis of two contemporary commercials. Investigating screen conventions can help students understand the persuasive functions of commercials, as well as how the unique sensory experience of screen viewing affects how…

A Framework for Residence Hall Community Development.

ERIC Educational Resources Information Center

Davis, Alan H.; Daugherty, Michael S.

This paper addresses the issue of improving student retention and quality of life on campus through the application of principles expressed by Sabre (1980) involving community development. Sabre's ethical principle of nurturing the capacity for mutual persuasion is discussed as a central vision and purpose for organizing and guiding community…

Creative Criticism: Dialogue and Aesthetics in the English Language Arts Classroom

ERIC Educational Resources Information Center

Blom, Nathan

2017-01-01

The author discusses the theoretical foundations for creative criticism, a term denoting the application of multimodal responses to literature for the construction of meaning. The author develops a theoretical framework from Bakhtin's principles of dialogical interpenetration, internally persuasive discourse, and utterance, as well as Dewey's…

Rap and Technology Teach the Art of Argument

ERIC Educational Resources Information Center

Fink, Rosalie

2017-01-01

How can teachers integrate rap and technology strategies to teach students with learning disabilities the art of persuasive argument writing? This teacher research study presents creative new approaches for teaching argument writing. Strategies used in the study helped college freshmen with learning disabilities (LD) succeed in developing…

Persuasion strategies and sexual solicitations and interactions in online sexual grooming of adolescents: Modeling direct and indirect pathways.

PubMed

Gámez-Guadix, Manuel; Almendros, Carmen; Calvete, Esther; De Santisteban, Patricia

2018-02-01

Online sexual grooming and exploitation of adolescents is receiving increasing social attention. Drawing on a social influence framework, the aim of this study was to test a model of the direct and mediated relationships between an adult's use of persuasion strategies and online sexual grooming of early adolescents. The initial sample of the study consisted of 2731 early Spanish adolescents between 12 and 15 years old (50.6% female). Of these, 196 adolescents (7.17% of the total; 53% girls) were involved in online grooming (mean age = 14.93, SD = 0.90). Persuasion strategies by the adult through internet increased the probability of using deceit, bribery, and the minor's nonsexual involvement. In addition, deceit and bribery were associated with higher rates of sexual solicitation, which in turn increased abusive sexual interactions. Understanding strategies used by adults to groom minors contributes to the prevention of and intervention in this crucial societal problem. Copyright © 2017 The Foundation for Professionals in Services for Adolescents. Published by Elsevier Ltd. All rights reserved.

Key Components in eHealth Interventions Combining Self-Tracking and Persuasive eCoaching to Promote a Healthier Lifestyle: A Scoping Review

PubMed Central

Oldenhuis, Hilbrand KE; de Groot, Martijn; Polstra, Louis; Velthuijsen, Hugo; van Gemert-Pijnen, Julia EWC

2017-01-01

Background The combination of self-tracking and persuasive eCoaching in automated interventions is a new and promising approach for healthy lifestyle management. Objective The aim of this study was to identify key components of self-tracking and persuasive eCoaching in automated healthy lifestyle interventions that contribute to their effectiveness on health outcomes, usability, and adherence. A secondary aim was to identify the way in which these key components should be designed to contribute to improved health outcomes, usability, and adherence. Methods The scoping review methodology proposed by Arskey and O’Malley was applied. Scopus, EMBASE, PsycINFO, and PubMed were searched for publications dated from January 1, 2013 to January 31, 2016 that included (1) self-tracking, (2) persuasive eCoaching, and (3) healthy lifestyle intervention. Results The search resulted in 32 publications, 17 of which provided results regarding the effect on health outcomes, 27 of which provided results regarding usability, and 13 of which provided results regarding adherence. Among the 32 publications, 27 described an intervention. The most commonly applied persuasive eCoaching components in the described interventions were personalization (n=24), suggestion (n=19), goal-setting (n=17), simulation (n=17), and reminders (n=15). As for self-tracking components, most interventions utilized an accelerometer to measure steps (n=11). Furthermore, the medium through which the user could access the intervention was usually a mobile phone (n=10). The following key components and their specific design seem to influence both health outcomes and usability in a positive way: reduction by setting short-term goals to eventually reach long-term goals, personalization of goals, praise messages, reminders to input self-tracking data into the technology, use of validity-tested devices, integration of self-tracking and persuasive eCoaching, and provision of face-to-face instructions during implementation. In addition, health outcomes or usability were not negatively affected when more effort was requested from participants to input data into the technology. The data extracted from the included publications provided limited ability to identify key components for adherence. However, one key component was identified for both usability and adherence, namely the provision of personalized content. Conclusions This scoping review provides a first overview of the key components in automated healthy lifestyle interventions combining self-tracking and persuasive eCoaching that can be utilized during the development of such interventions. Future studies should focus on the identification of key components for effects on adherence, as adherence is a prerequisite for an intervention to be effective. PMID:28765103

Decoding ClassDojo: Psycho-Policy, Social-Emotional Learning and Persuasive Educational Technologies

ERIC Educational Resources Information Center

Williamson, Ben

2017-01-01

ClassDojo is one of the world's most successful educational technologies, currently used by over 3 million teachers and 35 million children globally. It reinforces and enacts emerging governmental "psycho-policies" around the measurement and modification of children's social and emotional learning in schools. This article focuses…

Designing Effective Persuasive Systems Utilizing the Power of Entanglement: Communication Channel, Strategy & Affect

ERIC Educational Resources Information Center

Li, Haiqing

2010-01-01

With rapid advancements in information and communication technologies, computer-mediated communication channels such as email, web, mobile smart-phones with SMS, social networking websites (Facebook), multimedia websites, and OEM devices provide users with multiple technology choices to seek information. However, no study has compared the…

Developing Teaching Self-Efficacy in Research Institutions: A Study of Award-Winning Professors

ERIC Educational Resources Information Center

Morris, David B.; Usher, Ellen L.

2011-01-01

The purpose of this study was to assess the sources of award-wining research professors' (six women; six men) teaching self-efficacy through the framework of Bandura's (1986) social cognitive theory. Semi-structured interviews revealed that mastery experiences and social persuasions were particularly influential sources of self-efficacy and that…

Persuasive Writing, A Curriculum Design: K-12.

ERIC Educational Resources Information Center

Bennett, Susan G., Ed.

In the spirit of the Texas Hill Country Writing Project and in response to the requirements of the Texas Assessment of Basic Skills, this guide presents writing assignments reflecting a commitment to a unified writing program for kindergarten through grade twelve. The framework for the assignments is adopted from the discourse theory of James…

Ethics and Ethos in Financial Reporting: Analyzing Persuasive Language in Earnings Calls

ERIC Educational Resources Information Center

Crawford Camiciottoli, Belinda

2011-01-01

In response to ongoing concerns about financial ethics, this study analyzes the speech of company executives in quarterly earnings conference calls to understand strategic usage of ethics-related language. Against the backdrop of the recent global financial crisis, the Aristotelian concept of ethos provides a framework to investigate linguistic…

Applying Toulmin: Teaching Logical Reasoning and Argumentative Writing

ERIC Educational Resources Information Center

Rex, Lesley A.; Thomas, Ebony Elizabeth; Engel, Steven

2010-01-01

To learn to write well-reasoned persuasive arguments, students need in situ help thinking through the complexity and complications of an issue, making inferences based on evidence, and hierarchically grouping and logically sequencing ideas. They rely on teachers to make this happen. In this article, the authors explain the framework they used and…

Propellant Technologies: A Persuasive Wave of Future Propulsion Benefits

NASA Technical Reports Server (NTRS)

Palaszewski, Bryan; Ianovski, Leonid S.; Carrick, Patrick

1997-01-01

Rocket propellant and propulsion technology improvements can be used to reduce the development time and operational costs of new space vehicle programs. Advanced propellant technologies can make the space vehicles safer, more operable, and higher performing. Five technology areas are described: Monopropellants, Alternative Hydrocarbons, Gelled Hydrogen, Metallized Gelled Propellants, and High Energy Density Materials. These propellants' benefits for future vehicles are outlined using mission study results and the technologies are briefly discussed.

Extending the explanatory utility of the EPPM beyond fear-based persuasion.

PubMed

Lewis, Ioni; Watson, Barry; White, Katherine M

2013-01-01

In the 20 years since its inception, the Extended Parallel Process Model (EPPM) has attracted much empirical support. Currently, and unsurprisingly, given that is a model of fear-based persuasion, the EPPM's explanatory utility has been based only upon fear-based messages. However, an argument is put forth herein that draws upon existing evidence that the EPPM may be an efficacious framework for explaining the persuasive process and outcomes of emotion-based messages more broadly when such messages are addressing serious health topics. For the current study, four different types of emotional appeals were purposefully devised and included a fear-, an annoyance/agitation-, a pride-, and a humor-based message. All messages addressed the serious health issue of road safety, and in particular the risky behavior of speeding. Participants (n = 551) were exposed to only one of the four messages and subsequently provided responses within a survey. A series of 2 (threat: low, high) × 2 (efficacy: low, high) analysis of variance was conducted for each of the appeals based on the EPPM's message outcomes of acceptance and rejection. Support was found for the EPPM with a number of main effects of threat and efficacy emerging, reflecting that, irrespective of emotional appeal type, high levels of threat and efficacy enhanced message outcomes via maximizing acceptance and minimizing rejection. Theoretically, the findings provide support for the explanatory utility of the EPPM for emotion-based health messages more broadly. In an applied sense, the findings highlight the value of adopting the EPPM as a framework when devising and evaluating emotion-based health messages for serious health topics.

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.

Negotiation as a form of persuasion: arguments in first offers.

PubMed

Maaravi, Yossi; Ganzach, Yoav; Pazy, Asya

2011-08-01

In this article we examined aspects of negotiation within a persuasion framework. Specifically, we investigated how the provision of arguments that justified the first offer in a negotiation affected the behavior of the parties, namely, how it influenced counteroffers and settlement prices. In a series of 4 experiments and 2 pilot studies, we demonstrated that when the generation of counterarguments was easy, negotiators who did not add arguments to their first offers achieved superior results compared with negotiators who used arguments to justify their first offer. We hypothesized and provided evidence that adding arguments to a first offer was likely to cause the responding party to search for counterarguments, and this, in turn, led him or her to present counteroffers that were further away from the first offer.

Understanding Attitude Change in Developing Effective Substance Abuse Prevention Programs for Adolescents.

ERIC Educational Resources Information Center

Scott, Cynthia G.

1996-01-01

Alcohol and drug use may be a significant part of the adolescent, high school experience. Programs should be based on an understanding of attitudes and patterns of use, and how change occurs. Elaboration Likelihood Model of Persuasion is a framework with which to examine attitude change and provide a base for building sound drug prevention…

The Dynamics of Non-Convergent Learning with a Conflicting Other: Internally Persuasive Discourse as a Framework for Articulating Successful Collaborative Learning

ERIC Educational Resources Information Center

Kolikant, Yifat Ben-David; Pollack, Sarah

2015-01-01

Successful collaborative learning is often conceptualized in terms of convergence, a process through which participants' shared understanding increases. This conceptualization does not capture certain successful collaborative learning processes, especially in the humanities, where multiple perspectives are often celebrated. Such is the context of…

Interpersonal Persuasion I: Formulation and First Test of a Rules-Based Theory.

ERIC Educational Resources Information Center

Lulofs, Roxane Salyer

A great deal of research has been done in the area of "compliance-message" tactics and strategies, but this research has not produced a coherent framework for studying this interpersonal communication process. Based on six axioms concerning the nature of communication behavior in general and on one postulate and five theorems defining…

The Intelligence-Religiosity Nexus: A Representative Study of White Adolescent Americans

ERIC Educational Resources Information Center

Nyborg, Helmuth

2009-01-01

The present study examined whether IQ relates systematically to denomination and income within the framework of the "g" nexus, using representative data from the National Longitudinal Study of Youth (NLSY97). Atheists score 1.95 IQ points higher than Agnostics, 3.82 points higher than Liberal persuasions, and 5.89 IQ points higher than…

Factors That Influence the Diffusion Process of Mobile Devices in Higher Education in Botswana and Namibia

ERIC Educational Resources Information Center

Asino, Tutaleni I.

2015-01-01

This comparative study uses the Diffusion of Innovation (DoI) theoretical framework to explore factors that influence diffusion of mobile devices in higher education in Botswana and Namibia. The five attributes (Relative Avantage, Compatability, Complexity, Trialability, and Observability) of the persuasion stage, which have been found in previous…

Recommended system of application and development

NASA Astrophysics Data System (ADS)

Wang, Wei

2018-04-01

A recommender system is a project that helps users identify their wishes and needs. The recommender system has been successfully applied to many e-commerce environments, such as news, film, music, books and other areas of recommendation. This paper mainly discusses the application of recommendation technology in software engineering, data and knowledge engineering, configurable projects and persuasion technology, and summarizes the development trend of recommendation technology in the future.

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.

Commitment Versus Persuasion in the Three-Party Constrained Voter Model

NASA Astrophysics Data System (ADS)

Mobilia, Mauro

2013-04-01

In the framework of the three-party constrained voter model, where voters of two radical parties ( A and B) interact with "centrists" ( C and C ζ ), we study the competition between a persuasive majority and a committed minority. In this model, A's and B's are incompatible voters that can convince centrists or be swayed by them. Here, radical voters are more persuasive than centrists, whose sub-population comprises susceptible agents C and a fraction ζ of centrist zealots C ζ . Whereas C's may adopt the opinions A and B with respective rates 1+ δ A and 1+ δ B (with δ A ≥ δ B >0), C ζ 's are committed individuals that always remain centrists. Furthermore, A and B voters can become (susceptible) centrists C with a rate 1. The resulting competition between commitment and persuasion is studied in the mean field limit and for a finite population on a complete graph. At mean field level, there is a continuous transition from a coexistence phase when ζ<Δ c = δ A /(1+ δ A ) to a phase where centrism prevails when ζ≥Δ c . In a finite population of size N, demographic fluctuations lead to centrism consensus and the dynamics is characterized by the mean consensus time τ. Because of the competition between commitment and persuasion, here consensus is reached much slower ( ζ<Δ c ) or faster ( ζ≥Δ c ) than in the absence of zealots (when τ˜ N). In fact, when ζ<Δ c and there is an initial minority of centrists, the mean consensus time grows as τ˜ N -1/2 e Nγ , with N≫1 and [InlineEquation not available: see fulltext.]. The dynamics is thus characterized by a metastable state where the most persuasive voters and centrists coexist when δ A > δ B , whereas all species coexist when δ A = δ B . When ζ≥Δ c and the initial density of centrists is low, one finds τ˜ln N (when N≫1). Our analytical findings are corroborated by stochastic simulations.

Key Components in eHealth Interventions Combining Self-Tracking and Persuasive eCoaching to Promote a Healthier Lifestyle: A Scoping Review.

PubMed

Lentferink, Aniek J; Oldenhuis, Hilbrand Ke; de Groot, Martijn; Polstra, Louis; Velthuijsen, Hugo; van Gemert-Pijnen, Julia Ewc

2017-08-01

The combination of self-tracking and persuasive eCoaching in automated interventions is a new and promising approach for healthy lifestyle management. The aim of this study was to identify key components of self-tracking and persuasive eCoaching in automated healthy lifestyle interventions that contribute to their effectiveness on health outcomes, usability, and adherence. A secondary aim was to identify the way in which these key components should be designed to contribute to improved health outcomes, usability, and adherence. The scoping review methodology proposed by Arskey and O'Malley was applied. Scopus, EMBASE, PsycINFO, and PubMed were searched for publications dated from January 1, 2013 to January 31, 2016 that included (1) self-tracking, (2) persuasive eCoaching, and (3) healthy lifestyle intervention. The search resulted in 32 publications, 17 of which provided results regarding the effect on health outcomes, 27 of which provided results regarding usability, and 13 of which provided results regarding adherence. Among the 32 publications, 27 described an intervention. The most commonly applied persuasive eCoaching components in the described interventions were personalization (n=24), suggestion (n=19), goal-setting (n=17), simulation (n=17), and reminders (n=15). As for self-tracking components, most interventions utilized an accelerometer to measure steps (n=11). Furthermore, the medium through which the user could access the intervention was usually a mobile phone (n=10). The following key components and their specific design seem to influence both health outcomes and usability in a positive way: reduction by setting short-term goals to eventually reach long-term goals, personalization of goals, praise messages, reminders to input self-tracking data into the technology, use of validity-tested devices, integration of self-tracking and persuasive eCoaching, and provision of face-to-face instructions during implementation. In addition, health outcomes or usability were not negatively affected when more effort was requested from participants to input data into the technology. The data extracted from the included publications provided limited ability to identify key components for adherence. However, one key component was identified for both usability and adherence, namely the provision of personalized content. This scoping review provides a first overview of the key components in automated healthy lifestyle interventions combining self-tracking and persuasive eCoaching that can be utilized during the development of such interventions. Future studies should focus on the identification of key components for effects on adherence, as adherence is a prerequisite for an intervention to be effective. ©Aniek J Lentferink, Hilbrand KE Oldenhuis, Martijn de Groot, Louis Polstra, Hugo Velthuijsen, Julia EWC van Gemert-Pijnen. Originally published in the Journal of Medical Internet Research (http://www.jmir.org), 01.08.2017.

Motivating, Influencing, and Persuading Patients through Personal Health Records: A Scoping Review

PubMed Central

Saparova, Dinara

2012-01-01

The manuscript is an evaluative review of the literature pertaining to personal health records (PHRs). The primary focus was on revealing their potential to function as persuasive tools and their efficiency in this role. We demonstrated the ways in which PHRs could motivate, influence, and persuade patients in their adoption of target health behaviors associated with disease and medication management. We based this review on the theoretical framework of captology by B. J. Fogg and colleagues (1998) and the York methodological framework by Arksey and O'Malley (2005). The final sample of studies for review included 22 articles that met eligibility criteria and were retrieved from the SciVerse Scopus database (1999–present). Findings of this review were mixed. Some studies provided evidence that patients found PHRs easy to use and useful. The patients’ self-efficacy and motivation in managing health conditions increased as a result of receiving personalized recommendations, guidance, and decision support generated in PHRs. Other studies, however, demonstrated the PHRs’ lack of efficiency associated with the target behavior change. We explain the mixed findings by access to an unbalanced pool of study designs as well as the breadth of the applied theoretical framework of captology. We suggest future research in a more targeted direction, for example, focusing on the evidence of the efficiency of reminders as means for motivation, influence, and persuasion. PMID:22783154

Making the Case for Policy--Persuasiveness in Higher Education, Science and Technology Policy Discourse

ERIC Educational Resources Information Center

Nokkala, Terhi

2016-01-01

Policy texts present problems, propose solutions to those problems and persuade multiple audiences of the legitimacy of the proposed problems and solutions. The rhetorical analysis of two decades of higher education and science and technology discourse in Finland, Germany, UK, Portugal and USA highlights the discursive elements that contribute to…

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

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.

PersonA: Persuasive social network for physical Activity.

PubMed

Ayubi, Soleh U; Parmanto, Bambang

2012-01-01

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

From Authoritative Discourse to Internally Persuasive Discourse: Discursive Evolution in Teaching and Learning the Language of Science

ERIC Educational Resources Information Center

Hsu, Pei-Ling; Roth, Wolff-Michael

2014-01-01

Learning science interpreted in existing theoretical frameworks often means that students are assimilated, accommodated or enculturated from the entity of the vernacular world to the entity of the scientific world. However, there are some unsolved questions as to how students can best learn purely a new language or new knowledge of science. The…

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.

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

Sources of computer self-efficacy: The relationship to outcome expectations, computer anxiety, and intention to use computers

NASA Astrophysics Data System (ADS)

Antoine, Marilyn V.

2011-12-01

The purpose of this research was to extend earlier research on sources of selfefficacy (Lent, Lopez, & Biechke, 1991; Usher & Pajares, 2009) to the information technology domain. The principal investigator examined how Bandura's (1977) sources of self-efficacy information---mastery experience, vicarious experience, verbal persuasion, and physiological states---shape computer self-efficacy beliefs and influence the decision to use or not use computers. The study took place at a mid-sized Historically Black College or University in the South. A convenience sample of 105 undergraduates was drawn from students enrolled in multiple sections of two introductory computer courses. There were 67 females and 38 males. This research was a correlational study of the following variables: sources of computer self-efficacy, general computer self-efficacy, outcome expectations, computer anxiety, and intention to use computers. The principal investigator administered a survey questionnaire containing 52 Likert items to measure the major study variables. Additionally, the survey instrument collected demographic variables such as gender, age, race, intended major, classification, technology use, technology adoption category, and whether the student owns a computer. The results reveal the following: (1) Mastery experience and verbal persuasion had statistically significant relationships to general computer self-efficacy, while vicarious experience and physiological states had non-significant relationships. Mastery experience had the strongest correlation to general computer self-efficacy. (2) All of the sources of computer self-efficacy had statistically significant relationships to personal outcome expectations. Vicarious experience had the strongest correlation to personal outcome expectations. (3) All of the sources of self-efficacy had statistically significant relationships to performance outcome expectations. Vicarious experience had the strongest correlation to performance outcome expectations. (4) Mastery experience and physiological states had statistically significant relationships to computer anxiety, while vicarious experience and verbal persuasion had non-significant relationships. Physiological states had the strongest correlation to computer anxiety. (5) Mastery experience, vicarious experience, and physiological states had statistically significant relationships to intention to use computers, while verbal persuasion had a non-significant relationship. Mastery experience had the strongest correlation to intention to use computers. Gender-related findings indicate that females reported higher average mastery experience, vicarious experience, physiological states, and intention to use computers than males. Females reported lower average general computer self-efficacy, computer anxiety, verbal persuasion, personal outcome expectations, and performance outcome expectations than males. The results of this study can be used to develop strategies for increasing general computer self-efficacy, outcome expectations, and intention to use computers. The results can also be used to develop strategies for reducing computer anxiety.

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…

Proceedings of Selected Research Paper Presentations at the 1988 Convention of the Association for Educational Communications and Technology and Sponsored by the Research and Theory Division (10th, New Orleans, Louisiana, January 14-19, 1988).

ERIC Educational Resources Information Center

Simonson, Michael R., Ed.; Frederick, Jacqueline K., Ed.

1988-01-01

The 54 papers in this volume represent some of the most current thinking in educational communications and technology. Individual papers address the following topics: feedback in computer-assisted instruction (CAI); cognitive style and cognitive strategies in CAI; persuasive film-making; learning strategies; computer technology and children's word…

Persuasive Technology to Support Active and Healthy Ageing: an exploration of Past, Present, and Future.

PubMed

Cabrita, Miriam; Op den Akker, Harm; Tabak, Monique; Hermens, Hermie J; Vollenbroek-Hutten, Miriam M R

2018-06-20

The age of the population worldwide is rapidly increasing, bringing social and economic challenges. Persuasive technology can alleviate the burden on traditional healthcare services when used to support healthy behaviors, for instance in the prevention and treatment of chronic diseases. Additionally, healthy behaviors are key factors for active and healthy ageing by delaying or even reversing functional decline. In this manuscript, we present a multi-perspective analysis of technologies that can be used in the support of active and healthy ageing in the daily life. First, we take the perspective of physical and mental health, by focusing on the promotion of physical activity and emotional wellbeing. From a temporal perspective, we look at how technology evolved from past, present and future. The overview of the literature is structured in four main sections: (1) measurement of current behavior (monitoring), (2) analysis of the data gathered to derive meaningful information (analyzing & reasoning), (3) support the individual in the adoption or maintenance of a behavior (coaching), and (4) tools or interfaces that provide the information to the individual to stimulate the desired behavior (applications). Finally, we provide recommendations for the design, development and implementation of future technological innovations to support Active and Healthy Ageing in daily life. Copyright © 2018. Published by Elsevier Inc.

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.…

Why Business Modeling is Crucial in the Development of eHealth Technologies

PubMed Central

van Gemert-Pijnen, Julia EWC; Nijland, Nicol; Ossebaard, Hans C; Hendrix, Ron MG; Seydel, Erwin R

2011-01-01

The impact and uptake of information and communication technologies that support health care are rather low. Current frameworks for eHealth development suffer from a lack of fitting infrastructures, inability to find funding, complications with scalability, and uncertainties regarding effectiveness and sustainability. These issues can be addressed by defining a better implementation strategy early in the development of eHealth technologies. A business model, and thus business modeling, help to determine such an implementation strategy by involving all important stakeholders in a value-driven dialogue on what the technology should accomplish. This idea also seems promising to eHealth, as it can contribute to the whole development of eHealth technology. We therefore suggest that business modeling can be used as an effective approach to supporting holistic development of eHealth technologies. The contribution of business modeling is elaborated in this paper through a literature review that covers the latest business model research, concepts from the latest eHealth and persuasive technology research, evaluation and insights from our prior eHealth research, as well as the review conducted in the first paper of this series. Business modeling focuses on generating a collaborative effort of value cocreation in which all stakeholders reflect on the value needs of the others. The resulting business model acts as the basis for implementation. The development of eHealth technology should focus more on the context by emphasizing what this technology should contribute in practice to the needs of all involved stakeholders. Incorporating the idea of business modeling helps to cocreate and formulate a set of critical success factors that will influence the sustainability and effectiveness of eHealth technology. PMID:22204896

Why business modeling is crucial in the development of eHealth technologies.

PubMed

van Limburg, Maarten; van Gemert-Pijnen, Julia E W C; Nijland, Nicol; Ossebaard, Hans C; Hendrix, Ron M G; Seydel, Erwin R

2011-12-28

The impact and uptake of information and communication technologies that support health care are rather low. Current frameworks for eHealth development suffer from a lack of fitting infrastructures, inability to find funding, complications with scalability, and uncertainties regarding effectiveness and sustainability. These issues can be addressed by defining a better implementation strategy early in the development of eHealth technologies. A business model, and thus business modeling, help to determine such an implementation strategy by involving all important stakeholders in a value-driven dialogue on what the technology should accomplish. This idea also seems promising to eHealth, as it can contribute to the whole development of eHealth technology. We therefore suggest that business modeling can be used as an effective approach to supporting holistic development of eHealth technologies. The contribution of business modeling is elaborated in this paper through a literature review that covers the latest business model research, concepts from the latest eHealth and persuasive technology research, evaluation and insights from our prior eHealth research, as well as the review conducted in the first paper of this series. Business modeling focuses on generating a collaborative effort of value cocreation in which all stakeholders reflect on the value needs of the others. The resulting business model acts as the basis for implementation. The development of eHealth technology should focus more on the context by emphasizing what this technology should contribute in practice to the needs of all involved stakeholders. Incorporating the idea of business modeling helps to cocreate and formulate a set of critical success factors that will influence the sustainability and effectiveness of eHealth technology.

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,…

DESPIC: Detecting Early Signatures of Persuasion in Information Cascades

DTIC Science & Technology

2015-08-27

over NoSQL Databases, Proceedings of the 14th IEEE/ACM International Symposium on Cluster, Cloud and Grid Computing (CCGrid 2014). 26-MAY-14, . : , P...over NoSQL Databases. Proceedings of the 14th IEEE/ACM International Symposium on Cluster, Cloud and Grid Computing (CCGrid 2014). Chicago, IL, USA...distributed NoSQL databases including HBase and Riak, we finalized the requirements of the optimal computational architecture to support our framework

A Method for Co-Designing Theory-Based Behaviour Change Systems for Health Promotion.

PubMed

Janols, Rebecka; Lindgren, Helena

2017-01-01

A methodology was defined and developed for designing theory-based behaviour change systems for health promotion that can be tailored to the individual. Theories from two research fields were combined with a participatory action research methodology. Two case studies applying the methodology were conducted. During and between group sessions the participants created material and designs following the behaviour change strategy themes, which were discussed, analysed and transformed into a design of a behaviour change system. Theories in behavioural change and persuasive technology guided the data collection, data analyses, and the design of a behaviour change system. The methodology has strong emphasis on the target group's participation in the design process. The different aspects brought forward related to behaviour change strategies defined in literature on persuasive technology, and the dynamics of these are associated to needs and motivation defined in literature on behaviour change. It was concluded that the methodology aids the integration of theories into a participatory action research design process, and aids the analyses and motivations of design choices.

In the foot steps of Madame Curie: A cross-case study of female undergraduate physics majors

NASA Astrophysics Data System (ADS)

Jaladanki, Vani Savithri

Females are disproportionately underrepresented in STEM (science, technology, engineering, and mathematics) majors. Further, the number of females who take physics in college has declined. While female students make up 61% of graduates in biological sciences and 50% in chemistry, the proportion of women completing physics degrees is only 21% (Sawtelle, 2011). In order to improve women's access to science and engineering education, research must focus on personal and environmental factors that motivate them to select these fields (AAUW, 2010). The purpose of this study was to explore how the educational experiences of three female undergraduate physics majors contribute to their current dispositions toward, interest in, and pursuit of physics as a major at a large southern research university. This qualitative study employs symbolic interactionism (Blumer, 1969) as its methodological framework and social cognitive career theory (Lent, Brown, & Hackett, 2002) as its theoretical framework. Case study methods (Yin, 2006) were implemented to investigate the experiences of three participants. The primary sources of data included critical incident interviews (Flanagan, 1954), photographs, documents, object elicitations, and the researcher's reflections. Narrative and arts-based techniques were employed to analyze and represent data. Findings are presented as co-constructed narratives of the participants' journeys to becoming undergraduate physics majors. Three major themes emerged from the cross case analysis: carving new spaces, authoring an empowered self, and show me you care and so will I. The direct experiences of engaging with science at a young age and social persuasions of family members, teachers, and peers strongly influenced the participants' interest in and pursuit of physics. Their current dispositions to physics result from vicarious experiences with professors and peers in combination with the social persuasions of the latter. This study informs science educators in general, and physics educators in particular, about how to motivate and enable female students to engage with physics and possibly pursue it as a career choice. Three major implications for practice were suggested: teach science as a vibrant field, enable students to understand failure as an opportunity to succeed, and shift the focus from competition to collaboration.

Technology in Organizational Communication: A Plan for Study.

ERIC Educational Resources Information Center

Breen, Myles P.

This paper outlines trends in organizational communication studies and proposes that organizational communication be studied through the interaction effects of the medium used in the communication (telephone, television, facsimile, or other media), the type of communication (persuasion, information flow, or negotiation), and the structure of the…

Making a Difference: A Community-Based Campaign That Promotes Diversity and Inclusion

ERIC Educational Resources Information Center

Hanasono, Lisa K.

2017-01-01

Courses: This semester-long project is suited for courses on persuasion, diversity, social media, communication and technology, social advocacy, service-learning, or social justice. Objective: This assignment challenges students to research, design, launch, maintain, and assess an anti-hate social media campaign.

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).

Integrating the Teaching of Science and Social Studies.

ERIC Educational Resources Information Center

Switzer, Thomas; Voss, Burton

Examples of the interface of science and society are offered as several persuasive reasons for integrating science and social studies curriculum in elementary and secondary schools. These reasons include: (1) the search for new personal and societal values as a result of scientific and technological development in prolonging human life, in…

Practicing Rhetoric Without Speaking.

ERIC Educational Resources Information Center

Johnson, Ralph A.

Just as strong limbs do not ensure self-defense in an age of modern warfare, so strong persuasive appeals do not ensure self-defense in an age of highly technologized communication systems. The fragmentation of the audience, the inherent loss of credibility associated with the decreased status of rhetoric, and the competition among messages all…

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.

The Use of Information Operations (IO) in Immersive Virtual Environments (IVE)

DTIC Science & Technology

2010-06-01

are motivated or persuaded when interacting with computing products rather than through them. [26] In 2003, Dr. B.J. Fogg , leader of the Stanford...comparable IO utility may be possible through the other computing technologies listed. 23 Figure 6. Captology Focus. From [25] In his book, Dr. Fogg ...Self- Representation on Behavior.” Human Communication Research, no. 33 pp. 271– 290, 2007. [26] B. J. Fogg . Persuasive Technology: Using Computers

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…

A method for evaluating cognitively informed micro-targeted campaign strategies: An agent-based model proof of principle

PubMed Central

Pilditch, Toby D.

2018-01-01

In political campaigns, perceived candidate credibility influences the persuasiveness of messages. In campaigns aiming to influence people’s beliefs, micro-targeted campaigns (MTCs) that target specific voters using their psychological profile have become increasingly prevalent. It remains open how effective MTCs are, notably in comparison to population-targeted campaign strategies. Using an agent-based model, the paper applies recent insights from cognitive models of persuasion, extending them to the societal level in a novel framework for exploring political campaigning. The paper provides an initial treatment of the complex dynamics of population level political campaigning in a psychologically informed manner. Model simulations show that MTCs can take advantage of the psychology of the electorate by targeting voters favourable disposed towards the candidate. Relative to broad campaigning, MTCs allow for efficient and adaptive management of complex campaigns. Findings show that disliked MTC candidates can beat liked population-targeting candidates, pointing to societal questions concerning campaign regulations. PMID:29634722

A method for evaluating cognitively informed micro-targeted campaign strategies: An agent-based model proof of principle.

PubMed

Madsen, Jens Koed; Pilditch, Toby D

2018-01-01

In political campaigns, perceived candidate credibility influences the persuasiveness of messages. In campaigns aiming to influence people's beliefs, micro-targeted campaigns (MTCs) that target specific voters using their psychological profile have become increasingly prevalent. It remains open how effective MTCs are, notably in comparison to population-targeted campaign strategies. Using an agent-based model, the paper applies recent insights from cognitive models of persuasion, extending them to the societal level in a novel framework for exploring political campaigning. The paper provides an initial treatment of the complex dynamics of population level political campaigning in a psychologically informed manner. Model simulations show that MTCs can take advantage of the psychology of the electorate by targeting voters favourable disposed towards the candidate. Relative to broad campaigning, MTCs allow for efficient and adaptive management of complex campaigns. Findings show that disliked MTC candidates can beat liked population-targeting candidates, pointing to societal questions concerning campaign regulations.

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...

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

PubMed

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

2015-01-01

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

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

PubMed Central

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

2015-01-01

In the present study we investigated whether differences in the sense of agency influenced the effectiveness of both direct persuasion and self-persuasion techniques. By manipulating both the delay and contingency of the outcomes of actions, participants were led to experience either a low or high sense of agency. Participants were subsequently presented with arguments as to why a clean local environment is important (direct persuasion), or were asked to generate those arguments themselves (self-persuasion). Subsequently, participants’ cleanliness attitudes and willingness to participate in a campus cleanup were measured. The results show that techniques of direct persuasion influenced attitudes and volunteering behavior under conditions of low rather than high agency, whereas techniques of self-persuasion were most effective under conditions of high rather than low agency. The present findings therefore show how recent experiences of agency, a state based experience of control, can influence the effectiveness of both external and internal persuasion techniques. PMID:26053303

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.

Design Dimensions Enabling Divergent Behaviour across Physical, Digital, and Social Library Interfaces

NASA Astrophysics Data System (ADS)

Björneborn, Lennart

What design dimensions across physical, digital, and social library interfaces may enable and trigger users to find more information resources than planned or known in advance? The paper outlines a conceptual framework with libraries as integrative interfaces across physical, digital, and social affordances and users that mix convergent (goal-directed) and divergent (exploratory) information behaviour. Ten design dimensions that enable and trigger divergent behaviour are outlined. Implications for persuasive design are discussed.

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…

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

NASA Astrophysics Data System (ADS)

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

2015-07-01

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

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

PubMed

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

2015-07-01

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

The Good, the Bad, and the Persuasive: Enhancing Retention of Future Information Professionals through Attitude Inoculation

ERIC Educational Resources Information Center

Fagnot, Isabelle J.

2011-01-01

In recent years, schools that offer information technology (IT) related majors have struggled with student retention. This issue has raised concerns within academic and practitioner communities alike. Previous research (Erickson, 2005; Fischman, 2007; Margolis & Fisher, 2002; Panko, 2008; Wilson, 2002) has shown that early exposure to…

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.

Vaccination persuasion online: a qualitative study of two provaccine and two vaccine-skeptical websites.

PubMed

Grant, Lenny; Hausman, Bernice L; Cashion, Margaret; Lucchesi, Nicholas; Patel, Kelsey; Roberts, Jonathan

2015-05-29

Current concerns about vaccination resistance often cite the Internet as a source of vaccine controversy. Most academic studies of vaccine resistance online use quantitative methods to describe misinformation on vaccine-skeptical websites. Findings from these studies are useful for categorizing the generic features of these websites, but they do not provide insights into why these websites successfully persuade their viewers. To date, there have been few attempts to understand, qualitatively, the persuasive features of provaccine or vaccine-skeptical websites. The purpose of this research was to examine the persuasive features of provaccine and vaccine-skeptical websites. The qualitative analysis was conducted to generate hypotheses concerning what features of these websites are persuasive to people seeking information about vaccination and vaccine-related practices. This study employed a fully qualitative case study methodology that used the anthropological method of thick description to detail and carefully review the rhetorical features of 1 provaccine government website, 1 provaccine hospital website, 1 vaccine-skeptical information website focused on general vaccine safety, and 1 vaccine-skeptical website focused on a specific vaccine. The data gathered were organized into 5 domains: website ownership, visual and textual content, user experience, hyperlinking, and social interactivity. The study found that the 2 provaccine websites analyzed functioned as encyclopedias of vaccine information. Both of the websites had relatively small digital ecologies because they only linked to government websites or websites that endorsed vaccination and evidence-based medicine. Neither of these websites offered visitors interactive features or made extensive use of the affordances of Web 2.0. The study also found that the 2 vaccine-skeptical websites had larger digital ecologies because they linked to a variety of vaccine-related websites, including government websites. They leveraged the affordances of Web 2.0 with their interactive features and digital media. By employing a rhetorical framework, this study found that the provaccine websites analyzed concentrate on the accurate transmission of evidence-based scientific research about vaccines and government-endorsed vaccination-related practices, whereas the vaccine-skeptical websites focus on creating communities of people affected by vaccines and vaccine-related practices. From this personal framework, these websites then challenge the information presented in scientific literature and government documents. At the same time, the vaccine-skeptical websites in this study are repositories of vaccine information and vaccination-related resources. Future studies on vaccination and the Internet should take into consideration the rhetorical features of provaccine and vaccine-skeptical websites and further investigate the influence of Web 2.0 community-building features on people seeking information about vaccine-related practices.

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...

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

ERIC Educational Resources Information Center

Stratman, James F.

1994-01-01

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

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…

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.

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.

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.

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.

Assessing the Potential of LevelUp as a Persuasive Technology for South African Learners

ERIC Educational Resources Information Center

Sibanyoni, Nhlanhla A.; Alexander, Patricia M.

2017-01-01

Good study behaviour after school hours is an important way of improving learners' chances of success. Learners, once they reach high school, particularly require support that will assist them to study effectively outside the classroom. South African schools are under pressure to improve results in mathematics but besides the homework that schools…

Persuasive Writing with Mobile-Based Graphic Organizers in Inclusive Classrooms across the Curriculum

ERIC Educational Resources Information Center

Regan, Kelley; Evmenova, Anya S.; Good, Kevin; Legget, Alicia; Ahn, Soo Y.; Gafurov, Boris; Mastropieri, Margo

2018-01-01

As writing instruction expands beyond the language arts classroom, students with disabilities, English language learners, and others who struggle with writing continue to need support with written expression. A timely practice to support student writing is the use of technology. This study used a quasi-experimental group design to examine the…

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…

Patients' experiences of using a smartphone application to increase physical activity: the SMART MOVE qualitative study in primary care.

PubMed

Casey, Monica; Hayes, Patrick S; Glynn, Fergus; OLaighin, Gearóid; Heaney, David; Murphy, Andrew W; Glynn, Liam G

2014-08-01

Regular physical activity is known to help prevent and treat numerous non-communicable diseases. Smartphone applications (apps) have been shown to increase physical activity in primary care but little is known regarding the views of patients using such technology or how such technology may change behaviour. To explore patients' views and experiences of using smartphones to promote physical activity in primary care. This qualitative study was embedded within the SMART MOVE randomised controlled trial, which used an app (Accupedo-Pro Pedometer) to promote physical activity in three primary care centres in the west of Ireland. Taped and transcribed semi-structured interviews with a purposeful sample of 12 participants formed the basis of the investigation. Framework analysis was used to analyse the data. Four themes emerged from the analysis: transforming relationships with exercise; persuasive technology tools; usability; and the cascade effect. The app appeared to facilitate a sequential and synergistic process of positive change, which occurred in the relationship between the participants and their exercise behaviour; the study has termed this the 'Know-Check-Move' effect. Usability challenges included increased battery consumption and adjusting to carrying the smartphone on their person. There was also evidence of a cascade effect involving the families and communities of participants. Notwithstanding technological challenges, an app has the potential to positively transform, in a unique way, participants' relationships with exercise. Such interventions can also have an associated cascade effect within their wider families and communities. © British Journal of General Practice 2014.

Patients’ experiences of using a smartphone application to increase physical activity: the SMART MOVE qualitative study in primary care

PubMed Central

Casey, Monica; Hayes, Patrick S; Glynn, Fergus; ÓLaighin, Gearóid; Heaney, David; Murphy, Andrew W; Glynn, Liam G

2014-01-01

Background Regular physical activity is known to help prevent and treat numerous non-communicable diseases. Smartphone applications (apps) have been shown to increase physical activity in primary care but little is known regarding the views of patients using such technology or how such technology may change behaviour. Aim To explore patients’ views and experiences of using smartphones to promote physical activity in primary care. Design and setting This qualitative study was embedded within the SMART MOVE randomised controlled trial, which used an app (Accupedo-Pro Pedometer) to promote physical activity in three primary care centres in the west of Ireland. Method Taped and transcribed semi-structured interviews with a purposeful sample of 12 participants formed the basis of the investigation. Framework analysis was used to analyse the data. Results Four themes emerged from the analysis: transforming relationships with exercise; persuasive technology tools; usability; and the cascade effect. The app appeared to facilitate a sequential and synergistic process of positive change, which occurred in the relationship between the participants and their exercise behaviour; the study has termed this the ‘Know-Check-Move’ effect. Usability challenges included increased battery consumption and adjusting to carrying the smartphone on their person. There was also evidence of a cascade effect involving the families and communities of participants. Conclusion Notwithstanding technological challenges, an app has the potential to positively transform, in a unique way, participants’ relationships with exercise. Such interventions can also have an associated cascade effect within their wider families and communities. PMID:25071063

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…

Student use of Web 2.0 tools to support argumentation in a high school science classroom

NASA Astrophysics Data System (ADS)

Weible, Jennifer L.

This ethnographic study is an investigation into how two classes of chemistry students (n=35) from a low-income high school with a one-to-one laptop initiative used Web 2.0 tools to support participation in the science practice of argumentation (i.e., sensemaking, articulating understandings, and persuading an audience) during a unit on alternative energy. The science curriculum utilized the Technology-Enhanced Inquiry Tools for Science Education as a pedagogical framework (Kim, Hannafin, & Bryan, 2007). Video recordings of the classroom work, small group discussions, and focus group interviews, documents, screen shots, wiki evidence, and student produced multi-media artifacts were the data analyzed for this study. Open and focused coding techniques, counts of social tags and wiki moves, and interpretive analyses were used to find patterns in the data. The study found that the tools of social bookmarking, wiki, and persuasive multimedia artifacts supported participation in argumentation. In addition, students utilized the affordances of the technologies in multiple ways to communicate, collaborate, manage the work of others, and efficiently complete their science project. This study also found that technologically enhanced science curriculum can bridge students' everyday and scientific understandings of making meaning, articulating understandings, and persuading others of their point of view. As a result, implications from this work include a set of design principles for science inquiry learning that utilize technology. This study suggests new consideration of analytical methodology that blends wiki data analytics and video data. It also suggests that utilizing technology as a bridging strategy serves two roles within classrooms: (a) deepening students' understanding of alternative energy science content and (b) supporting students as they learn to participate in the practices of argumentation.

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.

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).

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

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.

Communication Modes, Persuasiveness, and Decision-Making Quality: A Comparison of Audio Conferencing, Video Conferencing, and a Virtual Environment

ERIC Educational Resources Information Center

Lockwood, Nicholas S.

2011-01-01

Geographically dispersed teams rely on information and communication technologies (ICTs) to communicate and collaborate. Three ICTs that have received attention are audio conferencing (AC), video conferencing (VC), and, recently, 3D virtual environments (3D VEs). These ICTs offer modes of communication that differ primarily in the number and type…

Smartphone users: Understanding how security mechanisms are perceived and new persuasive methods

PubMed Central

Alsaleh, Mansour; Alomar, Noura; Alarifi, Abdulrahman

2017-01-01

Protecting smartphones against security threats is a multidimensional problem involving human and technological factors. This study investigates how smartphone users’ security- and privacy-related decisions are influenced by their attitudes, perceptions, and understanding of various security threats. In this work, we seek to provide quantified insights into smartphone users’ behavior toward multiple key security features including locking mechanisms, application repositories, mobile instant messaging, and smartphone location services. To the best of our knowledge, this is the first study that reveals often unforeseen correlations and dependencies between various privacy- and security-related behaviors. Our work also provides evidence that making correct security decisions might not necessarily correlate with individuals’ awareness of the consequences of security threats. By comparing participants’ behavior and their motives for adopting or ignoring certain security practices, we suggest implementing additional persuasive approaches that focus on addressing social and technological aspects of the problem. On the basis of our findings and the results presented in the literature, we identify the factors that might influence smartphone users’ security behaviors. We then use our understanding of what might drive and influence significant behavioral changes to propose several platform design modifications that we believe could improve the security levels of smartphones. PMID:28297719

Smartphone users: Understanding how security mechanisms are perceived and new persuasive methods.

PubMed

Alsaleh, Mansour; Alomar, Noura; Alarifi, Abdulrahman

2017-01-01

Protecting smartphones against security threats is a multidimensional problem involving human and technological factors. This study investigates how smartphone users' security- and privacy-related decisions are influenced by their attitudes, perceptions, and understanding of various security threats. In this work, we seek to provide quantified insights into smartphone users' behavior toward multiple key security features including locking mechanisms, application repositories, mobile instant messaging, and smartphone location services. To the best of our knowledge, this is the first study that reveals often unforeseen correlations and dependencies between various privacy- and security-related behaviors. Our work also provides evidence that making correct security decisions might not necessarily correlate with individuals' awareness of the consequences of security threats. By comparing participants' behavior and their motives for adopting or ignoring certain security practices, we suggest implementing additional persuasive approaches that focus on addressing social and technological aspects of the problem. On the basis of our findings and the results presented in the literature, we identify the factors that might influence smartphone users' security behaviors. We then use our understanding of what might drive and influence significant behavioral changes to propose several platform design modifications that we believe could improve the security levels of smartphones.

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.

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

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.

Vaccination Persuasion Online: A Qualitative Study of Two Provaccine and Two Vaccine-Skeptical Websites

PubMed Central

Hausman, Bernice L; Cashion, Margaret; Lucchesi, Nicholas; Patel, Kelsey; Roberts, Jonathan

2015-01-01

Background Current concerns about vaccination resistance often cite the Internet as a source of vaccine controversy. Most academic studies of vaccine resistance online use quantitative methods to describe misinformation on vaccine-skeptical websites. Findings from these studies are useful for categorizing the generic features of these websites, but they do not provide insights into why these websites successfully persuade their viewers. To date, there have been few attempts to understand, qualitatively, the persuasive features of provaccine or vaccine-skeptical websites. Objective The purpose of this research was to examine the persuasive features of provaccine and vaccine-skeptical websites. The qualitative analysis was conducted to generate hypotheses concerning what features of these websites are persuasive to people seeking information about vaccination and vaccine-related practices. Methods This study employed a fully qualitative case study methodology that used the anthropological method of thick description to detail and carefully review the rhetorical features of 1 provaccine government website, 1 provaccine hospital website, 1 vaccine-skeptical information website focused on general vaccine safety, and 1 vaccine-skeptical website focused on a specific vaccine. The data gathered were organized into 5 domains: website ownership, visual and textual content, user experience, hyperlinking, and social interactivity. Results The study found that the 2 provaccine websites analyzed functioned as encyclopedias of vaccine information. Both of the websites had relatively small digital ecologies because they only linked to government websites or websites that endorsed vaccination and evidence-based medicine. Neither of these websites offered visitors interactive features or made extensive use of the affordances of Web 2.0. The study also found that the 2 vaccine-skeptical websites had larger digital ecologies because they linked to a variety of vaccine-related websites, including government websites. They leveraged the affordances of Web 2.0 with their interactive features and digital media. Conclusions By employing a rhetorical framework, this study found that the provaccine websites analyzed concentrate on the accurate transmission of evidence-based scientific research about vaccines and government-endorsed vaccination-related practices, whereas the vaccine-skeptical websites focus on creating communities of people affected by vaccines and vaccine-related practices. From this personal framework, these websites then challenge the information presented in scientific literature and government documents. At the same time, the vaccine-skeptical websites in this study are repositories of vaccine information and vaccination-related resources. Future studies on vaccination and the Internet should take into consideration the rhetorical features of provaccine and vaccine-skeptical websites and further investigate the influence of Web 2.0 community-building features on people seeking information about vaccine-related practices. PMID:26024907

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 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

Awareness, persuasion, and adoption: Enriching the Bass model

NASA Astrophysics Data System (ADS)

Colapinto, Cinzia; Sartori, Elena; Tolotti, Marco

2014-02-01

In the context of diffusion of innovations, we propose a probabilistic model based on interacting populations connected through new communication channels. The potential adopters are heterogeneous in the connectivity levels and in their taste for innovation. The proposed framework can model the different stages of the adoption dynamics. In particular, the adoption curve is the result of a micro-founded decision process following the awareness phase. Eventually, we recover stylized facts pointed out by the extant literature in the field, such as delayed adoptions and non-monotonic adoption curves.

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.

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…

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.

A System Dynamics Approach for Information Technology Implementation and Sustainment

DTIC Science & Technology

2003-03-01

mass media in nature, or (2) originating from either local or cosmopolite sources (Rogers, 1995). Mass media channels are a means of transmitting...interpersonal channels are more important at the persuasion stage in the innovation-decision process (Rogers, 1995). Cosmopolite communication channels...are those from outside the social system of study” (Rogers, 1995:196). Interpersonal channels can be either local or cosmopolite , whereas mass media

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.…

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…

To promote adoption of household health technologies, think beyond health.

PubMed

Thurber, Mark C; Warner, Christina; Platt, Lauren; Slaski, Alexander; Gupta, Rajesh; Miller, Grant

2013-10-01

Health risks from poor malaria control, unsafe water, and indoor air pollution are responsible for an important share of the global disease burden-and they can be addressed by efficacious household health technologies that have existed for decades. However, coverage rates of these products among populations at risk remain disappointingly low. We conducted a review of the medical and public health literatures and found that health considerations alone are rarely sufficient motivation for households to adopt and use these technologies. In light of these findings, we argue that health education and persuasion campaigns by themselves are unlikely to be adequate. Instead, health policymakers and professionals must understand what users value beyond health and possibly reengineer health technologies with these concerns in mind.

To Promote Adoption of Household Health Technologies, Think Beyond Health

PubMed Central

Warner, Christina; Platt, Lauren; Slaski, Alexander; Gupta, Rajesh; Miller, Grant

2013-01-01

Health risks from poor malaria control, unsafe water, and indoor air pollution are responsible for an important share of the global disease burden—and they can be addressed by efficacious household health technologies that have existed for decades. However, coverage rates of these products among populations at risk remain disappointingly low. We conducted a review of the medical and public health literatures and found that health considerations alone are rarely sufficient motivation for households to adopt and use these technologies. In light of these findings, we argue that health education and persuasion campaigns by themselves are unlikely to be adequate. Instead, health policymakers and professionals must understand what users value beyond health and possibly reengineer health technologies with these concerns in mind. PMID:23948003

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…

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…

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.

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…

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…

I Persuade, They Persuade, It Persuades!

NASA Astrophysics Data System (ADS)

Preece, Jennifer J.

Persuasion changes behavior. Persuasive people encourage us to do things we might not otherwise do, such as buying a new coat, taking a trip, changing jobs, and so on. Artifacts can persuade too: marketing specialists know that slick ads, sexy slogans, colorful packaging, empathic messages, elegant and beautiful designs are persuasive - they sell products.

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…

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

ERIC Educational Resources Information Center

King, Sara B.

2004-01-01

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

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…

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.

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.

Technology Transfer through Cooperative Research and Development

DTIC Science & Technology

1991-06-01

Woolf in his negotiations book entitled Friendly Persuasion (p.28), then you can appreciate the negotiation implications of this from these first...fellow classmates. You have helped provide both substance and color to this thesis which would not have been possible otherwise. Finally, I am truly...thankful for the love, encouragement and support provided by my wife Karina, my daughter Kamah, and Rosemary my mother- in-law. Each of you has endured

Carter's breeder policy has failed, claims Westinghouse manager

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

Not Available

1979-07-01

Nuclear nations developing liquid metal fast breeder reactor (LMFBR) technology have not been dissuaded by President Carter's efforts to stop the breeder program as a way to control the proliferation of nuclear weapons. There is no evidence that Carter's policy of moral persuasion has had any impact on their efforts. A review of the eight leading countries cites their extensive progress in the areas of breeder technology and fuel reprocessing, while the US has made only slight gains. The Fast Flux Test Facility at Hanford is near completion, but the Clinch River project has been slowed to a minimum.

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.

Change through persuasion.

PubMed

Garvin, David A; Roberto, Michael A

2005-02-01

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

"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).

Application of Human Augmentics: A Persuasive Asthma Inhaler.

PubMed

Grossman, Brent; Conner, Steve; Mosnaim, Giselle; Albers, Joshua; Leigh, Jason; Jones, Steve; Kenyon, Robert

2017-03-01

This article describes a tailored health intervention delivered on a mobile phone platform, integrating low-literacy design strategies and basic principles of behavior change, to promote increased adherence and asthma control among underserved minority adolescents. We based the intervention and design principles on theories of Human Augmentics and the Elaboration Likelihood Model. We tested the efficacy of using electronic monitoring devices that incorporate informative and persuasive elements to improve adherence to a prescribed daily medication regimen intended to reduce use of asthma rescue medications. We describe the theoretical framework, hardware and software systems, and results of user testing for design purposes and a clinical pilot study incorporating use of the device and software by the targeted population. The results of the clinical pilot study showed an 83% completion rate for the treatment as well as improved adherence. Of note, 8% and 58% of participants achieved clinically significant adherence targets at baseline and last week of the study, respectively. Rescue asthma medication use decreased from a median of 3 puffs per week at baseline to 0 puffs per week during the last week of the study. Copyright © 2017 Elsevier Inc. All rights reserved.

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…

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)

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 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.

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.

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.

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…

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.

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

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…

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.

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.

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.

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

Designing for psychological change: individuals' reward and cost valuations in weight management.

PubMed

Hsu, Anne; Blandford, Ann

2014-06-26

Knowledge of the psychological constructs that underlie behavior offers valuable design opportunities for persuasive systems. We use the decision theory, which describes how behavior is underpinned by reward-cost valuations, as a framework for investigating such psychological constructs to deliver design objectives for weight management technologies. We applied a decision theory-based analysis in the domain of weight management to understand the rewards and costs that surround individuals' weight management behaviors, with the aim of uncovering design opportunities for weight management technologies. We conducted qualitative interviews with 15 participants who were or had been trying to lose weight. Thematic analysis was used to extract themes that covered the rewards and costs surrounding weight management behaviors. We supplemented our qualitative study with a quantitative survey of 100 respondents investigating the extent to which they agreed with statements reflecting themes from the qualitative study. The primary obstacles to weight management were the rewards associated with unhealthy choices, such as the pleasures of unhealthy foods and unrestricted consumption in social situations, and the significant efforts required to change habits, plan, and exercise. Psychological constructs that supported positive weight management included feeling good after making healthy choices, being good to oneself, experiencing healthy yet still delicious foods, and receiving social support and encouraging messages (although opinions about encouraging messages was mixed). A rewards-costs driven enquiry revealed a wide range of psychological constructs that contribute to discouraging and supporting weight management. The constructs extracted from our qualitative study were verified by our quantitative survey, in which the majority of respondents also reported similar thoughts and feelings. This understanding of the rewards and costs surrounding weight management offers a range of new opportunities for the design of weight management technologies that enhance the encouraging factors and alleviate the discouraging ones.

Community stakeholder responses to advocacy advertising

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

Miller, B.; Sinclair, J.

Focus group research was used to examine how community stakeholders, a group with local industry experience, responded to coal industry advocacy messages. The stakeholders expressed beliefs about both the advertiser and the coal industry, and while their knowledge led to critical consideration of the industry campaign, they also expressed a desire to identify with positive messages about their community. Applying a postpositivist research perspective, a new model is introduced to integrate these beliefs in terms of advertiser trust and industry accountability under the existing theoretical framework of persuasion knowledge. Agent and topic knowledge are combined in this model based onmore » responses to the industry advocacy campaign. In doing so, this study integrates a priori theory within a new context, extending the current theoretical framework to include an understanding of how community stakeholders - a common target for marketplace advocacy - interpret industry messages.« less

How do eHealth Programs for Adolescents With Depression Work? A Realist Review of Persuasive System Design Components in Internet-Based Psychological Therapies

PubMed Central

McGrath, Patrick J

2017-01-01

Background Major depressive disorders are common among adolescents and can impact all aspects of their daily life. Traditional therapies, cognitive behavioral therapy (CBT), and interpersonal psychotherapy (IPT) have been delivered face-to-face. However, Internet-based (online) delivery of these therapies is emerging as an option for adolescents. Internet-based CBT and IPT involve therapeutic content, interaction between the user and the system, and different technological features embedded into the online program (eg, multimedia). Studies of Internet-based CBT and IPT for adolescent depression differ on all three aspects, and variable, positive therapy effects have been reported. A better understanding of the treatment conditions that influence therapy outcomes is important to designing and evaluating these novel therapies. Objective Our aim was to examine the technological and program delivery features of Internet-based CBT and IPT for adolescent depression and to document their potential relation to treatment outcomes and program use. Methods We performed a realist synthesis. We started with an extensive search of published and gray literature. We included intervention studies that evaluated Internet-based CBT or IPT for adolescent depression. We included mixed-methods and qualitative studies, theoretical papers, and policy/implementation documents if they included a focus on how Internet-based psychological therapy is proposed to work for adolescents with depression/depressive symptoms. We used the Mixed-Methods Appraisal Tool to assess the methodological quality of studies. We used the Persuasive System Design (PSD) model as a framework for data extraction and analysis to examine how Internet-based CBT and IPT, as technology-based systems, influence the attitudes and behaviors of system users. PSD components described for the therapies were linked to reported outcomes using a cross-case comparison method and thematic synthesis. Results We identified 19 Internet-based CBT programs in 59 documents. Of those, 71% (42/59) were of moderate to high quality. The PSD features surface credibility (competent “look and feel”), dialogue support (online program + in-person support), liking and similarity (esthetics and content appeal to adolescent users), the reduction and tunneling of therapeutic content (reducing online content into simple tasks, guiding users), and use of self-monitoring were present in therapies that resulted in improved therapy engagement, satisfaction, and adherence, as well as symptom and functional impairments. Conclusions When incorporated into Internet-based CBT for adolescent depression, PSD features may improve adolescent adherence, satisfaction, and depression-related outcomes. Testing of these features using hypothesis-driven dismantling approaches is recommended to advance our understanding of how these features contribute to therapy effectiveness. PMID:28793983

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

PubMed

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

2008-12-01

While there is a recognized link between high levels of exposure to advertising of unhealthy foods and overweight and obesity among children, there is little research on the extent to which these exposures include persuasive marketing techniques. This study aimed to measure children's exposure to the use of persuasive marketing within television food advertisements. Advertisements broadcast on all three commercial Australian television channels were recorded for an equivalent 1 week period in May 2006 and 2007 (714 h). Food advertisements were analysed for their use of persuasive marketing, including premium offers, such as competitions, and the use of promotional characters, including celebrities and cartoon characters. Advertised foods were categorized as core, non-core or miscellaneous foods. Commercial data were purchased to determine children's peak viewing times and popular programs. A total of 20 201 advertisements were recorded, 25.5% of which were for food. Significantly more food advertisements broadcast during children's peak viewing times, compared to non-peak times, contained promotional characters (P < 0.05) and premium offers (P < 0.001). During programs most popular with children, there were 3.3 non-core food advertisements per hour containing premium offers, compared to 0.2 per hour during programs most popular with adults. The majority of advertisements containing persuasive marketing during all viewing periods were for non-core foods. Persuasive marketing techniques are frequently used to advertise non-core foods to children, to promote children's brand recognition and preference for advertised products. Future debate relating to television advertising regulations must consider the need to restrict the use of persuasive marketing techniques to children.

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.

The Icarus Illusion: Technology, Doctrine and the Soviet Air Force.

DTIC Science & Technology

1986-09-01

to exert significant influence on national nilitary policy by presenting issues and options to major decisionmaking forums in ways which favor pre...discussion as nearly a dozen articles and letters on theoretical issues were published in the following year. Garthoff argues persuasively that "no official...journal in June 1954 and "banished" to the Institute of History in the Soviet Academy of Sciences.95 Furthermore, the issues he had raised in his article

Advanced Technology Acquisition Strategies of the People’s Republic of China

DTIC Science & Technology

2010-09-01

identify, plan, and persuasively communicate what is needed in the near-term to achieve the longer-term goals inherent in the Agency’s mission. ASCO...Over several decades, Chinese leaders have pursued C DEFENSE THREAT REDUCTION AGENGY – ADVANCED SYSTEMS AND CONCEPTS OFFICE 2 what has...mathematics, astronomy , manufacturing, and many other facets of economic and cultural development. The “four great inventions” (sì dà fā míng) of

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.

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

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.

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...

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

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.

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

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.

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.

How to Increase Reach and Adherence of Web-Based Interventions: A Design Research Viewpoint.

PubMed

Ludden, Geke D S; van Rompay, Thomas J L; Kelders, Saskia M; van Gemert-Pijnen, Julia E W C

2015-07-10

Nowadays, technology is increasingly used to increase people's well-being. For example, many mobile and Web-based apps have been developed that can support people to become mentally fit or to manage their daily diet. However, analyses of current Web-based interventions show that many systems are only used by a specific group of users (eg, women, highly educated), and that even they often do not persist and drop out as the intervention unfolds. In this paper, we assess the impact of design features of Web-based interventions on reach and adherence and conclude that the power that design can have has not been used to its full potential. We propose looking at design research as a source of inspiration for new (to the field) design approaches. The paper goes on to specify and discuss three of these approaches: personalization, ambient information, and use of metaphors. Central to our viewpoint is the role of positive affect triggered by well-designed persuasive features to boost adherence and well-being. Finally, we discuss the future of persuasive eHealth interventions and suggest avenues for follow-up research.

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.

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.

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

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)

Effective communication during an influenza pandemic: the value of using a crisis and emergency risk communication framework.

PubMed

Reynolds, Barbara; Quinn Crouse, Sandra

2008-10-01

During a crisis, an open and empathetic style of communication that engenders the public's trust is the most effective when officials are attempting to galvanize the population to take a positive action or refrain from a harmful act. Although trust is imperative in a crisis, public suspicions of scientific experts and government are increasing for a variety of reasons, including access to more sources of conflicting information, a reduction in the use of scientific reasoning in decision making, and political infighting. Trust and credibility--which are demonstrated through empathy and caring, competence and expertise, honesty and openness, and dedication and commitment--are essential elements of persuasive communication.

Children's understanding of television advertising: a revisit in the Chinese context.

PubMed

Chan, Kara; McNeal, James U

2004-03-01

The authors conducted a survey of 1,758 elementary school children (6-14 years old) from December 2001, to March 2002, in 3 Chinese cities with different levels of television advertising. The authors used D. R. John's (1999) model of consumer socialization as the theoretical framework for their study. More than half of the children whom the authors interviewed were able to understand that television stations broadcast commercials to earn money. Their understanding of the purposes of television commercials and the persuasive intention of television commercials developed with age. The authors examined the influence of gender, level of advertising, and level of television viewing on children's understanding of television advertising by using 3-way factorial models.

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

Geospatial Image Mining For Nuclear Proliferation Detection: Challenges and New Opportunities

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

Vatsavai, Raju; Bhaduri, Budhendra L; Cheriyadat, Anil M

2010-01-01

With increasing understanding and availability of nuclear technologies, and increasing persuasion of nuclear technologies by several new countries, it is increasingly becoming important to monitor the nuclear proliferation activities. There is a great need for developing technologies to automatically or semi-automatically detect nuclear proliferation activities using remote sensing. Images acquired from earth observation satellites is an important source of information in detecting proliferation activities. High-resolution remote sensing images are highly useful in verifying the correctness, as well as completeness of any nuclear program. DOE national laboratories are interested in detecting nuclear proliferation by developing advanced geospatial image mining algorithms. Inmore » this paper we describe the current understanding of geospatial image mining techniques and enumerate key gaps and identify future research needs in the context of nuclear proliferation.« less

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.

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).

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.

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.

Insights into targeting young male drivers with anti-speeding advertising: An application of the Step approach to Message Design and Testing (SatMDT).

PubMed

Lewis, I; White, K M; Ho, B; Elliott, B; Watson, B

2017-06-01

In Australia, young drivers aged 17-25 years comprise 13% of the population yet account for 22% of all road deaths with young males over-represented in such trauma. Speeding represents a major contributing factor and advertising campaigns have long focused on promoting anti-speeding messages in the effort to reduce drivers' speeds. Positioned within a larger program of research aimed at developing, piloting, and evaluating a range of theoretically-informed anti-speeding messages, the current study reports results relating to the final phase of the research, the evaluation. Six messages were devised in accordance with the guiding framework, the Step approach to Message Design and Testing ([SatMDT]; Lewis et al., 2016) and based on the findings emerging from earlier qualitative and quantitative studies within the program of research. N=938 licensed drivers (n=455 males, 48%) aged 17-62 years completed an online survey. To ensure a controlled test of the persuasiveness of the message content, the messages were presented in an audio-based format and thus were devoid of potential confounds, such as images. The messages sought to address a particular belief (i.e., behavioural, normative, control) and to focus either on emphasising the positive aspects which make speeding less likely or challenging the negative aspects which make speeding more likely. Thus, key to this evaluation was to test the persuasiveness of the message content in terms of the particular belief and focus it was addressing. Participants were randomly assigned to either the Control condition (i.e., no exposure to a message) or the Intervention condition (i.e., exposed to one of the six messages presented as an audio-recorded message within the survey). Persuasiveness was assessed via a range of outcome measures including both direct (i.e., third-person perceptions, message rejection) as well as indirect measures (i.e., intentions, willingness to speed). Age, gender, and message type were independent variables (IVs), together with issue involvement as a covariate (or IV) in the study's analyses. Overall, positive persuasive effects, and a relative absence of any negative, dissuasive effects, were found for two messages, Glass Cars and The Lift. These messages addressed the same salient belief, control beliefs, with the former emphasising the factors which discourage speeding and the latter message challenging those factors which encourage speeding. The implications of the findings are discussed in terms of the insights they offer for the key content of future anti-speeding messages. Copyright © 2017 Elsevier Ltd. All rights reserved.

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] ...

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.

Designing prenatal care messages for low-income Mexican women.

PubMed Central

Alcalay, R; Ghee, A; Scrimshaw, S

1993-01-01

Communication theories and research data were used to design cross-cultural health education messages. A University of California Los Angeles-Universidad Autonoma in Tijuana, Mexico, research team used the methods of ethnographic and survey research to study behaviors, attitudes, and knowledge concerning prenatal care of a sample of pregnant low-income women living in Tijuana. This audience provided information that served as a framework for a series of messages to increase awareness and change prenatal care behaviors. The message design process was guided by persuasion theories that included Petty and Caccioppo's elaboration likelihood model, McGuire's persuasion matrix, and Bandura's social learning theory. The results from the research showed that poor women in Tijuana tend to delay or not seek prenatal care. They were not aware of symptoms that could warn of pregnancy complications. Their responses also revealed pregnant women's culturally specific beliefs and behaviors regarding pregnancy. After examination of these and other results from the study, prenatal care messages about four topics were identified as the most relevant to communicate to this audience: health services use, the mother's weight gain, nutrition and anemia, and symptoms of high-risk complications during pregnancy. A poster, a calendar, a brochure, and two radio songs were produced and pretested in focus groups with low-income women in Tijuana. Each medium included one or more messages addressing informational, attitudinal, or behavioral needs, or all three, of the target population. PMID:8497574

General process improvements through pinch technology

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

Linnhoff, B.; Polley, G.T.; Sahdev, V.

1988-06-01

Over the last ten years pinch technology has emerged as somewhat of a ''maverick'' development in the process design and energy conservation scene. Running contrary to general trends by taking the computer out of the loop and putting the engineer back in control, it has been questioned by some and welcomed by others. Regardless of persuasion, however, critics and advocates alike have largely failed to notice that pinch technology is more than an energy conservation tool. This is probably because soon after the advent of pinch technology in the 1970s, the process design scene became dominated by the oil crisis.more » Energy savings became the primary task of process designers and, therefore, the primary focus of the technology. Application during this period typically demonstrated energy cost savings in the range of 20 to 50 percent and payback periods of one year or less. Only recently have the other benefits of the technology reemerged. While it is true that pinch technology is essentially a heat-flow-based technique it is also true that it can be used to address a very diverse range of objectives.« less

How do eHealth Programs for Adolescents With Depression Work? A Realist Review of Persuasive System Design Components in Internet-Based Psychological Therapies.

PubMed

Wozney, Lori; Huguet, Anna; Bennett, Kathryn; Radomski, Ashley D; Hartling, Lisa; Dyson, Michele; McGrath, Patrick J; Newton, Amanda S

2017-08-09

Major depressive disorders are common among adolescents and can impact all aspects of their daily life. Traditional therapies, cognitive behavioral therapy (CBT), and interpersonal psychotherapy (IPT) have been delivered face-to-face. However, Internet-based (online) delivery of these therapies is emerging as an option for adolescents. Internet-based CBT and IPT involve therapeutic content, interaction between the user and the system, and different technological features embedded into the online program (eg, multimedia). Studies of Internet-based CBT and IPT for adolescent depression differ on all three aspects, and variable, positive therapy effects have been reported. A better understanding of the treatment conditions that influence therapy outcomes is important to designing and evaluating these novel therapies. Our aim was to examine the technological and program delivery features of Internet-based CBT and IPT for adolescent depression and to document their potential relation to treatment outcomes and program use. We performed a realist synthesis. We started with an extensive search of published and gray literature. We included intervention studies that evaluated Internet-based CBT or IPT for adolescent depression. We included mixed-methods and qualitative studies, theoretical papers, and policy/implementation documents if they included a focus on how Internet-based psychological therapy is proposed to work for adolescents with depression/depressive symptoms. We used the Mixed-Methods Appraisal Tool to assess the methodological quality of studies. We used the Persuasive System Design (PSD) model as a framework for data extraction and analysis to examine how Internet-based CBT and IPT, as technology-based systems, influence the attitudes and behaviors of system users. PSD components described for the therapies were linked to reported outcomes using a cross-case comparison method and thematic synthesis. We identified 19 Internet-based CBT programs in 59 documents. Of those, 71% (42/59) were of moderate to high quality. The PSD features surface credibility (competent "look and feel"), dialogue support (online program + in-person support), liking and similarity (esthetics and content appeal to adolescent users), the reduction and tunneling of therapeutic content (reducing online content into simple tasks, guiding users), and use of self-monitoring were present in therapies that resulted in improved therapy engagement, satisfaction, and adherence, as well as symptom and functional impairments. When incorporated into Internet-based CBT for adolescent depression, PSD features may improve adolescent adherence, satisfaction, and depression-related outcomes. Testing of these features using hypothesis-driven dismantling approaches is recommended to advance our understanding of how these features contribute to therapy effectiveness. ©Lori Wozney, Anna Huguet, Kathryn Bennett, Ashley D Radomski, Lisa Hartling, Michele Dyson, Patrick J McGrath, Amanda S Newton. Originally published in the Journal of Medical Internet Research (http://www.jmir.org), 09.08.2017.

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.

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.

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

PubMed

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

2014-04-01

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

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.

How to Increase Reach and Adherence of Web-Based Interventions: A Design Research Viewpoint

PubMed Central

2015-01-01

Nowadays, technology is increasingly used to increase people’s well-being. For example, many mobile and Web-based apps have been developed that can support people to become mentally fit or to manage their daily diet. However, analyses of current Web-based interventions show that many systems are only used by a specific group of users (eg, women, highly educated), and that even they often do not persist and drop out as the intervention unfolds. In this paper, we assess the impact of design features of Web-based interventions on reach and adherence and conclude that the power that design can have has not been used to its full potential. We propose looking at design research as a source of inspiration for new (to the field) design approaches. The paper goes on to specify and discuss three of these approaches: personalization, ambient information, and use of metaphors. Central to our viewpoint is the role of positive affect triggered by well-designed persuasive features to boost adherence and well-being. Finally, we discuss the future of persuasive eHealth interventions and suggest avenues for follow-up research. PMID:26163456

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.

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.

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.

Influencing attitudes toward carbon capture and sequestration: a social marketing approach.

PubMed

Wong-Parodi, Gabrielle; Dowlatabadi, Hadi; McDaniels, Tim; Ray, Isha

2011-08-15

Carbon capture and sequestration (CCS), while controversial, is seen as promising because it will allow the United States to continue using its vast fossil fuel resources in a carbon-constrained world. The public is an important stakeholder in the national debate about whether or not the U.S. should include CCS as a significant part of its climate change strategy. Understanding how to effectively engage with the public about CCS has become important in recent years, as interest in the technology has intensified. We argue that engagement efforts should be focused on places where CCS will first be deployed, i.e., places with many "energy veteran" (EV) citizens. We also argue that, in addition to information on CCS, messages with emotional appeal may be necessary in order to engage the public. In this paper we take a citizen-guided social marketing approach toward understanding how to (positively or negatively) influence EV citizens' attitudes toward CCS. We develop open-ended interview protocols, and a "CCS campaign activity", for Wyoming residents from Gillette and Rock Springs. We conclude that our participants believed expert-informed CCS messages, embedded within an emotionally self-referent (ESR) framework that was relevant to Wyoming, to be more persuasive than the expert messages alone. The appeal to core values of Wyomingites played a significant role in the citizen-guided CCS messages.

[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.

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.

Manager`s views of public involvement

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

Branch, K.M.; Heerwagen, J.; Bradbury, J.

1995-12-01

Four issues commonly form the framework for debates about the acceptability of proposed projects or technologies--the substantive decision or technological choice; the treatment of the community by the proponent organization; the way the decision-making process has been structured and managed; and the status of institutional safeguards and protection. One of the clear messages of cultural theory is that differences in perspectives are a normal and inevitable part of society, and that attempts to resolve differences by persuasion are not likely to work. These findings are useful when considering the goals and possibilities of public involvement as a decision-making tool, andmore » when designing or evaluating public involvement training programs for managers. The research reported here examines the viewpoints and concerns of managers and decision-makers about the four issues identified above, with particular emphasis on their perspectives and concerns about opening decision-making processes to the public and about managers` roles and responsibilities for structuring and managing open decision-making processes. Implications of these findings for public involvement training for managers is also discussed. The data presented in this paper were obtained from face-to-face interviews with managers and decision-makers with experience managing a variety of hazardous waste management decision-making processes. We conducted these interviews in the course of four separate research projects: needs assessments to support the design and development of a public involvement training program for managers; a study of community residents` and managers` perspectives on the chemical stockpile disposal program; an evaluation of the effectiveness of public involvement training for managers in the Department of Energy; and a study to develop indicators of the benefits and costs of public involvement.« less

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…

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…

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.

Co-Evolution of Opinion and Strategy in Persuasion Dynamics:. AN Evolutionary Game Theoretical Approach

NASA Astrophysics Data System (ADS)

Ding, Fei; Liu, Yun; Li, Yong

In this paper, a new model of opinion formation within the framework of evolutionary game theory is presented. The model simulates strategic situations when people are in opinion discussion. Heterogeneous agents adjust their behaviors to the environment during discussions, and their interacting strategies evolve together with opinions. In the proposed game, we take into account payoff discount to join a discussion, and the situation that people might drop out of an unpromising game. Analytical and emulational results show that evolution of opinion and strategy always tend to converge, with utility threshold, memory length, and decision uncertainty parameters influencing the convergence time. The model displays different dynamical regimes when we set differently the rule when people are at a loss in strategy.

Mechanisms of accelerated liver fibrosis in HIV-HCV coinfection.

PubMed

Chrysanthidis, Theofilos; Loli, Georgia; Metallidis, Simeon; Germanidis, Georgios

2017-01-01

Although there is evidence that HCV progresses rapidly in HIV/HCV coinfected patients in comparison with HCV monoinfected, the HIV-, HCV- and host/genetic-related factors, as well as the exact mechanisms implicated in this process are not fully elucidated. Furthermore, cure of HCV in those coinfected seems possible with the new antiviral drugs, but high cost as well as insufficient identification, linkage with care and treatment hamper the achievement of this goal. Research on the subject, could reveal an important prognostic marker for the effectiveness of persuasion of patients with HIV/HCV coinfection with a predicted accelerated fibrosis course, in order to facilitate and prioritize, not in terms of guidelines but in the real life situation, their treatment with a medically just framework.

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.

Designing for Psychological Change: Individuals’ Reward and Cost Valuations in Weight Management

PubMed Central

Blandford, Ann

2014-01-01

Background Knowledge of the psychological constructs that underlie behavior offers valuable design opportunities for persuasive systems. We use the decision theory, which describes how behavior is underpinned by reward-cost valuations, as a framework for investigating such psychological constructs to deliver design objectives for weight management technologies. Objective We applied a decision theory–based analysis in the domain of weight management to understand the rewards and costs that surround individuals’ weight management behaviors, with the aim of uncovering design opportunities for weight management technologies. Methods We conducted qualitative interviews with 15 participants who were or had been trying to lose weight. Thematic analysis was used to extract themes that covered the rewards and costs surrounding weight management behaviors. We supplemented our qualitative study with a quantitative survey of 100 respondents investigating the extent to which they agreed with statements reflecting themes from the qualitative study. Results The primary obstacles to weight management were the rewards associated with unhealthy choices, such as the pleasures of unhealthy foods and unrestricted consumption in social situations, and the significant efforts required to change habits, plan, and exercise. Psychological constructs that supported positive weight management included feeling good after making healthy choices, being good to oneself, experiencing healthy yet still delicious foods, and receiving social support and encouraging messages (although opinions about encouraging messages was mixed). Conclusions A rewards-costs driven enquiry revealed a wide range of psychological constructs that contribute to discouraging and supporting weight management. The constructs extracted from our qualitative study were verified by our quantitative survey, in which the majority of respondents also reported similar thoughts and feelings. This understanding of the rewards and costs surrounding weight management offers a range of new opportunities for the design of weight management technologies that enhance the encouraging factors and alleviate the discouraging ones. PMID:24972304

A Framework for Integrating Qualitative and Quantitative Data in Knowledge, Attitude, and Practice Studies: A Case Study of Pesticide Usage in Eastern Uganda

PubMed Central

Muleme, James; Kankya, Clovice; Ssempebwa, John C.; Mazeri, Stella; Muwonge, Adrian

2017-01-01

Knowledge, attitude, and practice (KAP) studies guide the implementation of public health interventions (PHIs), and they are important tools for political persuasion. The design and implementation of PHIs assumes a linear KAP relationship, i.e., an awareness campaign results in the desirable societal behavioral change. However, there is no robust framework for testing this relationship before and after PHIs. Here, we use qualitative and quantitative data on pesticide usage to test this linear relationship, identify associated context specific factors as well as assemble a framework that could be used to guide and evaluate PHIs. We used data from a cross-sectional mixed methods study on pesticide usage. Quantitative data were collected using a structured questionnaire from 167 households representing 1,002 individuals. Qualitative data were collected from key informants and focus group discussions. Quantitative and qualitative data analysis was done in R 3.2.0 as well as qualitative thematic analysis, respectively. Our framework shows that a KAP linear relationship only existed for households with a low knowledge score, suggesting that an awareness campaign would only be effective for ~37% of the households. Context specific socioeconomic factors explain why this relationship does not hold for households with high knowledge scores. These findings are essential for developing targeted cost-effective and sustainable interventions on pesticide usage and other PHIs with context specific modifications. PMID:29276703

A Framework for Integrating Qualitative and Quantitative Data in Knowledge, Attitude, and Practice Studies: A Case Study of Pesticide Usage in Eastern Uganda.

PubMed

Muleme, James; Kankya, Clovice; Ssempebwa, John C; Mazeri, Stella; Muwonge, Adrian

2017-01-01

Knowledge, attitude, and practice (KAP) studies guide the implementation of public health interventions (PHIs), and they are important tools for political persuasion. The design and implementation of PHIs assumes a linear KAP relationship, i.e., an awareness campaign results in the desirable societal behavioral change. However, there is no robust framework for testing this relationship before and after PHIs. Here, we use qualitative and quantitative data on pesticide usage to test this linear relationship, identify associated context specific factors as well as assemble a framework that could be used to guide and evaluate PHIs. We used data from a cross-sectional mixed methods study on pesticide usage. Quantitative data were collected using a structured questionnaire from 167 households representing 1,002 individuals. Qualitative data were collected from key informants and focus group discussions. Quantitative and qualitative data analysis was done in R 3.2.0 as well as qualitative thematic analysis, respectively. Our framework shows that a KAP linear relationship only existed for households with a low knowledge score, suggesting that an awareness campaign would only be effective for ~37% of the households. Context specific socioeconomic factors explain why this relationship does not hold for households with high knowledge scores. These findings are essential for developing targeted cost-effective and sustainable interventions on pesticide usage and other PHIs with context specific modifications.

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)…

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…

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…

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…

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…

Persuasive and Informative Advertising: A Classroom Experiment

ERIC Educational Resources Information Center

Freeborn, Beth A.; Hulbert, Jason P.

2011-01-01

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

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…

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…

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…

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…

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)

Kant's 'formula of humanity' and assisted reproductive technology: a case for duties to future children.

PubMed

Patrone, Tatiana

2017-11-01

The paper asks the question whether Kant's ethical theory can be applied to issues in assisted reproductive technology (ART). It argues against three objections to applying Kant's ethics to ART: (i) the non-identity objection, (ii) the gen-ethics objection, and (iii) the care-ethics objection. After showing that neither of the three objections is sufficiently persuasive the paper proposes a reading of Kant's 'formula of humanity,' and especially its negative clause (i.e., the 'merely as means' clause), that can be of some guidance in ART. The paper conclude that although Kant's 'formula of humanity' cannot be used as a simple litmus test for determining whether an ART practice is morally permissible or not, it nonetheless can supply us with some guidance in our moral deliberation.

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.

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.

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.

Tweeting and Eating: The Effect of Links and Likes on Food-Hypersensitive Consumers’ Perceptions of Tweets

PubMed Central

Hamshaw, Richard J. T.; Barnett, Julie; Lucas, Jane S.

2018-01-01

Moving on from literature that focuses on how consumers use social media and the benefits of organizations utilizing platforms for health and risk communication, this study explores how specific characteristics of tweets affect the way in which they are perceived. An online survey with 251 participants with self-reported food hypersensitivity (FH) took part in an online experiment to consider the impact of tweet characteristics on perceptions of source credibility, message credibility, persuasiveness, and intention to act upon the presented information. Positioning the research hypotheses within the framework of the Elaboration Likelihood Model and Uses and Gratifications Theory, the study explored motivations for using social media and tested the impact of the affordances of Twitter—(1) the inclusion of links and (2) the number of social validation indicators (likes and retweets). Having links accompanying tweets significantly increased ratings of the tweets’ message credibility, as well as persuasiveness of their content. Socially validated tweets had no effect on these same variables. Parents of FH children were found to utilize social media for social reasons more than hypersensitive adults; concern level surrounding a reaction did not appear to alter the level of use. Links were considered valuable in obtaining social media users to attend to useful or essential food health and risk information. Future research in this area can usefully consider the nature and the effects of social validation in relation to other social media platforms and with other groups. PMID:29740573

Tweeting and Eating: The Effect of Links and Likes on Food-Hypersensitive Consumers' Perceptions of Tweets.

PubMed

Hamshaw, Richard J T; Barnett, Julie; Lucas, Jane S

2018-01-01

Moving on from literature that focuses on how consumers use social media and the benefits of organizations utilizing platforms for health and risk communication, this study explores how specific characteristics of tweets affect the way in which they are perceived. An online survey with 251 participants with self-reported food hypersensitivity (FH) took part in an online experiment to consider the impact of tweet characteristics on perceptions of source credibility, message credibility, persuasiveness, and intention to act upon the presented information. Positioning the research hypotheses within the framework of the Elaboration Likelihood Model and Uses and Gratifications Theory, the study explored motivations for using social media and tested the impact of the affordances of Twitter-(1) the inclusion of links and (2) the number of social validation indicators (likes and retweets). Having links accompanying tweets significantly increased ratings of the tweets' message credibility, as well as persuasiveness of their content. Socially validated tweets had no effect on these same variables. Parents of FH children were found to utilize social media for social reasons more than hypersensitive adults; concern level surrounding a reaction did not appear to alter the level of use. Links were considered valuable in obtaining social media users to attend to useful or essential food health and risk information. Future research in this area can usefully consider the nature and the effects of social validation in relation to other social media platforms and with other groups.

The Undecided Have the Key: Interaction-Driven Opinion Dynamics in a Three State Model

PubMed Central

2015-01-01

The effects of interpersonal interactions on individual’s agreements result in a social aggregation process which is reflected in the formation of collective states, as for instance, groups of individuals with a similar opinion about a given issue. This field, which has been a longstanding concern of sociologists and psychologists, has been extended into an area of experimental social psychology, and even has attracted the attention of physicists and mathematicians. In this article, we present a novel model of opinion formation in which agents may either have a strict preference for a choice, or be undecided. The opinion shift emerges, in a threshold process, as a consequence of a cumulative persuasion for either one of the two opinions in repeated interactions. There are two main ingredients which play key roles in determining the steady states: the initial fraction of undecided agents and the change in agents’ persuasion after each interaction. As a function of these two parameters, the model presents a wide range of solutions, among which there are consensus of each opinion and bi-polarization. We found that a minimum fraction of undecided agents is not crucial for reaching consensus only, but also to determine a dominant opinion in a polarized situation. In order to gain a deeper comprehension of the dynamics, we also present the theoretical framework of the model. The master equations are of special interest for their nontrivial properties and difficulties in being solved analytically. PMID:26436421

Scope of information communications technology in the health of diabetes patients in poor rural zones of panama through holistic, interactive, and persuasive model to facilitate self-care of diabetes patients.

PubMed

Vargas-Lombardo, Miguel; Jipsion, Armando; Alvarez, Humberto; Ruiz, Ernestina Mensalva; Mora, Elena Villalba

2010-09-01

In Latin America, public health systems that manage and warrant the health of the population lack mechanisms and technological capabilities that enable them to accept and adopt initiatives focused to guide, look after, and improve the quality of life of millions of patients with diabetes who need attention and special care. However, the proposal presented here for a holistic, interactive, and persuasive model to facilitate self-care of diabetes patients (hiPAPD) is the first proposal in Panama, Central America, and the Caribbean Region to develop and implement information communications technology (ICT) platforms for the care of patients with chronic diseases such as diabetes. The process of experimentation was initiated with an agreement with all the staff of the project to comply with the international biomedical studies stipulations, having as reference the Declaration of Helsinki of the World Medical Association (Recommendations to Guide to Doctors in Biomedical Research on People). After several months of evaluation and ongoing work the study obtained successful validation of the hiPAPD model. The project had the support of 107 patients with diabetes, their families, friends, doctors, nurses and nursing assistants, and social groups in rural communities. Finally, the project contributed to society with a highly innovative ICT environment that facilitates self-care of diabetes patients without financial resources and health. A timely health treatment at a decisive moment may be the difference in care for patients. Through the validation process conducted in this research initiative, it was demonstrated that the hiPAPD model, from the perspective of the patient with diabetes, relatives, friends, health workforce (nurses and nursing assistants), doctors, and societal contexts, allowed the improvement of the quality of life of patients with diabetes in poor rural zones of Panama.

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…