To think or not to think: two pathways towards persuasion by short films on AIDS prevention.

PubMed

Igartua, Juan José; Cheng, Lifen; Lopes, Orquídea

2003-01-01

Health messages are designed to stimulate an active cognitive process in those audiences generally with little involvement. The Elaboration Likelihood Model by Petty and Cacioppo sustains that subjects with high involvement and those with low involvement react differently to the persuasive message to which they are exposed. One efficient way to capture the attention of the low involvement audiences is to insert the messages within an entertainment context. Our study attempted to analyze affective and cognitive processes to explain the impact of these new formats, fictional shorts for HIV/AIDS prevention. A 2 x 2 factorial design was used, with involvement in the AIDS issue (high/low) and the type of format (musical/dialogue) as independent variables. The finding showed the better the quality of the short (with dialogue style) the more negative affectivity was stimulated, also the more cognitive processing was induced, and a more favorable attitude towards preventive behavior was stimulated.

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

Model, Framework, and Platform of Health Persuasive Social Network

ERIC Educational Resources Information Center

Al Ayubi, Soleh Udin

2013-01-01

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

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

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

PubMed

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

2015-03-31

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

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

PubMed Central

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

2015-01-01

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

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.

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.

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.

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

PubMed

Orji, Rita; Moffatt, Karyn

2018-03-01

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

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.

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.

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

Persuasive Embodied Agents: Using Embodied Agents to Change People's Behavior, Beliefs, and Assessments

ERIC Educational Resources Information Center

Pickard, Matthew David

2012-01-01

Embodied Conversational Agents (i.e., avatars; ECAs) are appearing in increasingly many everyday contexts, such as e-commerce, occupational training, and airport security. Also common to a typical person's daily life is persuasion. Whether being persuaded or persuading, the ability to change another person's attitude or behavior is a…

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.

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…

Influence of Incidental Discrete Emotions on Health Risk Perception and Persuasion.

PubMed

Nan, Xiaoli

2017-06-01

This research examines the effects of two incidental discrete emotions-fear and anger-on health risk perception (i.e., perceived susceptibility to a health problem) and persuasion. In two experiments, fear and anger were induced before participants were exposed to a public service announcement that advocated sun protection behaviors to prevent skin cancer (Experiment 1) or flossing to prevent gum diseases (Experiment 2). It was found that fearful participants perceived greater susceptibility to the health risk than angry participants and those who were in a neutral affective state. Angry participants did not differ from those in a neutral affective state in terms of perceived susceptibility. There was mixed evidence that fear exerted an indirect effect on attitude toward the recommended health behavior and intention to perform the health behavior through health risk perception. Theoretical and practical implications of the findings are discussed.

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…

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…

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

PubMed

Futerfas, Michelle L; Nan, Xiaoli

2017-04-01

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

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,…

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.

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

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

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

PubMed

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

2005-08-01

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

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…

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.

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…

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.

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

NASA Astrophysics Data System (ADS)

Halko, Sajanee; Kientz, Julie A.

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

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)

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.

Applying the elaboration likelihood model of persuasion to a videotape-based eating disorders primary prevention program for adolescent girls.

PubMed

Withers, Giselle F; Wertheim, Eleanor H

2004-01-01

This study applied principles from the Elaboration Likelihood Model of Persuasion to the prevention of disordered eating. Early adolescent girls watched either a preventive videotape only (n=114) or video plus post-video activity (verbal discussion, written exercises, or control discussion) (n=187); or had no intervention (n=104). Significantly more body image and knowledge improvements occurred at post video and follow-up in the intervention groups compared to no intervention. There were no outcome differences among intervention groups, or between girls with high or low elaboration likelihood. Further research is needed in integrating the videotape into a broader prevention package.

Persuasive Communications to Change Actions: An Analysis of Behavioral and Cognitive Impact in HIV Prevention

PubMed Central

Albarracín, Dolores; McNatt, Penny S.; Klein, Cynthia T. F.; Ho, Ringo M.; Mitchell, Amy L.; Kumkale, G. Tarcan

2016-01-01

This meta-analysis examined the validity of various theoretical assumptions about cognitive and behavioral change following a communication recommending condom use. The synthesis comprised 82 treatment and 29 control groups included in 46 longitudinal reports with measures of perceived severity and susceptibility, attitudes and expectancies, norms, perceptions of control, intentions, knowledge, behavioral skills, or condom use. Results indicated that across the sample of studies, communications taught recipients about facts related to HIV and also induced favorable attitudes and expectancies, greater control perceptions, and stronger intentions to use condoms in the future. Moreover, messages that presented attitudinal information and modeled behavioral skills led to increased condom use. Results are discussed in the context of theories of human behavior and change and in reference to HIV-prevention interventions. PMID:12683737

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.

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.

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…

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…

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…

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

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.

Quantifying the impact of Wellington Zoo's persuasive communication campaign on post-visit behavior.

PubMed

MacDonald, Edith

2015-01-01

Zoos potential to facilitate visitor conservation behavior is commonly articulated. Few studies, however, have quantified whether zoos' conservation messages result in visitors implementing the behavior. To test if zoo conservation messages are adopted at home, I implemented a persuasive communication campaign which advocated keeping cats indoor at night, a behavior that is a potential solution to cats depredating native wildlife. Furthermore, I tested if a public commitment (signing a pledge card) strengthened the relationship between on-site intention to engage in the behavior and actual implementation of the behavior at home. The conservation behavior was included in the twice-daily animal presentations in the amphitheater. A sample of 691 visitors completed a survey as they exited the amphitheater that measured their recall of the conservation behavior and intention to engage in the behavior at home. The last 311 visitors to complete the survey were asked to sign a pledge card which was publicly displayed in the amphitheater. Six weeks after their zoo trip, visitors were contacted and asked if they had implemented the behavior. Recall of the conservation behavior was high (91% for control, 100% for pledge group) and the entire pledge group had implemented the behavior whereas just half (51%) of the control group did. Furthermore, signing the pledge card strengthened the relationship between onsite intention and at home behavior (r = 1.0 of for the pledge group and r = 0.21 for the control group). Overall, the zoo's conservation message was recalled and behavior implemented at home. © 2015 Wiley Periodicals, Inc.

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

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.

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.

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.

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.

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 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

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.

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

PubMed

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

2016-01-29

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

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.

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…

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

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

PubMed Central

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

2017-01-01

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

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)

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.

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.

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.

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.

[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.

Persuasion [and] Persuasion Guide.

ERIC Educational Resources Information Center

Heintz, Ann Christine

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

The 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.

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

PubMed

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

2017-02-01

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

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

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.

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.

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)

Embodied Resistance to Persuasion in Advertising.

PubMed

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

2016-01-01

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

Embodied Resistance to Persuasion in Advertising

PubMed Central

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

2016-01-01

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

The development of effective message content for suicide intervention: theory of planned behavior.

PubMed

Shemanski Aldrich, Rosalie; Cerel, Julie

2009-01-01

Each year there are over 31,000 suicides in the United States, constituting a significant problem in every respect. It is important for research efforts to focus on the communication elements involved in suicide prevention because the messages produced by individuals close to those who have suicidal thoughts have the potential to save a life. The current manuscript presents the theory of planned behavior (TPB) as a foundation to increase understanding of what message content would be most effective to convince an individual to intervene when someone is suicidal. Suicide and suicidal behaviors are briefly reviewed, as is the TPB. Then it is argued how and why TPB can help construct persuasive messages. The authors suggest that TPB guide the content of persuasive messages. Messages created in combination of persuasive theories with TPB are likely to encourage an individual to intervene when someone is suicidal. A key element to suicide prevention is intervention by close others. Use of TPB provides an increased understanding of how to persuade close individuals to intervene when an individual is suicidal.

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.

Predicting behavior change from persuasive messages using neural representational similarity and social network analyses.

PubMed

Pegors, Teresa K; Tompson, Steven; O'Donnell, Matthew Brook; Falk, Emily B

2017-08-15

Neural activity in medial prefrontal cortex (MPFC), identified as engaging in self-related processing, predicts later health behavior change. However, it is unknown to what extent individual differences in neural representation of content and lived experience influence this brain-behavior relationship. We examined whether the strength of content-specific representations during persuasive messaging relates to later behavior change, and whether these relationships change as a function of individuals' social network composition. In our study, smokers viewed anti-smoking messages while undergoing fMRI and we measured changes in their smoking behavior one month later. Using representational similarity analyses, we found that the degree to which message content (i.e. health, social, or valence information) was represented in a self-related processing MPFC region was associated with later smoking behavior, with increased representations of negatively valenced (risk) information corresponding to greater message-consistent behavior change. Furthermore, the relationship between representations and behavior change depended on social network composition: smokers who had proportionally fewer smokers in their network showed increases in smoking behavior when social or health content was strongly represented in MPFC, whereas message-consistent behavior (i.e., less smoking) was more likely for those with proportionally more smokers in their social network who represented social or health consequences more strongly. These results highlight the dynamic relationship between representations in MPFC and key outcomes such as health behavior change; a complete understanding of the role of MPFC in motivation and action should take into account individual differences in neural representation of stimulus attributes and social context variables such as social network composition. Copyright © 2017 Elsevier Inc. All rights reserved.

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.

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

PubMed

Bosone, Lucia; Martinez, Frédéric; Kalampalikis, Nikos

2015-04-01

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

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

NASA Astrophysics Data System (ADS)

Ham, Jaap; Midden, Cees

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

The 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.

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

PubMed

Tien, Han-Kuang; Chung, Wen

2018-05-10

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

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

ERIC Educational Resources Information Center

Ferrari, Joseph R.; Leippe, Michael R.

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

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…

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.

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…

Using Self-Regulated Strategy Development for Persuasive Writing to Increase the Writing and Self-Efficacy Skills of Students with Emotional and Behavioral Disorders in Health Class

ERIC Educational Resources Information Center

Ennis, Robin Parks; Jolivette, Kristine

2014-01-01

The Common Core State Standards Initiative includes an emphasis on teaching writing and related skills in all subject areas. This study sought to improve the persuasive writing skills and self-efficacy skills of students with emotional and behavioral disorders by implementing self-regulated strategy development with pairs of students in a high…

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

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.

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

PubMed

Rubinelli, Sara

2013-09-01

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

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.

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.

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

PubMed

Malaviya, Prashant; Brendl, C Miguel

2014-01-01

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

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)

Language Symmetry: A Force behind Persuasion

ERIC Educational Resources Information Center

Yeager, Joseph; Sommer, Linda

2012-01-01

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

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…

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.

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

PubMed

Lavine; Snyder

1996-11-01

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

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.

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

PubMed

Falk, Emily; Scholz, Christin

2018-01-04

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

"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.

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.

Unit 1102: The Language of Persuasion.

ERIC Educational Resources Information Center

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

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

Persuasive Style: Some Verbal Concomitants of Conversational Persuasion.

ERIC Educational Resources Information Center

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

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

Teaching Students 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…

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)

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

ERIC Educational Resources Information Center

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

2017-01-01

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

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.

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

PubMed Central

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

2016-01-01

-provider discussions. Results This paper describes the study protocol and activities to date. Currently, we have developed the initial prototype of the tablet app for English- and Spanish-speaking populations, and completed Stage 1 data collection. Conclusions Our systematic collaboration between basic and applied behavioral scientists accelerates translation of promising basic psychological research into innovative interventions suitable for underserved, safety-net populations. At project’s end, we plan to have a feasible and acceptable self-persuasion intervention that can affect key cancer disparities in the United States through prevention of HPV-related cancers. Trial Registration ClinicalTrials.gov http://clinicaltrials.gov/ct2/show/NCT02537756 and http://clinicaltrials.gov/ct2/show/NCT02535845 (Archived by WebCite at http://www.webcitation.org/6e5XcOGXz and http://www.webcitation.org/6e5XfHoic, respectively). PMID:26825137

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…

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

PubMed

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

2014-01-01

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

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.

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...

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…

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.

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.

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…

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...

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...

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...

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

PubMed

Mikołajczak-Degrauwe, Kalina; Brengman, Malaika

2014-03-01

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

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...

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...

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 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...

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...

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...

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

PubMed

Matthews, John; Win, Khin Than; Oinas-Kukkonen, Harri; Freeman, Mark

2016-03-01

Persuasive technology in mobile applications can be used to influence the behaviour of users. A framework known as the Persuasive Systems Design model has been developed for designing and evaluating systems that influence the attitudes or behaviours of users. This paper reviews the current state of mobile applications for health behavioural change with an emphasis on applications that promote physical activity. The inbuilt persuasive features of mobile applications were evaluated using the Persuasive Systems Design model. A database search was conducted to identify relevant articles. Articles were then reviewed using the Persuasive Systems Design model as a framework for analysis. Primary task support, dialogue support, and social support were found to be moderately represented in the selected articles. However, system credibility support was found to have only low levels of representation as a persuasive systems design feature in mobile applications for supporting physical activity. To ensure that available mobile technology resources are best used to improve the wellbeing of people, it is important that the design principles that influence the effectiveness of persuasive technology be understood.

"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…

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

PubMed

Mickaël, Dupré

2014-04-01

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

Oxytocin Enhances Social Persuasion during Hypnosis

PubMed Central

Bryant, Richard A.; Hung, Lynette

2013-01-01

It has long been argued that hypnosis cannot promote behaviors that people will not otherwise engage in. Oxytocin can enhance trust in others, and may promote the extent to which a hypnotized person complies with the suggestion of a hypnotist. This double-blind placebo study administered oxytocin or placebo to high hypnotizable participants (N = 28), who were then administered hypnotic suggestions for socially unorthodox behaviors, including swearing during the experiment, singing out loud, and dancing in response to a posthypnotic cue. Participants who received oxytocin were significantly more likely to swear and dance than those who received the placebo. This finding may be interpreted in terms of oxytocin increasing social compliance in response as a function of (a) increased trust in the hypnotist, (b) reduced social anxiety, or (c) enhanced sensitivity to cues to respond to experimental expectations. These results point to the potential role of oxytocin in social persuasion. PMID:23577153

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

NASA Astrophysics Data System (ADS)

Li, Haiqing; Chatterjee, Samir

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

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 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...

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.

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…

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…

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).

"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.

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…

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…

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)

Preventing Severe Problem Behavior in Young Children: The Behavior Education Program

ERIC Educational Resources Information Center

Hawken, Leanne S.; Johnston, Susan S.

2007-01-01

Best practice in preventing severe problem behavior in schools involves implementing a continuum of effective behavior support. This continuum includes primary prevention strategies implemented with all students, secondary prevention strategies for students at-risk, and tertiary interventions for students who engage in the most severe problem…

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.

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.

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...

Strategies and motives for resistance to persuasion: an integrative framework

PubMed Central

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

2015-01-01

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

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).

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

PubMed Central

Mikołajczak-Degrauwe, Kalina; Brengman, Malaika

2014-01-01

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

“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

[Construction of the addiction prevention core competency model for preventing addictive behavior in adolescents].

PubMed

Park, Hyun Sook; Jung, Sun Young

2013-12-01

This study was done to provide fundamental data for the development of competency reinforcement programs to prevent addictive behavior in adolescents through the construction and examination of an addiction prevention core competency model. In this study core competencies for preventing addictive behavior in adolescents through competency modeling were identified, and the addiction prevention core competency model was developed. It was validated methodologically. Competencies for preventing addictive behavior in adolescents as defined by the addiction prevention core competency model are as follows: positive self-worth, self-control skill, time management skill, reality perception skill, risk coping skill, and positive communication with parents and with peers or social group. After construction, concurrent cross validation of the addiction prevention core competency model showed that this model was appropriate. The study results indicate that the addiction prevention core competency model for the prevention of addictive behavior in adolescents through competency modeling can be used as a foundation for an integral approach to enhance adolescent is used as an adjective and prevent addictive behavior. This approach can be a school-centered, cost-efficient strategy which not only reduces addictive behavior in adolescents, but also improves the quality of their resources.

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…

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

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.

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)

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.

Motivating parent support for physical activity: the role of framed persuasive messages.

PubMed

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

2017-10-01

Parent support for physical activity (PA) is a behavior unto itself that requires motivation. Persuasive messages may be one method for motivating parent support for their children's PA. Message framing is one strategy for optimizing the impact of messages. The current study examined the relative effectiveness of gain- versus loss-framed messages for encouraging parent support for children's PA. Regardless of message frame, parents had an increase in social cognitive antecedents (e.g. perceived behavioral control, intentions) and support for children's PA following message exposure. © The Author 2017. Published by Oxford University Press. All rights reserved. For permissions, please email: journals.permissions@oup.com.

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.

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.

Relapse prevention for addictive behaviors

PubMed Central

2011-01-01

The Relapse Prevention (RP) model has been a mainstay of addictions theory and treatment since its introduction three decades ago. This paper provides an overview and update of RP for addictive behaviors with a focus on developments over the last decade (2000-2010). Major treatment outcome studies and meta-analyses are summarized, as are selected empirical findings relevant to the tenets of the RP model. Notable advances in RP in the last decade include the introduction of a reformulated cognitive-behavioral model of relapse, the application of advanced statistical methods to model relapse in large randomized trials, and the development of mindfulness-based relapse prevention. We also review the emergent literature on genetic correlates of relapse following pharmacological and behavioral treatments. The continued influence of RP is evidenced by its integration in most cognitive-behavioral substance use interventions. However, the tendency to subsume RP within other treatment modalities has posed a barrier to systematic evaluation of the RP model. Overall, RP remains an influential cognitive-behavioral framework that can inform both theoretical and clinical approaches to understanding and facilitating behavior change. PMID:21771314

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...

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...

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…

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.

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

Prevention of suicidal behavior

PubMed Central

Hegerl, Ulrich

2016-01-01

More than 800 000 people die every year from suicide, and about 20 times more attempt suicide. In most countries, suicide risk is highest in older males, and risk of attempted suicide is highest in younger females. The higher lethal level of suicidal acts in males is explained by the preference for more lethal methods, as well as other factors. In the vast majority of cases, suicidal behavior occurs in the context of psychiatric disorders, depression being the most important one. Improving the treatment of depression, restricting access to lethal means, and avoiding the Werther effect (imitation suicide) are central aspects of suicide prevention programs. In several European regions, the four-level intervention concept of the European Alliance Against Depression (www.EAAD.net), simultaneously targeting depression and suicidal behavior, has been found to have preventive effects on suicidal behavior. It has already been implemented in more than 100 regions in Europe. PMID:27489458

The eHealth Behavior Management Model: a stage-based approach to behavior change and management.

PubMed

Bensley, Robert J; Mercer, Nelda; Brusk, John J; Underhile, Ric; Rivas, Jason; Anderson, Judith; Kelleher, Deanne; Lupella, Melissa; de Jager, André C

2004-10-01

Although the Internet has become an important avenue for disseminating health information, theory-driven strategies for aiding individuals in changing or managing health behaviors are lacking. The eHealth Behavior Management Model combines the Transtheoretical Model, the behavioral intent aspect of the Theory of Planned Behavior, and persuasive communication to assist individuals in negotiating the Web toward stage-specific information. It is here - at the point of stage-specific information - that behavioral intent in moving toward more active stages of change occurs. The eHealth Behavior Management Model is applied in three demonstration projects that focus on behavior management issues: parent-child nutrition education among participants in the U.S. Department of Agriculture Special Supplemental Nutrition Program for Women, Infants and Children; asthma management among university staff and students; and human immunodeficiency virus prevention among South African women. Preliminary results have found the eHealth Behavior Management Model to be promising as a model for Internet-based behavior change programming. Further application and evaluation among other behavior and disease management issues are needed.

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.

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

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…

Voice and persuasion in a banking telemarketing context.

PubMed

Chebat, Jean-Charles; El Hedhli, Kamel; Gélinas-Chebat, Claire; Boivin, Robert

2007-04-01

Voice has been neglected in research on advertising and persuasion. The present study examined the influence of voice and sex on the credibility of the voice source in a banking telemarketing context as well as with regards to the attitude toward the advertisement, and subjects' behavioral intention. An experiment using voices of a man and a woman was conducted. A recorded mock-telemarketing message consisted of an advertisement for an ATM card offered by a Canadian bank. Subjects were undergraduate students (N=399; 71.6% women, 28.4% men; M age=26.5 yr., SD = 7.4). They completed a questionnaire after hearing the message in telemarketing conditions. Analysis indicated a moderate intensity, an unmarked intonation, and a fast speech rate are associated with a more credible source than the other combinations. Sex was not a significant moderator in the relationship between voice characteristics and source credibility. Voice characteristics significantly affected attitudes toward the advertisement and behavioral intention.

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…

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…

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.

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…

Prevention messages and AIDS risk behavior in Kampala, Uganda.

PubMed

Hearst, Norman; Kajubi, Phoebe; Hudes, Esther Sid; Maganda, Albert K; Green, Edward C

2012-01-01

Uganda was one of the first countries to substantially reduce HIV rates through behavior change, but these gains have not continued in recent years. Little is known about what messages Ugandans are currently hearing about AIDS prevention, what they themselves believe to be important prevention strategies, and how these beliefs are associated with behavior. We interviewed men and women aged between 20 and 39 in two poor peri-urban areas of Kampala, using a random sample, cross-sectional household survey design. Respondents provided detailed reports of sexual behavior over the past six months, the main prevention message they are currently hearing about AIDS, and their own ranking of the importance of prevention strategies. Condom use was the main AIDS prevention message that respondents reported hearing, followed by getting tested. These were also what respondents themselves considered most important, followed closely by faithfulness. Abstinence was the lowest ranked strategy, but a higher ranking for this prevention strategy was the only one consistently associated with less risky behavior. A higher ranking for condoms was associated with higher levels of risk behavior, while the ranking of testing made no difference in any behavior. These results present challenges for AIDS prevention strategies that rely primarily on promoting condoms and testing. HIV prevention programs need to assess their impact on behavior.

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.

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.

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 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).

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…

Advanced communication skills: conflict management and persuasion.

PubMed

Ang, Marigene

2002-11-01

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

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

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.

Emotional and persuasive perception of fonts.

PubMed

Juni, Samuel; Gross, Julie S

2008-02-01

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

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…

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…

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 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 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...

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…

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.

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.

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. �

The Effects of Anger, Sadness and Happiness on Persuasive Message Processing: A Test of the Negative State Relief Model.

ERIC Educational Resources Information Center

Mitchell, Monique M.; Brown, Kenneth M.; Morris-Villagran, Melinda; Villagran, Paul D.

2001-01-01

Examines the strength of the effects of happiness and sadness on attitude change, and compares these effects with the effect of anger on attitude change and persuasive message processing. Finds that message strength was positively correlated with attitude, intention and behavior, but was negatively correlated with negative thoughts, and counter…

A Framework to Develop Persuasive Smart Environments

NASA Astrophysics Data System (ADS)

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

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

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.

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

PubMed

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

2017-08-01

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

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

PubMed

Lu, Amy Shirong

2013-07-25

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

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

PubMed Central

2013-01-01

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

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

Block voter model: Phase diagram and critical behavior

NASA Astrophysics Data System (ADS)

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

2011-11-01

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

Behavior: My Problem or Yours?

ERIC Educational Resources Information Center

Trede, Mildred

1991-01-01

Activities are described for learning about problem classroom behaviors, the impact of one's manner of attire on one's behavior, and personal responsibility for one's behavior. Learning activities include role playing, making math puzzles, writing personal anecdotes, drawing a persuasive cartoon concerning smoking and discipline, and making bar…

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

PubMed Central

D’Errico, Francesca; Poggi, Isabella

2016-01-01

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

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.

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

ERIC Educational Resources Information Center

Walrod, Michael R.

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

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

Cancer risk perception and preventive behaviors among grilled meat vendors.

PubMed

Meerith, Penrawee; Harncharoen, Kitiphong; Srisuphanunt, Mayuna; Kaewboonchoo, Orawan

2012-06-01

Polycyclic aromatic hydrocarbons (PAHs) are environmental pollutants that cause cancers in humans. Exposure results from incomplete burning of organic materials. Grilled meat vendors are occupationally exposed to PAHs in smoke from continuously burning charcoal and meat, which may have chance to get cancer. Individual risk perception is a critical antecedent of preventive behavior However relatively little is known about the cancer risk perception and preventive behaviors among grilled meat vendors. The present study aimed to examine cancer risk perception and preventive behaviors and factors associated with preventive behaviors among grilled meat vendors in Bangkok, Thailand. A cross-sectional survey was used in the present study. The subjects consisted of 40 males and 82 females grilled meat vendors who conducted their jobs at Victory Monument, Bang Lumpoo, Pratunam, Jakkawat or Patumwan. They were interviewed regarding cancer risk perception and preventive behaviors. Multiple logistic regression analysis was used to analyze data. Average cancer risk perception score was 23.3 +/- 3.3 out of 32. About 79.5% of the subjects had high risk perception. The prevalence of good preventive behaviors was 86.1%. The three most frequent preventive behaviors among the subjects during grilling meat were using good quality charcoal (65.6%), ventilation fan (41.0%) and wearing long sleeves shirt (36.1%). Only 10.7% always used gloves. Multiple logistic regression analysis showed 2 factors were independently associated with preventive behaviors: educational level and risk perception. The subjects who had higher educational level or risk perception were more likely to develop better behaviors than those who had a lower educational level and perception (p < 0.05). In conclusion, the present study found that the educational background and cancer risk perception were associated with preventive behaviors among grilled meat vendors. To improve the preventive behaviors among grilled

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.

Persuasibility--A Reception-yielding Process: A Nonmonotonic Theory of Man's Reception Distortion Behaviors as a Function of Environmental Fluctuations.

ERIC Educational Resources Information Center

Crawford, John E.; Reinard, John C., Jr.

Three environmental elements--messages, events, and perceived consequences of choices--cause varying amounts of stress on an individual and affect his capacity to deal with his environment. There is a nonmonotonic relationship between environmental pressures ("event press") and persuasibility in that the number and importance of…

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…

Exploring the role of emotional intelligence in behavior-based safety coaching.

PubMed

Wiegand, Douglas M

2007-01-01

Safety coaching is an applied behavior analysis technique that involves interpersonal interaction to understand and manipulate environmental conditions that are directing (i.e., antecedent to) and motivating (i.e., consequences of) safety-related behavior. A safety coach must be skilled in interacting with others so as to understand their perspectives, communicate a point clearly, and be persuasive with behavior-based feedback. This article discusses the evidence-based "ability model" of emotional intelligence and its relevance to the interpersonal aspect of the safety coaching process. Emotional intelligence has potential for improving safety-related efforts and other aspects of individuals' work and personal lives. Safety researchers and practitioners are therefore encouraged to gain an understanding of emotional intelligence and conduct and support research applying this construct toward injury prevention.

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.

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.

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…

Characterizing donation behavior from psychophysiological indices of narrative experience

PubMed Central

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

2015-01-01

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

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.

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.

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…

Persuasive Reminders for Health Self-Management

PubMed Central

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

2016-01-01

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

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)…

Persuasive communication about AIDS prevention: need for cognition determines the impact of message format.

PubMed

Bakker, A B

1999-04-01

Adolescents were classified as being high or low in need for cognition (NFC) (Cacioppo & Petty, 1982) and expressed their knowledge about AIDS, attitudes toward condom use, and perceived supportive norms after being exposed to a cartoon or a written message about safe sex. Both messages have a positive impact on knowledge and attitudes. Theoretically interesting is the finding that the cartoon message is more effective in bringing about change in attitudes and subjective norms than the written message for low-NFC adolescents, and that the written message is more effective than the cartoon message for high-NFC adolescents. These results are consistent with the theory-based prediction that a persuasive communication will be most effective when the format of the message is tailored to people's information-processing proclivities. The practical implications of the findings for AIDS education are discussed.

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.

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…

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…

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…

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

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...

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…

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

Preventing skin cancer through behavior change. Implications for interventions.

PubMed

Rossi, J S; Blais, L M; Redding, C A; Weinstock, M A

1995-07-01

Sun exposure is the only major causative factor for skin cancer for which prevention is feasible. Both individual and community-based interventions have been effective in changing sun exposure knowledge and attitudes but generally have not been effective in changing behaviors. An integrative model of behavior change is described that has been successful in changing behavior across a wide range of health conditions. This model holds promise for developing a rational public health approach to skin cancer prevention based on sound behavioral science.

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.

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.

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).

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…

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…

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.

The Relationship Between Pregnancy Prevention and STI/HIV Prevention and Sexual Risk Behavior Among American Indian Men.

PubMed

Rink, Elizabeth; FourStar, Kristofer; Anastario, Michael P

2017-01-01

We examined the relationship between American Indian men's attitudes toward pregnancy prevention, STI/HIV prevention, and sexual risk behavior. Attention was given to: (1) attitudes and intentions to use condoms and sexual risk behavior; (2) STI/HIV prevention characteristics and sexual risk behavior; (3) attitudes toward abstinence and monogamy and sexual risk behavior; and (4) decision-making in relationships and sexual risk behavior. Our sample included 120 heterosexual American Indian men aged 18 to 24 living on a reservation. Data were collected during in-depth interviews. A community-based participatory research framework was used to ensure the relevancy and acceptability of the study given the sensitivity of the topic. Results demonstrated that attitudinal factors were associated with sexual risk behavior, particularly inconsistent condom use. Attitudes associated with consistent condom use suggested greater levels of positive dispositions toward prevention and intention to use condoms. Consistent condom use was associated with more cautious attitudes toward sex with multiple sex partners. Study results suggested that American Indian men who reported sex with multiple partners exhibited a set of attitudes and beliefs toward pregnancy prevention and STI/HIV prevention that corresponded with a disposition resulting from their behaviors, in that engaging in sexual risk behavior elevated their levels of risk perception. Our findings suggest that heterosexual American Indian men living in rural environments need sexual and reproductive health programs and clinical services that address differing attitudes toward condom use within the context of multiple sex partners and sexual risk behavior. © 2015 National Rural Health Association.

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

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.

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.

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)

Power of Persuasion: Becoming the Influencer

ERIC Educational Resources Information Center

Johnson, William C.; Young, Norman

2012-01-01

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

Emotional flow in persuasive health messages.

PubMed

Nabi, Robin L

2015-01-01

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

Estimates of Preventability and Their Relation to Health Behavior.

ERIC Educational Resources Information Center

Poole, Gary D.

It was hypothesized that a person's estimates of the preventability of health problems would be related to health behaviors such that a person who engages in healthful behavior should make higher estimates of preventability. A study was conducted to investigate the relationship between causal attribution of health problems and health-related…

Behavior Therapy versus Psychoanalysis: Therapeutic and Social Implications.

ERIC Educational Resources Information Center

Wolpe, Joseph

1981-01-01

That psychoanalytic theory has not been displaced by the behavioral theory of neurosis is remarkable in view of the persuasive evidence that exists for the efficacy of behavior therapy. One reason for this seems to be the persistence of widespread misperceptions of behavior therapy. (Author)

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.

Temporal framing and the decision to take part in type 2 diabetes screening: effects of individual differences in consideration of future consequences on persuasion.

PubMed

Orbell, Sheina; Hagger, Martin

2006-07-01

Reliable individual differences in the extent to which people consider the long- and short-term consequences of their own behaviors are hypothesized to influence the impact of a persuasive communication. In a field experiment, the time frame of occurrence of positive and negative consequences of taking part in a proposed Type 2 diabetes screening program was manipulated in a sample of 210 adults with a mean age of 53 years. Individual differences in consideration of future consequences (CFC; A. Strathman, F. Gleicher, D. S. Boninger, & C. S. Edwards, 1994) moderated (a) the generation of positive and negative thoughts and (b) the persuasive impact of the different communications. Low-CFC individuals were more persuaded when positive consequences were short term and negative consequences were long term. The opposite was true of high-CFC individuals. Path analyses show that net positive thoughts generated mediated the effect of the CFC x Time Frame manipulations on behavioral intentions.

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…

Psychosocial Predictors for Cancer Prevention Behaviors in Workplace Using Protection Motivation Theory.

PubMed

Zare Sakhvidi, Mohammad Javad; Zare, Maryam; Mostaghaci, Mehrdad; Mehrparvar, Amir Houshang; Morowatisharifabad, Mohammad Ali; Naghshineh, Elham

2015-01-01

Backgrounds. The aim of this study was to describe the preventive behaviors of industrial workers and factors influencing occupational cancer prevention behaviors using protection motivation theory. Methods. A self-administered questionnaire was completed by 161 petrochemical workers in Iran in 2014 which consisted of three sections: background information, protection motivation theory measures, and occupational cancers preventive behaviors. Results. A statistically significant positive correlation was found between PM and self-efficacy, response efficacy, and the cancer preventive behaviors. Meanwhile, statistically significant negative correlations were found between PM, cost, and reward. Conclusions. Among available PMT constructs, only self-efficacy and cost were significant predictors of preventive behaviors. Protection motivation model based health promotion interventions with focus on self-efficacy and cost would be desirable in the case of occupational cancers prevention.

Psychosocial Predictors for Cancer Prevention Behaviors in Workplace Using Protection Motivation Theory

PubMed Central

Zare Sakhvidi, Mohammad Javad; Zare, Maryam; Mehrparvar, Amir Houshang; Morowatisharifabad, Mohammad Ali; Naghshineh, Elham

2015-01-01

Backgrounds. The aim of this study was to describe the preventive behaviors of industrial workers and factors influencing occupational cancer prevention behaviors using protection motivation theory. Methods. A self-administered questionnaire was completed by 161 petrochemical workers in Iran in 2014 which consisted of three sections: background information, protection motivation theory measures, and occupational cancers preventive behaviors. Results. A statistically significant positive correlation was found between PM and self-efficacy, response efficacy, and the cancer preventive behaviors. Meanwhile, statistically significant negative correlations were found between PM, cost, and reward. Conclusions. Among available PMT constructs, only self-efficacy and cost were significant predictors of preventive behaviors. Protection motivation model based health promotion interventions with focus on self-efficacy and cost would be desirable in the case of occupational cancers prevention. PMID:26543649

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)

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.

Persuasiveness of online flu-vaccination promotional banners.

PubMed

Chien, Yu-Hung

2013-04-01

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

The role of persuasion power on the consensus formation

NASA Astrophysics Data System (ADS)

Gündüç, Semra; Eryiğit, Recep

2015-05-01

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

The persuasive role of ethos in doctor-patient interactions.

PubMed

Bigi, Sarah

2011-01-01

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

Persuasive Email Messages for Patient Communication

PubMed Central

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

2005-01-01

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

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…

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…

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)

The Community Disease Prevention Behaviors in District Maros South Sulawesi Province

ERIC Educational Resources Information Center

Herman; Dirawan, Gufran Darma; Yahya, Muhammad; Taiyeb, Mushawwir

2015-01-01

The community diseases prevention behaviors assumed influenced by knowledge of infectious disease, hygiene and health knowledge, motivation and of behaviors of disease prevention than influence by attitude prevention of infectious diseases. This study aimed to examine the effect of variable knowledge infectious disease, hygiene and health…

Paying for Prevention: Challenges to Health Insurance Coverage for Biomedical HIV Prevention in the United States

PubMed Central

Underhill, Kristen

2014-01-01

Reducing the incidence of HIV infection continues to be a crucial public health priority in the United States, especially among populations at elevated risk such as men who have sex with men, transgender women, people who inject drugs, and racial and ethnic minority communities. Although most HIV prevention efforts to date have focused on changing risky behaviors, the past decade has yielded efficacious new biomedical technologies designed to prevent infection, such as the prophylactic use of antiretroviral drugs and the first indications of an efficacious vaccine. Access to prevention technologies will be a significant part of the next decade’s response to HIV, and advocates are mobilizing to achieve more widespread use of these interventions. These breakthroughs, however, arrive at a time of escalating healthcare costs; health insurance coverage therefore raises pressing new questions about priority-setting and the allocation of responsibility for public health. The goals of this Article are to identify legal challenges and potential solutions for expanding access to biomedical HIV prevention through health insurance coverage. This Article discusses the public policy implications of HIV prevention coverage decisions, assesses possible legal grounds on which insurers may initially deny coverage for these technologies, and evaluates the extent to which these denials may survive external and judicial review. Because several of these legal grounds may be persuasive, particularly denials on the basis of medical necessity, this Article also explores alternative strategies for financing biomedical HIV prevention efforts. PMID:23356098

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.

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

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.

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…

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…

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.

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.

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.

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

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.

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

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

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.

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

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

PubMed Central

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

2015-01-01

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

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

PubMed

Votruba, Ashley M; Kwan, Virginia S Y

2015-01-01

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

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…

Avian Influenza Risk Perception and Preventive Behavior among Traditional Market Workers and Shoppers in Taiwan: Practical Implications for Prevention

PubMed Central

Liu, Ming-Der

2011-01-01

Background Avian influenza (AI) can be highly pathogenic and fatal. Preventive behavior such as handwashing and wearing face masks has been recommended. However, little is known about what psychosocial factors might influence people's decision to adopt such preventive behavior. This study aims to explore risk perception and other factors associated with handwashing and wearing face masks to prevent AI. Methodology/Principal Findings An interviewer-administered survey was conducted among 352 traditional market workers and shoppers in Taiwan between December 2009 and January 2010. Factors associated with the recommended AI preventive behavior (i.e., when in a traditional market, wearing a face mask and also washing hands after any contact with poultry) included: having correct knowledge about the fatality rate of AI (adjusted odds ratio [AOR] = 4.18), knowing of severe cases of AI (AOR = 2.13), being informed of local AI outbreaks (AOR = 2.24), living in northeastern Taiwan (AOR = 6.01), having a senior high-school education (AOR = 3.33), and having a university or higher education (AOR = 6.86). Gender interactive effect was also found among participants with a senior high-school education, with males being less likely to engage in the recommended AI preventive behavior than their female counterparts (AOR = 0.34). Conclusions/Significance Specific information concerning AI risk perception was associated with the recommended AI preventive behavior. In particular, having correct knowledge about the fatality rate of AI and being informed of severe cases and local outbreaks of AI were linked to increased AI preventive behavior. These findings underscore the importance of transparency in dealing with epidemic information. These results also have practical implications for prevention and policy-making to more effectively promote the recommended AI preventive behavior in the public. PMID:21912667

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.

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.

Behavioral Counseling to Prevent Skin Cancer: US Preventive Services Task Force Recommendation Statement.

PubMed

Grossman, David C; Curry, Susan J; Owens, Douglas K; Barry, Michael J; Caughey, Aaron B; Davidson, Karina W; Doubeni, Chyke A; Epling, John W; Kemper, Alex R; Krist, Alex H; Kubik, Martha; Landefeld, Seth; Mangione, Carol M; Silverstein, Michael; Simon, Melissa A; Tseng, Chien-Wen

2018-03-20

Skin cancer is the most common type of cancer in the United States. Although invasive melanoma accounts for only 2% of all skin cancer cases, it is responsible for 80% of skin cancer deaths. Basal and squamous cell carcinoma, the 2 predominant types of nonmelanoma skin cancer, represent the vast majority of skin cancer cases. To update the 2012 US Preventive Services Task Force (USPSTF) recommendation on behavioral counseling for the primary prevention of skin cancer and the 2009 recommendation on screening for skin cancer with skin self-examination. The USPSTF reviewed the evidence on whether counseling patients about sun protection reduces intermediate outcomes (eg, sunburn or precursor skin lesions) or skin cancer; the link between counseling and behavior change, the link between behavior change and skin cancer incidence, and the harms of counseling or changes in sun protection behavior; and the link between counseling patients to perform skin self-examination and skin cancer outcomes, as well as the harms of skin self-examination. The USPSTF determined that behavioral counseling interventions are of moderate benefit in increasing sun protection behaviors in children, adolescents, and young adults with fair skin types. The USPSTF found adequate evidence that behavioral counseling interventions result in a small increase in sun protection behaviors in adults older than 24 years with fair skin types. The USPSTF found inadequate evidence on the benefits and harms of counseling adults about skin self-examination to prevent skin cancer. The USPSTF recommends counseling young adults, adolescents, children, and parents of young children about minimizing exposure to UV radiation for persons aged 6 months to 24 years with fair skin types to reduce their risk of skin cancer. (B recommendation) The USPSTF recommends that clinicians selectively offer counseling to adults older than 24 years with fair skin types about minimizing their exposure to UV radiation to reduce risk

Cognitive-Behavioral and Response-Prevention Treatments for Bulimia Nervosa.

ERIC Educational Resources Information Center

Agras, W. Stewart; And Others

1989-01-01

Assessed treatment for bulimia nervosa among 77 female patients assigned to wait-list control, self-monitoring of caloric intake and purging behaviors, cognitive-behavioral treatment, and cognitive-behavioral treatment plus response prevention of vomiting. All treatment groups showed significant improvement; control group did not.…

[Behavior change from defection to cooperation in a social dilemma: a field study of attitude-behavior consistency in campus parking behavior by motorcyclists].

PubMed

Minoura, Y

1987-12-01

Behavior change by persuasive communications in a social dilemma, in which a university tried to persuade students to park their motorcycles in a designated lot in order to resolve noise problems, was studied by a questionnaire. Hayashi's quantification theory III was applied to variables such as subjective norms, beliefs in the effectiveness of one's cooperation, the perception of campus traffic conditions and attitudes toward one's parking behavior. Factor scores obtained were subjected to a cluster analysis, which, within 105 defectors, yielded three subgroups. Contrary to prediction, subgroups were not different in their cooperation ratio examined 10 months later, but tended to be different in their readiness for acceptance of persuasion and in their intention to cooperate in a social dilemma other than parking. Two mechanisms underlying cooperation were revealed: internalization of prosocial norm, and compliance in which cooperation was unaccompanied by correspondent changes in normative beliefs. The Fishbein model was applicable only to change through internalization. A linear assumption in the Fishbein model between evaluative attitude and behavior should be reexamined in its application to a social dilemma.

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.

The Television News Report as Persuasive Message.

ERIC Educational Resources Information Center

Kipper, Philip

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

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,…

Behavioral Research in Cancer Prevention and Control

PubMed Central

Klein, William M. P.; Bloch, Michele; Hesse, Bradford W.; McDonald, Paige G.; Nebeling, Linda; O’Connell, Mary E.; Riley, William T.; Taplin, Stephen H.; Tesauro, Gina

2013-01-01

Human behavior is central to the etiology and management of cancer outcomes and presents several avenues for targeted and sustained intervention. Psychosocial experiences such as stress and health behaviors including tobacco use, sun exposure, poor diet, and a sedentary lifestyle increase the risk of some cancers yet are often quite resistant to change. Cancer screening and other health services are misunderstood and over-utilized, and vaccination underutilized, in part because of the avalanche of information about cancer prevention. Coordination of cancer care is suboptimal, and only a small fraction of cancer patients enroll in clinical trials essential to the development of new cancer treatments. A growing population of cancer survivors has necessitated a fresh view of cancer as a chronic rather than acute disease. Fortunately, behavioral research can address a wide variety of key processes and outcomes across the cancer controbiol continuum from prevention to end-of-life care. Here we consider effects at the biobehavioral and psychological, social and organizational, and environmental levels. We challenge the research community to address key behavioral targets across all levels of influence, while taking into account the many new methodological tools that can facilitate this important work. PMID:24512871

Speak Up: Help Prevent Errors in Your Care: Behavioral Health Care

MedlinePlus

... TM Help Prevent Errors in Your Care Behavioral Health Care To prevent health care errors, patients are urged to... SpeakUP TM Service ... individuals should be involved in their own behavioral health care. These efforts to increase consumer awareness and involvement ...

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…

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…

Gain-framed messages do not motivate sun protection: a meta-analytic review of randomized trials comparing gain-framed and loss-framed appeals for promoting skin cancer prevention.

PubMed

O'Keefe, Daniel J; Wu, Daisy

2012-06-01

Persuading people to undertake actions to prevent skin cancer is an important public health challenge. A number of studies have compared the effectiveness of gain-framed and loss-framed appeals in this domain, often expecting gain-framed appeals to be more persuasive. A meta-analytic review (k = 33, N = 4,168), however, finds no significant difference in the persuasiveness of gain- and loss-framed appeals for encouraging skin cancer prevention. This conclusion is unaffected by differences in the specific protective action advocated or by differences in the kind of outcomes invoked. But the results offer an intimation that men might be more susceptible to framing variations in this domain--with loss-framed appeals potentially having a persuasive advantage.

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.

Uplifting Fear Appeals: Considering the Role of Hope in Fear-Based Persuasive Messages.

PubMed

Nabi, Robin L; Myrick, Jessica Gall

2018-01-09

Fear appeal research has focused, understandably, on fear as the primary emotion motivating attitude and behavior change. However, while the threat component of fear appeals associates with fear responses, a fear appeals' efficacy component likely associates with a different emotional experience: hope. Drawing from appraisal theories of emotion in particular, this article theorizes about the role of hope in fear appeals, testing hypotheses with two existing data sets collected within the context of sun safety messages. In both studies, significant interactions between hope and self-efficacy emerged to predict behavioral intentions. Notable main effects for hope also emerged, though with less consistency. Further, these effects persisted despite controlling for the four cognitions typically considered central to fear appeal effectiveness. These results, consistent across two samples, support the claim that feelings of hope in response to fear appeals contribute to their persuasive success. Implications for developing a recursive model of fear appeal processing are discussed.

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

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.

The effects of situational obstacles and social support on suicide- prevention gatekeeper behaviors.

PubMed

Moore, J Taylor; Cigularov, Konstantin P; Chen, Peter Y; Martinez, Jeremy M; Hindman, Jarrod

2011-01-01

Although the effectiveness of suicide-prevention gatekeeper-training programs in improving knowledge, attitudes, and referral practices has been documented, their effects do not seem to be lasting. This study investigated situational obstacles at work that prevent suicide-prevention gatekeepers from engaging in suicide-prevention behavior and the role of social support in modifying the relationship between situational obstacles and suicide-prevention behaviors. 193 gatekeepers completed an online survey to rate the obstacles they had experienced at work since completing a gatekeeper-training program and the support received from coworkers, supervisors, and the organization. Participants also reported the frequency of suicide-prevention behaviors performed. The results indicated that both situational obstacles and social support predicted the number of suicide-prevention behaviors performed, as expected. There was also a trend that support from supervisors and the organization may alleviate the adverse effect of situational obstacles on suicide-prevention behavior. The cross-sectional nature of the study does not allow for directional, causal conclusions to be drawn. By understanding the roles of situational obstacles faced by trained gatekeepers at their work and the support they receive from supervisors and organizations, appropriate strategies can be identified and applied to facilitate gatekeeper performance.

Intervention Fidelity in Family-Based Prevention Counseling for Adolescent Problem Behaviors

ERIC Educational Resources Information Center

Hogue, Aaron; Liddle, Howard A.; Singer, Alisa; Leckrone, Jodi

2005-01-01

This study examined fidelity in multidimensional family prevention (MDFP), a family-based prevention counseling model for adolescents at high risk for substance abuse and related behavior problems, in comparison to two empirically based treatments for adolescent drug abuse: multidimensional family therapy (MDFT) and cognitive-behavioral therapy…

Advances in Preventing Childhood and Adolescent Problem Behavior

ERIC Educational Resources Information Center

Jenson, Jeffrey M.

2010-01-01

Recent advances in the field of prevention have led to a deeper understanding of the causes of adolescent problem behavior and to the identification of efficacious strategies to prevent delinquency, drug use, and other antisocial conduct. This 2009 Aaron Rosen lecture to members of the "Society for Social Work and Research" traces the evolution of…

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…

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 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)

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…

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.

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…

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.

The influence of message framing, intention to quit smoking, and nicotine dependence on the persuasiveness of smoking cessation messages.

PubMed

Moorman, Marjolein; van den Putte, Bas

2008-10-01

This study explores the combined effect of message framing, intention to quit smoking, and nicotine dependence on the persuasiveness of smoking cessation messages. Pre- and post-message measures of quit intention, attitude toward smoking cessation, and perceived behavioral control were taken in two separate waves from current cigarette smokers with varying levels of nicotine dependence (N=151). In the second wave, participants were randomly assigned to one of two groups. In the first group, participants read a smoking cessation message which emphasized the benefits of quitting (positive frame). In the second group participants read a message which emphasized the costs of not quitting (negative frame). Results show that smokers' intentions to quit smoking and their level of nicotine dependence jointly influence the persuasiveness of positive and negative message frames. When nicotine dependence and quitting intention are both high, a negative frame works best. Conversely, a positive frame is preferable when nicotine dependence or quitting intention is low. Smokers' level of processing is proposed as the underlying mechanism explaining the different effects of message frames.

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.

Gain-Framed Messages Do Not Motivate Sun Protection: A Meta-Analytic Review of Randomized Trials Comparing Gain-Framed and Loss-Framed Appeals for Promoting Skin Cancer Prevention

PubMed Central

O’Keefe, Daniel J.; Wu, Daisy

2012-01-01

Persuading people to undertake actions to prevent skin cancer is an important public health challenge. A number of studies have compared the effectiveness of gain-framed and loss-framed appeals in this domain, often expecting gain-framed appeals to be more persuasive. A meta-analytic review (k = 33, N = 4,168), however, finds no significant difference in the persuasiveness of gain- and loss-framed appeals for encouraging skin cancer prevention. This conclusion is unaffected by differences in the specific protective action advocated or by differences in the kind of outcomes invoked. But the results offer an intimation that men might be more susceptible to framing variations in this domain—with loss-framed appeals potentially having a persuasive advantage. PMID:22829794

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.

Pharmacists' and prescribers' neonatal abstinence syndrome (NAS) prevention behaviors: a preliminary analysis.

PubMed

Hagemeier, Nicholas E; Click, Ivy A; Flippin, Heather; Gilliam, Holly; Ross, Alexandra; Basden, Jeri Ann; Carico, Ronald

2018-02-01

Background Maternal opioid use and neonatal abstinence syndrome (NAS) incidence have increased markedly in the US in recent years. Objectives (1) To assess prescribers' and community pharmacists' guideline-based NAS prevention behaviors; (2) to describe providers' perceptions of contraceptive appropriateness in female patients of childbearing age. Method Cross-sectional study of 100 randomly selected primary care physicians, 100 prescribers authorized to engage in in-office treatment of opioid use disorders with buprenorphine, 100 pain management clinic directors, and 100 community pharmacists in Tennessee (N = 400 providers total) to evaluate self-reported engagement in 15 NAS prevention behaviors and perceived appropriateness of 8 contraceptive methods in opioid using women of childbearing age. Results An overall response rate of 17.5% was obtained. Pain clinic directors reported the most engagement in NAS prevention, engaging 80% or more of female patients of childbearing age prescribed an opioid in 11 prevention behaviors, followed by buprenorphine prescribers (8 behaviors), primary care physicians (5 behaviors), and community pharmacists (2 behaviors). Pain clinic directors, primary care physicians, and community pharmacists perceived oral contraceptive pills and patches to be as appropriate as long-acting, reversible forms of contraception (e.g., implants, injectable depots, intrauterine devices). Conclusion Provider engagement in behaviors that could prevent NAS is variable. Interventions should be implemented that equip providers to engage patients in conversations about long-acting, reversible contraception.

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.

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

PubMed

Rodriguez, Nathan J

2016-01-01

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

Self-Determination Theory and Risk Behavior in a Collectivistic Society: Preventing Reckless Driving in Urban Nepal.

PubMed

Ranjit, Yerina S; Snyder, Leslie B; Hamilton, Mark A; Rimal, Rajiv N

2017-08-01

Traffic road accidents are one of the leading causes of mortality in Nepal and around the world. Drivers in Nepal are not adequately educated about road safety rules. Road conditions are chaotic as traffic regulations are also not strictly enforced. Public safety campaigns may be able to alter drivers' attitudes and behaviors; however, little is known about which persuasive strategies may be most effective. Drawing on self-determination theory and the Health Belief Model, the current study used a post-only experimental design to test the impact of a short video message. The video included collective vs. individual appeals, and messages emphasizing one's ability to make the right choice (autonomy support) vs. directive language. Participants were Nepali college students (mean age 20, N = 199). Using structural equation modeling, the study found that directive messages rather than autonomy support influenced an individual seeing value in the recommended behavior (identified regulation), which in turn influenced perceived susceptibility, perceived severity, and behavioral intention. The study also proposed a behavior change model by incorporating the stage of identification with the message upon exposure. This model aims to expand the model proposed by the Health Belief Model, to include a stage of value identification before cues to action influence perception of threat. Further implications are discussed.

Speech Communication Behavior; Perspectives and Principles.

ERIC Educational Resources Information Center

Barker, Larry L., Ed.; Kibler, Robert J., Ed.

Readings are included on seven topics: 1) theories and models of communication processes, 2) acquisition and performance of communication behaviors, 3) human information processing and diffusion, 4) persuasion and attitude change, 5) psychophysiological approaches to studying communication, 6) interpersonal communication within transracial…

The Operator Guide: An Ambient Persuasive Interface in the Factory

NASA Astrophysics Data System (ADS)

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

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

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.

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)

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

PubMed

Imajo, Shuzo

2002-10-01

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

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.

Prevention of STDs -- the challenge of changing behaviors.

PubMed

Halpern, J; Finger, W R

1992-04-01

STD prevention efforts in Latin America, particularly in the Dominican Republic, have begun to stress the need for behavioral changes. Traditionally, the professional public health community has focused on secondary prevention of STDs -- detection and treatment of the disease in order to prevent complications from developing. But in light of the AIDS epidemic, greater attention has been paid to primary prevention. Hoping to prevent the disease from occurring, primary prevention efforts target high risk groups (prostitutes and their clients and young people) with health education and promotion of behavioral change. Such changes include using condoms, seeking medical care for STDs, and decreasing the number of sex partners. An example of primary prevention programs is the Avancemos Project in the Dominican Republic. Launched in 1989 by the country's Ministry of Health and Family Health International's AIDSTECH Division, the project targets sex workers with several intervention measures. Initially, the Avancemos Project trained 16 sex workers to serve as peer educators to distribute condoms and educational materials. These 16 volunteers have in turn trained more than 300 other peer educators. Among the educational materials distributed by the peer educators are 2 comic books entitled "Martiza's Advice" and "The Triumphs of Maritza." A handsome, well dressed, and street-wise sex worker, the title character in these comic books instructs on a range of issues, including how to negotiate with clients how to use a condom. As those involved with the project attest, the comic books have become extremely popular among the target group, tapping into the women's buried feelings of self-worth.

Is the Receptivity of Substance Abuse Prevention Programming Affected by Students' Perceptions of the Instructor?

ERIC Educational Resources Information Center

Stephens, Peggy C.; Sloboda, Zili; Grey, Scott; Stephens, Richard; Hammond, Augustine; Hawthorne, Richard; Teasdale, Brent; Williams, Joseph

2009-01-01

Drawing on the elaboration likelihood model of persuasive communication, the authors examine the impact of the perceptions of the instructor or source on students' receptivity to a new substance abuse prevention curriculum. Using survey data from a cohort of students participating in the Adolescent Substance Abuse Prevention Study, the authors use…

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).

National Institutes of Health funding for behavioral interventions to prevent chronic diseases.

PubMed

Calitz, Chris; Pollack, Keshia M; Millard, Chris; Yach, Derek

2015-04-01

Chronic non-communicable diseases (NCDs) cause the majority of premature deaths, disability, and healthcare expenditures in the U.S. Six largely modifiable risk behaviors and factors (tobacco use, poor nutrition, physical inactivity, alcohol abuse, drug abuse, and poor mental health) account for more than 50% of premature mortality and considerably more morbidity and disability. The IOM proposed that population burden of disease and preventability should be major determinants of the amount of research funding provided by the U.S. NIH. Data on NIH prevention funding between fiscal years 2010 and 2012 for human behavioral interventions that target the modifiable risk factors of NCDs were analyzed during 2013-2014. The NIH prevention portfolio comprises approximately 37% human behavioral studies and 63% basic biomedical, genetic, and animal studies. Approximately 65% of studies were secondary prevention versus 23% for primary prevention, and 71% of studies intervened at the individual and family levels. Diet and exercise were the most-studied risk factors (41%), and few studies conducted economic analyses (12%). NIH spends an estimated $2.2-$2.6 billion annually (7%-9% of the total of $30 billion) on human behavioral interventions to prevent NCDs. Although NIH prevention funding broadly aligns with the current burden of disease, overall funding remains low compared to funding for treatment, which suggests funding misalignment with the preventability of chronic diseases. Copyright © 2015 American Journal of Preventive Medicine. Published by Elsevier Inc. All rights reserved.

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)…

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…

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)

Sun Protection is Fun! A Skin Cancer Prevention Program for Preschools.

ERIC Educational Resources Information Center

Tripp, Mary K.; Herrmann, Nancy B.; Parcel, Guy S.; Chamberlin, Robert M.; Gritz, Ellen R.

2000-01-01

Describes the Sun Protection is Fun! skin cancer prevention program for preschool children that features intervention methods grounded in social cognitive theory and emphasizes symbolic modeling, vicarious learning, enactive mastery experiences, and persuasion. Program components include a curriculum and teacher's guide, videos, newsletters,…

[Suicidal behavior prevention for children under age 13: A systematic review].

PubMed

Baux-Cazal, L; Gokalsing, E; Amadeo, S; Messiah, A

2017-05-01

Our objective was to review international literature on suicidal behavior prevention for children under age 13. We gathered all relevant articles on suicide prevention for children under 13. We researched all publications in the French and English languages in PubMed (MEDLINE), PsychINFO and SUDOC databases published until February 2014, with the keywords "child", "child preschool", "prevention and control", "suicide", and "suicide attempted". Publications were included if they described suicidal behavior prevention programs (suicide prevention programs, attempted-suicide prevention programs, suicidal ideation screening programs), and if the studies concerned children under age 13. We also included references cited in the articles if they were not already present in our searches but met inclusion criteria. Studies were excluded if they analyzed populations of children and adolescents without sub-analysis for children under age 13. A total of 350 potentially relevant articles were identified, 33 of which met the inclusion criteria, including 4 retrieved from articles' bibliography. Preventive measures against suicidal behavior for children under 13 exist and include: social programs, maltreatment prevention, curriculum-based suicide prevention programs, suicide screening in schools, gatekeepers, reduction of access of lethal means of suicide, suicide screening by primary care, and post-suicide intervention programs. Overall, the evidence was limited by methodological concerns, particularly a lack of RCTs. However, positive effects were found: school-based suicide prevention programs and gatekeepers increased knowledge about suicide and how to seek help, post-suicide programs helped to reduce psychological distress in the short term. One study showed a decreased risk of attempted-suicide after entry into the child welfare system. There are promising interventions but there is not enough scientific evidence to support any efficient preventive measure against

Intention to Enact and Enactment of Gatekeeper Behaviors for Suicide Prevention: an Application of the Theory of Planned Behavior.

PubMed

Kuhlman, Shane T W; Walch, Susan E; Bauer, Kristina N; Glenn, April D

2017-08-01

Gatekeeper training for suicide prevention was evaluated on a college campus to examine the impact of training on gatekeeper enactment of behaviors in support of suicide prevention and identify predictors of enactment of gatekeeper behaviors. Trained gatekeepers (N = 216) displayed greater perceived knowledge and self-efficacy for suicide prevention and reported higher rates of self-reported actual gatekeeper behaviors, including inquiring about suicidal ideation and referring for mental health treatment when they encountered someone in distress, compared to their untrained counterparts (N = 169). Consistent with the Theory of Planned Behavior, SEM results indicated that attitudes, self-efficacy, and perceived knowledge explained intentions to engage in gatekeeper behaviors, accounting for 59% of the variance in intentions to inquire about suicidal ideation and supporting the role of attitudes and perceived behavioral control in intentions to act. These intentions explained self-reported actual gatekeeper behaviors among participants who encountered someone in distress, with each one-point increase in intention associated with nearly twice the likelihood of both inquiring about suicidal ideation and referring someone for mental health care. On the other hand, self-reported situational barriers were associated with a decreased likelihood of referral behavior, indicating the role of actual behavioral control over volitional actions. Findings support the value of gatekeeper training for promoting factors that influence the likelihood of action on behalf of suicide prevention.

Cognitive-Behavioral Therapy for Suicide Prevention (CBT-SP): Treatment Model, Feasibility, and Acceptability

ERIC Educational Resources Information Center

Stanley, Barbara; Brown, Gregory; Brent, David A.; Wells, Karen; Poling, Kim; Curry, John; Kennard, Betsy D.; Wagner, Ann; Cwik, Mary F.; Klomek, Anat Brunstein; Goldstein, Tina; Vitiello, Benedetto; Barnett, Shannon; Daniel, Stephanie; Hughes, Jennifer

2009-01-01

Objective: To describe the elements of a manual-based cognitive-behavioral therapy for suicide prevention (CBT-SP) and to report its feasibility in preventing the recurrence of suicidal behavior in adolescents who have recently attempted suicide. Method: The CBT-SP was developed using a risk reduction and relapse prevention approach and…

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.

Processing deficits and the mediation of positive affect in persuasion.

PubMed

Mackie, D M; Worth, L T

1989-07-01

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

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…

Family history of colorectal cancer: clinicians' preventive recommendations and patient behavior.

PubMed

Zlot, Amy I; Silvey, Kerry; Newell, Nanette; Coates, Ralph J; Leman, Richard

2012-01-01

Few population-based studies have addressed the role that family history of colorectal cancer (CRC) plays in clinician decision making or patient health choices. The objective of this study was to evaluate the effect of family history of CRC on clinician practice, patient CRC screening, and patient preventive behavior. We analyzed 2008 Oregon Behavioral Risk Factor Surveillance System data to examine associations between family history of CRC and 1) patient-reported clinician recommendations, 2) perceived risk of developing CRC, 3) adoption of preventive and screening behaviors, and 4) CRC risk factors among 1,795 respondents without CRC. A family history of CRC was positively associated with a higher likelihood of respondents reporting that their clinicians discussed colorectal cancer screening (OR, 4.2; 95% CI, 2.4-7.4) and of respondents having colorectal screening within the recommended time period (OR, 2.2; 95% CI, 1.3-3.9). A family history of CRC was also associated with respondents reporting lifestyle changes to prevent CRC (OR, 2.6; 95% CI, 1.7-4.0). A family history of CRC may prompt clinicians to recommend screening and preventive behavior changes and motivate patients to adopt such strategies.

Toxoplasmosis preventive behavior and related knowledge among Saudi pregnant women: an exploratory study.

PubMed

Amin, Tarek Tawfik; Ali, Mohamed Nabil Al; Alrashid, Ahmed Abdulmohsen; Al-Agnam, Amena Ahmed; Al Sultan, Amina Abdullah

2013-06-21

Many cases of congenital toxoplasmosis can be prevented provided that pregnant women following hygienic measures to avert risk of infection and to reduce severity of the condition if primary prevention failed. This descriptive exploratory study aimed to assess the risk behavior and knowledge related to toxoplasmoisis among Saudi pregnant women attending primary health care centers (PHCs) in Al Hassa, Saudi Arabia and to determine socio-demographic characteristics related to risk behavior and knowledge. All Saudi pregnant women attending antenatal care at randomly selected six urban and four rural PHCs were approached. Those agreed to participate were interviewed using a pre-tested structured questionnaire collecting data regarding socio-demographic, obstetric history, toxoplasmosis risk behaviors and related knowledge. Of the included pregnant women, 234 (26.8%) have fulfilled the criteria for toxoplasmosis preventive behavior recommended by Centers for Disease Prevention and Control to prevent congenital toxoplasmosis, while 48.9% reported at least one risk behavior and 24.3% reported ? two risk behaviors. Logistic regression model revealed that pregnant women aged 20 to < 30 years and those with previous history of unfavorable pregnancy outcome were more likely to follow toxoplasmosis preventive behavior. Toxoplasmosis-related knowledge showed that many women had identified the role of cats in disease transmission while failed to identify other risk factors including consumption of undercooked meats, unwashed fruits and vegetables, and contacting with soil. Predictors for pregnant women to be knowledgeable towards toxoplasmosis included those aged 30 to <40 years (OR=1.53), with ? secondary education (OR=1.96), had previous unfavorable pregnancy outcomes (OR=1.88) and investigated for toxoplasmosis (OR=2.08) as reveled by multivariate regression model. Pregnant women in Al Hasas, Saudi Arabia, are substantially vulnerable to toxoplasmosis infection as they are

Toxoplasmosis Preventive Behavior and Related Knowledge among Saudi Pregnant Women: An Exploratory Study

PubMed Central

Amin, Tarek Tawfik; Ali, Mohamed Nabil Al; Alrashid, Ahmed Abdulmohsen; Ahmed Al-Agnam, Amena; Al Sultan, Amina Abdullah

2013-01-01

Introduction: Many cases of congenital toxoplasmosis can be prevented provided that pregnant women following hygienic measures to avert risk of infection and to reduce severity of the condition if primary prevention failed. Objectives: This descriptive exploratory study aimed to assess the risk behavior and knowledge related to toxoplasmoisis among Saudi pregnant women attending primary health care centers (PHCs) in Al Hassa, Saudi Arabia and to determine socio-demographic characteristics related to risk behavior and knowledge. Methods: All Saudi pregnant women attending antenatal care at randomly selected six urban and four rural PHCs were approached. Those agreed to participate were interviewed using a pre-tested structured questionnaire collecting data regarding socio-demographic, obstetric history, toxoplasmosis risk behaviors and related knowledge. Results: Of the included pregnant women, 234 (26.8%) have fulfilled the criteria for toxoplasmosis preventive behavior recommended by Centers for Disease Prevention and Control to prevent congenital toxoplasmosis, while 48.9% reported at least one risk behavior and 24.3% reported ≥ two risk behaviors. Logistic regression model revealed that pregnant women aged 20 to <30 years and those with previous history of unfavorable pregnancy outcome were more likely to follow toxoplasmosis preventive behavior. Toxoplasmosis-related knowledge showed that many women had identified the role of cats in disease transmission while failed to identify other risk factors including consumption of undercooked meats, unwashed fruits and vegetables, and contacting with soil. Predictors for pregnant women to be knowledgeable towards toxoplasmosis included those aged 30 to <40 years (OR=1.53), with ≥ secondary education (OR=1.96), had previous unfavorable pregnancy outcomes (OR=1.88) and investigated for toxoplasmosis (OR=2.08) as reveled by multivariate regression model. Conclusion: Pregnant women in Al Hasas, Saudi Arabia, are

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)

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.

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…

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.

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

PubMed

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

2015-08-01

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

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

Theory of Planned Behavior in School-Based Adolescent Problem Gambling Prevention: A Conceptual Framework.

PubMed

St-Pierre, Renée A; Temcheff, Caroline E; Derevensky, Jeffrey L; Gupta, Rina

2015-12-01

Given its serious implications for psychological and socio-emotional health, the prevention of problem gambling among adolescents is increasingly acknowledged as an area requiring attention. The theory of planned behavior (TPB) is a well-established model of behavior change that has been studied in the development and evaluation of primary preventive interventions aimed at modifying cognitions and behavior. However, the utility of the TPB has yet to be explored as a framework for the development of adolescent problem gambling prevention initiatives. This paper first examines the existing empirical literature addressing the effectiveness of school-based primary prevention programs for adolescent gambling. Given the limitations of existing programs, we then present a conceptual framework for the integration of the TPB in the development of effective problem gambling preventive interventions. The paper describes the TPB, demonstrates how the framework has been applied to gambling behavior, and reviews the strengths and limitations of the model for the design of primary prevention initiatives targeting adolescent risk and addictive behaviors, including adolescent gambling.

Sexual Risk Behavior: HIV, STD, & Teen Pregnancy Prevention

MedlinePlus

... Connect Sexual Health STD Teen Pregnancy Sexual Risk Behaviors: HIV, STD, & Teen Pregnancy Prevention Recommend on Facebook ... No Fear Act OIG 1600 Clifton Road Atlanta , GA 30329-4027 USA 800-CDC-INFO (800-232- ...

The Past, Present, and Future of HIV Prevention: Integrating Behavioral, Biomedical, and Structural Intervention Strategies for the Next Generation of HIV Prevention

PubMed Central

Rotheram-Borus, Mary Jane; Swendeman, Dallas; Chovnick, Gary

2010-01-01

In the past 25 years, the field of HIV prevention research has been transformed repeatedly. Today, effective HIV prevention requires a combination of behavioral, biomedical, and structural intervention strategies. Risk of transmitting or acquiring HIV is reduced by consistent male and female-condom use, reductions in concurrent and/or sequential sexual and needle-sharing partners, male circumcision, and treatment with antiretroviral medications. At least 144 behavioral prevention programs have been found effective in reducing HIV transmission acts; however, scale up of these programs has not occurred outside of the United States. A series of recent failures of HIV-prevention efficacy trials for biomedical innovations such as HIV vaccines, treating herpes simplex 2 and other sexually transmitted infections, and diaphragm and microbicide barriers highlights the need for behavioral strategies to accompany biomedical strategies. This challenges prevention researchers to reconceptualize how cost-effective, useful, realistic, and sustainable prevention programs will be designed, delivered, tested, and diffused. The next generation of HIV prevention science must draw from the successes of existing evidence-based interventions and the expertise of the market sector to integrate preventive innovations and behaviors into everyday routines. PMID:19327028

[Pharmacological Treatment for Adult Diagnosed With Schizophrenia With Agitation or Violent Behavior].

PubMed

Gómez-Restrepo, Carlos; Bohórquez Peñaranda, Adriana Patricia; Ávila, Mauricio J; Jaramillo González, Luis Eduardo; Vélez Fernández, Carolina; Vélez Traslaviña, Ángela; García Valencia, Jenny; Pinzón-Amado, Alexander

2014-01-01

To determine the most effective pharmacological intervention and to bring recommendations for decision-making in the management of adults with schizophrenia with violent behavior or agitation. A clinical practice guideline was elaborated under the parameters of the Methodological Guide of the Ministerio de Salud y Protección Social to identify, synthesize and evaluate the evidence and make recommendations about the treatment and follow-up of adult patients with schizophrenia. The evidence of NICE guide 82 was adopted and updated. The evidence was presented to the Guideline Developing Group and recommendations, employing the GRADE system, were produced. It is recommended the use of parenteral drugs in all agitated patient who does not respond to the measures of persuasion. The drugs with better evidence on effectiveness (control of violent behavior) are haloperidol and benzodiazepines, administered jointly or individually. Olanzapine is also an option considering that should only be used in institutions where a psychiatrist is available 24hours. Ziprasidone can be considered as a second-line drug. The information about the side effects associated with these drugs is insufficient and has low quality. Violent behavior in adults with schizophrenia represents a risk for themselves and for those around them, so the opportune implementation of interventions aimed to calm the patient, in order to prevent potential negative outcomes is necessary. It is recommended to initiate these interventions with measures of verbal persuasion, and if these measures are not effective, appropriate use of parenteral drugs: haloperidol and benzodiazepines as first-line and olanzapine and ziprasidone as second choices. Copyright © 2014 Asociación Colombiana de Psiquiatría. Publicado por Elsevier España. All rights reserved.

Employment status matters: a statewide survey of quality-of-life, prevention behaviors, and absenteeism and presenteeism.

PubMed

Merchant, James A; Kelly, Kevin M; Burmeister, Leon F; Lozier, Matt J; Amendola, Alison; Lind, David P; KcKeen, Arlinda; Slater, Tom; Hall, Jennifer L; Rohlman, Diane S; Buikema, Brenda S

2014-07-01

To estimate quality-of-life (QoL), primary care, health insurance, prevention behaviors, absenteeism, and presenteeism in a statewide sample of the unemployed, self-employed, and organizationally employed. A statewide survey of 1602 Iowans included items from the Centers for Disease Control and Prevention QoL and Behavioral Risk Factor Surveillance System Survey prevention behavior questionnaires used to assess employee well-being; their indicator results are related to World Health Organization's Health and Work Performance Questionnaire-derived absenteeism and presenteeism scores. The unemployed exhibited poorer QoL and prevention behaviors; the self-employed exhibited many better QoL scores due largely to better prevention behaviors than those employed by organizations. Higher QoL measures and more prevention behaviors are associated with lower absenteeism and lower presenteeism. Employment status is related to measures of well-being, which are also associated with absenteeism and presenteeism.

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

PubMed

Schaper, Manuel; Schicktanz, Silke

2018-06-05

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

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"…

Dying the right-way? Interest in and perceived persuasiveness of parochial extremist propaganda increases after mortality salience.

PubMed

Frischlich, Lena; Rieger, Diana; Hein, Maia; Bente, Gary

2015-01-01

Research on parochial altruism demonstrated that hostility toward out-groups (parochialism) represents the dark side of the willingness to benefit one's in-group even at own costs (altruism). Parochial aggression thereby emerged mainly under conditions of threat. Extremist propaganda videos, for instance by right-wing extremists, try to capitalize on parochial altruistic mechanism by telling recipients sharing their national identity that this nation is under threat wherefore they for have to join the extremist's cause to prevent the extinction of their nation. Most of the time, propaganda videos are rated as uninteresting and non-persuasive by the target audience. Yet, evolutionary media psychology posits that the interest in and effectiveness of media increases when evolutionarily relevant problems are addressed. Consequently, interest in parochial altruistic right-wing extremist messages should increase under conditions of threat. The current study tested this assumption by randomly assigning German non-Muslims (N = 109) to either an existential threat (here: mortality salience) or a control condition and asking them to evaluate extremist propaganda that addressed them as either in-group members (right-wing extremists) or as out-group members (Islamic extremists). In support of the hypotheses, subjects under conditions of threat reported a higher interest in the right-wing extremist propaganda and perceived it as more persuasive. We discuss the results concerning the implications for evolutionary media psychology and the transmission of parochial altruism in propaganda videos.

Effects of Violence Prevention Behavior on Exposure to Workplace Violence and Threats: A Follow-Up Study.

PubMed

Gadegaard, Charlotte Ann; Andersen, Lars Peter; Hogh, Annie

2018-04-01

This longitudinal study investigates the relationship between prevention behaviors, that is, enacted violence prevention policies, and exposure to workplace violence and threats across four different high risk work sectors: psychiatry, special schools, eldercare, and the prison and probation services. Logistic regression analysis of a 1-year follow-up sample of 3.016 employees from these four sectors shows that prevention behaviors are significantly and negatively associated with self-reported exposure to workplace violence and threats-in the prison and probation services, eldercare, and in psychiatry, while no significant associations are found for special schools. The results therefore show clear sector differences with regard to the preventive effect of violence prevention behaviors. Furthermore, this multisector comparison suggests that prevention behaviors are more effective in relation to a moderate frequency of violence and threats, and that only top management prevention behavior can prevent very frequent incidents (odds ratio [ OR] = 0.58). This study contributes to the literature by use of a longitudinal design and acceptable response rates, while also simultaneously investigating several high risk sectors. The results imply that when managing workplace violence in high risk areas of human service work, there should be emphasis on the use of violence prevention behaviors from top management, supervisor, and among coworkers. However, type of sector and the frequency of workplace violence should be analyzed to evaluate the potential impact of prevention behaviors.

How Films Function as Persuasion for the Mass Audience.

ERIC Educational Resources Information Center

O'Donnell, Victoria

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

Designing persuasive health materials using processing fluency: a literature review.

PubMed

Okuhara, Tsuyoshi; Ishikawa, Hirono; Okada, Masahumi; Kato, Mio; Kiuchi, Takahiro

2017-06-08

Health materials to promote health behaviors should be readable and generate favorable evaluations of the message. Processing fluency (the subjective experience of ease with which people process information) has been increasingly studied over the past decade. In this review, we explore effects and instantiations of processing fluency and discuss the implications for designing effective health materials. We searched seven online databases using "processing fluency" as the key word. In addition, we gathered relevant publications using reference snowballing. We included published records that were written in English and applicable to the design of health materials. We found 40 articles that were appropriate for inclusion. Various instantiations of fluency have a uniform effect on human judgment: fluently processed stimuli generate positive judgments (e.g., liking, confidence). Processing fluency is used to predict the effort needed for a given task; accordingly, it has an impact on willingness to undertake the task. Physical perceptual, lexical, syntactic, phonological, retrieval, and imagery fluency were found to be particularly relevant to the design of health materials. Health-care professionals should consider the use of a perceptually fluent design, plain language, numeracy with an appropriate degree of precision, a limited number of key points, and concrete descriptions that make recipients imagine healthy behavior. Such fluently processed materials that are easy to read and understand have enhanced perspicuity and persuasiveness.

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.

School-Based Obesity-Prevention Policies and Practices and Weight-Control Behaviors among Adolescents.

PubMed

Larson, Nicole; Davey, Cynthia S; Caspi, Caitlin E; Kubik, Martha Y; Nanney, Marilyn S

2017-02-01

The promotion of healthy eating and physical activity within school settings is an important component of population-based strategies to prevent obesity; however, adolescents may be vulnerable to weight-related messages, as rapid development during this life stage often leads to preoccupation with body size and shape. This study examines secular trends in secondary school curricula topics relevant to the prevention of unhealthy weight-control behaviors; describes cross-sectional associations between weight-related curricula content and students' use of weight-control behaviors; and assesses whether implementation of school-based obesity-prevention policies/practices is longitudinally related to students' weight-control behaviors. The Minnesota School Health Profiles and Minnesota Student Survey (grades 9 and 12) data were used along with National Center for Education Statistics data to examine secular trends, cross-sectional associations (n=141 schools), and longitudinal associations (n=42 schools). Students self-reported their height and weight along with past-year use of healthy (eg, exercise), unhealthy (eg, fasting), and extreme (eg, use laxatives) weight-control behaviors. Descriptive statistics, generalized estimating equations, and generalized linear regression models accounting for school-level demographics. There was no observable pattern during the years 2008 to 2014 in the mean number of curricula topics addressing unhealthy weight-control behaviors, despite an increase in the prevalence of curricula addressing acceptance of body-size differences. Including three vs fewer weight-control topics and specifically including the topic of eating disorders in the curricula was related to a lower school-level percent of students using any extreme weight-control behaviors. In contrast, an overall measure of implementing school-based obesity-prevention policies/practices (eg, prohibited advertising) was unrelated to use of unhealthy or extreme behaviors

School-based obesity prevention policies and practices and weight-control behaviors among adolescents

PubMed Central

Davey, Cynthia S.; Caspi, Caitlin E.; Kubik, Martha Y.; Nanney, Marilyn S.

2016-01-01

Background The promotion of healthy eating and physical activity within school settings is an important component of population-based strategies to prevent obesity; however, adolescents may be vulnerable to weight-related messages as rapid development during this lifestage often leads to preoccupation with body size and shape. Objective This study (1) examines secular trends in secondary school curricula topics relevant to the prevention of unhealthy weight-control behaviors; (2) describes cross-sectional associations between weight-related curricula content and students’ use of weight-control behaviors; and (3) assesses whether implementation of school-based obesity prevention policies/practices are longitudinally related to students’ weight-control behaviors. Design/participants The Minnesota School Health Profiles and Minnesota Student Survey (grades 9 and 12) data were used along with National Center for Education Statistics data to examine secular trends; cross-sectional associations (n=141 schools); and longitudinal associations (n=42 schools). Main Outcome Measures Students self-reported their height and weight along with past-year use of healthy (e.g., exercise), unhealthy (e.g., fasting), and extreme (e.g., use laxatives) weight-control behaviors. Statistical analyses performed Descriptive statistics, generalized estimating equations, and generalized linear regression models accounting for school-level demographics. Results There was no observable pattern over the years 2008 to 2014 in the mean number of curricula topics addressing unhealthy weight-control behaviors despite an increase in the prevalence of curricula addressing acceptance of body size differences. Including three versus fewer weight-control topics and specifically including the topic of eating disorders in the curricula were related to a lower school-level percent of students using any extreme weight-control behaviors. In contrast, an overall measure of implementing school-based obesity

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

ERIC Educational Resources Information Center

Brett, Peter; Thomas, Damon

2014-01-01

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

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.

Behavioral Vaccines and Evidence Based Kernels: Non-Pharmaceutical Approaches for the Prevention of Mental, Emotional and Behavioral Disorders 1

PubMed Central

Embry, Dennis D.

2011-01-01

In March of 2009, the Institute of Medicine issued a new report on the Prevention of Mental, Emotional and Behavioral Disorders Among Young People.1 Fundamentally, the report calls for ending the rationing of prevention of mental, emotional and behavioral disorders (MEBs) among America’s children, youth and young adults. Continued rationing of access to scientifically proven prevention causes a serious threat to the country’s national security2 and to our economic competitiveness compared to 22 other rich countries.3 Such MEBs are also the leading preventable cost center for local, state and the federal governments.1, 4 These preventable MEBs cause health-care costs to continue to spiral up. The IOM Report calls for a public-health approach to MEBs—basically like how America and Canada dealt with the polio epidemic, measles, mumps, car passenger injuries to children, and accidental poisoning from medications and toxic chemicals. Why is this necessary? America’s rates of some of these mental, emotional and behavioral problems are worse than other developed countries,5, 6 and rates of some of these problems have objectively increased over the past 20-50 years in America.7 The attributes of a public-health approach for MEBs are defined in the article. The article discusses multiple examples of how public health approaches might reduce or prevent MEBs using low-cost evidence based kernels, which are fundamental units of behavior. Such kernels can be used repeatedly, which then act as “behavioral vaccines” to reduce morbidity or mortality and/or improve human wellbeing. This document calls for six key policy actions to improve mental, emotional and behavioral health in young people—with resulting wellbeing and economic competiveness of North America and reducing health-care costs. PMID:21333837

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

PubMed

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

2014-01-01

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

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.

Preventive Healthcare: A Neural Network Analysis of Behavioral Habits and Chronic Diseases.

PubMed

Raghupathi, Viju; Raghupathi, Wullianallur

2017-02-06

The research aims to explore the association between behavioral habits and chronic diseases, and to identify a portfolio of risk factors for preventive healthcare. The data is taken from the Behavioral Risk Factor Surveillance System (BRFSS) database of the Centers for Disease Control and Prevention, for the year 2012. Using SPSS Modeler, we deploy neural networks to identify strong positive and negative associations between certain chronic diseases and behavioral habits. The data for 475,687 records from BRFS database included behavioral habit variables of consumption of soda and fruits/vegetables, alcohol, smoking, weekly working hours, and exercise; chronic disease variables of heart attack, stroke, asthma, and diabetes; and demographic variables of marital status, income, and age. Our findings indicate that with chronic conditions, behavioral habits of physical activity and fruit and vegetable consumption are negatively associated; soda, alcohol, and smoking are positively associated; and income and age are positively associated. We contribute to individual and national preventive healthcare by offering a portfolio of significant behavioral risk factors that enable individuals to make lifestyle changes and governments to frame campaigns and policies countering chronic conditions and promoting public health.

Direct costs of preventive headache treatments: comparison of behavioral and pharmacologic approaches.

PubMed

Schafer, Allison M; Rains, Jeanetta C; Penzien, Donald B; Groban, Leanne; Smitherman, Todd A; Houle, Timothy T

2011-06-01

This study provides preliminary data and a framework to facilitate cost comparisons for pharmacologic vs behavioral approaches to headache prophylactic treatment. There are few empirical demonstrations of cumulative costs for pharmacologic and behavioral headache treatments, and there are no direct comparisons of short- and long-range (5-year) costs for pharmacologic vs behavioral headache treatments. Two separate pilot surveys were distributed to a convenience sample of behavioral specialists and physicians identified from the membership of the American Headache Society. Costs of prototypical regimens for preventive pharmacologic treatment (PPT), clinic-based behavioral treatment (CBBT), minimal contact behavioral treatment (MCBT), and group behavioral treatment were assessed. Each survey addressed total cost accumulated during treatment (ie, intake, professional fees) excluding costs of acute medications. The total costs of preventive headache therapy by type of treatment were then evaluated and compared over time. During the initial months of treatment, PPT with inexpensive mediations (<0.75 $/day) represents the least costly regimen and is comparable to MCBT in expense until 6 months. After 6 months, PPT is expected to become more costly, particularly when medication cost exceeds 0.75$ a day. When using an expensive medication (>3 $/day), preventive drug treatment becomes more expensive than CBBT after the first year. Long-term, and within year 1, MCBT was found to be the least costly approach to migraine prevention. Through year 1 of treatment, inexpensive prophylactic medications (such as generically available beta-blocker or tricyclic antidepressant medications) and behavioral interventions utilizing limited delivery formats (MCBT) are the least costly of the empirically validated interventions. This analysis suggests that, relative to pharmacologic options, limited format behavioral interventions are cost-competitive in the early phases of treatment and

Cognitive Behavior Therapy for Suicide Prevention (CBT-SP): Treatment Model, Feasibility and Acceptability

PubMed Central

Stanley, Barbara; Brown, Gregory; Brent, David; Wells, Karen; Poling, Kim; Curry, John; Kennard, Betsy D.; Wagner, Ann; Cwik, Mary; Klomek, Anat Brunstein; Goldstein, Tina; Vitiello, Benedetto; Barnett, Shannon; Daniel, Stephanie; Hughes, Jennifer

2009-01-01

Objective To describe the elements of a manualized cognitive behavior psychotherapy for suicide prevention (CBT-SP) and to report its feasibility in preventing the recurrence of suicidal behavior in adolescents who have recently attempted suicide. Method CBT-SP was developed using a risk reduction, relapse prevention approach and theoretically grounded in principles of cognitive behavior therapy, dialectical behavioral therapy and targeted therapies for suicidal, depressed youth. CBT-SP consists of acute and continuation phases, each lasting about 12 sessions, and includes a chain analysis of the suicidal event, safety plan development, skill building, psychoeducation, family intervention, and relapse prevention. Results CBT-SP was administered to 110 depressed, recent suicide attempters aged 13–19 years (mean 15.8±1.6) across five academic sites. Twelve or more sessions were completed by 72.4% of the sample. Conclusions A specific intervention for adolescents at high risk for repeated suicide attempts has been developed and manualized, and further testing of its efficacy appears feasible. PMID:19730273

[Review of the approach to exercise behavior modification from the viewpoint of preventive medicine].

PubMed

Nomura, Takuo; Kouta, Munetsugu; Shigemori, Kenta; Yoshimoto, Yoshinobu; Sato, Atsushi

2008-05-01

The purpose of this study was to summarize the approaches to behavior modification for exercise from the viewpoint of preventive medicine. Articles were searched according to the particular field of preventive medicine, i.e., primary prevention, secondary prevention, tertiary prevention, and other fields of prevention. In the field of primary prevention for elderly people living at home, many fall prevention programs were found to have been carried out. In these studies, various programs were found to be effective if the exercise proved to be sufficient. Although some approaches were observed to be based on the productive aging theory and social capital, the number of such studies was small. In the field of secondary prevention, illness and functional disorders are prevented from becoming worse. It is therefore important for each individual to exercise by himself/herself and also acquire sufficient self-monitoring skills. Social capital is useful for learning good exercise habits. In the field of tertiary prevention, although exercise therapy is effective for improving physical functions and preventing disease recurrence in patients with chronic disease, some patients nevertheless find it difficult to continue such an exercise therapy. The approaches to behavior modification were extremely effective for patients with chronic disease. In other fields of preventive medicine, daily exercises such stair climbing are effective methods for reducing the risk of chronic disease and such a behavior modification may lead to a considerable public health gain. In the future, further studies with a many lines of evidence should be performed, and approaches based on behavioral science should be established.

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…

Designing behavioral self-regulation application for preventive personal mental healthcare

PubMed Central

Hirano, Mari; Ogura, Kanako; Kitahara, Mizuho; Sakamoto, Daisuke; Shimoyama, Haruhiko

2017-01-01

Most of computerized cognitive behavioral therapy targeted restoration and few have targeted primary prevention. The purpose of this study is to obtain the knowledge for further development on preventive mental healthcare application. We developed a personal mental healthcare application which aimed to give users the chance to manage their mental health by self-monitoring and regulating their behavior. Through the 30-day field trial, the results showed improvement of mood score through conducting of suggested action, and the depressive mood of the participants was significantly decreased after the trial. The possibility of application and further problem was confirmed. PMID:28567301

Moderate treadmill exercise prevents oxidative stress-induced anxiety-like behavior in rats.

PubMed

Salim, Samina; Sarraj, Nada; Taneja, Manish; Saha, Kaustuv; Tejada-Simon, Maria Victoria; Chugh, Gaurav

2010-04-02

Recent work has suggested correlation of oxidative stress with anxiety-like behavior. There also is evidence for anxiolytic effects of physical exercise. However, a direct role of oxidative stress in anxiety is not clear and a protective role of physical exercise in oxidative stress-mediated anxiety has never been addressed. In this study, we have utilized rats to test direct involvement of oxidative stress with anxiety-like behavior and have identified oxidative stress mechanisms likely involved in anxiolytic effects of physical exercise. Intraperitoneal injections at non-toxic dose of l-buthionine-(S,R)-sulfoximine (BSO), an agent that increases oxidative stress markers, increased anxiety-like behavior of rats compared to vehicle-treated control rats. Prior 2 weeks treatment with the antioxidant, tempol attenuated BSO-induced anxiety-like behavior of rats suggesting a role of oxidative stress in this phenomenon. Moreover, moderate treadmill exercise prevented BSO-induced anxiety-like behavior of rats and also prevented BSO-mediated increase in oxidative stress markers in serum, urine and brain tissue homogenates from hippocampus, amygdala and locus coeruleus. Thus increasing oxidative stress increases anxiety-like behavior of rats. Moreover, antioxidant or treadmill exercise training both reduce oxidative stress in the rat brain regions implicated in anxiety response and prevent anxiety-like behavior of rats. Published by Elsevier B.V.

Understanding persuasive attributes of sports betting advertisements: A conjoint analysis of selected elements.

PubMed

Hing, Nerilee; Vitartas, Peter; Lamont, Matthew

2017-12-01

Background and aims Despite recent growth in sports betting advertising, minimal research has examined the influence of different advertising message attributes on betting attitudes and behaviors. This study aimed to identify which attributes of sports betting advertisements most engage attention, interest, desire and likelihood of betting among non-problem, low-risk, moderate-risk, and problem gamblers. Methods A novel approach utilizing an experimental design incorporating conjoint analysis examined the effects of: three message formats (commentary, on-screen display, and studio crossover); four appeals (neutral, jovial, ease of placing the bet, and sense of urgency); three types of presenters (match presenter, sports betting operator, and attractive non-expert female presenter); and four bet types (traditional, exotic key event, risk-free, and micro-bet). A professional film company using paid actors produced 20 mock television advertisements simulating typical gambling messages based on the conjoint approach. These were embedded into an online survey of 611 Australian adults. Results The most attention-grabbing attributes were type of presenter and type of bet. The attractive non-expert female presenter gained more attention from all gambler groups than other presenters. The type of bet was most persuasive in converting attention into likely betting among all gambler groups, with the risk-free bet being much more persuasive than other bet types. Problem gamblers were distinct by their greater attraction to in-play micro-bets. Discussion and conclusion Given the potential for incentivized bets offering financial inducements and for in-play micro-bets to undermine harm minimization and consumer protection, regulators and wagering operators should reconsider whether these bet types are consistent with their responsible gambling objectives.

Core Competencies and the Prevention of High-Risk Sexual Behavior

ERIC Educational Resources Information Center

Charles, Vignetta Eugenia; Blum, Robert Wm.

2008-01-01

Adolescent sexual risk-taking behavior has numerous individual, family, community, and societal consequences. In an effort to contribute to the research and propose new directions, this chapter applies the core competencies framework to the prevention of high-risk sexual behavior. It describes the magnitude of the problem, summarizes explanatory…

Application of Neurolinguistic Programming for Treatment and Relapse Prevention of Addictive Behaviors.

ERIC Educational Resources Information Center

Sandhu, Daya Singh

The dilemma of relapse exists for a number of addictive behaviors, and mental health authorities agree that keeping addictive behaviors off permanently is much more difficult than treating the behaviors initially. Several relapse prevention models have been posited and environmental, physiological, behavioral, cognitive, and affective factors have…

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

PubMed

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

2012-04-01

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

Self-efficacy for AIDS preventive behaviors among tenth grade students.

PubMed

Kasen, S; Vaughan, R D; Walter, H J

1992-01-01

To guide acquired immunodeficiency syndrome (AIDS) prevention program planning, 181 tenth grade students residing in or near an AIDS epicenter completed a survey measuring past year involvement in sexual intercourse and condom use, beliefs about self-efficacy for AIDS preventive behaviors, and beliefs about susceptibility to and severity of AIDS, and outcome efficacy of AIDS preventive actions. A degree of uncertainty existed for all areas of self-efficacy surveyed: refusing sexual intercourse under a variety of circumstances, questioning sex partners about past risky behaviors, and correct and consistent condom use. Students were most uncertain of their ability to refuse sex with a desirable partner, under pressure, or after drinking alcohol or using marijuana; to purchase condoms, or use them consistently after drinking alcohol or using marijuana; and to question partners about past homosexual history. Those students with lower self-efficacy for refusing sex were twice as likely to have had sexual intercourse. Similarly, those students with lower self-efficacy for correct, consistent condom use were five times less likely to have used condoms consistently. These associations remained even after adjusting for the influence of other AIDS-related beliefs. Implications of these findings focus on exploiting the link between self-efficacy and behavior by building a prevention program that emphasizes skills-building rather than the traditional knowledge-only approach.

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.

Examining the Protective Effects of Brand Equity in the keepin’ it REAL Substance Use Prevention Curriculum

PubMed Central

Lee, Jeong Kyu; Hecht, Michael L.

2011-01-01

While branding appears to be an effective health prevention strategy, it is less clear how successful brands have protective effects. To better understand the role of branding in health prevention and promotion, it is necessary to examine how the persuasive mechanisms of branding function in health campaigns (e.g., modeling socially desirable behaviors). Using a cross-sectional data (N = 709), the current study uncovered the mechanisms explaining branding’s effects on adolescent substance use in a school-based substance use intervention, keepin’ it REAL (kiR) curriculum. Consistent with our predictions, a confirmatory factor analysis suggested that kiR brand equity had a higher-order, multidimensional factor structure. In addition, a path analysis revealed that brand equity affected adolescent substance use directly and through the predicted social cognitive processes including refusal efficacy and resistance skills. Thus it is concluded that kiR brand equity serves as a protective factor for adolescent substance use. Practical implications, research limitations and future directions are discussed. PMID:21512924

Examining the protective effects of brand equity in the keepin' it REAL substance use prevention curriculum.

PubMed

Lee, Jeong Kyu; Hecht, Michael L

2011-10-01

While branding appears to be an effective health prevention strategy, it is less clear how successful brands have protective effects. To better understand the role of branding in health prevention and promotion, it is necessary to examine how the persuasive mechanisms of branding function in health campaigns (e.g., modeling socially desirable behaviors). Using cross-sectional data (n = 709), the current study uncovered the mechanisms explaining branding's effects on adolescent substance use in a school-based substance use intervention, the keepin' it REAL (kiR) curriculum. Consistent with our predictions, a confirmatory factor analysis suggested that kiR brand equity had a higher order, multidimensional factor structure. In addition, a path analysis revealed that brand equity affected adolescent substance use directly and through the predicted social cognitive processes, including refusal efficacy and resistance skills. Thus, it is concluded that kiR brand equity serves as a protective factor for adolescent substance use. Practical implications, research limitations, and future directions are discussed.

What We Know and Need to Know about Preventing Problem Behavior in Schools

ERIC Educational Resources Information Center

Sugai, George; Horner, Robert H.

2008-01-01

When chronic problem behaviors occur in schools, the tendency is to react with stringent and restrictive consequences. Recently, emphasis has shifted toward proactive prevention strategies. In this article, we focus on what we know and need to know about school-wide applications of effective practices and systems for preventing problem behaviors.…

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

PubMed

Petraglia, Joseph

2009-03-01

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

Preventing Antisocial Behavior: Interventions from Birth through Adolescence.

ERIC Educational Resources Information Center

McCord, Joan, Ed.; Tremblay, Richard E., Ed.

A variety of approaches to preventing antisocial behavior in children have ranged from infant schools to residential treatment centers, from social training to psychological therapies, with evaluations that have typically been little more than testimonials to current fashions. By introducing experimental approaches to the study of intervention…

Preventive, Lifestyle, and Personal Health Behaviors among Physicians

ERIC Educational Resources Information Center

Bazargan, Mohsen; Makar, Marian; Bazargan-Hejazi, Shahrzad; Ani, Chizobam; Wolf, Kenneth E.

2009-01-01

Objective: This study examines personal health behaviors and wellness, health-related lifestyles, and prevention screening practices among licensed physicians. Methods: An anonymous questionnaire was mailed to a random sample of 1,875 physicians practicing in California. Data from 763 returned questionnaires (41%) were analyzed. Results: Our data…

Persuasive Mobile Health Applications

NASA Astrophysics Data System (ADS)

Garcia Wylie, Carlos; Coulton, Paul

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

Behavioral mechanisms in HIV epidemiology and prevention: past, present, and future roles.

PubMed

Bingenheimer, Jeffrey B; Geronimus, Arline T

2009-09-01

In the 1980s, behavioral variations across geographically and socially defined populations were the central focus of AIDS research, and behavior change was seen as the primary means of controlling HIV epidemics. Today, biological mechanisms--especially other sexually transmitted infections, antiretroviral therapy, and male circumcision--predominate in HIV epidemiology and prevention. We describe several reasons for this shift in emphasis. Although the shift is understandable, we argue for a sustained focus on behavioral mechanisms in HIV research in order to realize the theoretical promise of interventions targeting the biological aspects of HIV risk. We also provide evidence to suggest that large reductions in HIV prevalence may be accomplished by small changes in behavior. Moreover, we contend that behavioral mechanisms will find their proper place in HIV epidemiology and prevention only when investigators adopt a conceptual model that treats prevalence as a determinant as well as an outcome of behavior and that explicitly recognizes the dynamic interdependence between behavior and other epidemiological and demographic parameters.

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

PubMed

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

2016-11-01

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

Can persuasive messages encourage individuals to create action plans for physical activity?

PubMed

Sweet, Shane N; Brawley, Lawrence R; Hatchell, Alexandra; Gainforth, Heather L; Latimer-Cheung, Amy E

2014-08-01

Given the positive influence of action planning on physical activity, persuasive messages could be designed to promote action planning. The purpose of this paper was to test action planning messages in two studies. Participants were allocated to one of two message groups, reading either a physical activity only or physical activity plus action planning message (Study 1) and either a gain-framed or loss-framed action planning message (Study 2). The percent of individuals who created an action plan and the quality of the plans were evaluated. In Study 1, individuals in the physical activity plus action planning group created as many action plans as the physical activity only group, but their plans were higher quality. In Study 2, Week 2 differences between the gain- and loss-framed message groups were found for action planning. To our knowledge, these studies were the first to investigate message-induced action planning as a behavior. More research is needed to optimize these messages.

Self-affirmation enhances attentional bias toward threatening components of a persuasive message.

PubMed

Klein, William M P; Harris, Peter R

2009-12-01

We explored whether self-affirmation enhances attentional bias toward threatening elements of a persuasive message. Female alcohol consumers read an article linking alcohol to breast cancer and were then exposed supraliminally to threat and nonthreat words from the article (as well as threat and nonthreat words that did not appear in the article). Among moderately heavy drinkers who were not self-affirmed, there emerged an attentional bias away from the threatening words in the article-a result suggesting an avoidant response. However, among moderately heavy drinkers who were self-affirmed, there was a bias toward the threatening words. No attentional biases appeared for threat words not in the message, which suggested that the effect was threat specific. Moreover, no attentional biases were found among the heaviest drinkers. Self-affirmation may facilitate targeted implicit processing of threatening messages, although the effects could attenuate among individuals engaging in high levels of the behavior featured in the message.

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

PubMed

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

2007-12-01

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

Cognitive-behavioral therapy for suicide prevention (CBT-SP): treatment model, feasibility, and acceptability.

PubMed

Stanley, Barbara; Brown, Gregory; Brent, David A; Wells, Karen; Poling, Kim; Curry, John; Kennard, Betsy D; Wagner, Ann; Cwik, Mary F; Klomek, Anat Brunstein; Goldstein, Tina; Vitiello, Benedetto; Barnett, Shannon; Daniel, Stephanie; Hughes, Jennifer

2009-10-01

To describe the elements of a manual-based cognitive-behavioral therapy for suicide prevention (CBT-SP) and to report its feasibility in preventing the recurrence of suicidal behavior in adolescents who have recently attempted suicide. The CBT-SP was developed using a risk reduction and relapse prevention approach and theoretically grounded in principles of cognitive-behavioral therapy, dialectical behavioral therapy, and targeted therapies for suicidal youths with depression. The CBT-SP consists of acute and continuation phases, each lasting about 12 sessions, and includes a chain analysis of the suicidal event, safety plan development, skill building, psychoeducation, family intervention, and relapse prevention. The CBT-SP was administered to 110 recent suicide attempters with depression aged 13 to 19 years (mean 15.8 years, SD 1.6) across five academic sites. Twelve or more sessions were completed by 72.4% of the sample. A specific intervention for adolescents at high risk for repeated suicide attempts has been developed and manual based, and further testing of its efficacy seems feasible.

Travel health risk perceptions and prevention behaviors of US study abroad students.

PubMed

Hartjes, Laurie B; Baumann, Linda C; Henriques, Jeffrey B

2009-01-01

The number of American study abroad students increased more than 150% in the past decade, along with growth in destinations with increased health risks. This study investigated travel health risk perceptions and prevention behaviors to guide interventions that address the emerging health needs of US study abroad students. A cross-sectional design was used to collect data from 318 American study abroad students using a Web-based survey. The primary source of travel health information was youth-oriented travel guidebooks (85%). The grand mean risk perception score for 18 travel health threats was 1.7 on a 1 to 4 scale, with top-rated threats being contaminated food/water, psychological distress, personal assault, and excessive sun exposure. Predeparture advice was received from primary care providers (52%) and travel health specialists (18%). Additional prevention measures were vaccines (42%) and medication (24%). Of 114 students listing their travel vaccinations, 11% described receiving a malaria vaccine and 4% a hepatitis C vaccine, although no such vaccines exist. Most respondents were confident/very confident in their ability to engage in prevention behaviors (94%). Health problems were primarily infectious disease (70%), psychological distress (10%), and injuries (8%). When asked if prior travel destinations involved areas where malaria transmission occurs, 20% responded, "Don't know." Identified gaps in travel health knowledge and prevention behaviors may produce hazardous consequences when combined with low-perceived risk, reliance on travel guidebooks for health information, and high ratings for prevention self-efficacy. Future research is needed to test the effectiveness of educational interventions designed for student travelers who would benefit from guided practice with destination-specific risk appraisal and prevention planning. Web-based educational resources are a good fit for this population because they are easily updated, available in all phases of

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...

[Health behavior change: motivational interviewing].

PubMed

Pócs, Dávid; Hamvai, Csaba; Kelemen, Oguz

2017-08-01

Public health data show that early mortality in Hungary could be prevented by smoking cessation, reduced alcohol consumption, regular exercise, healthy diet and increased adherence. Doctor-patient encounters often highlight these aspects of health behavior. There is evidence that health behavior change is driven by internal motivation rather than external influence. This finding has led to the concept of motivational interview, which is a person-centered, goal-oriented approach to counselling. The doctor asks targeted questions to elicit the patient's motivations, strengths, internal resources, and to focus the interview around these. The quality and quantity of the patient's change talk is related to better outcomes. In addition, the interview allows the patient to express ambivalent feelings and doubts about the change. The doctor should use various communication strategies to resolve this ambivalence. Furthermore, establishing a good doctor-patient relationship is the cornerstone of the motivational interview. An optimal relationship can evoke change talk and reduce the patient's resistance, which can also result in a better outcome. The goal of the motivational interview is to focus on the 'why' to change health behavior rather than the 'how', and to utilize internal motivation instead of persuasion. This is the reason why motivational interview has become a widely-accepted evidence based approach. Orv Hetil. 2017; 158(34): 1331-1337.

Dying the right-way? Interest in and perceived persuasiveness of parochial extremist propaganda increases after mortality salience

PubMed Central

Frischlich, Lena; Rieger, Diana; Hein, Maia; Bente, Gary

2015-01-01

Research on parochial altruism demonstrated that hostility toward out-groups (parochialism) represents the dark side of the willingness to benefit one’s in-group even at own costs (altruism). Parochial aggression thereby emerged mainly under conditions of threat. Extremist propaganda videos, for instance by right-wing extremists, try to capitalize on parochial altruistic mechanism by telling recipients sharing their national identity that this nation is under threat wherefore they for have to join the extremist’s cause to prevent the extinction of their nation. Most of the time, propaganda videos are rated as uninteresting and non-persuasive by the target audience. Yet, evolutionary media psychology posits that the interest in and effectiveness of media increases when evolutionarily relevant problems are addressed. Consequently, interest in parochial altruistic right-wing extremist messages should increase under conditions of threat. The current study tested this assumption by randomly assigning German non-Muslims (N = 109) to either an existential threat (here: mortality salience) or a control condition and asking them to evaluate extremist propaganda that addressed them as either in-group members (right-wing extremists) or as out-group members (Islamic extremists). In support of the hypotheses, subjects under conditions of threat reported a higher interest in the right-wing extremist propaganda and perceived it as more persuasive. We discuss the results concerning the implications for evolutionary media psychology and the transmission of parochial altruism in propaganda videos. PMID:26322011

How Do You Motivate Long-Term Behavior Change to Prevent Cancer?

Cancer.gov

John P. Pierce PhD, a professor in the Department of Family and Preventive Medicine at the University of California, San Diego and Director of Population Science at Moores Cancer Center, presented "How Do You Motivate Long-Term Behavior Change to Prevent Cancer?" 

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.

Persuasion: Attitude/Behavior Change. A Selected, Annotated Bibliography.

ERIC Educational Resources Information Center

Benoit, William L.

Designed for teachers, students and researchers of the psychological dimensions of attitude and behavior change, this annotated bibliography lists books, bibliographies and articles on the subject ranging from general introductions and surveys through specific research studies, and from theoretical position essays to literature reviews. The 42…

Increasing the efficacy of cue exposure treatment in preventing relapse of addictive behavior.

PubMed

Havermans, Remco C; Jansen, Anita T M

2003-07-01

Theoretically, cue exposure treatment should be able to prevent relapse by extinguishing conditioned drug responding (e.g. cue-elicited craving). According to contemporary learning theory, though, extinction does not eliminate conditioned responding. Analogous cue exposure with response prevention (CERP) as a treatment of addictive behavior might not eliminate the learned relation between drug-related cues and drug use. This does not necessarily mean that cue exposure cannot successfully prevent relapse. Various suggestions for increasing the efficacy of cue exposure treatment are being discussed from a contemporary learning theory perspective. It is suggested that cue exposure treatment incorporating retrieval cues can be a beneficial treatment in preventing relapse of addictive behavior.

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.

Barriers and Facilitators to Melanoma Prevention and Control Behaviors Among At-Risk Children.

PubMed

Wu, Yelena P; Parsons, Bridget G; Mooney, Ryan; Aspinwall, Lisa G; Cloyes, Kristin; Hay, Jennifer L; Kohlmann, Wendy; Grossman, Douglas; Leachman, Sancy A

2018-04-06

Melanoma prevention is essential for children who are at elevated risk for the disease due to family history. However, children who carry a familial risk for the disease do not optimally adhere to recommended melanoma preventive behaviors. The current study sought to identify perceived barriers to and facilitators of children's engagement in melanoma preventive behaviors among children at elevated risk for melanoma due to family history of the disease (i.e., having a parent with a history of melanoma) from both parents' and childrens' perspectives. Qualitative methods were employed and consisted of separate focus group discussions with children (ages 8-17 years, n = 37) and their parents (n = 39). Focus group transcripts were coded using content analysis. Parents and children reported a number of barriers and facilitators, including on the individual (e.g., knowledge and awareness, preferences), social (e.g., peer influences, family modeling and communication), and contextual (e.g., healthcare provider communication) levels. The identified categories of barriers and facilitators both confirm and extend the literature documenting the reasons children who are at elevated risk for melanoma do not engage in melanoma prevention and control behaviors. Programs aiming to decrease melanoma risk among children of melanoma survivors could help families address their barriers to preventive behavior implementation and build on facilitators. Melanoma survivors and their children could benefit from support on their interactions with healthcare providers, schools, peers, and other caregivers about melanoma prevention.

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…

Metadiscourse Use in the Persuasive Writing of Malaysian Undergraduate Students

ERIC Educational Resources Information Center

Tan, Helen; Eng, Wong Bee

2014-01-01

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

[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.

The effects of fear appeal message repetition on perceived threat, perceived efficacy, and behavioral intention in the extended parallel process model.

PubMed

Shi, Jingyuan Jolie; Smith, Sandi W

2016-01-01

This study examined the effect of moderately repeated exposure (three times) to a fear appeal message on the Extended Parallel Processing Model (EPPM) variables of threat, efficacy, and behavioral intentions for the recommended behaviors in the message, as well as the proportions of systematic and message-related thoughts generated after each message exposure. The results showed that after repeated exposure to a fear appeal message about preventing melanoma, perceived threat in terms of susceptibility and perceived efficacy in terms of response efficacy significantly increased. The behavioral intentions of all recommended behaviors did not change after repeated exposure to the message. However, after the second exposure the proportions of both systematic and all message-related thoughts (relative to total thoughts) significantly decreased while the proportion of heuristic thoughts significantly increased, and this pattern held after the third exposure. The findings demonstrated that the predictions in the EPPM are likely to be operative after three exposures to a persuasive message.

Promotion of Influenza Prevention Beliefs and Behaviors through Primary School Science Education

PubMed Central

Koep, TH; Jenkins, S; M Hammerlund, ME; Clemens, C; Fracica, E; Ekker, SC; Enders, FT; Huskins, WC; Pierret, C

2016-01-01

Background School-based campaigns to improve student health have demonstrated short-term success across various health topics. However, evidence of the effectiveness of programs in promoting healthy beliefs and behaviors is limited. We hypothesized that educational curricula teaching the science behind health promotion would increase student knowledge, beliefs and adherence to healthy behaviors, in this case related to influenza. Methods Integrated Science Education Outreach is a successful education intervention in Rochester, Minnesota public schools that has demonstrated improvements in student learning. Within this program, we designed novel curricula and assessments to determine if gains in knowledge extended to influenza prevention. Further, we coupled InSciEd Out programming with a clinical intervention, Influenza Prevention Prescription Education (IPPE), to compare students' attitudes, intentions and healthy behaviors utilizing surveys and hand hygiene monitoring equipment. Results 95 students participated in (IPPE) in the intervention school. Talking drawings captured improvement in influenza prevention understanding related to hand washing [pre n=17(43%); post n=30(77%)] and vaccination [pre n=2(5%); post n=15(38%)]. Findings from 1024 surveys from 566 students revealed strong baseline understanding and attitudes related to hand washing and cough etiquette (74% or greater positive responses). Automated hand hygiene monitoring in school bathrooms and classrooms estimated compliance for both soap (overall median 63%, IQR 38% to 100%) and hand sanitizer use (0.04 to 0.24 uses per student per day) but did not show significant pre/ post IPPE differences. Conclusions Student understanding of principles of influenza prevention was reasonably high. Even with this baseline, InSciEd Out and IPPE improved students’ unprompted knowledge of behaviors to prevent influenza, as reflected by talking drawings. This novel metric may be more sensitive in capturing knowledge

Promotion of Influenza Prevention Beliefs and Behaviors through Primary School Science Education.

PubMed

Koep, T H; Jenkins, S; M Hammerlund, M E; Clemens, C; Fracica, E; Ekker, S C; Enders, F T; Huskins, W C; Pierret, C

2016-06-01

School-based campaigns to improve student health have demonstrated short-term success across various health topics. However, evidence of the effectiveness of programs in promoting healthy beliefs and behaviors is limited. We hypothesized that educational curricula teaching the science behind health promotion would increase student knowledge, beliefs and adherence to healthy behaviors, in this case related to influenza. Integrated Science Education Outreach is a successful education intervention in Rochester, Minnesota public schools that has demonstrated improvements in student learning. Within this program, we designed novel curricula and assessments to determine if gains in knowledge extended to influenza prevention. Further, we coupled InSciEd Out programming with a clinical intervention, Influenza Prevention Prescription Education (IPPE), to compare students' attitudes, intentions and healthy behaviors utilizing surveys and hand hygiene monitoring equipment. 95 students participated in (IPPE) in the intervention school. Talking drawings captured improvement in influenza prevention understanding related to hand washing [pre n=17(43%); post n=30(77%)] and vaccination [pre n=2(5%); post n=15(38%)]. Findings from 1024 surveys from 566 students revealed strong baseline understanding and attitudes related to hand washing and cough etiquette (74% or greater positive responses). Automated hand hygiene monitoring in school bathrooms and classrooms estimated compliance for both soap (overall median 63%, IQR 38% to 100%) and hand sanitizer use (0.04 to 0.24 uses per student per day) but did not show significant pre/ post IPPE differences. Student understanding of principles of influenza prevention was reasonably high. Even with this baseline, InSciEd Out and IPPE improved students' unprompted knowledge of behaviors to prevent influenza, as reflected by talking drawings. This novel metric may be more sensitive in capturing knowledge among students than traditional

Assessing the success of invasive species prevention efforts at changing the behaviors of recreational boaters.

PubMed

Cole, Ellen; Keller, Reuben P; Garbach, Kelly

2016-12-15

Aquatic invasive species (AIS) pose major conservation challenges in freshwater ecosystems. In response, conservation organizations invest considerable resources in outreach to encourage AIS prevention behaviors among recreational boaters. Despite this, remarkably little is known about whether these efforts catalyze significant changes in boaters' perceptions, or whether they cause changes in behaviors that reduce AIS risk. We interviewed managers at the 14 Illinois organizations active in AIS outreach to determine regional priorities for, and investment in, AIS outreach. The results show a network of collaboration that reinforces a limited set of conservation messages. Next, we surveyed 515 recreational boaters to evaluate access to outreach, knowledge of AIS, and consistency of prevention behavior. Boater recognition of prevention slogans and knowledge of AIS and AIS prevention behavior was similar across Illinois regions despite large regional differences in investment in outreach. Most boaters (94%) report never intentionally moving organisms among waterbodies. Fewer reported that they Always perform recommended actions to reduce risk of AIS spread on their boat interior (68%), boat exterior (63%), or fishing tackle (47%). Recognition of prevention slogans and the number of AIS recognized were significantly, positively, associated with Always performing AIS prevention behavior on the vectors of the boat exterior, and fishing tackle, respectively. Our results suggest that increasing knowledge may be a necessary condition for higher adoption of AIS prevention behaviors, but that this alone may not be sufficient. Instead, efforts targeted at boaters who do not currently practice the recommended actions are likely to be necessary. Copyright © 2016 Elsevier Ltd. All rights reserved.

Behavioral Counseling Interventions Expert Forum: Overview and Primer on U.S. Preventive Services Task Force Methods.

PubMed

Curry, Susan J; Whitlock, Evelyn P

2015-09-01

The importance of behavioral counseling as a clinical preventive service derives from the social and economic burden of preventable disease in the U.S., the central role behavioral risk factors play as leading causes of premature morbidity and mortality, and the promise of the healthcare visit as a teachable moment for behavioral counseling support. In November 2013, the U.S. Preventive Services Task Force convened an expert forum on behavioral counseling interventions. The forum brought together NIH, CDC, and Agency for Healthcare Research and Quality leaders, leading behavioral counseling researchers, and members of the U.S. Preventive Services Task Force to discuss issues related to optimizing evidence-based behavioral counseling recommendations. This paper provides an overview of the methods used by the Task Force to develop counseling recommendations. Special focus is on the development and evaluation of evidence from systematic reviews. Assessment of the net benefit of a behavioral counseling intervention, based on the evidence review, determines the recommendation statement and accompanying letter grade. A recent Task Force recommendation on screening and behavioral counseling interventions in primary care to reduce alcohol misuse provides a brief example. Copyright © 2015 American Journal of Preventive Medicine. Published by Elsevier Inc. All rights reserved.

Internet Use and Preventive Health Behaviors Among Couples in Later Life: Evidence from the Health and Retirement Study.

PubMed

Nam, Sangbo; Han, Sae Hwang; Gilligan, Megan

2018-05-22

The aim of this study was to examine the link between internet use and preventive health behaviors. We focused on couples to examine whether there were cross-partner associations between internet use and preventive health behaviors. The data for this study came from the 2010 and 2012 waves of the Health and Retirement Study and the sample consisted of 5,143 pairs of coupled-individuals. Preventive health behaviors included cancer screenings (mammogram and prostate tests), cholesterol tests, and flu shots. Logistic multilevel actor-partner interdependence models were employed to test the study hypotheses. Internet use was associated with a higher likelihood of receiving prostate exams and cholesterol tests for husbands, net of demographic and health characteristics, and insurance status. We found that wives' internet use was associated with a higher likelihood of receiving flu shots and prostate exams for husbands, but husbands' internet use was not associated with wives' preventive health behaviors. Research linking internet use and preventive health behaviors is important because such behaviors are associated not only with health of the older population but also with substantial reductions in health care expenditures. Our findings suggested that internet use of older adults is associated with their own preventive health behaviors, as well as their spouses' preventive health behaviors. Interventions and programs to facilitate older adults' preventive health behaviors should consider couple-based approaches.

The status and predictors of hypertension preventive nutritional behaviors in adolescents based on the constructs of the Theory of Planned Behavior.

PubMed

Matlabi, Mohammad; Esmaeili, Reza; Moshki, Mahdi; Ranaei, Afsaneh; Haji, Alireza; Mehrabi, Rahele

2018-01-01

Malnutrition is an important factor affecting hypertensive incidence. Since the unhealthiest nutritional behaviors are rooted in childhood attitudes and experiences, applying educational interventions to these age groups will be most useful in the formation of preventive nutritional behaviors. To determine the predictive power of the TPB on hypertension in junior high-school students. The present cross-sectional study was conducted on 160 junior high-school students in Kashmar, Iran in academic year commencing 2-13-2014, selected through random sampling. The participants completed a researcher-made questionnaire consisting of a demographic information form and a section to evaluate the constructs of the TPB. The data collected were analyzed in SPSS-16 using the correlation Wilcoxon statistics test, the one-way ANOVA and multiple linear regression analysis. The mean age of the students was 13.51. A total of 47% of the students had snacked on potato chips and cheese puffs, 45% had eaten high-fat foods and 51.2% had eaten cookies and chocolates within the past week. The variable of behavioral intention predicted 32% of the variations in preventive nutritional behaviors by itself. The Pearson product-moment correlation analysis found that hypertension preventive nutritional behaviors were significantly correlated with attitude (p<0.001, r=0.38), perceived behavioral control (p<0.001, r=0.38), and behavioral intention. Moreover, significant correlations were observed between subjective norms and attitude (p<0.028, r=0.173), perceived behavioral control and attitude (p<0.003, r=0.231), behavioral intention and attitude (p<0.001, r=0.370), behavioral intention and subjective norms (p<0.030, r=0.171) and between behavioral intention and perceived behavioral control (p<0.001, r=0.484). The examined students revealed an adequate adherence to preventive nutritional behaviors. Nutrition education interventions should be developed based on variables such as behavioral intention

The status and predictors of hypertension preventive nutritional behaviors in adolescents based on the constructs of the Theory of Planned Behavior

PubMed Central

Matlabi, Mohammad; Esmaeili, Reza; Moshki, Mahdi; Ranaei, Afsaneh; Mehrabi, Rahele

2018-01-01

Background Malnutrition is an important factor affecting hypertensive incidence. Since the unhealthiest nutritional behaviors are rooted in childhood attitudes and experiences, applying educational interventions to these age groups will be most useful in the formation of preventive nutritional behaviors. Objective To determine the predictive power of the TPB on hypertension in junior high-school students. Methods The present cross-sectional study was conducted on 160 junior high-school students in Kashmar, Iran in academic year commencing 2-13-2014, selected through random sampling. The participants completed a researcher-made questionnaire consisting of a demographic information form and a section to evaluate the constructs of the TPB. The data collected were analyzed in SPSS-16 using the correlation Wilcoxon statistics test, the one-way ANOVA and multiple linear regression analysis. Results The mean age of the students was 13.51. A total of 47% of the students had snacked on potato chips and cheese puffs, 45% had eaten high-fat foods and 51.2% had eaten cookies and chocolates within the past week. The variable of behavioral intention predicted 32% of the variations in preventive nutritional behaviors by itself. The Pearson product-moment correlation analysis found that hypertension preventive nutritional behaviors were significantly correlated with attitude (p<0.001, r=0.38), perceived behavioral control (p<0.001, r=0.38), and behavioral intention. Moreover, significant correlations were observed between subjective norms and attitude (p<0.028, r=0.173), perceived behavioral control and attitude (p<0.003, r=0.231), behavioral intention and attitude (p<0.001, r=0.370), behavioral intention and subjective norms (p<0.030, r=0.171) and between behavioral intention and perceived behavioral control (p<0.001, r=0.484). Conclusion The examined students revealed an adequate adherence to preventive nutritional behaviors. Nutrition education interventions should be developed

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…

Health Belief Factors and Dispositional Optimism as Predictors of STD and HIV Preventive Behavior

ERIC Educational Resources Information Center

Zak-Place, Jennifer; Stern, Marilyn

2004-01-01

Identifying factors predictive of youth's engaging in preventive behaviors related to sexually transmitted diseases (STDs) and HIV remains a prominent public health concern. The utility of the Health Belief Model (HBM) continues to be suggested in identifying preventive behaviors. This study sought to examine the full HBM, including self-efficacy,…

Energy behavior

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

Stern, P.C.; Kirkpatrick, E.M.

1977-12-01

The energy crisis is approached as a social and psychological problem with solutions based on an understanding of principles of attitude and behavior change. Propaganda calling for voluntary energy conservation has had little effect, and incentive systems present several serious drawbacks. The author believes that the ideal role of both incentives and persuasion is to influence the behavior of groups who in turn would maintain individual behavior and attitudes by social pressure. Thus a program of incentives and education directed at groups of people may effectively increase conservation and change related attitudes without increasing reactance. The author presents 2 strategiesmore » to cope with the energy problem: one relies strongly on government action, combining appeal to national feelings and a threat to future coercion to change attitudes and behavior; the other uses incentives to communities for conservation and development of renewable energy resources.« less

Evaluating the Relationship-Oriented Information, Motivation, and Behavioral Skills model of HIV preventive behaviors in young men who have sex with men

PubMed Central

Macapagal, Kathryn; Greene, George J; Andrews, Katie; Mustanski, Brian

2016-01-01

Most HIV infections among young men who have sex with men (YMSM) occur within primary partnerships. Research on YMSM’s knowledge, motivation, and behavioral skills regarding relationship-related HIV prevention, and how these correspond to HIV risk and partnership characteristics, is limited. We examined links among the Relationship-Oriented Information-Motivation-Behavioral Skills (RELO-IMB) model, relationship characteristics, and HIV risk in 96 YMSM. Condomless sex with a primary partner was associated with low relationship-related HIV preventive information, motivation, and behavioral skills. Lack of HIV testing and alcohol use before sex were associated with low behavioral skills. In multivariate analyses, behavioral skills were the only consistent predictor of these outcomes. Regarding relationship characteristics, feeling trapped in the relationship or being physically abused by a partner was associated with low motivation and behavioral skills. The RELO-IMB model can be used to understand HIV risk in relationships and points to targets for relationship-specific HIV prevention education for YMSM. PMID:27459167

Early behavioral intervention, brain plasticity, and the prevention of autism spectrum disorder.

PubMed

Dawson, Geraldine

2008-01-01

Advances in the fields of cognitive and affective developmental neuroscience, developmental psychopathology, neurobiology, genetics, and applied behavior analysis have contributed to a more optimistic outcome for individuals with autism spectrum disorder (ASD). These advances have led to new methods for early detection and more effective treatments. For the first time, prevention of ASD is plausible. Prevention will entail detecting infants at risk before the full syndrome is present and implementing treatments designed to alter the course of early behavioral and brain development. This article describes a developmental model of risk, risk processes, symptom emergence, and adaptation in ASD that offers a framework for understanding early brain plasticity in ASD and its role in prevention of the disorder.

Preventing HIV transmission in Chinese internal migrants: a behavioral approach.

PubMed

Liu, Xiaona; Erasmus, Vicki; Sun, Xinying; Cai, Rui; Shi, Yuhui; Richardus, Jan Hendrik

2014-01-01

This study is a step towards a behavioral intervention to prevent HIV transmission among Chinese internal migrants. To explore important and changeable determinants of condom use and inspect effective and feasible methods to increase condom use for the target population, we conducted a three-round web-based Delphi study among a panel of 62 experts between October 2012 and March 2013. The panelists were purposely selected using a stepwise procedure to represent topic-related areas of expertise. The response rate per round ranges from 21% to 81%. The panelists identified 19 possible determinants of condom use and reported 16 intervention methods they considered successful. They agreed that attitude towards condom use was the most important and changeable determinant, while applying behavioral theory, increasing sexual education and condom access, performing worksite health promotion, detecting risk factors, and working closely with relevant organizations and the government were effective and feasible methods to increase condom use among internal migrants in China. In conclusion, results of this study highlight the importance of attitude in changing condom use and underscore the need to apply behavior theory and integrate multiple educational approaches for developing behavioral HIV prevention interventions targeting internal migrants in China.

Between likes and shares: effects of emotional appeal and virality on the persuasiveness of anticyberbullying messages on Facebook.

PubMed

Alhabash, Saleem; McAlister, Anna R; Hagerstrom, Amy; Quilliam, Elizabeth Taylor; Rifon, Nora J; Richards, Jef I

2013-03-01

Growth in the popularity of social networking sites (SNSs) such as Facebook has been accompanied by unintended negative results (e.g., cyberbullying). SNSs could offer solutions, as well. In this article, we explore the persuasive effects of the emotional appeal and message virality of Facebook status updates. Using status updates for a fictitious anticyberbullying organization, we conducted a 3×2×2×3 (emotional tone × affective evaluation × viral reach × message repetition) mixed factorial experiment (N=365). Positive messages resulted in more positive message evaluations and stronger anticyberbullying attitudes and viral behavioral intentions. Further, low message virality led to the most favorable message evaluations, while high virality resulted in stronger anticyberbullying attitudes.

Cultural Effects on Cancer Prevention Behaviors: Fatalistic Cancer Beliefs and Risk Optimism Among Asians in Singapore.

PubMed

Kim, Hye Kyung; Lwin, May O

2017-10-01

Although culture is acknowledged as an important factor that influences health, little is known about cultural differences pertaining to cancer-related beliefs and prevention behaviors. This study examines two culturally influenced beliefs-fatalistic beliefs about cancer prevention, and optimistic beliefs about cancer risk-to identify reasons for cultural disparity in the engagement of cancer prevention behaviors. We utilized data from national surveys of European Americans in the United States (Health Information National Trends Survey 4, Cycle3; N = 1,139) and Asians in Singapore (N = 1,200) to make cultural comparisons. The odds of an Asian adhering to prevention recommendations were less than half the odds of a European American, with the exception of smoking avoidance. Compared to European Americans, Asians were more optimistic about their cancer risk both in an absolute and a comparative sense, and held stronger fatalistic beliefs about cancer prevention. Mediation analyses revealed that fatalistic beliefs and absolute risk optimism among Asians partially explain their lower engagement in prevention behaviors, whereas comparative risk optimism increases their likelihood of adhering to prevention behaviors. Our findings underscore the need for developing culturally targeted interventions in communicating cancer causes and prevention.

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

ERIC Educational Resources Information Center

Yates, Bradford L.

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

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

PubMed

Evans, Lisa M; Petty, Richard E

2003-03-01

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

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…

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

ERIC Educational Resources Information Center

Strader, Marlene K.; Katz, Barry M.

1990-01-01

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

Preventive Effects of Treatment of Disruptive Behavior Disorder in Middle Childhood on Substance Use and Delinquent Behavior

ERIC Educational Resources Information Center

Zonnevylle-Bender, Marjo J. S.; Matthys, Walter; van de Wiel, Nicolle M. H.; Lochman, John E.

2007-01-01

Objective: Disruptive behavior disorder (DBD) is a well-known risk factor for substance abuse and delinquent behavior in adolescence. Therefore, the long-term preventive effects of treatment of DBD in middle childhood on beginning substance use and delinquency in early adolescence were investigated. Method: Children with DBD (8-13 years old) had…

Hope and persuasion by physicians during informed consent.

PubMed

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

2014-10-10

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

Hope and Persuasion by Physicians During Informed Consent

PubMed Central

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

2014-01-01

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

Prevention of Addictive Behavior Based on the Formation of Teenagers' Resilience

ERIC Educational Resources Information Center

Zeleeva, Vera P.; Shubnikova, Ekaterina G.

2016-01-01

The relevance of the study is due to the development of a new stage of prevention and the need to justify new educational goals and objectives of the pedagogical prevention of addictive behavior in the educational environment. The purpose of this article is to examine the totality of the necessary and sufficient individual resources, that are…

Changes in knowledge, attitudes, and behavior as a result of a community-based AIDS prevention program.

PubMed

Miller, T E; Booraem, C; Flowers, J V; Iversen, A E

1990-01-01

The study evaluates the outcome of a California-based AIDS prevention program, "Stop AIDS." Community discussion groups focusing on information, attitudes, and behavior associated with HIV infection and transmission were conducted in one-time, 3 1/2-hour sessions. Participants completed different versions of the AIDS Prevention Test before and after the discussion group. Significant positive shifts in information, attitudes, and behavior were observed as a function of the discussion group participation. Whereas pretest knowledge correlated with pretest behavior and posttest knowledge, only pretest behavior correlated with the crucial variable of posttest intended behavior. When changes from pretest to posttest were analyzed, both information and attitude change correlated to changes in behavior. The intervention and evaluation procedures are proposed as a replicable national model for community-based AIDS prevention programs.

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

ERIC Educational Resources Information Center

Sayed, Osama H.

2010-01-01

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

Effects of Prevent-Teach-Reinforce on Academic Engagement and Disruptive Behavior

ERIC Educational Resources Information Center

DeJager, Brett W.; Filter, Kevin J.

2015-01-01

This study assessed the effectiveness of prevent-teach-reinforce (P-T-R), a functional behavioral assessment-based intervention for students with behavior problems, using an A-B-A-B design with follow-up. Participants included three students in kindergarten, fourth grade, and fifth grade in a rural Midwestern school district. P-T-R interventions…

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.

The impact of universal suicide-prevention programs on the help-seeking attitudes and behaviors of youths.

PubMed

Klimes-Dougan, Bonnie; Klingbeil, David A; Meller, Sarah J

2013-01-01

While the ultimate goal of adolescent suicide-prevention efforts is to decrease the incidence of death by suicide, a critical intermediary goal is directing youths toward effective sources of assistance. To comprehensively review the universal prevention literature and examine the effects of universal prevention programs on student's attitudes and behaviors related to help-seeking. We systematically reviewed studies that assessed help-seeking outcomes including prevention efforts utilizing (1) psychoeducational curricula, (2) gatekeeper training, and (3) public service messaging directed at youths. Of the studies reviewed, 17 studies evaluated the help-seeking outcomes. These studies were identified through a range of sources (e.g., searching online databases, examining references of published articles on suicide prevention). The results of this review suggest that suicide-prevention programming has a limited impact on help-seeking behavior. Although there was some evidence that suicide-prevention programs had a positive impact on students' help-seeking attitudes and behaviors, there was also evidence of no effects or iatrogenic effects. Sex and risk status were moderators of program effects on students help-seeking. Caution is warranted when considering which suicidal prevention interventions best optimize the intended goals. The impact on adolescents' help-seeking behavior is a key concern for educators and mental-health professionals.

Preventing Child Behavior Problems and Substance Use: The Pathways Home Foster Care Reunification Intervention

PubMed Central

DeGarmo, David S.; Reid, John B.; Fetrow, Becky A.; Fisher, Philip A.; Antoine, Karla D.

2013-01-01

This paper evaluated the Pathways Home manualized selective preventive intervention designed to prevent reunification failures once children are returned home to their biological parent(s) after first time stays in foster care (n = 101). The theoretically based intervention focused on support and parent management practices designed to prevent the development of child behavior problems including internalizing and externalizing problems, and substance use. Intent to treat analyses employed probability growth curve approaches for repeated telephone assessments over 16 weeks of intervention. Findings showed that relative to services as usual reunification families, the Pathways Home families demonstrated better parenting strategies that were in turn associated with reductions in problem behaviors over time. Growth in problem behaviors in turn predicted foster care re-entry. Maternal substance use cravings were a risk factor for growth in problem behaviors that were buffered by participation in the Pathways Home intervention. PMID:23914130

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…

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

PubMed

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

2017-07-01

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

The persuasive appeal of alternative medicine.

PubMed

Kaptchuk, T J; Eisenberg, D M

1998-12-15

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

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

PubMed

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

2013-12-01

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

HIV/AIDS preventive self-efficacy, depressive symptoms, and risky sexual behavior in adolescents: a cross-sectional questionnaire survey.