Search results for "persuasion"
showing 10 items of 86 documents
Quantum field inspired model of decision making: Asymptotic stabilization of belief state via interaction with surrounding mental environment
2018
This paper is devoted to justification of quantum-like models of the process of decision making based on the theory of open quantum systems, i.e. decision making is considered as decoherence. This process is modeled as interaction of a decision maker, Alice, with a mental (information) environment ${\cal R}$ surrounding her. Such an interaction generates "dissipation of uncertainty" from Alice's belief-state $\rho(t)$ into ${\cal R}$ and asymptotic stabilization of $\rho(t)$ to a steady belief-state. The latter is treated as the decision state. Mathematically the problem under study is about finding constraints on ${\cal R}$ guaranteeing such stabilization. We found a partial solution of th…
Transitivity and Evaluation in American and Spanish Parliamentary discourse: the 2015 State of the Union Address in the US vs. the 2015 State of the …
2022
The present study explores the interplay of evaluation and transitivity in an American and Spanish parliamentary debate by President Obama and PM Rajoy aiming at legitimizing their actions and at convincing candidates to vote for them in the upcoming elections. A further objective is to investigate whether the transitivity and appraisal analyses illustrate the politicians’ ideological positions. Within the general framework of Systemic Functional Linguistics (SFL), we use the results obtained for Appraisal following Martin and White’s appraisal scheme [Cabrejas-Peñuelas, A. B. (2020). Metaphor, metonymy and evaluation as political devices in American and Spanish parliamentary political disc…
Self-persuasion on Facebook increases alcohol risk perception
2018
Contains fulltext : 198083.pdf (Publisher’s version ) (Closed access) In this experiment, we examined if participating in a Facebook group by generating antialcohol arguments (self-persuasion) is more effective than reading antialcohol posts of others (direct persuasion) in changing alcohol consumption, risk perception, and attitudes. In addition, it was examined if submitting posts moderated these effects. Participants logged into their Facebook account and joined a group that contained posts with antialcohol arguments. They either generated their own arguments with or without posting them, or read those present in the group with or without posting that they had read them. Next, participan…
Using Power as a Negative Cue: How Conspiracy Mentality Affects Epistemic Trust in Sources of Historical Knowledge.
2018
Classical theories of attitude change point to the positive effect of source expertise on perceived source credibility persuasion, but there is an ongoing societal debate on the increase in anti-elitist sentiments and conspiracy theories regarding the allegedly untrustworthy power elite. In one correlational ( N = 275) and three experimental studies ( N = 195, N = 464, N = 225), we tested the novel idea that people who endorse a conspiratorial mind-set (conspiracy mentality) indeed exhibit markedly different reactions to cues of epistemic authoritativeness than those who do not: Whereas the perceived credibility of powerful sources decreased with the recipients' conspiracy mentality, that o…
Un caso limite di persuasione. Strategie argomentative in Metafisica Gamma
2014
A partire dall’analisi del IV libro della Metafisica di Aristotele, l’articolo si propone di fornire alcuni spunti di riflessione sul funzionamento dei processi persuasivi nella prospettiva aristotelica. La difesa del principio di non contraddizione, infatti, si presenta come un caso di studio estremamente interessante per chi voglia studiare da una parte la relazione tra persuasione, evidenza e dimostrazione e, dall’altra, più in generale, il ruolo della persuasione nell’antropologia aristotelica.
Il piacere della persuasione. Sull’intreccio tra piacere e conoscenza nella Retorica di Aristotele
2015
L’articolo ha per argomento un principio basilare della Retorica di Aristotele: un discorso sarà tanto più persuasivo quanto più riuscirà a realizzare nell’ascoltatore un apprendimento veloce e piacevole. L’idea su cui tale principio si fonda è che il coinvolgimento necessario per la realizzazione della persuasione deve essere nello stesso tempo emotivo e cognitivo. A partire dalle numerose esemplificazioni fornite dallo stesso Aristotele, l’articolo intende mostrare che si tratta di un principio “trasversale”, ovvero non limitato ad un solo aspetto del discorso ma attivo a tutti i livelli: logico-argomentativo, lessicale e sintattico. È proprio grazie a questa trasversalità che esso può es…
L'affectif dans les comportements d'achat et de consommation
2010
National audience; ...
Emergency medical triage decisions are swayed by computer-manipulated cues of physical dominance in caller’s voice
2016
AbstractIn humans as well as other animals, displays of body strength such as power postures or deep masculine voices are associated with prevalence in conflicts of interest and facilitated access to resources. We conduct here an ecological and highly critical test of this hypothesis in a domain that, on first thought, would appear to be shielded from such influences: access to emergency medical care. Using acoustic manipulations of vocal masculinity, we systematically varied the perceived level of physical dominance of mock patients calling a medical call center simulator. Callers whose voice were perceived as indicative of physical dominance (i.e. those with low fundamental and formant fr…
Get a Mac : conversations in Apple's advertising campaign
2015
Mainontaa on nykyaikana lähes kaikkialla. Yksi yleisimmistä mainonnan muodoista on televisiomainokset, joita useat näkevät päivittäin. Tästä esimerkkinä on Applen televisiokampanja, jota esitettiin vuosina 2006–2009. Sitä on tutkittu useasta eri näkökulmasta, mutta mainoksissa olevan keskustelun tutkiminen on jäänyt vähemmälle. Myös kampanjassa käytetyn keskustelun yhteyttä suostutteluun, joka on kaiken mainonnan tavoite, on tutkittu vain vähän. Tämän tutkielman tavoitteena oli tutkia mainosten keskusteluja keskustelunanalyysin avulla ja selvittää, miten ne suostuttelivat ihmisiä ostamaan Mac-tietokoneen. Kampanjassa oli kaiken kaikkiaan 66 mainosta, joista tähän tutkielmaan valittiin 12. N…
Convergence of Agents' and Targets' Reports on Intraorganizational Influence Attempts1
2003
Summary The object of the current study was to determine the convergent and discriminant validity of agents' and targets' reports on intraorganizational influence attempts with a structural equation model using latent state-trait analyses. To explain agent-target convergence, we linked the theory of formal organizations to Correspondent Inference Theory. Managers (agents) were asked to describe how they try to influence their boss, a coworker, and a subordinate. These targets also described how the agent tries to influence them. Both agents and targets rated four types of influence attempts twice within 2½ months, namely, rational persuasion, ingratiation, pressure, and upward appeals. In …