Search results for "persuasion"
showing 10 items of 86 documents
Some Outcomes of Pressure, Ingratiation, and Rational Persuasion Used With Peers in the Workplace1
2003
In a cross-sectional organizational field study, the effects of ingratiation, pressure, and rational persuasion on performance appraisal, compliance gaining, and reactance were investigated. Actors were asked to describe their lateral-influence strategies, and peers were asked to assess actors’ impact. Actors and assessors from 140 German lateral-influence dyads who were public officeholders and employees participated in the study. The data support the hypothesis that the more an actor uses rational persuasion and the longer the assessor has known the actor, the more positively the assessor will evaluate the actor's task performance. In addition, the results support the hypothesis that the …
User participation in knowledge update of expert systems
1997
Abstract Applying the Elaboration Likelihood Model (ELM) of persuasion we conducted an experiment to examine the effect of participation of users in the design process on their acceptance of system recommendations and revision of their original decisions. Results of our study indicate that two different types of information processing occur when subjects are reviewing the expert system recommendations. 1. (i) For users who have a high perceived level of participation in updating the knowledge of the ES, ambiguity of the decision setting is the primary determinant affecting acceptance of the recommendation from the ES. 2. (ii) For users who have a low perceived level of participation in upda…
Influence of Ad Congruence and Social Cues on the Probability of Choosing a Restaurant
2020
Abstract. Information processing of digital content includes conscious and un-conscious processes, memory, attitudes, and emotions and moods. Build up into the Heuristic‐Systematic Model, that states that persuasion can occur through a systematic or heuristic way, this research explores the effect of social media (SM) ratings and the ad content embedded in the SM website. Online ratings (part of the user-generated content (UGC) in SM platforms) are often heuristics cues. Subtle forms of congruence, such as the matching category between a restaurant advertiser and the third-party ad, as well as UGC, could have an impact on con-sumers’ attitudes towards the former. However, research on …
Rhetoric and Pragmatics: Suggestions for a Fruitful Dialogue
2013
The aim of this paper is to show that classical rhetoric can provide valuable insights in the contemporary debate in pragmatics. This is especially true for Aristotelian rhetoric, due to its philosophical approach. In the first part of the paper, I discusses the conditions under which ancient rhetoric can be a real partner of current pragmatics: (1) rhetoric must be understood as a type of knowledge (a techne) and not as a “jumbles of techniques”; (2) we need to consider persuasion as an anthropological feature and not only as a specific case of communication; (3) we should not exclude truth from the rhetorical field. The second part of the paper focuses on what can be considered the basic …
The effects of populism as a social identity frame on persuasion and mobilization: evidence from a 15-country experiment
2020
This article investigates the impact of populist messages on issue agreement and readiness for action in 15 countries (N = 7,286). Specifically, populist communicators rely on persuasive strategies by which social group cues become more salient and affect people's judgment of and political engagement with political issues. This strategy is called ‘populist identity framing’ because the ordinary people as the in‐group is portrayed as being threatened by various out‐groups. By blaming political elites for societal or economic problems harming ordinary people, populist communicators engage in anti‐elitist identity framing. Another strategy is to blame immigrants for social problems – that is, …
Communication and Persuasion
2015
Der Band Communication and Persuasion dokumentiert zentrale Befunde von Studien, die in den 1940er und 1950er Jahren im Rahmen des Yale Communication and Attitude Change Program von einer Forschergruppe um Carl Iver Hovland durchgefuhrt wurden. Auf Basis rigoroser Experimentalforschung in Laborbedingungen entfalten die Autoren eine Ubersicht uber Faktoren, die im Prozess des Meinungswandels durch kommunikative Stimuli (Persuasion) einflussreich sind. Sie zeigen, wie Eigenschaften des Kommunikators (z. B. seine Glaubwurdigkeit), Eigenschaften der Botschaft (z. B. die Struktur der Argumentation) und Eigenschaften der Rezipienten (z. B. deren Empfanglichkeit fur persuasive Reize) zusammenspiel…
Influenze ed effetti della comunicazione politico/mediatica sul cittadino elettore
2009
Influenze ed effetti della comunicazione politico/mediatica sul cittadino elettore - This paper inquire the circular relationship between media, politics and voters examining the theories about the influences of the media on the individuals; media represent sources of knowledge and information about politics and they can be seen as tool of persuasion. Three levels of the influence exerted by media will be described: the dyadic influence, the influence within groups and the influence on individual opinions. Finally the theories about use and rewards offered by media, about media addiction, about the information processing approach and the perspec- tive of social constructivism encompassing i…
Social Psychology Of Persuasion Applied To Human-agent Interaction
2008
A bstract: This paper discusses and evaluates the application of a social psychologically enriched, user-centered approach to agent architecture design. The major aim is to facilitate human‐agent interaction () by making agents not only algorithmically more i ntelligent but also socially more skillful in communicating with the user. A decision-making model and communicative argumentation strategies have been incorporated into the agent architecture. In the presented content resource management experiments, enhancement of human task performance is demonstrated for users that are supported by a persuasive agent. This superior performance seems to be rooted in a more trusting collaborative rel…
Sleeper effect from below: Long-term effects of source credibility and user comments on the persuasiveness of news articles
2018
User comments on news websites are a controversial element of online communication. Various studies have reported the negative effects of comments criticizing the related news articles on readers’ attitudes toward the issues described in these articles. However, these findings are mostly based on measurements directly after the reception of comments. No research has investigated the long-term effects of comments on readers’ article-related attitudes and compared them with the effects of cues emanating from the articles themselves. Therefore, this study transferred the sleeper effect in persuasion to news sites with comment sections. In a 2 × 2-experiment, the persuasiveness of an article w…
“Fear-Then-Relief” Procedure for Producing Compliance: Beware When the Danger Is Over
1998
Abstract This article presents the procedure and results of five experiments (four field studies and one laboratory experiment) designed to test the effectiveness of a new technique (“fear-then-relief”) for producing compliance. It has been shown that people who experience anxiety whose source is later abruptly eliminated usually respond positively to various requests addressed to them. The fear-then-relief phenomenon was found to be reliable and strong in both field studies and the laboratory experiment. A model based on the concept of limited capacity of cognitive resource, fear dynamic, and direction of attention concentration is offered as an explanation of the results obtained.