Dissertations / Theses: 'Persuasive communication'

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Andrews, Pierre Y. "Persuasive Computer Dialogue Improving Human-Computer Communication." Thesis, University of York, 2008. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.503304.

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Coopamootoo, P. L. "Effective online privacy mechanisms with persuasive communication." Thesis, Cranfield University, 2016. http://dspace.lib.cranfield.ac.uk/handle/1826/10265.

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This thesis contributes to research by taking a social psychological perspective to managing privacy online. The thesis proposes to support the effort to form a mental model that is required to evaluate a context with regards to privacy attitudes or to ease the effort by biasing activation of privacy attitudes. Privacy being a behavioural concept, the human-computer interaction design plays a major role in supporting and contributing to end users’ ability to manage their privacy online. However, unless privacy attitudes are activated or made accessible, end users’ behaviour would not necessarily match their attitudes. This perspective contributes to explaining why online privacy mechanisms have long been found to be in-effective. Privacy academics and practitioners are queried for their opinions on aspects of usable privacy designs. Evaluation of existing privacy mechanisms (social network service, internet browsers privacy tabs and E-Commerce websites) for privacy experts’ requirements reveals that the privacy mechanisms do not provide for the social psychological processes of privacy management. This is determined through communication breakdowns within the interaction design and the lack of privacy disclosure dialectical tension, lack of disclosure context and visibility of privacy means. The thesis taps into established research in social psychology related to the attitude behaviour relationship. It proposes persuasive communication to support the privacy management process that is to enable end user control of their privacy while ensuring typical usability criteria such as minimum effort and ease of use. An experimental user study within an E-Commerce context provides evidence that in the presence of persuasive triggers that support the disclosure and privacy dialectic within a context of disclosure; end users can engage in privacy behaviour that match their privacy concerns. Reminders for privacy actions with a message that is personally relevant or has a privacy argument result in significantly more privacy behaviour than a simple reminder. However, reminders with an attractive source that is not linked with privacy can distract end users from privacy behaviour such that the observed response is similar to the simple reminder. This finding is significant for the research space since it supports the use of persuasive communication within human-computer interaction of privacy designs as a powerful tool in enabling attitude activation and accessibility such that cognitive evaluation of an attitude object can be unleashed and end users can have a higher likelihood of responding with privacy behaviour. It also supports the view that privacy designs that do not consider their interaction with privacy attitudes or their influence on behaviour can turn out to be in-effective although found to support the typical usability criteria. More research into the social-psychological aspects of online privacy management would be beneficial to the research space. Further research could determine the strength of activated or accessed privacy attitude caused by particular persuasive triggers and the extent of privacy behaviour. Longitudinal studies could also be useful to better understand online privacy behaviour and help designs of more effective and usable online privacy.

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Good, Chelsea. "Persuasive effect of narrative and statistical evidence combinations." Thesis, Manhattan, Kan. : Kansas State University, 2010. http://hdl.handle.net/2097/4156.

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Hu, Shiran. "Persuasive effects of cuteness-coated political propaganda in China." HKBU Institutional Repository, 2020. https://repository.hkbu.edu.hk/etd_oa/776.

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Ever-developing media and innovative propaganda strategies continually change the ways that political authorities exercise their manipulation of the public, which always causes great concern among scholars in the field of political communication. To respond to the lively debate on the roles new modes of communication can play in the processes of politics in modern society based on the experience of China and also to help scholars adapt to the changing context of China today, we chose one representative trend in the latest political propaganda of the Communist Party of China (CPC) on social media--"cuteness-coated propaganda"--of which we study the impacts on political support among Chinese youth and the mechanisms involved. After conceptualizing and theorizing the cuteness-coated propaganda of the CPC, we design and conduct two studies. In Study One, we firstly recruit 199 participants offline for a pair of between-subjects 2 (selling cuteness or not) × 2 (soft content or hard content) factorial design experiments. In Experiment 1, the cuteness is presented in the form of video, and in Experiment 2, it is presented in the form of pictures. In Study Two, we recruit 386 participants online to join in the online survey-embedded experiments, in which the cuteness is presented in the form of text in Experiment 3 and the form of pictures in Experiment 4. We find that in our research context when the CPC propagandizes with soft-oriented content using the selling-cuteness strategy in video form on Weibo, it improves the specific political support of Chinese youth by increasing their positive emotions or closing the psychological distance between themselves and the propagandist. This finding suggests that the "Double-Soft Model" of political propaganda (utilizing a soft propaganda strategy to publicize soft content) proposed in our thesis can be a very persuasive way of influencing young people's specific political support. However, when the selling-cuteness with soft content is presented in picture form or textual form, it is unable to influence the specific support because it cannot evoke significantly increased positive emotions or psychological closeness. Meanwhile, neither general political support nor national pride is influenced by the selling-cuteness strategy no matter in which form it is presented, which is consistent with the findings of previous scholars. Our research represents a pioneering study of cuteness-coated political propaganda on social media, both theoretically and empirically.

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Luttrell, Andrew. "Perceived bases for attitude certainty and resistance to persuasive communication." The Ohio State University, 2012. http://rave.ohiolink.edu/etdc/view?acc_num=osu1339596850.

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Leaviss, Joanna. "The role of usability, usefulness and frame in persuasive health communication." Thesis, University of Nottingham, 2010. http://eprints.nottingham.ac.uk/11986/.

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Background: A large proportion of ill-health is preventable (Signorelli 1993). A goal for health promoters is to provide information about health risks with the aim of persuading individuals to modify their behaviour. Previous research suggests that the readability of many health promotion materials is too low for effective comprehension. Evidence suggests that much of the health information available is written at a level that is too difficult for the target populations (e.g. Dollahite et al. 1996, Meade & Byrd 1989, Greenfield et al. 2005). Whilst this work is useful in identifying barriers to accessibility to health information, there has been little research that systematically explores the concept of usability within the context of health information. Objectives: The first objective of the thesis was to examine whether the concepts of usability and usefulness as outlined in the Technology Acceptance Model (Davis 1993) can be applied to the domain of health promotion and used to predict intentions to follow the advice given in health promotion leaflets. Second, the studies sought to make distinctions between subjective and objective usability and to explore the factors underlying subjective ratings of the usability of health information. Further, the thesis sought to demonstrate that both objective and subjective usability would influence the persuasive effect of health promotion materials. Finally, using theory from dual-processing models of persuasion (e.g. Elaboration Likelihood Model. Petty and Cacioppo 1986) it was predicted that when usability of leaflets was high, participants would be more likely to make judgements about their intentions to follow the advice given in the leaflets based on peripheral clues such as frame (Tversky and Kahneman 1981, Rothman and Salovey 1997, Levin et al. 1998). Methodology: 5 empirical studies examined the research questions. The first study consisted of two samples from working populations (n=441), and explored manual handling and use of hearing protection. Participants evaluated existing health and safety leaflets in relations to their usability and usefulness, and rated their intentions to follow the advice in the leaflets. The second study, also conducted on a working population (n=97), used experimentally manipulated leaflets on safe manual handling to test the hypothesis that framing effects would be found when usability of leaflets was high. The third study used a student sample (n=127) to explore factors that influence subjective usability. The study used experimentally manipulated leaflets about safe alcohol consumption to examine whether the concept of subjective usability is a function of reader characteristics (psychological constructs, mood, past exposure to the health problem) and leaflet characteristics (frame, objective reading ease). The fourth study used a student sample (n=238) to test the effect of objective reading ease on recall, in order to test for differences in processing of two experimentally manipulated leaflets about safe alcohol consumption. It was predicted that easy leaflets would be processed at a more shallow level than difficult leaflets. The fifth study, also conducted on a student sample using experimentally manipulated safe alcohol leaflets (n= 135), used pre and post testing to further explore the effects of usability on framing effects, and to test for a moderating role of prior knowledge on the effect of usability on intentions. Results: The studies showed that readers distinguish two separate components to health information leaflets: usability and usefulness. Subjective perceptions of usability and perceived usefulness predicted intentions to follow the advice given in the leaflets. Objective usability (reading ease) influenced the persuasive effect of the leaflets, with easy leaflets being more persuasive than difficult leaflets. Perceived usefulness partially mediated the relationship between subjective usability and intentions. Objective reading ease affected recall, with easy leaflets resulting in higher levels of both accurate and false recall of the information in the leaflets. Prior knowledge moderated the relationship between usability and intentions. Those with low prior knowledge were more persuaded when usability was high. Usability influenced the effect of frame on intentions. Framing effects were only found where usability was high. Where framing effects were found, negative frame was more persuasive than positive frame, offering support for Levin et al.'s (1998) typology of framing effects. Conclusions: Results from the studies show that the concepts of usability and usefulness, formalised in models of technology acceptance (TAM), can be applied to health information and used to predict intentions to follow health promotion recommendations. A distinction can be made between subjective and objective usability, and both of these can influence persuasion. Using theory from dual-processing models of persuasion, usability of health information leaflets can influence the effect of frame on intentions to follow the health promotion advice.

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Sydow, André, and Gustav Wicklén. "Persuasive design ikontexten e-handel : Persuasive Systems Design-modellen som verktyg för utvärdering av Persuasive design-element inom området e-handel." Thesis, Södertörns högskola, Institutionen för naturvetenskap, miljö och teknik, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:sh:diva-29697.

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In this paper, we examine the persuasive design in e-commerce. This is an area with a strong representation of the design elements that can be classified as persuasive (Alhammand & Gulliver, 2014). Despite this, the spread of studies investigating persuasive design elements in e-commerce basically non-existent. We use the PSD model (Oinas-Kukkonen & Harjumaa, 2009) to identify the presence of persuasive design element on four e-commerce sites through quantitative mapping. The quantitative mapping allows us to carry out a qualitative study of the PSD model as a tool for the identification of these elements in the context of e-commerce sites. We could see that a majority of the design principles were found on the investigated e-commerce sites, the presence was highest among the design principles that is about the system's credibility, as well as those that guide the user to the intended target behavior. In the evaluation of PSD model, we identified direct dependencies between individual design principles and the need for user evaluations. We found some problems with interpreting the design principles to be applied to them in the context of e-commerce, which suggests that a clarification of designprincipera would be desirable.
I den här uppsatsen undersöker vi persuasive design inom e-handel. Detta är ett område som uppvisar en kraftig representation av design-element som kan klassificeras som persuasive (Alhammand & Gulliver, 2014). Trots detta så är utbredningen av studier som undersöker persuasive design-element inom e-handel i princip obefintlig. Vi använder oss av PSD-modellen (Oinas-Kukkonen & Harjumaa, 2009) för att identifiera förekomsten av persuasive design-element på fyra stycken e-handelsplatser genom en kvantitativ kartläggning. Den kvantitativa kartläggningen gör vi för att kunna genomföra en kvalitativ undersökning av PSD-modellen som verktyg för identifiering av dessa element i kontexten e-handelsplatser. Vi kunde se att en majoritet av designprinciperna återfanns på de undersökta e-handelsplatserna, förekomsten var högst hos de designprinciper som handlar om systemets kredibilitet samt de som guidar användaren till det tänkta målbeteendet. I utvärderingen av PSD-modellen identifierade vi direkta beroenden mellan enskilda designprinciper och ett behov av användarutvärderingar. Vi fann vissa problem med att tolka designprinciperna för att kunna appliceras dem på kontexten e-handelsplats, vilket talar för att ett förtydligande av designprincipera skulle kunna vara eftersträvansvärt.

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Simunich, Bethany A. "Emotion Arousing Message Forms And Personal Agency Arguments In Persuasive Messages: Motivating Effects On Pro-Environmental Behaviors." The Ohio State University, 2008. http://rave.ohiolink.edu/etdc/view?acc_num=osu1228334861.

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Hall, John Robert. "Linguistic markers of association as persuasive devices in mediated appeals." Diss., The University of Arizona, 1992. http://hdl.handle.net/10150/186033.

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The framework developed and tested in this study argues that the success of mediated persuasive appeals can be partially explained by the interaction among linguistic and extra-linguistic variables. It was predicted that sources would be most persuasive when the topic was of little importance and the source was liked by the viewer and that sources using intense language would be evaluated as believing the arguments presented more than sources using less intense language. These predictions were supported. The study also supported a predicted interaction between familiarity and liking such that familiarity works to the advantage of liked sources and to the disadvantage of disliked sources. It was also posited that intensity would have a differentially effective role for liked and disliked sources such that it works to the advantage of liked sources and to the disadvantage of disliked sources. This hypothesis was solely supported in proattitudinal appeals when intensity was operationalized using structural criteria and in counterattitudinal appeals when intensity was operationalized as perceived by the viewer. Finally, a 3-way interaction was predicted suggesting that familiarity and intensity would combine such that high familiarity results in increases in attitude change with the use of language that is more intense than expected for liked sources and decreases in attitude change for disliked sources. This hypothesis was not supported. In fact, both highly familiar sources benefited from use of language that was less intense than expected.

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Davis, Vauna L. "We Need to Talk: Persuasive Communication in Fireproof Ministries' XXXchurch Anti-Pornography Campaign." BYU ScholarsArchive, 2012. https://scholarsarchive.byu.edu/etd/3247.

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The growing evidence of harm caused by pornography calls for interventions to counteract the influence of explicit sexual media. Fireproof Ministries conducts a major Christian anti-pornography campaign called XXXchurch. This case analysis of the campaign evaluated if the messages were appropriately designed in light of what persuasion research has discovered about motivating attitudinal and behavioral change. Theories about agenda setting, attitude accessibility, exemplars, evidence, cognitive dissonance, guilt, reactance, fear appeals, and self-efficacy were the basis of identifying the themes of the campaign, evaluating the credibility of XXXchurch, and assessing the theoretical foundation of the campaign. The study found three dominant objectives of the campaign: awareness, prevention, and recovery. XXXchurch has set the pornography agenda in many Christian churches, and also brings the issue to a wider public through news media; they have been featured in thousands of media publications and broadcasts. XXXchurch measures their own success by the stories and feedback they hear from their audience, the media attention they receive, and their increased acceptance by churches. The three main groups of themes in the messages of the campaign are prevention and recovery, the harm of pornography, and how God's purposes for life are impacted by pornography. These themes are essentially persuasive messages encouraging people to consider the negative consequence of using pornography and the benefits of resisting it. The attitudes influenced through these messages are the precursors to taking action to overcome pornography. The XXXchurch campaign establishes credibility with their audience through six elements: (a) prior experience or perceptions, (b) credentials, competence, and expertise (c) honesty and lack of bias, (d) similarity to the audience, (e) bold, confident delivery, and (f) plausible messages. Examples of self-efficacy, exemplars, and fear appeals were the most frequently found theories in the campaign messages. Persuasion theories functioned as useful tools for analyzing and understanding the campaign. Although the XXXchurch team did not design the campaign with these theories in mind, the theories strongly explain the foundation of the campaign. Taken as a whole, the campaign clearly demonstrates research-based principles, which suggest a prediction of successfully influencing attitudes and behavior.

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Thevenot, Géraldine. "La naturalité marchande perçue et la sensibilité au naturel : apports à l'analyse de la communication persuasive : application au marché des cosmétiques." Dijon, 2009. http://www.theses.fr/2009DIJOE002.

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Le thème du naturel est très présent sur la scène commerciale ; source de multiples argumentaires, le naturel semble pourtant souffrir d’un manque de clarté dans sa définition et dans son utilisation commerciale. Nous avons pu constater que l’argument du naturel, fréquemment employé dans les communications publicitaires promouvant des marques de produits non alimentaires notamment, ne semble pas trouver le même écho selon la personne rencontrée. Nous nous interrogeons sur la prise en compte du naturel dans la décision individuelle et sur la formalisation d’un processus particulier de communication, intégrant le naturel : il s’agit de chercher ce qui permet au consommateur de reconnaître le naturel dans la consommation, d’essayer de mieux comprendre comment il entre en ligne de compte dans son processus de choix et de mettre en évidence les particularités du processus de communication, afin d’en accroître l’efficacité persuasive. Pour cerner la place du naturel dans la prise de décision, nous avons fait émerger les attributs permettant au consommateur de reconnaître de la naturalité marchande dans l’offre. Nous avons également cherché à formaliser un processus particulier de persuasion, intégrant le naturel, en émettant l’hypothèse que la sensibilité de l’individu au naturel pourrait y revêtir un rôle déterminant. Pour répondre à la problématique, nous mobilisons un cadre théorique double, centré à la fois sur les théories de la prise de décision et sur les recherches en persuasion publicitaire, et nous proposons de tester empiriquement, sur le marché des cosmétiques, le modèle de recherche lié à la problématique
The theme of the nature is frequently used on the market place and seems to inspire a lot of advertising. However, this theme lacks of clarity. In spite of its utilisation in advertising for non-alimentary products, everybody isn’t affected of the same way by the theme of the nature. Our research focus on the consideration of the nature in the individual decision and on the formalization of a particular process of communication, integrating the nature: we have to look what allows the consumer to recognize the nature in the consumption, to try to understand better how it is taken into account in his process of choice and to bring to light the peculiarities of the process of communication, with the objective to increase the persuasive efficiency. To define the square of the nature in the decision-making, we clarified the attributes allowing the consumer to recognize of the naturality in the offer. We also tried to formalize a particular process of persuasion, integrating the nature, by emitting the hypothesis that the sensibility of the individual to the natural could play a key role. To answer the problem, we mobilize a double theoretical frame, centred on the theories of the decision-making and on the researches concerning advertising persuasion, and we suggest testing empirically, on the market of cosmetics, the model of research connected to the problem

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Hu, Dingyu. "Touchscreen Interface and its Persuasive Effect in the Context of Food Risk Communication." The Ohio State University, 2019. http://rave.ohiolink.edu/etdc/view?acc_num=osu1557190529791611.

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Walsh, Eric. "Hermes, Technical Communicator of the Gods: The Theory, Design, and Creation of a Persuasive Game for Technical Communication." Scholar Commons, 2014. https://scholarcommons.usf.edu/etd/5147.

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For my thesis, I have undertaken the creation of a persuasive game to advance a particular argument of the way that work is performed in the field of technical communication. Designed using procedural rhetoric, with an attention to aesthetics, fun, and the qualities that make games viable pedagogical tools, my game has been programmed using HTML5 and JavaScript, and made freely available online at RhetoricalGamer.com. This written document is meant to serve as a supplement to the game, providing a rationale for the use of games in education and in technical communication; a definition of procedural rhetoric and the necessary qualities of game design to ensure that the rhetoric operates correctly; and a detailed breakdown of the final elements and mechanics in place within my game. It is my hope that this work will serve as an exemplar for others interested in pursuing the creation of persuasive games, as a case study for the application of procedural rhetoric to education, and as a means of advancing technical communication's study of games and their relationship with such emerging technologies.

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Grice, Patricia Joyce. "Presidential Communication to Children: An Analysis of Persuasive Strategies in Presidential Speeches." TopSCHOLAR®, 2010. http://digitalcommons.wku.edu/theses/185.

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This thesis explores the content of presidential communication to children, specifically the only three presidential speeches that have been designed for children. These three speeches are President Barack Obama's speech to children in 2009, George H.W. Bush's speech to children in 1991, and Ronald Reagan's speech to children in 1988. Through content analysis this thesis was designed to determine whether persuasive strategies were used in these messages to children, and if persuasive strategies were present, which ones were used. Through qualitative analysis conducting a focus group discussion with children exposed to one of the presidential speeches, this thesis also explored the speeches from children's perspectives. Political socialization theory is used as framework for developing the study, and three persuasive theories are used for analysis of the speeches. The findings provide insight into presidential communication to children and implications of future research in this area. Findings suggest that persuasive strategies are present and a variety of techniques are utilized in the speeches. The purpose and common topics of these speeches are also explored. Focus group findings support that children can identify persuasive strategies present in the speeches and provide insight into the knowledge children retain from exposure to the communication.

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Osman, Nadia. "Measuring persuasive communication in two nutrition education delivery methods in rural Mozambique." Thesis, London School of Hygiene and Tropical Medicine (University of London), 2008. http://researchonline.lshtm.ac.uk/1520138/.

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Background: Nutrition education programmes are frequently implemented in developing countries with the aim of improving dietary practices. Few studies have, to date, examined the various steps in such an education process in a developing country setting. This study, uses McGuire's "Communication/Persuasion" model to assess the impact among poor rural women in Mozambique of two nutrition education delivery methods: group classes only versus group classes plus individual classes. Methods: Study participants were randomly selected from the total population of RCT taking place in rural Mozambique: the Towards Sustainable Nutrition Improvement project. Participants were female, had a child under 5 years of age and had been randomised to receive the nutrition education program. McGuire's output steps (exposure, attention, understanding, memorisation/recall, skills acquisition, and attitude change) were assessed for both nutrition education delivery methods using a range of tools developed by the investigator, ranging from direct observations to questionnaires. The sample size varied for each output step depending on pre-defined criteria. Results: The methods devised in the current study for the assessment of McGuire's output steps were able to detect a good degree of variability in response. Mothers receiving both the group and individual classes (intervention II) scored higher in most output steps than those receiving only the group classes (intervention I), even after adjusting for possible confounding influences. For example, those mothers in intervention II had significantly higher skills acquisition scores than those mothers in intervention I (difference of means 1.03, independent t-test, p<0.001). Within the sample of intervention II mothers, the scores from measurements taken in individual classes were significantly higher than those taken in the group classes. For example, while there was no difference in observed attention scores between intervention II and intervention I mothers when assessed at group classes, observed attention scores at individual classes were Significantly higher (for intervention II mothers) than those of intervention I mothers at group classes (Independent t-test, p=0.031). Further analysis appeared to suggest that this advantage was due to the added benefit of receiving individual classes in addition to group classes; although this cannot be confirmed in the current study given the lack of a study 'arm providing only individual classes. 2 Conclusions: This study has for the first time used McGuire's model to systematically investigate and compare the communication process in two nutrition education delivery methods in a developing country and attempted to develop tools to measure McGuire's output steps in such a setting. McGuire's model emerged as a good conceptual framework to use for this purpose as it is practical, and. allowed for the breakdown of the process into _, discrete steps that permitted comparisons to be made between two delivery methods. The analysis suggested that there was an advantage in providing individual classes in addition to group classes, although this clearly has important resource implications.

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Mouhsine, Elhassan. "Traitement sémio-rhétorique de la communication persuasive : une grammaire du discours politique." Thesis, Paris 8, 2018. http://www.theses.fr/2018PA080048.

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La présente thèse a pour objet l’analyse du contenu et des techniques qui sont déployées dans le processus persuasif. Elle se propose d’éclairer la substance du contenu en montrant comment celle-ci est traitée pour convaincre ou persuader. Le discours d’influence fonde l’essentiel de l’organisation sociale et semble intrinsèque à la majorité des discours dans la mesure où les gens sont plus enclins à assurer qu’à démontrer. Affirmer avec vigueur que la persuasion est un phénomène qui se situe uniquement dans la sphère de la rhétorique pourrait passer pour une analyse réductrice. Cependant, la complexité et la diversité du phénomène persuasif illustrent parfaitement l’usage manifeste que fait l’homme de la langue. La mise en évidence du contenu dans les échanges sociaux peut constituer l’exécution d’une action et justifie par conséquent l’étude de la dimension pragmatique du langage. Un tel usage de la langue confère à la persuasion un caractère si obscur au point où elle se montre comme un facteur insaisissable et confus qui ne se prête guère à une modélisation sémiotique. Cela amène à supposer qu’en deçà d’une certaine complexité qui découle particulièrement de la multiplicité des approches du phénomène persuasif, les séparant les unes des autres, il existe un modèle d’ajustement structurel qui se situe en particulier dans le champ de la sémiotique. L’élaboration d’un tel modèle d’encadrement des opérations intellectuelles, que suppose toute construction d’argumentation, contraint à déceler les constantes qui président à sa stratification structurelle dans son détail et à faire apparaître les aspects qu’il dissimule à travers les propositions qui le rendent légitime
The present thesis aims at the analysis of the content and the techniques that are deployed in the persuasive process. It proposes to shed light on the substance of the content by showing how it is treated to convince or persuade. The discourse of influence elaborates most of the social organization and seems intrinsic to the majority of discourses insofar as people are more likely to insure than to demonstrate. Strongly asserting that persuasion is a phenomenon that lies solely in the sphere of rhetoric may be seen as a reductive analysis. However, the complexity and diversity of the persuasive phenomenon perfectly illustrate man's manifest use of the language. The identification of content in social exchanges can constitute the execution of an action and therefore justifies the study of the pragmatic dimension of language. Such use of language confers on persuasion a character so obscure that it shows itself as an elusive and confusing factor that lends itself little to semiotic modeling. This leads us to suppose that, under a certain complexity which arises in particular from the multiplicity of approaches to the persuasive phenomenon, separating them from each other, there is a structural adjustment model which is particularly in the field of semiotic. The elaboration of such a model for the supervision of intellectual operations, implied by all construction of argumentation, forces us to detect the constants that preside over its structural stratification in detail and to reveal the aspects that it conceals through the proposals that make it legitimate

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Mouhsine, Elhassan. "Traitement sémio-rhétorique de la communication persuasive : une grammaire du discours politique." Electronic Thesis or Diss., Paris 8, 2018. http://www.theses.fr/2018PA080048.

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La présente thèse a pour objet l’analyse du contenu et des techniques qui sont déployées dans le processus persuasif. Elle se propose d’éclairer la substance du contenu en montrant comment celle-ci est traitée pour convaincre ou persuader. Le discours d’influence fonde l’essentiel de l’organisation sociale et semble intrinsèque à la majorité des discours dans la mesure où les gens sont plus enclins à assurer qu’à démontrer. Affirmer avec vigueur que la persuasion est un phénomène qui se situe uniquement dans la sphère de la rhétorique pourrait passer pour une analyse réductrice. Cependant, la complexité et la diversité du phénomène persuasif illustrent parfaitement l’usage manifeste que fait l’homme de la langue. La mise en évidence du contenu dans les échanges sociaux peut constituer l’exécution d’une action et justifie par conséquent l’étude de la dimension pragmatique du langage. Un tel usage de la langue confère à la persuasion un caractère si obscur au point où elle se montre comme un facteur insaisissable et confus qui ne se prête guère à une modélisation sémiotique. Cela amène à supposer qu’en deçà d’une certaine complexité qui découle particulièrement de la multiplicité des approches du phénomène persuasif, les séparant les unes des autres, il existe un modèle d’ajustement structurel qui se situe en particulier dans le champ de la sémiotique. L’élaboration d’un tel modèle d’encadrement des opérations intellectuelles, que suppose toute construction d’argumentation, contraint à déceler les constantes qui président à sa stratification structurelle dans son détail et à faire apparaître les aspects qu’il dissimule à travers les propositions qui le rendent légitime
The present thesis aims at the analysis of the content and the techniques that are deployed in the persuasive process. It proposes to shed light on the substance of the content by showing how it is treated to convince or persuade. The discourse of influence elaborates most of the social organization and seems intrinsic to the majority of discourses insofar as people are more likely to insure than to demonstrate. Strongly asserting that persuasion is a phenomenon that lies solely in the sphere of rhetoric may be seen as a reductive analysis. However, the complexity and diversity of the persuasive phenomenon perfectly illustrate man's manifest use of the language. The identification of content in social exchanges can constitute the execution of an action and therefore justifies the study of the pragmatic dimension of language. Such use of language confers on persuasion a character so obscure that it shows itself as an elusive and confusing factor that lends itself little to semiotic modeling. This leads us to suppose that, under a certain complexity which arises in particular from the multiplicity of approaches to the persuasive phenomenon, separating them from each other, there is a structural adjustment model which is particularly in the field of semiotic. The elaboration of such a model for the supervision of intellectual operations, implied by all construction of argumentation, forces us to detect the constants that preside over its structural stratification in detail and to reveal the aspects that it conceals through the proposals that make it legitimate

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Comello, Maria Leonora G. "Activated Self Concept as a Mechanism Underlying Persuasive Message Effects." The Ohio State University, 2010. http://rave.ohiolink.edu/etdc/view?acc_num=osu1275438170.

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Xiong, Chichang. "A Functional Approach to Schwartz’s Cultural Dimensions: Persuasive Appeals Corresponding to Individual Cultural Values." Cleveland State University / OhioLINK, 2014. http://rave.ohiolink.edu/etdc/view?acc_num=csu1405598235.

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Taylor, Ruth Elizabeth. "The role of a persuasive communication in changing attitude and behaviour to conservation." Thesis, King's College London (University of London), 2005. https://kclpure.kcl.ac.uk/portal/en/theses/the-role-of-a-persuasive-communication-in-changing-attitude-and-behaviour-to-conservation(25e7fe42-a39b-46a0-9762-81edb5841e59).html.

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Dacheux, Éric. "La Communication persuasive intra-communautaire : communiquer autrement dans la communauté européenne de demain." Rennes 2, 1994. http://www.theses.fr/1994REN20002.

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Comment élaborer des communications persuasives capables de faire changer d'attitudes ou de comportements une population pluriculturelle répartie sur l'ensemble des pays de la communauté européenne? Les chefs d'entreprises, la commission et les ONG répondent tous à cette question d'une seule et même manière en faisant appel aux "agences de communication". Or, celles-ci défendent une vision commerciale de la communication ("communiquer c'est vendre") et préparent l'avènement d'une "société de communication" qui va pourtant à l'encontre des projets des pères fondateurs de la communauté. Surtout, ces agences emploient tout un arsenal de techniques persuasives qui renforcent les habitudes de consommation, mais qui sont incapables de provoquer des changements de comportements profonds et durables. Ces techniques, conçues pour et par le secteur lucratif, répondent aux voeux des industriels (élargir l'espace économique) mais ne permettent pas à la commission et aux ONG d'atteindre leurs buts respectifs : créer une union européenne interculturelle, provoquer une révolution culturelle antiproductiviste. En fait, les acteurs sociaux européens qui poursuivent des objectifs non lucratifs doivent, dès demain, renoncer à une communication persuasive qui joue sur l'activité inconsciente des consommateurs, et créer un nouveau modèle de communication persuasive qui recherche la participation consciente du citoyen européen. La communication véritablement persuasive n'est pas séduction, elle est invention
How to create persuasive ways of communicating capable of changing attitudes or behaviours in a multicultural population amongst the countries of the european communty? The corporate presidents, the european comminttee and the non governmental associations all respond to this question in one and the same way. By talking advantage of the communication agencies. However these agencies employ a large range of persuasive techniques that reinforce the habits of consumption, but are unable to provoke deep and durable behavioural changes. These techniques created for and by the lucrative sector meet the industrial managers requirements (widen the range of the European economy) but do not allow the European committee ant the ngo to obtain their respective goals : to create an intercultural European union, and to provoke an anti productive cultural revolution. In fact, the European social actors who pursue non lucrative objectives have to starting tomorrow forgo a persuasive communication, that plays on the subconscience of the consumer, in order to create a new persuasive communication model, that enlists the conscious participation of the European citizen. True persuasive communication is not education, it is creation

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Bai, Dingxu. "Persuasive Technology for Appealing to the Motivation of Chinese for Garbage Classification." Thesis, KTH, Skolan för elektroteknik och datavetenskap (EECS), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-273966.

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The amount of garbage is rapidly increasing in China nowadays, which has led to severe environmental problems. Garbage recycling is imperative in dealing with the problem and garbage classification plays an essential role in the recycling process. However, most Chinese have weak awareness of garbage classification. Therefore, how to motivate Chinese to classify garbage correctly has been of concern. Persuasive technology is used to intentionally change user’s behaviors or/and attitudes by designed persuasion. This project is aimed at exploring whether persuasive technology can be employed to appeal to the motivation of Chinese for garbage classification. Persuasive strategy in this thesis is based on literature research. Besides, a prototype is developed to implement the persuasive strategy. Through user testing and interviews, it shows that persuasive technology can indeed appeal to the users’ motivation for garbage classification.
Mängden skräp ökar snabbt i Kina för närvarande, vilket har lett till allvarliga miljöproblem. Återvinning av avfall är avgörande för att hantera problemet och skräpklassificering spelar en viktig roll i återvinningsprocessen. De flesta kineser har dock svag medvetenhet om skräpsklassificering. Därför har det varit oroande hur man kan motivera kineser att klassificera skräp korrekt. Övertalande teknik används för att avsiktligt ändra användarens beteenden eller attityder genom utformad övertalning. Projektet syftar till att undersöka om övertygande teknik kan användas för att vädja till motiv för kineser för skräpklassificering. Övertalande strategi i denna avhandling bygger på litteraturforskning. Dessutom utvecklas en prototyp för att implementera den övertygande strategin. Genom användartestning och intervjuer visar det att övertygande teknik verkligen kan vädja användarnas motivation för skräpsklassificering.

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Sijadu, Zameka Paula. "Persuasive messages of women in Xhosa." Thesis, Stellenbosch : University of Stellenbosch, 2010. http://hdl.handle.net/10019.1/5309.

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Thesis (MA (African Languages))--University of Stellenbosch, 2010.
ENGLISH ABSTRACT: The aim of this study was to explore interpersonal persuasive messages of Xhosaspeaking women. The findings suggest that the majority of attempts at interpersonal persuasion take place in close and often personal relationships. The findings further show that the majority of Xhosa-speaking women tend to persuade those they are familiar with, such as husbands, children, siblings and friends. Specific cultural aspects also influence the persuasive messages of these women, such as collectivism, indirectness, politeness and ubuntu (caring). Research conducted by Cody et al. (1994), Dillard (1989) and Rule et al. (1985) suggests that individuals seek to persuade others for a variety of reasons. They discovered that the most sought-after influence goals are the following: give advice, gain assistance, share activity, change orientation, change relationship, obtain permission and enforce rights and obligations. These seven influence goals cover a large portion of the persuasive landscape, and were dealt with considerably in this research. The data for this research were collected from Xhosa-speaking women situated in the Eastern Cape, specifically in the region of East London. A total of 20 women in the age range of 30 to 45 participated by writing self-reports in which they attempted to influence their friends, colleagues or family members. Participants also had to relate persuasive incidents that recently took place. In addition, they were asked to mention whether the process of gaining compliance was successful or not. The research data were analysed and evaluated against the following: 1. Different types of influence goals 2. Message dimensions (explicitness, dominance and argument) 3. Evidence in a persuasive message 4. Emotional appeals (threat and guilt appeals) 5. Cultural and conversational constraints The data analysis revealed that the findings of this study among Xhosa-speaking women are on par with the findings of the study by S.R. Wilson (2002) on culture and conversational constraints, as well as with other research conducted by Dillard (1998) in the field of message production.
AFRIKAANSE OPSOMMING: Die doel van hierdie studie was om interpersoonlike oorredingsboodskappe van ’n aantal Xhosasprekende vroue te ondersoek. Die bevindinge doen aan die hand dat die meerderheid pogings tot interpersoonlike oorreding in nabye en dikwels persoonlike verhoudings plaasvind. Die bevindinge van die navorsing toon ook dat die meerderheid Xhosasprekende vroue daartoe geneig is om diegene waarmee hulle vertroud is, te oorreed. Dit sluit gades, kinders, broers en susters en vriende in. Sekere kulturele aspekte beïnvloed ook die oorredingsboodskappe van hierdie vroue, soos kollektivisme, indirektheid, beleefdheid en ubuntu (omgee). Navorsing uitgevoer deur Cody et al. (1994), Dillard (1989) en Rule et al. (1985) voer aan dat individue ander mense om verskeie redes probeer oorreed. Hulle het uitgevind dat die algemeenste doelwitte van beïnvloeding die volgende is: gee advies, verkry bystand, deel aktiwiteit, verander oriëntasie, verander verhouding, verkry toestemming, dwing regte af en verpligtinge. Hierdie sewe doelwitte van beïnvloeding dek ’n groot gedeelte van die gebied van oorreding, en word omvattend in hierdie studie behandel. Die data vir die navorsing is ingesamel van Xhosasprekende vroue in die Oos-Kaap, spesifiek in die Oos-Londen-gebied. Twintig vroue tussen die ouderdom van 30 en 45 het deelgeneem deur verslae te skryf waarin hulle gepoog het om hul vriende, kollegas of familielede te beïnvloed. Die deelnemers moes ook verslag doen van oorredingsinsidente wat onlangs plaasgevind het. Hulle is gevra om te meld of die proses om toegewing te verkry suksesvol was al dan nie. Die navorsingsdata is ontleed en teen die volgende geëvalueer: 6. Verskillende soorte doelwitte van beïnvloeding 7. Boodskapdimensies (uitdruklikheid, dominansie en argument) 8. Bewyse in ’n oorredingsboodskap 9. Emosionele beroepe (dreigemente en beroepe om skuldgevoelens) 10. Kulturele en gespreksbeperkings Die data-ontleding het aangetoon dat die bevindinge van hierdie studie onder Xhosasprekende vroue ooreenstem met dié van ’n studie deur S.R. Wilson (2002) oor kulturele en gespreksbeperkings, asook met navorsing deur Dillard (1998) op die gebied van boodskapproduksie.

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D'Onghia, François. "Comment persuader les automobilistes à respecter les limitations de vitesse : effets du cadrage et de la présence d'une image dans les messages de prévention routière." Thesis, Nancy 2, 2009. http://www.theses.fr/2009NAN21008/document.

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L’effet du cadrage (positif vs négatif) de messages de prévention n’est que très rarement étudié dans le domaine de la sécurité routière alors qu’il est souvent exploré dans le domaine de santé publique. Les messages qu’on y trouve sont souvent textuels, parfois audiovisuels, mais très peu se distinguent par leur mode de présentation (présence ou non d’une image accompagnant un texte). De plus, la plupart du temps, les messages sont relativement longs, nécessitant plusieurs minutes de lecture. L’objectif de ce travail doctoral est d’étudier l’effet du cadrage de messages textuels courts, accompagnés ou non d’une image, en faveur du respect des limitations de vitesse dans le domaine de la prévention routière. Un message est cadré positivement quand les informations qu’il délivre sont formulées en termes de gains, il est cadré négativement quand les informations qui le composent sont formulées en termes de pertes. Les conclusions issues des recherches portant sur l’effet du cadrage sont très contradictoires, certaines suggérant que le cadrage positif est plus efficace, d’autres que le cadrage négatif est plus efficace, et d’autres encore n’observent pas de différence en termes d’efficacité persuasive entre un cadrage positif et un cadrage négatif. Les explications théoriques sont elles aussi très hétérogènes. Pour certains, l’effet du cadrage dépendrait du degré selon lequel les individus se sentent personnellement concernés par le message. Pour d’autres, l’effet du cadrage dépendrait du type de comportement visé. Pour d’autres encore, l’effet du cadrage dépendrait du niveau d’élaboration du message. Enfin pour d’autres, l’effet du cadrage dépendrait tantôt du degré d’implication personnelle, tantôt du degré d’implication par rapport au risque. Nous avons réalisé 5 études (N = 914)visant à présenter des messages de prévention (de 14 à 30 mots) encourageant les gens à respecter les limitations de vitesse. Ces messages ont été présentés dans deux études menées en passation collective dans des salles de cours auprès d’étudiants de première et deuxième année et dans trois études menées dans des conditions plus écologiques, à savoir auprès d’automobilistes assis dans leur véhicule attendant leur tour pour passer le contrôle technique obligatoire. Nos résultats semblent indiquer que, comparé au cadrage positif, le cadrage négatif est plus efficace pour amener les gens à percevoir que le risque d’accident à cause du dépassement de la vitesse est plus élevé, à avoir des attitudes plus favorables à l’égard de la sécurité routière et à avoir davantage l’intention de respecter les limitations de vitesse durant les prochains mois. Ces résultats ont été discutés, tout en soulignant les limites méthodologiques et en apportant de nouvelles perspectives de recherches
Message framing effects (positive vs. negative) of health appeals have rarely been studied on traffic safety issues whereas it has often been explored in public health issues. The messages these studies contain are often textual, sometimes audiovisual, but very few studies make a distinction between textual messages alone and textual messages accompanied by a picture. Most of the time, textual messages are quite long, sometimes requiring several minutes to be read. The objective of this doctoral work is to test message framing effects of short textual messages both with and without pictures aiming to make people comply with speed limitations. A message is considered positively framed when the information it delivers is formulated in terms of gain. On the contrary, a message is considered negatively framed when the information it contains is formulated in terms of loss. The results of studies aiming to test message framing effects are very contradictory, some suggesting that positively framed messages are more effective, other suggesting that negatively framed ones are more effective, and others are not able to find differences of persuasive effectiveness between positively and negatively framed messages. The theoretical explanations given in these studies are also very heterogeneous. For some, message framing effects depend on personal relevance to the message issue. For others, message framing effects depend on the type of behavior. Others showed that message framing effects depend on participant message elaboration. Finally, for others, message framing effects depend on both personal involvement and risk involvement. We conducted 5 studies (N = 914) where road safety messages (14 to 30 words) were presented to encourage people to respect speed limitations. These messages were presented in two studies conducted in laboratory situations among students and in three field studies among drivers sitting and waiting in their cars at the technical inspection. Our results suggest that negatively framed messages, compared to positively framed ones, are more effective in bringing people to perceive higher the risk of accidents due to high speed, to have more favorable attitudes related to traffic safety and to comply with speed limitations in the coming months. Our results were discussed, as well as the methodological limitations of our work and we finally provided opportunities for future studies

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Ford, Terrance A. "The persuasive appeal of selected American preachers to ethnically diverse congregations." Theological Research Exchange Network (TREN), 2007. http://www.tren.com/search.cfm?p001-1182.

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Bai, Yu. "Tweets Win Votes: A Persuasive Communication Perspective on Donald Trump’s Twitter Use During the 2016 US Presidential Election Campaign." Thesis, Uppsala universitet, Institutionen för informatik och media, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-325423.

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Twitter, a microblogging platform, has been increasingly used as a tool for political election campaigns. In an attempt to persuade people to vote for them, candidates and political parties worldwide have begun to incorporate Twitter in their campaigns to disseminate campaign information, promote themselves, and mobilize voters. In the 2016 U.S presidential election, Donald Trump had actively utilized Twitter to promote his campaign and convince voters to support him, which helped him earn a strong presence and huge popularity on Twitter. Eventually Trump even successfully got elected as the 45th US president. Although the rise of Twitter in political campaigns has been studied by researches from different disciplines, there have been very few studies focusing on Donald Trump or his communication performance on social media in the 2016 US presidential campaign. Besides, it is found that there is a lack of studying candidates’ social media use from the perspective of persuasive communication. In order to reveal how Donald Trump was making use of Twitter to influence audiences’ attitudes, this paper will present a content analysis of Donald Trump’s Twitter use from the perspective of persuasive communication. Specifically, the study will investigate the characteristics of messages demonstrated from Donald Trump’s tweets, and examine whether his messages placed an emphasis on certain aspects. The aim of this study is to offer insights into Donald Trump’s Twitter use, particularly about his persuasive communication on Twitter during the political election campaign.

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Siebler, Frank. "Connectionist modelling of social judgement processes." Thesis, University of Kent, 2002. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.369679.

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Titi, Nonzolo. "Persuasive messages of some married men in Xhosa." Thesis, Stellenbosch : University of Stellenbosch, 2009. http://hdl.handle.net/10019.1/2971.

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Thesis (MA (African Languages))--University of Stellenbosch, 2009.
ENGLISH ABSTRACT: Issues relating to persuasive-message production motivated this study to investigate the extent to which married Xhosa men use persuasive messages in their conversations. The study also explored the influence goals that married Xhosa men wish to attain when they engage in persuasive interactions. The study furthermore aimed to determine the persuasive strategies used by married Xhosa men in their persuasive messages. Dillard and Marshall (2003) defined persuasion as an occurrence that comprises longer, naturally impromptu messages concentrating mainly on a large body of discussion with preferred topics of social, political and commercial importance. Goals have been given much attention, since they play a major role in persuasive messages. Dillard and Marshall (2003) distinguished between two types of goals: primary goals and secondary goals. Primary goals are also referred to as influence goals and are defined as the state of affairs that people wish to bring about (Dillard & Marshall, 2003). The two authors mentioned also identified different types of primary goals, referring to them as motivations behind the source’s influence attempt. Different types of primary goals have been found in various works, including the works of Dillard (2003), Wilson and Sabee (2003), Wilson (2002), Cody et al. (1994), Dillard et al. (1989), Wilson and Kunkel (2000) and Schrader and Dillard (1998). This study examined the approaches, such as directness or indirectness, that married Xhosa men use when conveying their messages. It endeavoured to discover the persuasive problems encountered by these men and other issues related to the production of a persuasive message. In this study, the goal of giving advice appeared to be the one used most by the men. The study revealed that the main reason for the men giving advice was to help people in their society to lead healthy lifestyles. It also showed that the common use of the advisory goal is valued in Xhosa culture and that it is, to a certain extent, appreciated by those who are being advised.
AFRIKAANSE OPSOMMING: Kwessies wat verband hou met die skep van oorredende boodskappe was die dryfveer agter hierdie studie wat ondersoek ingestel het na die mate waartoe getroude Xhosamans oorredende boodskappe in hulle gesprekke gebruik. Die studie het ook die invloed van doelstellings wat getroude Xhosamans graag wil bereik wanneer hulle by oorredende interaksies betrokke raak, verken. Die studie het verder ten doel gehad om die oorredende strategieë wat deur getroude Xhosamans in hulle oorredende boodskappe gebruik word, te bepaal. Dillard en Marshall (2003) het oorreding gedefinieer as gebeurtenis wat langer boodskappe, wat van nature impromptu is, behels en wat hoofsaaklik op groot massa bespreking met verkose onderwerpe van sosiale, politieke en kommersiële belang konsentreer. Heelwat aandag is aan doelstellings gegee aangesien dit belangrike rol in oorredende boodskappe speel. Dillard en Marshall (2003) onderskei twee soorte doelstellings: primêre doelstellings en sekondêre doelstellings. Primêre doelstellings word ook invloeddoelstellings genoem en dit word gedefinieer as die toedrag van sake wat mense teweeg wil bring (Dillard & Marshall, 2003). Genoemde twee outeurs noem ook geïdentifiseerde verskillende soorte primêre doelstellings, en beskryf hierdie soort as motiverings agter die bron se poging tot invloed. Verskillende soorte primêre doelstellings is in verskeie werke aangetref, met inbegrip van die werk van Dillard (2003), Wilson en Sabee (2003), Wilson (2002), Cody et al. (1994), Dillard et al. (1989), Wilson en Kunkel (2000) en Schrader en Dillard (1998). Hierdie studie het die benaderings, soos direktheid of indirektheid, ondersoek wat getroude Xhosamans gebruik wanneer hulle boodskappe oordra. Daar is probeer om die oorredende probleme wat deur hierdie mans teëgekom word en ander kwessies wat met die produksie van oorredende boodskap verband hou, vas te stel. In hierdie studie lyk dit asof die doel om raad te gee dié is wat die meeste deur die mans gebruik word. Die studie het aan die lig gebring dat die hoofrede waarom die mans raad gee, is om mense in hulle gemeenskap te help om gesonde lewenstyle te handhaaf. Dit het ook getoon dat daar aan die gewone gebruik van die raadgewende doel in die Xhosakultuur waarde geheg word en dat dit, tot sekere mate, deur diegene wat raad gegee word, gewaardeer word.
ISISHWANKATHELO: Imicimbi enxulumene nokuveliswa kwemiyalezo yotshintsho lwengqondo iye yaphembelela ukuba kuphandwe ubungakanani bokusetyenziswa kwemiyalezo etshintsha ingqondo kwincoko ngamadoda amaXhosa atshatileyo. Esi sifundo sikwaphonononga ezona njongo zoxinzelelo la madoda athi abe nomnqweno wokuzifezekisa xa ezibandakanya kwiinkqubo zotshintsho lwengqondo. Ngaphezu koko, esi sifundo sikwajolise ekufumaniseni amaqhinga okutshintsha ingqondo athi asetyenziswe ngamadoda amaXhosa atshatileyo kwimiyalezo yawo yokutshintsha ingqondo. Njengoko kuchaziwe ngu Dillard no Marshall (2003), utshintsho lwengqondo sisenzeko esiquka imiyalezo emide, engalungiselelwanga kwangendalo, egxila ngakumbi kwiingxoxo ezinemiba eliqela enemixholo engentlalo, ezopolitiko nezingokubaluleka korhwebo. Iinjongo abantu abathi bafune ukuzifezekisa zinikwe ingqwalasela enkulu nanje ngoko zidlala indima ephambili kwimiyalezo etshintsha ingqondo. UDillard no Marshall bangowama-(2003) bohlula phakathi kweentlobo ezimbini zeenjongo abantu abanazo nabathi banqwenele ukuzifezekisa; iinjongo ezisisiseko (Primary goals) kunye neenjongo zenqanaba lesibini (Secondary goals). Iinjongo ezisisiseko zikwabizwa ngokuba ziinjongo ezinoxinixelelo (influence goals) kwaye zichazwa ngokuba ziinjongo abathi abantu banqwenele ukuzifezekisa ngu Dillard no Marshall bangowama-(2003). Bakwalatha iintlobo ezahlukeneyo zeenjongo ezisisiseko abakwazibiza ngokuba ziimpembelelo ezithi ziphembelele umzamo wokutshintsha ingqondo womvelisi womyalezo lowo. Ezi ntlobo zahlukeneyo zeenjongo ezisisiseko zifunyaniswe kwimisebenzi eyahlukeneyo, misebenzi leyo equka umsebenzi ka- Dillard no Marshall bangowama-(2003), ka-Wilson no Sabee bangowama-(2003), ka- Wilson wangowama-(2002), ka-Cody et al. bangowama-(1994), ka-Dillard et al. bangowama-(1989), ka-Wilson no Kunkel bangowama-(2000), kwakunye noka Schrader no Dillard bangowama-(1998). Esi sifundo sikwaphonononga nendlela athi amadoda amaXhosa atshatileyo ayisebenzise xa egqithisa imiyalezo yawo, umzekelo ukuthi ngqo (Directness) okanye ukungathi ngqo (Indirectness) kwimiyalezo yawo. Esi sifundo sikwazama ukufumanisa iingxaki zotshintsho lwengqondo ezithi zifunyanwe ngala madoda kuquka neminye imiba enxulumene nokuveliswa kwemiyalezo yotshintsho ingqondo. Kwesi sifundo injongo yokunika icebiso ibonakala iyeyona isetywenziswa kakhulu ngamadoda amaXhosa atshatileyo. Esi sifundo sivelisa ukuba iyonke injongo yokucebisa kula madoda kukunceda abantu ekuhlaleni ukuba babenobomi obusempilweni. Ukusetyenziswa kakhulu kwenjoko yokucebisa kwesi sifundo kukwabonakalisa ukuba injonjo yokucebisa ixatyiswe kakhulu kwinkcubeko yamaXhosa kwaye ngokwezinga elithile ikwathakazelelwa ngabo banikwa icebiso

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Jorgensen, Peter Francis. "Investigating the nature of emotional appeals: An expectancy violations interpretation of the persuasive efficacy of emotional appeals." Diss., The University of Arizona, 2000. http://hdl.handle.net/10150/284213.

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The primary objective of this research was to investigate whether the principles of Expectancy Violations Theory could be applied to the study of emotional appeals so as to gain an alternative interpretation of the persuasive efficacy of affective messages in the social influence process. Central to this approach is the assumption that certain culturally-based norms guiding the expression of emotion exist at a societal level, and that the violations of these expectancy norms carry implications for the efficacy of persuasive attempts. Specifically, the tenets of EVT suggest that when these violations occur, message recipients will look to the perceived rewardingness of the source of the message, and then interpret the violations as positive or negative. It was posited that these evaluations, in turn, would either facilitate (in the case of positive violations) or inhibit (negative violations) the persuasion process. However, due to a number of methodological confounds in the design of the emotional messages used in this research, this study could not provide a fair test of the predictions suggested by EVT. A significant confederate by actor sex interaction described an experimental situation wherein expectancy violation or confirmation was idiosyncratic to the confederates, which is inconsistent both with the premises of EVT as well as the hypotheses stated in this research. Instead, a series of secondary analyses within confederates was undertaken in an attempt to explore the relationships between source rewardingness and message expectedness on attitude change. However, no significant relationships were found to exist. The discussion section focuses heavily on an analysis of the confounds that existed in this research, and suggestions are made for providing a remedy for similar situations in future research. Finally, directions for future research using expectancy violations theory and emotion are discussed.

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McCoy, Nicole Renee. "The effects of auditor-client relationships, auditor-auditor relationships, and persuasive communication on auditor's' objectivity." OpenSIUC, 2010. https://opensiuc.lib.siu.edu/dissertations/144.

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Auditors are subjected to various affective states during a financial examination and these affective states influence how auditors retrieve, encode, and process audit observations and client representations. Do the affective states induced by auditors' interpersonal relationships with the client, the audit partner, and other team member collectively impair audit objectivity? This study investigated the relationship between the affective states induced by auditors' interpersonal relationships and the auditors' judgments and assessed whether or not any one of these interpersonal relationships has more influence on auditors' decisions than any other interpersonal relationships. The audit review process should decrease the adverse impact of these affective states on audit judgment; however, the audit manager's review judgments may incorporate his/her subordinate judgments that are communicated via stylized workpapers. Two experiments were conducted to evaluate the impact of the affective states induced by the auditor-auditor and auditor-client relationships and persuasive communication on judgment at different experience levels. Experiment 1 was a 2 (affective states induced by client: positive vs. negative) X 2 (affective states induced by partner: less aggressive practice development vs. more aggressive practice development) between subjects design using audit professionals with an average of less than 1 year of public accounting experience. Experiment 2 is a 2 X 2 X 2 between by within subjects design with the first two factors as the between subjects (same as Experiment 1) and the last factor as the within subjects (absence vs. presence of persuasive communication). In addition, Experiment 2 consists of audit professionals with an average of 8 years of public accounting experience. As predicated, the affective states induced by the client relationship and the partner's expectations collectively impaired audit judgment and when persuasive communication from a subordinate team member was evaluated with the affective states induced by the client relationship and the partner's expectations, a statistically significant three-way interaction was found. The affective states induced by the client relationship consistently influenced audit judgments for both the less experienced auditor and the more experienced auditor.

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Bell, Jordan. "'Setting the joy free' with Cadbury UK : A CDA analysis of how persuasion is communicated within Cadbury UK's social media discourse, according to Aristotle's 'persuasive proofs'." Thesis, Högskolan för lärande och kommunikation, Högskolan i Jönköping, HLK, Medie- och kommunikationsvetenskap, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-37246.

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This study uses a CDA analysis in order to take a critical look at how linguistic and visual techniques are used to create positive messages about a ‘modern’ brand, British confectionary company, Cadbury UK, in their social media discourse on Facebook, Instagram and Twitter. The study goes further in exploring how these messages are constructed in a way which according to Aristotle, is ‘persuasive’, looking at how they appealed to emotion (pathos), the character or trustworthiness of the brand (ethos) and how the message created or appealed to logic (logos). The study focuses on critical theoretical perspectives regarding the promotion of consumerism in such marketing operations, whilst also looking at how the messages identified are aimed at ‘persuading’ the audience into accepting consumerist values. This thesis also views social media as a platform upon which much sociological theory still applies such as the idea of ‘self-presentation’ for example, where individuals aim to present themselves in a way which benefits them within a social setting. The main messages identified within Cadbury UK’s social media discourse were: ‘Cadbury UK is a familiar ‘voice’, ‘Cadbury UK is a brand who cares’, ‘Cadbury UK is a source of joy’, ‘Cadbury UK shares festive family values’, ‘Cadbury UK is comforting’ and ‘Cadbury UK is a cultural symbol’. What these messages point out as a general summary is that Cadbury UK had utilised their social media discourse as a way of appearing ‘familiar’ to the consumer, with the aim of creating a ‘friendly’ relationship with them. It was also found that in all cases, pathos played a vital role in making the messages ‘persuasive’. This allowed the brand to communicate with the consumer at a ‘closer’, more emotional level.

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Rönnberg, Sofia. "Persuasive Chatbot Conversations : Towards a Personalized User Experience." Thesis, Linköpings universitet, Institutionen för datavetenskap, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-166354.

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Helping drivers improve their driving skills and become safer drivers is a problematic topic. Most drivers have a lacking self-assessment ability and consider themselves above average driving skills. This is believed to be related to the lack of continuous feedback after getting the driver’s license. This has led to initiatives to find alternative ways of coaching drivers toward better self-assessment and thereby toward safer driving. Chatbots and conversational interfaces has received increasing attention over the years and could be technologies that can solve these challenges. However, a major challenge to chatbots is that they are mostly implemented in a “one-size-fits-all” approach, and while personalization of the chatbot could solve that challenge, it ishard to achieve. In this study, personalized chatbot conversations that aim to coach drivers are examined. The aim is to create a guide that can help designers and practitioners with design decisions that needs to be considered when creating coaching chatbot conversations. The study was performed as a Wizard of Oz study, where attributes for personalization as well as coaching considerations were tested with users in two iterations to iteratively develop the guide. The findings of the study include the guide itself with its guidelines (see appendix 4), as well as insights on considerations required chatbot personalization and coaching. Regarding personalization, chatbot personality and level of control were identified as two attributes that were fit for adaptation. These can lead to social benefits as well as more tailored services to the users. For coaching, the use of follow-ups, feedback and the chatbot’s attitude are identified as necessary considerations when designing coaching chatbot conversations.

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Häkkä, Max. "Designing a Persuasive Mobile Application for Sharing Food Between Students and Restaurants." Thesis, KTH, Skolan för elektroteknik och datavetenskap (EECS), 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-249707.

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Food waste is a monumental problem as food production accounts for nearly a third of greenhouse gas emissions globally and nearly a third of it ends up as waste. By changing people’s behaviors and attitudes, this surplus food could be eaten instead. Persuasive technologies can be an effective way of changing people’s behaviors; however, they may narrow down the view of sustainability if applied in a manner that focuses too much on individuals (among other things). In this thesis project the focus has been on how to best design a persuasive application that reduces food waste by considering the needs of both restaurants and consumers. Two versions of an application were created based on interviews with students and restaurants, where one of the applications included features based on Persuasive Systems Design (PSD). A user study was then conducted, where the users received a number of tasks to complete and answered a questionnaire on the PSD features afterwards. The results showed that both of the applications had a similar number of errors from the users during the tasks. Besides this, all of the four features based on PSD were rated positively by users, with all features having a mean rating of 0.83 or higher on a 7-point Likert scale
Matavfall är ett monumentalt problem då livsmedelsproduktionen står för nästan en tredjedel av utsläppen av växthusgaser globalt, samtidigt som en tredjedel av livsmedlen blir avfall. Genom att förändra människors beteenden och attityder skulle detta överskott av mat kunna ätas istället. Persuasive Systems Design (PSD) kan vara ett effektivt sätt att förändra människors beteenden, men kan också begränsa synen på hållbarhet om det tillämpas på ett sätt som fokuserar för mycket på exempelvis individer. I denna avhandling har fokus varit på hur man bäst kan designa en mobilapplikation med hjälp av PSD-principer, som minskar matavfall genom att ta hänsyn till behoven hos både restauranger och konsumenter. Två versioner av en mobilapplikation skapades med utgångpunkt i intervjuer med studenter och restauranger, där en av applikationerna innehöll funktioner baserade på PSD-principer. En användarstudie genomfördes sedan, där användarna fick ett antal uppgifter för att genomföra. Användarna besvarade sedan ett frågeformulär om PSD-funktionerna. Resultaten visade att användarna gjorde ungefär lika många antal fel i båda applikationer under uppgifterna. Utöver detta bedömdes alla fyra funktioner baserade på PSD positivt av användarna, då alla funktioner bedömdes som 0,83 eller högre i genomsnitt på en 7-punkts Likert-skala.

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Parrish, Adam J. "Investigating the Effects and Persuasive Mechanisms of Expository and Narrative HPV Vaccine Messages." UKnowledge, 2015. http://uknowledge.uky.edu/comm_etds/44.

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The purpose of this study is to examine the effects and persuasive mechanisms of expository and narrative HPV vaccine messages targeted toward young men. The researcher used the Centers for Disease Control and Prevention’s HPV facts for men as a framework for the expository message condition. He also created two similar but distinct narratives that focused on HPV and men. The first narrative was informed by narrative persuasion studies in the social sciences and was labeled the academic narrative. The second narrative incorporated important elements of storytelling from literary theory and was labeled the classic narrative. A comparison condition, which presented a testimonial from a testicular cancer survivor, was also employed to compare against the effectiveness of the three experimental conditions. In the experiment, 258 men ages 18-26 were assigned randomly to the expository, academic narrative, classic narrative, or comparison conditions. Outcome measures related to the persuasive effects of the messages were attitudes toward talking to healthcare providers about the HPV vaccine and receptiveness to the HPV vaccine. Outcome measures related to the persuasive mechanisms of expository messages were argument strength, source credibility, and emotional arousal. Outcome measures related to the persuasive mechanisms of narrative messages were perceived realism, transportation, identification, and emotional arousal. Hypotheses predicted that argument strength and source credibility would predict changes in knowledge, attitudes, and vaccine receptiveness in the expository condition, whereas perceived realism, transportation, and identification would predict similar changes in the narrative conditions. An additional hypothesis predicted that emotional arousal would affect the persuasion process differently in the expository and narrative conditions. Results indicated that transportation, identification, and emotional arousal were stronger in the narrative conditions, but these variables did not predict persuasive outcomes. Conversely, perceived realism and source credibility had unexpected persuasive effects in both expository and narrative conditions. Implications of the findings and directions for future research are discussed.

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Lisko, Chelsie Lee. "Politics, Policy, and Some Emotion." The Ohio State University, 2010. http://rave.ohiolink.edu/etdc/view?acc_num=osu1291238299.

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Ralarala, Monwabisi Knowledge. "Influence goals in seeking compliance in persuasive messages in isiXhosa." Thesis, Stellenbosch : University of Stellenbosch, 2010. http://hdl.handle.net/10019.1/3989.

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Thesis (DLitt (African Languages))--University of Stellenbosch, 2010.
ENGLISH ABSTRACT: It has been observed in human interaction within our social milieu that individuals make attempts from time to time to influence others in order to accomplish their goals. The scholarly interest in the message-production side of this phenomenon has assumed the study of compliance gaining or persuasion (Wilson 2002; Dillard 2004). According to Wilson (2002:15), “contemporary theories of persuasive message production are guided by a metaphor of ‘goal pursuit’” .This study pursues this proposition by focusing on the following purposes: (a) To explore the social influence goals that are characteristic of interpersonal persuasive communication in Xhosa (b) To explore the empirical and theoretical properties of communicative competence of isiXhosa speakers as exemplified in the planning and accomplishment of influence goals within the framework of Wilson’s (1997, 1998, 2002) Cognitive Rule (CR) model of interaction goals, Berger’s (1997) approach to planning social influence goals in persuasive messages, and Dillard’s (2004) Goal Plan Action (GPA) model (c) To establish the theoretical questions raised by the empirical evidence of social influence goals of Xhosa speakers for the extension, refinement and modification of the cited models of interaction goals and persuasive message production The data, from which the written descriptions of the persuasive messages were analysed, were collected from college students at False Bay College in Khayelitsha, in the Western Cape. A total of 24 Xhosa-speaking students (12 women and 12 men) within the age range of 18 to 23 years were asked to write self-reports on their recollection of recent influence episodes in which they attempted to change other fellow students’ behaviour on specific themes, i.e. Religion, Education, Parent-child relationship, Social/casual relationship, Favour from a friend and Intimacy/relationship. The research data were analysed and evaluated against the amalgamation of the concepts, principles and propositions that constitute the designated theoretical frameworks, namely the CR model, the planning approach and the GPA model. The results indicate that the proposed theoretical mechanisms are applicable and profitable in the analysis of the research data of the current study. This finding is evidenced by the frameworks’ utility in addressing and explaining the nature and scope of persuasive imperatives that presumably underlie the influence goals in seeking compliance in Xhosa. The results indicate that the proposed theoretical mechanisms are applicable and profitable in the analysis of the research data of the current study. This finding is evidenced by their utility in addressing and explaining the nature and scope of persuasive imperatives that presumably underlie the influence goals in seeking compliance in Xhosa.
AFRIKAANSE OPSOMMING: Tydens interaksie tussen mense in ons sosiale omgewing is al opgemerk dat individue van tyd tot tyd pogings aanwend om ander te beïnvloed ten einde hul eie doelwitte te bereik. Die wetenskaplike belangstelling in die boodskapproduksiedeel van hierdie verskynsel het op die studie van die bereiking van nakoming of oorreding gefokus (Wilson 2002; Dillard 2004). Wilson (2002:15) is van mening dat hedendaagse teorieë van oorredingsboodskapproduksie deur ’n metafoor van ‘doelwitnastrewing’ gerig word. Hierdie studie ondersoek hierdie stelling deur op die volgende doelwitte te fokus: (a) Om die sosiale-invloed-doelwitte wat kenmerkend is van interpersoonlike oorredingskommunikasie in Xhosa te ondersoek (b) Om die empiriese en teoretiese eienskappe van kommunikatiewe vaardigheid van Xhosa-sprekers te ondersoek, soos in die beplanning en bereiking van invloeddoelwitte binne die raamwerk van Wilson (1997, 1998, 2002) se kognitiewereël- (KR-)model van interaksiedoelwitte, Berger (1997) se benadering tot die beplanning van sosiale-invloed-doelwitte in oorredingsboodskappe, en Dillard (2004) se doelplanaksie- (DPA-)model toegelig word (c) Om die teoretiese vrae wat op grond van die empiriese bewyse van Xhosa-sprekers se sosiale-invloed-doelwitte na vore kom, te bepaal, sodat die genoemde modelle van interaksiedoelwitte en oorredingsboodskapproduksie uitgebrei, verfyn en gewysig kan word Die data waaruit die skriftelike beskrywings van die oorredingsboodskappe ontleed is, is van kollegestudente by Valsbaai Kollege in Khayelitsha in die Wes-Kaap versamel. ’n Totaal van 24 Xhosa-sprekende studente (12 vroue en 12 mans) in die ouderdomsgroep 18 tot 23 jaar is gevra om selfverslae te skryf oor hul herinnerings van onlangse invloedepisodes waarin hulle gepoog het om ander medestudente se gedrag ten opsigte van spesifieke temas te verander. Dit temas was Geloof, Opvoeding, Ouer-kind-verhouding, Sosiale/oppervlakkige verhouding, Guns van ’n vriend en Intimiteit/verhouding. Die navorsingsdata is ontleed en ten opsigte van die samevoeging van die konsepte, beginsels en stellings waaruit die aangewese teoretiese raamwerke, naamlik die KRmodel, die beplanningsbenadering en die DPA-model bestaan, geëvalueer. Die resultate toon aan dat die voorgestelde teoretiese meganismes toepaslik en nuttig is in die ontleding van die navorsingsdata van hierdie studie. Die bevinding word gestaaf deur die raamwerke se nut om die aard en omvang van oorredingsopdragte, wat vermoedelik ten grondslag van die invloeddoelwitte in die strewe na nakoming in Xhosa lê, bloot te lê en te verklaar.

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Polacek, Scott Robert. "Peripheral Cues or Persuasive Arguments? An examination of print advertisements from an ELM perspective." The Ohio State University, 2012. http://rave.ohiolink.edu/etdc/view?acc_num=osu1337825572.

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Filion, Danièle. "C’est le temps de vacciner : la fonction persuasive et la traduction d’un message de communication en santé." Thesis, Université d'Ottawa / University of Ottawa, 2015. http://hdl.handle.net/10393/32563.

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La thèse est une étude de cas concernant la version française des textes que comportent deux pages Web de l’Agence de la santé publique du Canada. Ces pages ciblent les parents, leur offrant de l’information sur les maladies évitables par la vaccination et sur les vaccins. Or, la fonction informative y est secondaire et tributaire de la fonction persuasive, car l’Agence souhaite persuader les parents de faire vacciner leur enfant. La composition des textes a exigé deux processus de traduction : un processus intralinguistique à partir de textes comprenant de l’information sur les maladies et les vaccins et un processus interlinguistique de l’anglais vers le français. L’étude consiste à démontrer que puisque la fonction informative des communications visant à influencer les comportements en matière de santé est subordonnée à leur fonction persuasive, les choix de traduction doivent favoriser la fonction persuasive. L’objectif est de montrer au moyen de trois analyses que certains choix effectués en créant la version française des textes atténuent la fonction persuasive. La première analyse concerne le contexte et la finalité des textes et vise à déterminer pourquoi la fonction principale est persuasive plutôt qu’informative; la deuxième analyse se rapporte à la version anglaise et vise à déterminer de quelle manière les choix effectués dans le cadre du processus de traduction intralinguistique favorisent la fonction persuasive; la troisième analyse porte sur la version française et vise à mettre en évidence les choix de traduction interlinguistique qui atténuent la fonction persuasive. En conclusion, l’étude montre que certains choix de traduction interlinguistique atténuent la fonction persuasive de la version française parce qu’ils ne reflètent pas de façon cohérente les choix de traduction stratégiques effectués dans le cadre du processus de traduction intralinguistique.

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Finch, James Earl. "The role of involvement and source credibility as determinants of vehicle-source effects in persuasive communications." The Ohio State University, 1987. http://rave.ohiolink.edu/etdc/view?acc_num=osu1272375460.

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DeHaven, Brett Marie. "Principles of Persuasion for Nonprofit Fundraisers." University of Akron / OhioLINK, 2010. http://rave.ohiolink.edu/etdc/view?acc_num=akron1289836279.

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Davies, Emma Louise. "Written Persuasive Discourse Abilities of Adolescents with Traumatic Brain Injury (TBI)." Thesis, University of Canterbury. Communication Disorders, 2008. http://hdl.handle.net/10092/3697.

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The purpose of this study was to evaluate the performance of adolescents with traumatic brain injury on a written persuasive discourse task. Nine adolescents with TBI (mean age = 14 years 4 months) and nine age, gender and education matched peers completed a written essay on the topic of whether trained animals in circuses should be allowed to perform for the public. Language measures included productivity (number of words, number of T-units and mean length of T-unit) and complexity (number of clauses, clause density and clause breakdown). Pragmatic measures were drawn from the developmental persuasive discourse literature and included essential elements of argument (claim, number of reasons, number of elaborations, conclusion, irrelevancies, repetition of information and attitude). In comparison to their age-matched peers, the TBI group produced significantly fewer reasons to support their claims, significantly more repetitions of information and failed to take alternative perspectives on the topic. There were no significant differences on any measures of language productivity or complexity, however the TBI group performed consistently below their peers on these measures. The results are discussed alongside current literature in the field of discourse production and persuasion. Implications for clinical practice and future directions for research in this area are also offered.

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Bosone, Lucia. "La persuasion par expérience vicariante : modélisation expérimentale de l'influence des messages de promotion de la santé." Thesis, Lyon 2, 2015. http://www.theses.fr/2015LYO20042/document.

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L’objectif de cette thèse est d’explorer les effets persuasifs de la formulation des communications de santé et les processus psychologiques qui les sous-tendent sur l’intention de suivre une recommandation de santé. Ainsi, nous nous proposons d’expliquer les raisons de l’influence persuasive de la présentation d’un individu modèle dans des campagnes de promotion de la santé. Nous avons mené 9 études expérimentales (1221 participants au total) dont les résultats mettent en exergue des schémas d’explication de l’impact de l’exposition à un individu modèle en tant que stratégie sociale de motivation. Nos données défendent la thèse selon laquelle les individus modèles positifs ou négatifs activent une orientation motivationnelle respectivement en promotion ou en prévention, qui fait varier l’effet du cadrage d’un message de santé : un modèle est plus motivant lorsqu’il est cohérent avec l’orientation motivationnelle cadrée dans un message. Un Autrui positif engendre une hausse de l’intention des individus à suivre une recommandation de santé dès lors qu’elle est préconisée avec un message cadré en promotion, se focalisant sur l’accomplissement. A contrario, un Autrui négatif engendre une hausse de l’intention des individus lorsque le comportement cible est recommandé avec un message cadré en prévention, se focalisant sur la protection. Nous définissons ce phénomène cohérence motivationnelle par individu modèle, et nous expliquons ses effets à l’aide de deux modèles causaux. Le premier modèle démontre que l’effet de la cohérence motivationnelle sur l’intention de suivre une recommandation de prévention (i.e. adopter une alimentation équilibrée) est médiatisé par les dimensions d’efficacité et d’auto-efficacité comportementale. Le deuxième modèle, expliquant l’effet de la cohérence motivationnelle sur l’intention de suivre une recommandation de dépistage (i.e. faire le test de dépistage du cholestérol), démontre que cet effet est médiatisé par les dimensions d’auto-efficacité comportementale et d’auto-efficacité de la gestion des conséquences. En se positionnant dans le cadre des recherches sur l’influence sociale et la persuasion, cette thèse apporte des réflexions théoriques concernant le rôle de l’exposition à un Autrui en tant que force motivationnelle, et ainsi la régulation sociale du fonctionnement cognitif amenant les personnes à s’engager dans des comportements d’amélioration de la santé
The goal of the present research is to explore the persuasive effect of the framing of health communications on the intention to follow the promoted recommendation, and to understand the psychological processes underlying such effects. More precisely, we aim to explain the persuasive effect of presenting a role model in health-promotional campaigns. We carried out 9 experimental studies (for a total of 1221 participants), which led to an explanatory model of the impact of exposure to role models as a social source of motivation. Our findings show that positive or negative role models temporarily prime the individuals’ regulatory focus on respectively promotion or prevention, altering the effects of message framing: a role model is more motivating when it fits the regulatory framing of the message. A positive role model, which primes a promotion focus, increases individuals’ intention to engage in health behaviours when these are recommended by a promotion-framed message focusing on accomplishment. Correspondingly, a negative model, which primes a prevention focus, motivates individuals when the health behaviours are recommended in a prevention-framed message focusing on safety. We name this phenomenon regulatory fit by vicarious experience, and we explain its effects by validating two causal models. We show that the effect of regulatory fit by vicarious experience on the intention to engage in a preventive behaviour (i.e. a healthy diet) is mediated by the perceived response-efficacy and behavioural self-efficacy (first causal model). On the other hand, its effect on the intention to engage in a detection behaviour (i.e. a cholesterol screening) is mediated by the perceived behavioural self-efficacy and coping self-efficacy (second causal model). Rooted in the field of social influence and persuasion, the present research offers theoretical and innovative insights into the role of exposure to a role model as a motivational force, as well as the social regulation of the cognitive processes leading individuals to engage in health behaviours

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Shirey, Jennifer. "Designing for Behavior Change: Identifying design components that encourage and empower individuals to act in environmentally responsible ways." Research Showcase @ CMU, 2011. http://repository.cmu.edu/theses/17.

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Many designers today are creating communication materials that encourage individuals to change their behavior related to environmental issues. The problem is that people are often unaware of existing research on effective methods for these communications. For example, environmental psychologists have studied best practices for creating persuasive communications for several decades. During this yearlong master’s thesis project, I conducted my own research studies, exploring how the emotional tone and medium of a communication piece affect a person’s decision to change his or her behavior. My second goal was to connect designers to existing research in the fields of psychology, decision sciences, and persuasive technology. In the end, I created a roadmap to behavior change: a compilation of research from my own studies and existing literature. The roadmap includes observations and practical tips people can use when designing for environmental issues, as well as a set of ethical principles that should be followed when designing for behavior change. I believe that my work will help designers use communication to empower individuals with knowledge, encouraging them to begin and sustain a journey toward positive behavior change.

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Al, Ali Samer. "La crédibilité de la source en communication persuasive : application sur la publicité des produits financiers " assurance-vie "." Paris 1, 2004. http://www.theses.fr/2004PA010023.

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La crédibilité perçue du message publicitaire exerce une influence significative sur les variables principales de persuasion, telles que l'attitude envers l'annonce, l'attitude envers le service et l'intention de comportement. L'expérience passée modère la force des relations précédentes. L'insertion du conseiller financier à l'intérieur de la publicité, dans le contexte spécifique de l'expérimentation. L'étude confirme l'impact de la perception faussée des établissements financiers sur l'efficacité de leur communication.

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Burns, Michael Edward. "Story-Selling: The Persuasive Effects of Using Stories in University Recruitment." Diss., North Dakota State University, 2012. https://hdl.handle.net/10365/26563.

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The purpose of this dissertation was to examine the persuasive effects personal stories have on the university recruitment process. Specifically, this study explored how Fisher's (1984) concepts of narrative probability and fidelity influenced Ajzen's (1991) theory of planned behavior model using a four-staged quasi-experimental study. Jablin's (1982) anticipatory socialization phase of organizational assimilation theory acted as a context for this applied dissertation. This study evolved over four stages while working with the North Dakota State University Office of Admission. The first stage provided qualitative data exploring students' opinions of using story-based recruitment material. Focus groups also revealed what types of stories would be helpful for prospective students during the college admission process. Stage two developed and tested the narrative probability and fidelity scales based on Fisher's (1984) narrative paradigm. These newly created scales were used to determine the level of narrative probability and narrative fidelity in each of the experimental conditions. Stage three consisted of the creation and testing of the recruitment videos used in each experimental condition. The final stage tested the story-based recruitment and control videos on prospective students visiting North Dakota State University. The results of this dissertation were obtained using a series of ANOVAs, regression analyses, and path model testing techniques. Overall, the results suggested that high levels of narrative probability and narrative fidelity do positively influence prospective students' attitudes toward choosing a university and have a less powerful, but still positive, influence on their subjective norms beliefs and perceived behavioral control of choosing a university. The theory of planned behavior model was also supported by this data. The results of each stage of this study produced theoretical and practical implications. This dissertation concludes with a discussion of the results, implications, limitations, and future research opportunities.

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McLeod, Heidi. "Persuasive communication and its ethics thesis submitted to Auckland University of Technology in partial fulfilment of the degree of Master of Arts (Communication Studies), 2004." Full thesis. Abstract, 2004.

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Thesis (MA--Communication Studies) -- Auckland University of Technology, 2004.
Appendices not included in e-thesis. Also held in print (142 leaves, 30 cm.) in Wellesley Theses Collection (T 170 MCL)

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Palfreeman, Linda. "Towards advertising literacy : an empirical investigation into the capabilities of children in interpreting linguistic features of persuasive communication." Thesis, University of Leeds, 1989. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.329695.

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Simunich, Bethany. "Emotion arousing message forms and personal agency arguments in persuasive messages motivating effects on pro-environmental behaviors /." Columbus, Ohio : Ohio State University, 2008. http://rave.ohiolink.edu/etdc/view?acc%5Fnum=osu1228334861.

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Han, Wei. "Online travel UGC as persuasive communication : explore its informational and normative influence on pro-environmental personal norms and behaviour." Thesis, University of Nottingham, 2018. http://eprints.nottingham.ac.uk/53663/.

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It is critical to motivate tourists to behave environmentally friendly for the sustainable development of tourism. The concept of pro-environmental tourist behaviour has been the subject of many research studies. However, only a few studies have focused on the effectiveness of using informational strategies to promote pro-environmental tourist behaviour, and these studies indicate that current strategies are not so effective in achieving behavioural change. Although it is widely accepted that personal norms are the dominant determinant of pro-environmental tourist behaviour, there have been limited studies in the tourism field related to activating pro-environmental personal norms. Therefore, this research topic needs to be enriched. The emergence of social media has drawn increasing research attention and its significance for tourism industry has been highlighted. Viewing social media as a channel of interpersonal influence, this research aims to investigate the influence of social media on pro-environmental tourist behaviour by activating personal norms. A conceptual model is built in this research to investigate the way people internalise travel user generated content (UGC) to salient pro-environmental personal norms. The influence of social media is viewed from the informational and normative aspects in the conceptual model. Adopting a mixed research design, this research conducted a study of netnography to understand the research topic and build the measurements for survey research in the second phase. The data about 140 most frequently read Chinese travel blogs confirms that it is possible to use social media as a channel to provide rich environmental information by public participation and collaboration. 1787 sample observations were used to test the relationship developed in the conceptual framework. After validating the developed scales by factor analysis, both the measurements and structural models were tested using a structural equation model (SEM) with partial least square approach (PLS-SEM). The results generally confirm the original conceptualisations. Both the informational and normative influence of social media positively impacts the activation of pro-environmental personal norms. The hypotheses on the moderating effects of prior knowledge and social media engagement are partially supported. The results indicate that social media is an effective tool in promoting pro-environmental tourist behaviour by activating personal norms. Findings of this research may be of interest to social marketers and environmental activists who intend to be opinion leaders. This study also is helpful for the relevant Chinese government institutions in working out effective information to encourage sustainable tourism since they have a huge control over the Chinese internet. Meanwhile, Chinese travel website managers who want to contribute to sustainable tourist behaviour promotion may also use the findings of this research.

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Lombardot, Éric. "Nudité et publicité : impact de l'utilisation de personnes nues en communication persuasive sur la formation des attitudes des consommateurs." Paris 1, 2004. http://www.theses.fr/2004PA010039.

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Utilisée très souvent dans le but de " briser l'écran perceptuel ", la nudité (féminine ou masculine) exerce un effet complexe sur les consommateurs. Son utilisation peut accroître l'attention, mais utilisée de manière inappropriée elle peut s'avérer néfaste pour une marque. A l'aide d'un protocole expérimental original, nous avons testé de nombreuses variables et pu déterminer quels sont les principaux facteurs d'efficacité. Nous avons également pu mettre à jour un processus persuasif caractéristique des consommateurs et consommatrices exposés à ce type de stimulus. La modélisation que nous proposons accorde une importance centrale aux émotions, car il paraît vain de vouloir expliquer de manière purement rationnelle et cognitive les réactions des individus dans ce contexte. L'approfondissement de l'influence des réactions affectives a fourni des contributions conceptuelles intéressantes, notamment sur le statut de la surprise et son rôle amplificateur des autres émotions.

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Dissertations / Theses on the topic 'Persuasive communication'

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