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Lima, de Franca Doria Maria Violante. "Self-persuasion strategies to resist temptation." Thesis, Cardiff University, 2005. http://orca.cf.ac.uk/55596/.
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The main aim of this thesis is to understand how people use cognition to resist tempting objects, and behaviours. Applying the Epistemic and Teleologic Model of Deliberate Self-Persuasion to temptation, the impact of motivation on the use of self- persuasion strategies was explored. Four experimental studies were conducted in three diverse contexts: teenagers' consumption of beverages, restrained eaters' consumption of chocolate, and dating students' attraction to alternative partners. Overall, the pattern of results indicated that motivated people use epistemic self- persuasion strategies to derogate the tempting object as a way to resist temptation. This process of deliberate self-persuasion had effects on subsequent evaluation and behaviour towards the tempting object, in particular by the creation of new negative information regarding that object. Discussion focuses on relevant theoretical and practical implications in the domains of attitude-change, cognitive therapy, and social intervention.
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Meyers, Robin R. "Preaching as self-persuasion : a new metaphor for the rhetoric of faith /." Full-text version available from OU Domain via ProQuest Digital Dissertations, 1991.
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Caldas, Lucas Soares. "Persuasion, self-confidence and resistance : a dual-processing perspective on consumer fraud." reponame:Repositório Institucional da UnB, 2014. http://repositorio.unb.br/handle/10482/17411.
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Dissertação (mestrado)—Universidade de Brasília, Instituto de Psicologia, Departamento de Psicologia Social e do Trabalho, Programa de Pós-Graduação em Psicologia Social, do Trabalho e das Organizações, 2014.Submitted by Ana Cristina Barbosa da Silva (annabds@hotmail.com) on 2014-12-17T16:52:25Z No. of bitstreams: 1 2014_LucasSoaresCaldas.pdf: 1189978 bytes, checksum: 34af75d07dd9e79c32d12981cecdaa18 (MD5)
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A fraude é uma prática comum em todo o mundo, sempre envolvendo um agente que usa meios escusos para enganar e obter benefícios à custa de outros. Em grande parte subnotificado devido ao constrangimento social, fraudes são difíceis de prevenir porque mudam rapidamente. No entanto, os processos de influência social por trás deste fenômeno mudam pouco. Pessoas são vítimas de golpes e fraudes contra o consumidor diariamente, no entanto, na maioria dos casos, a vítima poderia ter detectado a fraude se tivesse dado atenção para as inconsistências na mensagem do golpista. O que é que torna algumas pessoas capazes de detectar e evitar um golpe enquanto outros caem no mesmo? Dois modelos distintos de persuasão na psicologia social podem ser usados para entender esse fenômeno: o modelo de conhecimento da persuasão e o modelo de probabilidade da elaboração. O modelo de conhecimento da persuasão propõe que a persuasão é uma relação diádica entre um agente e um alvo da persuasão. Nessa relação o alvo depende de três tipos de conhecimento para resistir às tentativas de persuasão: o conhecimento do assunto, o conhecimento do agente e o conhecimento de persuasão. O modelo de probabilidade da elaboração propõe que a mudança de atitude ocorre através de duas rotas, com diferentes níveis de elaboração. A rota central de persuasão envolve alta elaboração e maior controle consciente, enquanto a rota periférica envolve baixa elaboração e menor controle consciente. Ambos fomentam esta dissertação, apresentada em dois manuscritos. O objetivo do primeiro manuscrito foi testar o valor preditivo de quatro grupos de variáveis em relação à vitimização a fraudes: perspectiva temporal, auto-confiança do consumidor, eventos de vida negativos e endividamento. Uma amostra de brasileiros respondeu a um questionário online sobre vitimização a fraude. Os resultados sugerem uma relação de vitimização a fraudes com a auto-confiança em consequencias pessoais da tomada de decisão do consumidor e auto-confiança em interações no mercado. No segundo manuscrito, dois experimentos testaram os efeitos do esgotamento do ego, do envolvimento com a questão, da necessidade de cognição e da valência de argumentos sobre a mudança de atitude. O Experimento 1 testou a hipótese de que, sob um alto esgotamento do ego, atitudes seriam semelhantes em ambas as condições de argumentos fortes e fracos, enquanto sob um alto esgotamento do ego, atitudes seriam significativamente maiores na condição de argumentos fortes. No Experimento 2, esperava-se que as atitudes dos participantes iriam seguir a direção da valência da mensagem persuasiva apresentada Os resultados apoiaram a hipótese de Experimento 2, mas não do Experimento 1. Usos e limitações do modelo de conhecimento da persuasão e do modelo de probabilidade da elaboração são discutidos. Pesquisas futuras poderão se beneficiar do uso de diferentes manipulações da probabilidade de elaboração e de testar o poder de persuasão das mensagens fraudulentas. Resultados podem ser relevantes para uma melhor compreensão de competências de auto-proteção que são úteis para os consumidores protegerem-se de fraudes. _______________________________________________________________________________________ ABSTRACT
Fraud is a common practice around the world that usually involves an agent, using shady means to cheat and to get benefits at the cost of others. Largely underreported because of social embarrassment, fraud prevention is difficult and evolves quickly. However, the social influence processes behind this phenomenon change little. People are frequently victims of consumer fraud and scams, but in most cases the victim could have detected the fraud if only checked for inconsistencies in the scammer’s message. What makes some people detect and avoid a scam while others fall prey to it? Two different models of persuasion from social psychology can be used to understand this phenomenon: the persuasion knowledge model and the elaboration likelihood model. The persuasion knowledge model proposes that persuasion is a dyadic relation between the agent and the target of persuasion. In this relation the target relies on three types of knowledge to resist persuasion attempts: topic knowledge, agent knowledge and persuasion knowledge. The elaboration likelihood model proposes that attitude change occurs through two routes, with different levels of elaboration. The central route of persuasion involves high elaboration and more effortful control, while the peripheral route involves low elaboration and less effortful control. They provide the basis for this dissertation, presented in the form of two manuscripts. The objective of the first manuscript was to test the value of four groups of predictor variables to fraud victimization: time perspective, consumer self-confidence, negative life events and indebtedness. A sample of Brazilians answered an online survey about fraud victimization. Results suggested a link between self-confidence in personal outcomes marketplace interactions and fraud victimization. In the second manuscript, two experiments tested the effects of ego depletion, issue involvement, need for cognition, and valence of arguments on attitude change. In Experiment 1, it was expected that under a high ego depletion condition, attitudes would be similar in both strong and weak arguments conditions, while under a low ego depletion condition, attitudes would be significantly higher in the strong argument condition. In Experiment 2, it was expected that participants’ attitudes would follow the direction of the valence of the persuasive message. Results supported the hypotheses of Experiment 2 but not of Experiment 1. Uses and limitations of the persuasion knowledge model and the elaboration likelihood model are discussed. Future research may benefit from using different manipulations based on the elaboration likelihood and from testing the persuasiveness of fraudulent messages. Findings may be relevant for better understanding self-protection skills in fraud attempts.
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Foos, Adrienne Elizabeth. "Reawakening the sleeper effect in consumer research : the role of implicit self-anchoring and explicit self-referencing on the persuasive impact of countervailing information over time." Thesis, University of Manchester, 2015. https://www.research.manchester.ac.uk/portal/en/theses/reawakening-the-sleeper-effect-in-consumer-research-the-role-of-implicit-selfanchoring-and-explicit-selfreferencing-on-the-persuasive-impact-of-countervailing-information-over-time(d739a3c2-4b3d-4e7d-9cc3-420f9a652777).html.
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This research systematically investigates the sleeper effect, a counterintuitive phenomenon in which attitudes toward a persuasive message increase in favourableness over time despite the presence of discounting information. The sleeper effect has rarely been researched since criticisms in the 1970s and 1980s concerning relevance and difficulty in demonstrating the effect. Shifts in the consumer environment, however, merit a re-examination of the effect. The paucity of research leaves major gaps in establishing the conditions for existence of the sleeper effect, understanding the underlying mechanisms of the effect, the context in which the sleeper effect may flourish, and other factors with the potential to influence the effect. Recent research suggests self-associations at encoding impacts information processing and attitude change. The research reported in this thesis builds on the latter to develop hypotheses to test the relationships between self-associations and attitudes toward positive and negative information over time. The study adopts a quantitative approach to test the hypotheses using a series of three experiments, each building on one another. The first experiment seeks to find the absolute sleeper effect, and accomplishes this aim. The second experiment investigates the role of implicit self-anchoring on attitudes toward positive and negative information over time, showing that self-anchoring influences self/product identity overlap rather than the transfer of meaning through elaborative associations. The third experiment compares implicit self-anchoring and explicit self-referencing on attitudes toward positive and negative information, and shows that explicit self-referencing produces the associations and dissociations necessary to find the sleeper effect. This study significantly contributes to understanding the sleeper effect, not only by providing evidence for its existence, but by clarifying the mechanisms at work in the sleeper effect process. It distinguishes implicit self-anchoring and explicit self-referencing, and defines two processes in which the self and object interact in memory to influence attitudes. From a practical perspective, it situates the research in the contemporary consumer context, in which positive and negative information regarding products and services is accessible to consumers online. This study demonstrates that negative information can be leveraged to produce positive attitudes.
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Kim, Soyean. "Can you persuade 100,000 strangers on social media? The effect of self-disclosure on persuasion." Thesis, Boston University, 2013. https://hdl.handle.net/2144/12954.
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Thesis (Ph.D.)--Boston UniversityDisclosure of personal stories and self-relevant emotions is an essential part of our daily conversations. We frequently talk about our thoughts, feelings, and emotions with our family, friends, and, in an online setting, even with strangers. Despite the frequent occurrence of self-disclosure on social media, research that examines the influence of self-disclosure on the persuasive impact of a speaker is surprisingly limited. Working to understand persuasion in social media, this dissertation looks at self- disclosure (i.e., the act of revealing personal information which ranges from demographic information to feelings, thoughts, values, experiences, and self-concepts) as a core construct. In particular, across two essays, this dissertation research focuses on how bloggers can use disclosure of their feelings, thoughts, and life concerns to increase trust and build relationships with their audience, thus increasing the persuasive impact of their word-of-mouth messages. The first essay is a qualitative study ofbloggers' communication practices, in which postings on a variety ofblogs were analyzed. Drawing on both the communication and social psychology literatures, this essay develops a conceptual framework of how blogs can be categorized based on audiences' perceptions and how bloggers use different strategies to shape or shift their audiences' perceptions and increase the persuasiveness of their messages. Specifically, it suggests that bloggers use two distinguishable communication strategies: (a) developing and sustaining an illusion of relationship between the blogger and the reader in order to individualize the communication and (b) maintaining a level of ambiguity in their commercial interests in order to conceal the commercial nature of some blogs. Tactics underlying the use of these strategies as well as the efficacy and ethics of these practices were discussed. The second essay examines how sharing of intimate self-disclosure (i.e., sharing ofa deeper level ofpersonal information that may potentially involve risk and a feeling of vulnerability) influences the communicator's ability to persuade. Across four studies, this essay demonstrates how a communicator's intimate self-disclosure is perceived and processed by their audience in different types of relationships (communal vs. exchange) and how it affects the persuasive impact of the message.
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Belding, Jennifer Nicole. "The Embodiment of External Objects: A Self-Validation Perspective." The Ohio State University, 2011. http://rave.ohiolink.edu/etdc/view?acc_num=osu1306892108.
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Kårfors, André. "Social persuasion and electronic performance monitoring : A qualitative study of feedback and self-efficacy in call centers." Thesis, Stockholms universitet, Företagsekonomiska institutionen, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:su:diva-158439.
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Electronic performance monitoring (EPM) has long been associated with an array of negative effects, one of which is decreased employee self-efficacy, an essential determinant of human agency and workplace success. The negative discourse of control and discipline dominating the research field fails to account for the role of performance feedback, an integral component of EPM and part of an alternative discourse focusing on employee development. While feedback has been shown to ameliorate the negative impact of EPM, its effect on self-efficacy remains unclear. Therefore, this study investigates how employees subjected to EPM perceive and experience social persuasion – feedback aimed at increasing self-efficacy – using semi-structured interviews (with 10 customer service agents from as many call centers) and theoretical thematic analysis. The findings suggest that social persuasion can mitigate the efficacy-depleting effects of EPM, and that a mixture of positive and negative feedback is particularly conducive to successful persuasion. Moreover, the conflict between management's predilection for quantitative performance criteria and employees' qualitatively oriented conceptions of service quality is found to be a key issue. Based on these findings, it is argued that the heavy emphasis on positive feedback found in extant literature on EPM and self-efficacy is potentially misleading, as is the dominance of the control and discipline discourse. Finally, it is argued that social persuasion may ameliorate the quantitative-qualitative conflict, and that the potential of social persuasion is particularly high in call centers, where low self-efficacy levels are likely to be the norm.
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Esralew, Sarah Ellen. "Beating Others to the Punch: Exploring the Influence of Self-Deprecating Humor on Source Perceptions through Expectancy Violations Theory." The Ohio State University, 2012. http://rave.ohiolink.edu/etdc/view?acc_num=osu1337713268.
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Willder, Erin Lurae. "The Roles of Moral Anger, Empathy, and Self-Efficacy in Persuading Prosocial Activism." BYU ScholarsArchive, 2020. https://scholarsarchive.byu.edu/etd/9069.
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This study examined how nonprofits can use video narratives to elicit young individuals' emotions and persuade them to support a cause; in particular this study analyzed variables of elicited moral anger, sense of self-efficacy, empathic connection, and prosocial persuasion. Undergraduate participants (n = 160) viewed a two-minute PSA depicting scenes of domestic violence escalation in a young married couple's apartment. Participants completed scale responses that demonstrated a positive correlation between message-induced state empathy and moral anger as well as a positive relationship between state empathy and activist tendencies. As in other studies framed by the anger activism model (AAM), high levels of anger and perceived self-efficacy predicted greater willingness to engage in prosocial support of a nonprofit cause, but only on two of three measures. The practical importance of understanding moral anger and how its induction applies to seeking help for distressed populations can apply in many messaging constructs, particularly when an organization seeks to remedy an injustice. Traditionally nonprofit organizations have used anger appeals to alert inactive publics to threats to universal moral ideals, but this practice also can also be effective in socially conscious companies' persuasion efforts.
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Vande, Zande Ann R. (Ann Rachel). "Perceptions of Self-Disclosure in Interpersonal Compliance-Gaining." Thesis, North Texas State University, 1988. https://digital.library.unt.edu/ark:/67531/metadc500490/.
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One hundred thirty-five undergraduate students were queried at North Texas State University. Perceptions of self-disclosure as a compliance-gaining tactic were surveyed. A fifteen item questionnaire was utilized. Fourteen questions were tested by an analysis of variance. One question was tested by chi-square. Data indicated that self-disclosure was viewed as an effective compliance-gaining tactic for both males and females; but females were perceived as more effective than males utilizing the tactic. Self-disclosure utilized as a compliance-gaining tactic was perceived as appropriate by both males and females. Results indicated females and males have similar perceptions regarding the appropriateness of utilizing the self-disclosure tactic. Male and female raters did not differ significantly from each other.
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Kohne, Mary Lou. "Effects of Self-affirmation and Individualistic-collectivistic Appeals on Open-Mindedness and Advertising Effectiveness." University of Cincinnati / OhioLINK, 2006. http://rave.ohiolink.edu/etdc/view?acc_num=ucin1148385953.
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DeMarree, Kenneth Gerald. "In Search Of Individual Differences In The Use Of Mental Contents." The Ohio State University, 2008. http://rave.ohiolink.edu/etdc/view?acc_num=osu1211468855.
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Polavin, Nicholas Todd. "Cognitive-Experiential Self-Theory in Jury Decision Making." The Ohio State University, 2019. http://rave.ohiolink.edu/etdc/view?acc_num=osu1563386792843479.
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Robinson, Melissa J. "Learning Healthy Sleep Behaviors: The Importance of Selection, Self-Concepts, and Social Comparison in Narrative Self-Education." The Ohio State University, 2017. http://rave.ohiolink.edu/etdc/view?acc_num=osu1492435342459696.
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Young, Alison Isobel. "Influencing the Evaluation of Multiply-Categorizable Objects." The Ohio State University, 2010. http://rave.ohiolink.edu/etdc/view?acc_num=osu1277153205.
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See, Ya Hui Michelle. "Affective and cognitive meta-bases of attitudes unique effects on information interest and persuasion /." Columbus, Ohio : Ohio State University, 2007. http://rave.ohiolink.edu/etdc/view?acc%5Fnum=osu1180120486.
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Vanhille, Jared. "Cultivating Internal Rhetoric: Lessons on Self-Directed Rhetoric from Protestant Meditation Manuals and Modern Metacognitive Theory." BYU ScholarsArchive, 2021. https://scholarsarchive.byu.edu/etd/9030.
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Internal rhetoric describes how individuals engage in self-persuasion. Jean Nienkamp developed a theory of internal rhetoric by drawing on both the rhetorical tradition and the field of psychology. I build on Nienkamp's work by arguing that the Christian meditative practice outlined by Joseph Hall in The Arte of Divine Meditation (1607) and Edmund Calamy in The Art of Divine Meditation (1634) provides a theoretical and practical framework for performing a particular kind of internal rhetoric in which people become the rhetorical critic by reading their own beliefs and knowledge and then become the rhetor by composing self-directed arguments. This process of internal rhetoric aims to increase understanding, rouse affections, and change behavior. Synthesizing Hall and Calamy's meditative approach to internal rhetoric with Gregory Schraw's model of metacognition creates a more complete theory and practice of internal rhetoric, a practice that transforms the very nature of the individual. By bringing scholarship from multiple disciplines into conversation with one another, we can better understand how internal rhetoric is enacted and how to teach it.
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Sallenave, Thibaut. "Le Phénomène topique : phénoménologie, grammaire et rhétorique du lieu commun." Thesis, Paris 1, 2014. http://www.theses.fr/2014PA010676/document.
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Ce travail propose de réfléchir sur la notion de lieu commun, à partir de deux perspectives générales. La première relève d’une enquête philosophique sur la persuasion et s’inscrit par conséquent à la croisée d’une réflexion sur les formes intelligibles et sensibles de la preuve et d’une exploration de la tradition rhétorique du discours persuasif. La seconde relève quant à elle d’une interrogation sur la parole propre, qui engage le rapport entre subjectivité, langage et expression. C’est précisément à l’intersection de ces deux problématiques que l’on rencontre la notion de lieu commun, en vertu de la double acception qu’elle revêt. Héritier de la réflexion rhétorique sur les formes de l’argument, le lieu permet d’interroger directement la nature de la preuve discursive, telle qu’elle se donne à entendre dans les effets sensibles de la parole persuasive. Par ailleurs, dans son acception devenue usuelle, le lieu commun apparaît sous la figure paradoxale d’un obstacle à l’expression du soi. Il traduit à la fois une hétéronomie de la pensée et du dire, et la manifestation d’une parole étrangère, aliénée et anonyme, tapie au cœur de l’intériorité. Comment ce concept, visant initialement la maîtrise persuasive du discours, en est-il venu à nommer une dépossession de la parole propre ? De la Rhétorique d’Aristote aux écrits de Jean Paulhan, une enquête à la fois historique et conceptuelle peut s’efforcer de retracer les raisons de cette évolution, et d’évaluer la façon dont le lieu, tout en résistant au modèle d’une possession subjective du discours, persiste néanmoins à faire entendre une autre forme d’appropriation de la paroleThis study is a reflection about the notion of « commonplace » (lieu commun) that aims at elucidating its nature from two different points of view. The first one is an investigation about the concept of persuasion, which closely intertwines a philosophical inquiry about the intelligible and sensible form of proofs and a historical approach of the rhetorical tradition of persuasive speech. The second one is a research about the idea of a “proper speech” (parole propre), which deals with the relationship between subject, language and expressivity. The notion of commonplace is a central issue for both perspectives, due to its equivocal sense. As the result of a complex rhetorical theory of argumentation, the commonplace is able to highlight the very nature of the persuasive proof, which is to be said and heard through the sensible effects of persuasive speech. Besides, in the “ordinary” sense of the notion, the commonplace is the highly paradoxical figure of an obstacle to the expression of the self: it allegedly reveals the heteronomy of one’s thought and speech, and the underlying presence of an estranged, alienated and anonymous voice inside the interiority. How can one account for the relationship between those two different, even opposite, meanings? From Aristotle’s Rhetoric to Jean Paulhan’s works, this study aims at exploring the historical and conceptual reasons of this equivocality. It eventually attempts to describe the very specific form of speech appropriation enables by commonplaces, despite their irreducibility to the concept of authorship involved in the “classical” concepts of subjectivity
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Liu, Xudong. "WHAT EVOKES QUALITY OPINIONS ONLINE? AN EXPLORATORY STUDY OF ONLINE POLITICAL DISCUSSION CONTENT AND PSYCHOLOGICAL FACTORS INFLUENCING PEOPLE'S INTENTION TO EXPRESS DISAGREEMENT ONLINE." OpenSIUC, 2011. https://opensiuc.lib.siu.edu/dissertations/344.
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This study first tests the factors influencing the willingness to express opinions online. Guided by the spiral of silence theory, the research used a survey to test whether fear of isolation and opinion congruency work online. Second, the study explores how psychological constructs, including self-efficacy, collective efficacy, and proxy efficacy affect the willingness to express disagreement. A 2 × 2, verbal persuasion × vicarious experience, experiment was applied. Third, this study also conducted a content analysis to measure disagreement expressions in online newspapers and test how these expressions affect opinion quality and online discussion involvement. The survey study (N=321) showed that while fear of isolation online negatively predicts the willingness to express individual opinions, opinion climate congruency is not associated with the willingness. The online experiment demonstrated that mastery experience and verbal persuasion positively influence self-efficacy, but vicarious experience's effect was not confirmed. Self-efficacy plays the most salient role in predicting whether one selects to express disagreement online. The content analysis (N=1,288) of the discussion threads demonstrated that disagreement expression is widespread in the online newspaper forums analyzed, and such expression positively influences reasoned opinions and political discussion engagement.
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Xu, Mengran. "Investigation of the Differential Predictive Abilities of the Need to Evaluate Sub-scales." The Ohio State University, 2017. http://rave.ohiolink.edu/etdc/view?acc_num=osu1493927791142883.
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Siev, Joseph J. "Identity-based preference mindsets as determinants of the effectiveness of valence-framed persuasive messages." The Ohio State University, 2019. http://rave.ohiolink.edu/etdc/view?acc_num=osu1556736065580733.
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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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Pilling, Valerie Kay. "Increasing the effectiveness of messages promoting responsible undergraduate drinking : tailoring to personality and matching to context." Diss., Manhattan, Kan. : Kansas State University, 2008. http://hdl.handle.net/2097/665.
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Pickard, Matthew. "Persuasive Embodied Agents: Using Embodied Agents to Change People's Behavior, Beliefs, and Assessments." Diss., The University of Arizona, 2012. http://hdl.handle.net/10150/238634.
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Embodied Conversational Agents (i.e., avatars; ECAs) are appearing in increasingly many everyday contexts, such as e-commerce, occupational training, and airport security. Also common to a typical person's daily life is persuasion. Whether being persuaded or persuading, the ability to change another person's attitude or behavior is a thoroughly researched topic. However, little is known about ECAs' ability to persuade and whether basic persuasion principles from human-human interactions will hold in human-ECA interactions. This work investigates this question. First, a broad review of persuasion literature, which serves as an inventory of manipulations to test in ECA contexts, is presented. This literature review serves an inventory to guide future Persuasive ECA work. The ECA literature is then reviewed. Two preliminary studies exploring the effects of physical attractiveness, voice quality, argument quality, common ground, authority, and facial similarity are presented. Finally, the culminating study testing the effectiveness of ECAs to elicit self-disclosure in automated interviewing is presented and discussed. The findings of that automated interviewing study suggest that ECAs may replace humans in automated interviewing contexts. The findings also suggest that ECAs that are manipulated to look like their interviewees are able to induce greater likeability, establish more rapport, and elicited more self-referencing language than ECAs that do not look like the interviewees.
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Modic, David. "Willing to be scammed : how self-control impacts Internet scam compliance." Thesis, University of Exeter, 2012. http://hdl.handle.net/10871/8044.
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At any given moment in time, there are people complying with fraudulent requests (i.e. scams) on the Internet. While the incidence rates are low (between five and ten percent of the population becoming victims on a yearly basis), the financial and emotional consequences can be high. In this Thesis we composed a unified theory of which factors made individuals more likely to comply with scams and what psychological mechanisms are unwittingly employed by con-men to make their (illegitimate marketing) offers more enticing. The strongest overall predictor of scam compliance (i.e. the extent to which an individual is likely to comply with fraudulent requests) was the level of self-control, regardless of the observed stage of a scam. On the basis of previous research, we postulated and have empirically shown that falling for a scam is a 3-stage process (i.e. assessing a scam to be plausible - plausiblity, responding to scammers - responded and, finally, losing utility to them – lost out). Taking this paradigm into account, we analysed the three stages in separate investigations and tested the viability of various psychological factors that play a role in them. We hypothesized that attitudes towards risky choices would play a role in finding an Internet scam plausible and thus started our investigation by transferring one of the classic economic psychological theories (i.e. Prospect Theory) into a virtual setting and demonstrated that risk preferences remain unchanged between concrete and virtual settings. Our investigation showed that attitudes towards risk are similar across virtual and concrete domains, but did not yield a reliable psychometric scale measuring risk preferences. As a corollary, in Chapter 3, we investigated psychological mechanisms that influence risky preferences as applied to all three stages of scam compliance. The empirical investigation in Chapter 3 of the present Thesis focused on social psychological mechanisms of persuasion. A scale of susceptibility to persuasion was developed, validated and then applied to the phenomena of scam compliance in two studies. Four reliable factors contributing to susceptibility to persuasion emerged: influence of authority, social influence, self-control and the need for consistency. The susceptibility to persuasion scale was then used to predict overall lifetime (study 1) and time-limited (study 2) scam compliance across the three stages of scams. Social Influence weakly predicted the plausibility stage in study 1, while strongly predicting the response stage in study 2. The need for consistency strongly predicted response stages in both studies. While compliance with requests from authorities did not predict responses to any of the stages in study 1, it weakly predicted the plausibility of a scam and strongly predicted responding to it in study 2. Weak self-control was a significant predictor of losing funds in study 1 and a strong predictor of responding to scams in study 2. As lack of self-control (as a personality trait) emerged as one of the significant predictors of scam compliance, this led us to infer that there were other personality traits that would contribute to understanding scam compliance. That became the topic of Chapter 4 of the present Thesis. In Chapter 4, we used the five factor model of personality, a brief self-control scale and the UPPS impulsive behaviour scale to measure the impact of personality traits on scam compliance in the response stage. Results showed that extraversion, openness, self-control, premeditation, sensation seeking and (negative) urgency had an influence on the response rates to fraudulent offers. Lack of self-control (as a personality trait) again emerged as a strong predictor of overall scam compliance, which led us to infer that self-control as a cognitive state would also contribute to measuring scam compliance in general and in specific types of fraud. The investigation reported in Chapter 3 showed fraudulent Internet auctions to be an effective scam. As a consequence of these two findings, in Chapter 5, we investigated the impact of self-regulatory fatigue on compliance with fraudulent Internet auctions. In the empirical investigation in Chapter 5 180 respondents in two groups were exposed to a cognitive task designed to be ego-depleting and then to a constructed fraudulent Internet auction. They were asked a series of questions concerned with the likelihood of them purchasing a desired item (i.e. the third stage of a scam) and its appeal to them. We found no evidence that lowered self-control (as a state) had any impact on the appeal of fraudulent offer or the likelihood of purchasing it. We also demonstrated that the perception of risk in the fraudulent Internet auctions is most strongly influenced by the feedback mechanisms and the sellers’ ability to use correct English. In the conclusion to the present Thesis we discussed the implications of our empirical investigations and constructed a fictional fraudulent offer that would be effective according to our research. It should, for example, be based on the advance fee schemes and should be delivered over the Internet to reach the most potential victims. Once we had created an outline of an effective scam, we used that as our starting point to suggest mechanisms that would be effective in resisting it. For example, individuals could employ heuristics in a better way or conduct reality checks; and software toolkits that would help in resisting scams could be developed on the basis of our findings. We also discussed future research directions (obtaining larger samples, focusing on specific types of scams and specific populations; and others) and general implications of our findings.
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Luong, Tran (Kate). "The Drive to Be Better: The Role of the Self-Improvement Motive on Media Selection, Processing, and Effects." The Ohio State University, 2020. http://rave.ohiolink.edu/etdc/view?acc_num=osu159491690119515.
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Chapellon, Sébastien. "Le besoin de mentir : aspects cliniques et enjeux théoriques." Phd thesis, Université René Descartes - Paris V, 2013. http://tel.archives-ouvertes.fr/tel-00959860.
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Cette recherche s'attache à saisir les logiques inconscientes qui président au besoin de mentir. Elle s'intéresse au type de vulnérabilité psychique que le sujet contre-investit ainsi qu'à la nature de la communication inconsciente qu'il instaure avec ceux qu'il trompe. Après avoir recensé les différentes approches métapsychologiques existantes, les fonctions psychiques du mensonge sont explorées en regard de son rôle au cours du développement de l'enfant. Ensuite, l'examen de cas d'adultes rencontrés dans un dispositif d'accueil pour personnes en errance permet d'expliquer comment les sujets se défendent d'un vécu d'empiètement et le font vivre à ceux qu'ils trompent. Enfin, des exemples d'adolescents, observés dans le contexte de la protection de l'enfance contribuent à l'analyse des dynamiques intersubjectives impulsées par cet acte-parlé. L'ensemble de cette thèse démontre que malgré la difficulté que cette configuration clinique pose à l'observation, sa prise en compte permet de saisir la manière avec laquelle le sujet exprime une souffrance autrement indicible.
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Harb, Nidal Mahmoud. "The Effect of Success Stories on Exercise Adherence to Newly Enrolled Cardiovascular Patients in Cardiac Rehabilitation Program." Kent State University / OhioLINK, 2018. http://rave.ohiolink.edu/etdc/view?acc_num=kent1542377729977464.
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Alonso, Denise. "A argumentação em textos de auto-ajuda." [s.n.], 2010. http://repositorio.unicamp.br/jspui/handle/REPOSIP/269044.
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Orientador: Eduardo Roberto Junqueira GuimarãesDissertação (mestrado) - Universidade Estadual de Campinas, Instituto de Estudos da Linguagem
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Resumo: O trabalho diz respeito à investigação da argumentação de textos de auto-ajuda e realiza-se, sobretudo, sob os pressupostos das teorias retóricas argumentativas de Chaiim Perelman e através de fórmulas da Semântica enunciativa (apresentadas por Eduardo Guimarães), utilizadas como dispositivo regente para as análises do conectivo argumentativo conclusivo portanto, que atua como um dos maiores responsáveis pela persuasão em textos de auto-ajuda. Como o conteúdo da literatura dessa natureza é essencialmente pautado em dóxa, sua estrutura predominantemente tautológica e composta por argumentação ad hominen, procuramos abordar quais os mecanismos utilizados para a constituição da pretendida significação bem como as regularidades que funcionam e fazem funcionar este advento sintomático da contemporaneidade
Abstract: This material says about investigation of texts discussion of self help and performs, especially, below assumptions from argumentative rhetoric theory by Chaiim Perelman and besides semantic enunciative tactics (shown by Eduardo Guimarães), used as ruler device to the analysis of connective argumentative conclusive therefore, which act like one of the biggest responsible for persuasion in self help texts. As content this kind of literature is essentially guided by doxa, its structure predominantly tautological and compound for argumentation ad hominen, seek to approach what's the mechanisms used to constitution of desired significance and like the regularities that work and make to work this advent symptomatic of the contemporaneity
Mestrado
Mestre em Linguística
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Kader, Carla Callegaro Corrêa. "O DIÁLOGO INTER-RELIGIOSO DE SUA SANTIDADE O DALAI-LAMA." Universidade Federal de Santa Maria, 2005. http://repositorio.ufsm.br/handle/1/9780.
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Conselho Nacional de Desenvolvimento Científico e TecnológicoThis study aims to find out how the writer relates to the reader and which are the strategies of persuasion adopted by him in a book of spiritual selfhelp. Taking into account the perspective of Askehave (2004), that consider the spiritual self-help as a genre and starting by the definition of Bakhtin (1992), who emphasizes the regularity of thematic , compositional and stylistic traces to characterize a genre. The research about the theme of spiritual self-help took into discussion the modern and post-modern topics and the characteristics of Budism.To the reflexion of the modern and post modern man, it was used the studies of Dumont (1985), Smart (1993), Bauman (1998) and Chagas (2001, 2002). To contribute with the description of the compositional aspects, it was selected Eggins (1996) and Askehave (2004), that have models of segmentation for the analysis of a whole book or to the texts that make part of it. In Charaudeau (2002) it was found the support for the description of the tecniques that reveal the style of the writer. To complete the model of Charaudeau (2002), it was used Kopple (1985), Fairclough (1994), Perelman and Olbrechts-Tyteca (1996), Reboul (2000) and Neves (2000). The results of the analysis showed a writer as a simple person and at the same time the one who knows the human needs, addressing to a reader that searches for happiness and interior peace. The themes through the analysis were revealed as related to the Budism sTen Perfections and to the situation of submission of Tibet to China. Through the analysis of the texts, it was noticed an author that was against the speed, the materialism and the individualism of modern and post modern life., advising the reader to put the Other as the target of the individual actions. The dialogue among religions was noticed through the preaching of the practice of compassion, kindness, love to the other, patience and forgiveness. To analyse the way of the organization of the texts, the attribution of titles to the messages and to the textual segmentations made possible to verify the procedures used by the author to spread his principles. In the presentation of concepts, vision and spiritual orientations, it was verified the recontextualization of strategies and metafors. In the application of Charaudeau s model related to the discursive strategies of the subject, it was noticed that the author uses different procedures of getting closer and farther of the audience.
Este trabalho tem por propósito descobrir como o escritor se relaciona com o público leitor e quais as estratégias de persuasão adotadas por ele em um livro de auto-ajuda espiritual. Leva em conta a perspectiva de Askehave (2004), que considera o livro de auto-ajuda espiritual como gênero e parte da definição de Bakhtin (1992), que salienta a recorrência de traços temáticos, composicionais e estilísticos para caracterizar um gênero. A pesquisa sobre o tema dos livros de auto-ajuda espiritual levou à discussão sobre modernidade e pós-modernidade e às características do budismo. Para reflexão sobre o homem moderno e pósmoderno foram utilizados os estudos de Dumont (1985), Smart (1993), Bauman (1998) e Chagas (2001, 2002). Para contribuir com a descrição dos aspectos composicionais, selecionamos Eggins (1996) e Askehave (2004), que têm modelos de segmentação para análise do livro inteiro e para os textos que o compõem. Em Charaudeau (2002) encontramos o suporte para a descrição das técnicas que revelam o estilo do escritor. Complementando o modelo de Charaudeau, utilizamos Kopple (1985), Fairclough (1994), Perelman e Olbrechts- Tyteca (1996), Reboul (2000) e Neves (2000). Os resultados da análise apontam para o escritor como uma figura simples e ao mesmo tempo conhecedora das carências humanas, dirigindo-se a um leitor que busca a felicidade e a paz interior. Os temas, ao longo da análise, relacionaram-se às Dez Perfeições budistas e à situação de submissão do Tibete à China. Através da análise dos textos, percebeu-se um autor contrário à rapidez, ao materialismo e ao individualismo da vida moderna e pós-moderna, orientando o leitor a colocar o Outro como alvo das ações individuais. O diálogo entre religiões foi percebido através das pregações à prática da compaixão, da bondade, do amor ao próximo, da paciência, do perdão. A atribuição de títulos às mensagens e de rótulos aos segmentos textuais possibilitou verificar os procedimentos usados pelo autor para divulgar seus princípios. Na apresentação de conceitos, visões e orientações espirituais, destacaram-se as recontextualizações e as metáforas. Quanto às estratégias discursivas, o autor utiliza procedimentos diferentes para aproximar-se e distanciar-se do seu público.
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Querubini, Edson. "Escrita instruída e Licença nos Ensaios de Montaigne." Universidade de São Paulo, 2016. http://www.teses.usp.br/teses/disponiveis/8/8133/tde-29062016-113702/.
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Procura-se nesse estudo ler os Ensaios de Montaigne, menos em sua dimensão de descrição verdadeira dos casos que são abordados e dos arrazoados que são produzidos, e mais em sua dimensão de produção de efeitos verossímeis e persuasivos; atentos, pois, à intenção de um escritor em fazer crer (fidem facere) mais que em dizer a verdade. Assim, o propósito é o de relacionar o discurso deste autor com uma atividade plenamente ciente dos meios e instrumentos técnicos de produção da persuasão. Não se descarta a questão da veracidade do autorretrato, mas, entende-se que esta consiste em um dos elementos fundamentais por cuja construção verossímil prima o esforço do Ensaísta. Busca-se, pois mostrar que o que o livro nos dá a ler são as múltiplas operações do espírito que integram a maneira de uma persona construída nos convencer de sua coincidência espontânea, veraz e bem sucedida com seu autor.This thesis investigates Montaignes Essays and the persuasive and verisimilar rhetorical effects that they manage to achieve, rather than consider them as true descriptions of the matters they discuss and the statements they entail. Thus, close attention is paid to Montaignes intention to create belief (fidem facere) rather than to state the truth. Accordingly, this thesis sets out to identify this authors discourse as one that is fully aware of the technical instruments of rhetorical persuasion. Likewise, the veracity of the authors self-portrayal is not ignored, but it is understood as one of the fundamental elements at which the essayists efforts to produce verisimilitude predominate. Therefore, this research intends to show that what one reads in Montaignes Essays are the multiple operations of a mind that compose the manner of a persona that was built to persuade the reader that it coincides spontaneously, truthfully and successfully with the author.
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Douglas, Walter. "Exploring the potential of an inventory based on social cognitive career theory to assess preparedness for the postsecondary transition." Thesis, University of Dundee, 2016. https://discovery.dundee.ac.uk/en/studentTheses/d021ea43-4589-4ab8-a5f5-7476eb631d05.
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Background. The study was prompted by observation that failure to obtain a positive postsecondary destination is significantly more prevalent in young people living in areas of greater social deprivation, and in males rather than females. Previous studies have shown that this could be linked to differences in social cognitive factors. However, these studies have been mainly correlational and no comprehensive assessment instrument was found to assess preparedness for the postsecondary transition. Aims. The present study examines senior high school student’s perceptions of the personal, behavioural and environmental factors that affect them as they prepare to leave school. It reveals the structure of these factors and how they vary with regard to social deprivation and gender. Sample. The participants were 1044 senior high school students (573 males and 471 females) who attended six urban high schools. Method. A pre-empirical, 50-item assessment instrument was constructed based on the literature review to identify the wide range of factors previously shown to be relevant to achievement of a positive postsecondary destination. This was then administered to participants. Results. Factor analysis indicated that young people’s perceptions about leaving school were best represented by thirteen factors. An ANOVA model indicated that young people living in areas of higher deprivation reported significantly lower levels of positive postsecondary destination self-efficacy belief, less experience of vicarious career success, less performance of career development tasks, greater perception of career barriers, greater endorsement of a fixed career mindset, and fewer career scaffolding attachments. Males, compared to females, reported less experience of past career success, and fewer career scaffolding attachments. However, despite being at greater risk of a negative postsecondary destination, males reported higher levels of positive postsecondary destination self-efficacy belief, greater experience of positive career-related emotional arousal, greater ability to set career goals, and greater levels of career optimism. Conclusion. Twelve significant main effects on the measured social cognitive factors have the potential to contribute to an explanation of why failure to obtain a positive postsecondary destination is more prevalent in young people living in areas of greater social deprivation, and in males rather than females. A new assessment instrument has been produced to inform an ongoing exploratory process to design, target and evaluate educational interventions to improve postsecondary destinations for all. Increasing internal consistency, external validity and generalisability of findings are all desirable. Some future interventions are proposed on the basis of the results, including greater use of positive career role models in career development programmes, career mindset retraining for high school students, and psycho-education on attachment-fostering behaviours for parents and professionals.
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Zimmerman, Lindsey. "2008 U.S. Presidential Election: Persuasive YouTube Interactions About War, Health Care, and the Economy." Digital Archive @ GSU, 2009. http://digitalarchive.gsu.edu/psych_theses/64.
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Persuasive appeals posted to United States presidential candidates’ YouTube videos were coded using a grounded theory mixed-methods design. 37,562 comments about education, energy, Iraq, health care, the economy, and the presidential debates were randomly collected by date and time for three studies using coding analysis: pilot, presidential primaries, and the presidential election. Seven argument types were identified and theoretically refined according to dual process models of persuasion: reason-based, candidate-based, emotion-based, endorsements, enthusiasmheuristic, other-interest and self-interest. Theoretical comparisons and hypothesis testing of argument types were conducted by issue and election event. Consistent with impression involvement, reason-based appeals were more frequent during the primaries, whereas consistent with value and outcome involvement, emotion- and candidate-based appeals were more frequent during the election.
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Zsembery, Celeste Lloyd. "Rhetoric in Dialectical Behavior Therapy: Healing Minds Through Argumentation." BYU ScholarsArchive, 2012. https://scholarsarchive.byu.edu/etd/3093.
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The fields of psychology and rhetoric share the goal of improving human mental health and behavior through persuasion. This thesis traces the history of rhetoric and psychology theory, focusing on the parallel theories of Nienkamp's internal rhetoric and Herman's dialogical self. Both theories model the human mind as having multiple psyches that actively interact to interpret human experience and project human behavior. I conclude with a case study of anorexic patients using ethos, pathos, and logos in dialectical behavior therapy (DBT), arguing that principles of rhetoric can help patients with mental disorders cognitively realign their thinking more effectively than drug treatments can.
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Fox, Kerry Jane. "Exploring the effect of narrative health information and the moderating role of systematic processing on the impact of self-affirmation." Thesis, University of Sussex, 2017. http://sro.sussex.ac.uk/id/eprint/70263/.
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Self-affirmation shows promise as a technique for promoting more open-minded responding to health-risk information. However, studies to date have largely ignored a prevalent type of health information: experiential or narrative information. The aims of this research programme were therefore to (1) examine whether self-affirmation would promote more open-minded responding to narrative information and (2) test individual differences in systematic processing as a potential moderator. Chapter 2, Study 1 (N = 52) found that self-affirmation encouraged less derogation and counter-arguing in response to a narrative leaflet detailing the risks of alcohol consumption. Low systematic processors reported consuming significantly less alcohol at follow-up, despite initially reporting lower risk perceptions. In Study 2 (N = 67), self-affirmation produced mixed effects on outcomes. Moderation analyses showed that those low in systematic processing reported lower personal relevance and negative affect following the message, and evidence of less engagement with the narrative (lower reported attention to the narrative and less perspective taking), when self-affirmed. In the study reported in Chapter 3 (N = 142), after viewing a narrative video outlining the risks of alcohol consumption, self-affirmed participants reported consuming significantly less alcohol at follow-up. Self-affirmed participants also engaged in more open-minded responding (e.g., evidence of more message acceptance) to the health information, which was mediated by narrative engagement. Systematic processing did not moderate any effects. In Chapter 4, Study 1 (N = 157) a graphic narrative about the benefits of exercise was no more effective in changing outcomes than a non-narrative version of the same information. In Study 2 (N =71), the few effects of self-affirmation were typically moderated by systematic processing. Chapter 5 (N = 197) examined the impact of self-affirmation on a real health campaign that uses narrative formats to present information: Dry January. Again systematic processing typically moderated the effects of self-affirmation. On balance, the research programme provides some evidence that self-affirmation can promote more open-minded responding to narrative information. However, those low in systematic processing tended to show less persuasion when self-affirmed.
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Loli, Rejane. "A persuasão no discurso de auto-ajuda: uma abordagem sistêmico-funcional." Pontifícia Universidade Católica de São Paulo, 2008. https://tede2.pucsp.br/handle/handle/13972.
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Previous issue date: 2008-06-12Self-help books have presented the largest growth and are also responsible for the new best-sellers in the market. Marketdata research institute estimates that the world market of self-help books generated about US$8.5 billions in 2003. They reckon the total size of this market can reach more than US$11 billions in 2008. We can note that the self in self-help, as well as the self in self-learning, means learning without being followed by a teacher. It does not mean self-help, but that one can help him or herself with the help of a book, written by someone else. There is a writer passing their ideas on to a reader, hoping they will be accepted. Thus, the question is: how can a self-help book writer convince their reader of the validity of their statements? Persuasion, mainly implicit persuasion, is not always realized by clearly persuasive adjectives and adverbs, but also by certain lexico-grammatical choices which, in specific contexts, make a text extremely persuasive. This kind of persuasion takes place gradually throughout the text and may be extremelly efficient. Considering the undeniable success of these books, I found it justifiable to develop a study about the self-help text, analyzing it according to the point of view of the discourse, focusing on how the writer transmits his idea in order to get the reader s adhesion. To do so, I will use the critical discourse analysis which, by studying the social and historical situation of a text, aims at bringing to the readers knowledge the patterns of values and beliefs codified in the language invisible for those who take discourse as natural . I hope to analyze the lexico-grammatical choices made by the writer in order to persuade, explicitelly or implicitelly, the reader in the self-help books. For this, I will use Halliday s (1994) systemic-functional linguistics, specially the simultaneous action of the ideational, interpersonal and textual metafunctions, and also some recent contributions in terms of the writer s positioning towards the text and content evaluation. So, I will use, specially, in Martin (2000; 2003), that, with the token nocion value, frame (Goatly 1997; Bednarek 2005); in crypto-argumentacion (Kitis e Milapídes, 1996); textual world (Downing, 2003) and Semino (1997)
Os livros de auto-ajuda constituem um dos segmentos com maior crescimento e é também o responsável pelos novos best-sellers do mercado. O instituto de pesquisas Marketdata estima que o mercado mundial da auto-ajuda movimentou cerca de US$8.5 bilhões em 2003. Eles estimam que o tamanho total desse mercado pode alcançar mais de US$11 bilhões em 2008. Notemos que o auto de auto-ajuda, tal como em auto-didata, significa aprendizagem sem o acompanhamento de um mestre. Não quer dizer que a pessoa se ajude a si mesma, mas com a ajuda de um livro, que foi escrito por alguém. Há um autor que passa suas idéias para o leitor, esperando que este aceite suas idéias e sugestões. Então, cabe a pergunta: de que maneira o autor de um livro de auto-ajuda convence seu leitor da validade de suas afirmações? A persuasão, em especial a persuasão implícita, que permeia o texto, nem sempre é realizada por adjetivos e advérbios claramente persuasivos, mas graças também a determinadas escolhas léxico-gramaticais, não consideradas interpessoais na tradição, que, combinadas a contextos específicos, tornam-no altamente persuasivo. Esse tipo de persuasão, que acontece cumulativamente conforme o texto se desenrola pode ser extremamente eficaz em certos contextos. Diante do inegável sucesso de vendas desses livros, pareceu-me justificável promover um estudo a respeito do texto de auto-ajuda, analisando-o do ponto de vista do discurso, mais especificamente no que diz respeito ao modo como o escritor tenta passar suas idéias para conseguir a adesão do leitor. Para examinar essa questão, recorro à análise crítica, a qual procura, estudando detalhes da estrutura lingüística à luz da situação social e histórica de um texto, trazer, para o nível da consciência, os padrões de crenças e valores codificados na língua que estão subjacentes à notícia e que são invisíveis para quem aceita o discurso como algo natural . Espero examinar as escolhas léxico-gramaticais feitas pelo autor, Roberto Shinyashiki (2005), Heróis de Verdade,com vistas à persuasão tanto explícita quanto implícita no texto de auto-ajuda. Para tanto, apóio-me na lingüística sistêmico-funcional, de Halliday (1994), em especial, na atuação simultânea das metafunções ideacional, interpessoal e textual, incluindo as contribuições que a teoria tem recebido em recente data, principalmente no tocante ao posicionamento do escritor bem como da sua avaliação do conteúdo no desenrolar do texto. Assim, apóio-me em especial em Martin (2000; 2003), que, com a noção de token de avaliação, mostra a fusão da metafunção ideacional com a interpessoal; na noção de frame (Goatly 1997; Bednarek 2005), que explica a introdução pelo leitor de seu conhecimento prévio, desencadeado por elementos do texto; na construção da crypto-argumentação (Kitis e Milapídes, 1996), que trata de sobreposição de gêneros discursivos em função da persuasão; na montagem de um mundo textual (Downing, 2003) e Semino (1997), tendo em vista o leitor ideal . Dessa forma, espero desvendar a ideologia que permeia o texto e entender como é feita a persuasão no livro analisado
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Mejia, Paucar Erick Sebastian. "Fomento de la narrativa social del emprendimiento mediante escolares como herramienta de comunicación: Caso Mibanco." Bachelor's thesis, Universidad Peruana de Ciencias Aplicadas (UPC), 2020. http://hdl.handle.net/10757/653587.
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Dentro del contexto de convergencia cultural en el Perú, Mibanco cambió su comunicación de marca para enfocarse en atraer a su público objetivo a través del mensaje de emprendimiento como una acción necesaria para superar los problemas sociales del país, impulsando el reconocimiento de la convergencia cultural histórica. Para lograrlo, realizaron múltiples campañas publicitarias, entre las que resalta “Ciudadanos del mañana” al ser una crítica directa a la indiferencia de la población ante los problemas del Perú. El elemento analizado es el estudiante escolar como herramienta de comunicación para generar mayor conexión con el público objetivo, lo cual llama la atención por su representación como influenciadores, llamando a los adultos a cambiar la situación actual del país. A partir de lo anterior, se investigó el uso de la imagen de escolares con un rango de edad entre 12 a 17 años de edad y de nivel socioeconómico B, C y D, hijos de adultos que corresponden al público objetivo de MiBanco en la campaña publicitaria “Ciudadanos del Mañana”, como herramienta de comunicación para el desarrollo de la narrativa social del emprendimiento en Lima Metropolitana con el objetivo de determinar la eficacia del impacto de los escolares en la campaña publicitaria.During the context of cultural convergence in Peru, MiBanco changed its brand communication to focus on attracting its main target through the message of entrepreneurship as an action needed to surpass the social problems of the country, promoting the recognition of the historical cultural convergence. To achieve it, they did multiple advertising campaigns, from which is highlighted “Ciudadanos del Mañana” for being a direct critique to the indifference of the population to the problems of Peru. The analyzed element is the school student as a communication tool to manifest the problems highlighted to generate more connection with the main target, which calls the attention for its portrayal as influencers, calling out the adults to change the current situation of the country. From the above situation, it was investigated the use of the school students’ image between 12 and 17 years old and from social-economical level B, C and D, children of adults that comprehends the main target of MiBanco in the advertising campaign “Ciudadanos del Mañana”, as a communication tool for the development of the social narrative of entrepreneurship in Metropolitan Lima with the objective of determining the efficacy of the impact of the school students in the advertising campaign.
Trabajo de investigación
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Morley, Jacoba Lena. "The effects of gender, self-esteem, age, and relationship on compliance-gaining strategy selection." Scholarly Commons, 2001. https://scholarlycommons.pacific.edu/uop_etds/553.
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One goal of communicating with others can be to gain their compliance, essentially to get someone else to do what we want them to do. The techniques used and communicative messages chosen to accomplish this goal can vary widely. This study investigated the effects of gender, self-esteem, age, and relationship on compliancegaining strategy selection. Two hypotheses and three research ·questions were addressed in this study. Hypothesis One predicted males would be more likely to select anti-social compliance-gaining strategies in a social setting when trying to influence other males and pro-social compliance strategies when trying to influence females. Hypothesis Two predicted women will select more pro-social compliance-gaining strategies in social settings with both males and females. Three research questions examined the effect of interactant age, relationship (interpersonal or noninterpersonal) and self-esteem on the selection of compliance gaining strategies. The total sample size was 161 college students drawn from a medium-sized, private university in the western United States. Students
were enrolled in one of four communication courses. A factor analysis was first employed to reduce the Weisman and Schenk-Hamlin Compliance Gaining typology into pro- and anti-social strategies, so that Hypothesis One could be addressed. However, after the analysis showed that the thirteen strategies used did not fall into two discrete categories as originally anticipated, a t-test was used to evaluate each strategy individually. An analysis of variance was used to determine interaction effects among gender, age, self:esteem, and compliance-gaining strategy. At-test was employed for analysis ofhypothesis two to determine gender differences in strategy selection. All research questions utilized regression analysis to determine the existence of a relationship between the individual variables of age, relationship, and self-esteem on compliancegaining strategy. Results for Hypothesis One showed no significant difference in male research participants' selection of compliance-gaining strategies for both male and female targets. Results for Hypothesis Two indicated female research participants used the 'allurement' strategy more than males with both male and female targets. No significant difference in strategy usage for the remaining 12 strategies resulted. Results for the three research questions showed significant interaction effects for the strategies of ingratiation, promise, allurement, aversive stimulation, threat, altruism, and hinting.
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Renton, Michelle Susan. "Influencing consumer perceptions of a social issue: an experiment on the effects of credibility of the source, message sidedness and inward/outward focus on consumer attitudes toward genetically modified foods." Thesis, University of Canterbury. Management, 2008. http://hdl.handle.net/10092/874.
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This thesis aims to increase understanding of New Zealand consumer reactions to messages promoting genetically modified food products (GMFs) and to determine how the manipulation of three persuasion variables, message sidedness, source credibility and inward vs. outward focus impact upon consumer attitudes. To achieve this aim, the study integrated two frameworks, Bredahl's, (2001) determinants of attitudes towards GMFs and Wansink and Kim's, (2001) strategies for educating consumers about GMFs, into a new model. To empirically examine the model, a web-based experiment using a 2x2x2 between-subjects factorial design was conducted. The experiment exposed participants to one of eight treatment groups containing a promotional message for Genetically Modified foods. The participants then completed an on-line questionnaire detailing their responses to the messages. A total of 380 useable questionnaires were collected from a national sample of consumers and analysed using ANCOVA. The results of the study suggest that the outwardly focused, two-sided message was more powerful at lowering perceptions of risks, raising perceptions of benefits and positively influencing attitudes toward the ad than either the one-sided, outwardly focused message, or the inwardly focused messages of either sidedness condition. For purchase intentions individual differences appeared to be of greater influence than message factors.
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Wangenheim, Jonas von. "Essays in Information Economics." Doctoral thesis, Humboldt-Universität zu Berlin, 2018. http://dx.doi.org/10.18452/19349.
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Diese Dissertation besteht aus drei unabhängigen Artikeln in dem Forschungsfeld der Informationsökonomik. Ein wiederkehrendes Motiv in allen drei Artikeln ist die ambivalente Rolle von privater Information. In Kontrast zur klassischen Entscheidungstheorie, in der mehr Informationen Individuen niemals schlechter stellt, analysiere ich drei verschiedene Umgebungen, in denen mehr Konsumenteninformation die Konsumentenrente verringern kann.This dissertation comprises three independent chapters in the field of information economics. The recurrent theme of all three chapters is the ambiguous role of information: While in standard decision theory additional information enables individuals to weakly increase utility through making better choices, I analyze three di erent environments in which more information to consumers may actually be detrimental to consumer utility.
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Sturmer, Paul J. "Message source characteristics and employee assistance program advertising : beliefs in program effectiveness and intentions to self- refer." Virtual Press, 1994. http://liblink.bsu.edu/uhtbin/catkey/897525.
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Research indicates that the majority of clients seeking Employee Assistance Program (EAP) services are self-referred, and that a relationship exists between self-referral and the belief that an EAP is effective. Fifty-three subjects read an advertisement proclaiming that a fictitious EAP was effective. Following the Elaboration Likelihood Model (ELM), motivation to elaborate upon the advertisement's arguments was manipulated and two message sources (EAP clients; a fictitious professional consulting firm) were used. Although motivation had no effect on subjects' belief that the EAP was effective or their intention to self-refer, participants exposed to the less expert, trustworthy, and believable source (EAP clients) experienced a greater reduction in their self-referral intention than participants exposed to the more expert, trustworthy, and believable source (consulting firm). A positive correlation between belief in the EAP and self-referral intention was found. Implications for the ELM, EAP advertising, and research are discussed.Department of Counseling Psychology and Guidance Services
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Long, Kim E. "Increasing self reported argumentativeness in college level public speaking students." Master's thesis, University of Central Florida, 2010. http://digital.library.ucf.edu/cdm/ref/collection/ETD/id/4594.
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Argumentativeness, or the predisposition "to advocate positions on controversial issues and to attack verbally the positions which other people take on these issues" (Infante & Rancer, 1982, p.72), has been associated with a number of positive outcomes. Research among student populations indicates that compared to people who are low in argumentativeness, people high in argumentativeness display higher ability to learn, higher self esteem, greater ability to creatively manage conflict, and higher ability to see both sides of a situation (Barden & Petty, 2008; McPherson Frantz & Seburn, 2003; Rancer, Whitecap, Kosberg, & Avtgis, 1997). Promoting argumentativeness among college students should prepare students to effectively handle conflict and enhance their overall communicative competence, thus setting students up for increased success in life (Rancer et al., 1997). Although much research exists on increasing argumentativeness, none could be found that specifically looked at content in the college level public speaking course in relation to increasing argumentativeness. Specifically, this researcher sought to determine whether instruction in Elaboration Likelihood Model as part of the persuasion unit in a college public speaking course increases student argumentativeness more than instruction in Toulmin's model of reasoning/argument. Students in seven public speaking courses at a large Southeastern college were asked to complete the Argumentativeness Survey by Infante and Rancer (1982) after receiving instruction in either Elaboration Likelihood Model of Persuasion or Toulmin's model of reasoning/argument. Overall results did not indicate any difference between scores for students that received instruction in the two different content areas.ID: 029050183; System requirements: World Wide Web browser and PDF reader.; Mode of access: World Wide Web.; Thesis (M.A.)--University of Central Florida, 2010.; Includes bibliographical references (p. 53-58).
M.A.
Masters
Nicholson School of Communication
Sciences
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WANG, SI-MIN, and 王斯民. "Effects of Thought Confidence on Self-Persuasion." Thesis, 2013. http://ndltd.ncl.edu.tw/handle/67124805433844552227.
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SHEN, ZU-RONG, and 沈祖榮. "Problem Appeal vs. Solution Appeal: Self-referencing and Persuasion." Thesis, 2017. http://ndltd.ncl.edu.tw/handle/gnbk6d.
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碩士東吳大學
國際經營與貿易學系
105
A good advertising slogan can quickly capture the attention of consumers. According to past literature research, using rhetorical question is more attractive than statement. However, how to make the best of rhetorical question advertising slogan to achieve good results is also important. This research further explored that advertising appeals subdivide into problem appeal and solution appeal. When consumers in the different levels of issue concern, which appeal will make consumers for more self-referencing and increase persuasion. There are two- experiments, the experiment 1 using Laundry detergent as product. The results show that when consumers in the high issue concern, problem appeal advertising slogan would make more self-referencing and increasing persuasion than solution appeal；Furthermore, when consumers in the low issue concern, solution appeal advertising slogan would more self-referencing and increasing persuasion than problem appeal. Experiment 2 further to add implicit comparison to the message of advertising slogan. And choose bathroom cleaner as product. The results show that when consumers in the high issue concern, implicit comparison of problem appeal advertising slogan would make more self-referencing and increasing persuasion； Furthermore, when consumers in the low issue concern, non-implicit comparison of solution appeal advertising slogan would more self-referencing and increasing persuasion. Key words： rhetorical question advertising、problem appeal、solution appeal、implicit comparison、issue concern、self-referencing、persuasion
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HUANG, CHUNG-YI, and 黃崇逸. "Functional Appeal vs. Symptomatic Appeal: Self-referencing and Persuasion." Thesis, 2017. http://ndltd.ncl.edu.tw/handle/ezb6bs.
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碩士東吳大學
國際經營與貿易學系
105
Purpose To investigate the effect of advertisements headlines in rhetorical question form which content functional and symptomatic message under different levels of issue concerns, through self-reference as a mediator, in prompting the persuasion and attractiveness of headlines on advertisement. Design/methodology/approach Two between-subjects experiments assessed the extent to which message content of rhetorical questions in headlines via self-reference affecting to persuasion and product attractiveness moderated by different levels of issue concerns (Study 1). This paper further examined the effects on participants’ preference of functional and symptomatic message within the single versus multiple message contents under the situations of different levels of issue concerns (Study 2) Findings When consumers face advertising headlines, with low issue concern, they prefer functional appeal than symptomatic appeal in rhetorical questions. Relatively, when consumers with high issue concern face advertising headlines would prefer symptomatic appeal than functional appeal in rhetorical questions. More symptomatic information in headlines would effect persuasion significantly, more functional information in headlines could misdirect consumers.
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Guo, Wenxia. "Trust or not: the role of self-construal in the perceptions of trustworthiness toward salesclerks." 2012. http://hdl.handle.net/1993/7890.
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People usually have favorable evaluations when incoming information matches with their self view, which has been evidenced in cross-cultural research on advertisement appeals. However, the current paper demonstrates a counterintuitive finding in a retailing context. Results show that when an interdependent self-construal is made salient situationally, individually focused persuasion attempts (i.e. uniqueness) have a more positive impact on consumers’ trustworthiness toward the salesclerk and need for uniqueness than interpersonally focused persuasion attempts (i.e. connectedness). However, when an independent self-construal is activated situationally, persuasion attempts used by a salesclerk have no influence on consumers’ perceptions of trustworthiness toward the salesclerk and need for uniqueness. Five studies are presented that test these propositions and investigate their underlying processes. Study 1 conducted in Canada supported the hypothesized effects. Study 2 provided evidence for the robustness of the effect observed in Study 1 by conducting a similar experiment in China. Study 3, a field study, further supported the propositions when measuring self-construal as an individual difference. Study 4 provided support for the proposed underlying mechanism. That is, the observed effect in Study 1, 2 & 3 is due to persuasion knowledge through deliberate processing. Study 5 extended this result by recruiting participants from four different countries (France, Canada, China, and Israel).
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"Individual Differences in Using Epistemic and Teleologic Strategies for Deliberate Self-Persuasion." Texas Christian University, 2010. http://etd.tcu.edu/etdfiles/available/etd-04262010-115030/.
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Peng, Tzu-Ming, and 彭子銘. "The Persuasion Effect of Self Construal and Regulatory Focus on Organic Restaurant Advertising." Thesis, 2014. http://ndltd.ncl.edu.tw/handle/30123150224051017726.
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碩士亞洲大學
休閒與遊憩管理學系
102
People today, are becoming more and more health-conscious and pay attention to eating. Not only require the food delicious but also claim balanced and eating out the healthier way, not so like early as follow the material comforts, people beginning to further into mind source of food which is safety or not and how could feel at ease to choose the organic food, it is the important class to consumes who mind to eating out the healthier way. Base on self- construal theory (Markus & Kitayama, 1991) and regulatory focus theory (Higgins,1997), this study explored the advertising effect of consumers of organic restaurant in Hsinchu city, Taiwan. The findings of the study suggested that both product and advertising attitudes have positive effects on purchase intention.
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He, Theresa (Huan). "The Art of Persuasion: Self-Esteem, Message Framing, and the Persuasiveness of Prosocial Messages." Thesis, 2015. http://hdl.handle.net/1828/6998.
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Our planet currently faces an environmental crisis. Thus, understanding how to persuade people to donate their time and money to environmental organizations has become an ever-pressing concern. Prior research has shown that personality factors such as the behavioural inhibition system (BIS) and the behavioural activation system (BAS) along with promotion and prevention orientations can interact with message frame (i.e, gain- versus loss-framing) to induce regulatory or affective fit, thereby increasing the persuasiveness of the message (e.g. Higgins, 2000; Updegraff, Sherman, Luyster, & Mann, 2007). I propose and test the hypothesis that self-esteem will also interact with message frame to increase persuasion, even when BIS/BAS and promotion/prevention are controlled. I test this hypothesis in two experiments (Ns = 828 and 1614). In each study, participants completed a series of questionnaires assessing BIS/BAS, promotion/prevention, and self-esteem and then read either a gain- or loss-framed environmental message. Then participants completed a memory test concerning the message content. Finally, they completed a donation task in which they apportioned a lump sum of money to five different charities, including one environmental charity. Contrary to my hypotheses,
there was no interaction between self-esteem and message frame in either study. However, participants in the loss-framed condition donated more money to the environmental charity than did participants in the gain-framed condition, and this difference was explained by participants' greater memory for the loss-framed message. Moreover, the second experiment demonstrated that participants also reported stronger intentions to behave pro-environmentally when they had donated money to the environmental charity. Thus it appears that loss-framed messages are more effective at persuading people to donate time and money to environmental causes. Due to the paucity and mixed-results of research on gain- and loss-framing in the environmental field, my research can help contribute to the few studies on this topic. The practical application of these results may prove useful to environmental charities and organizations.Graduate
2017-12-16
0451
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Sung, Yongjun. "Self congruity versus situation congruity a cross-cultural study of self-concept, brand personality, and situational cues in persuasion /." 2006. http://purl.galileo.usg.edu/uga%5Fetd/sung%5Fyongjun%5F200608%5Fphd.
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