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Dissertations / Theses on the topic 'Social aspects of Persuasion (Psychology)'

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Published: 4 June 2021

Last updated: 14 February 2022

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1

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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2

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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3

Naczaj, Dimitri. "Aspects graphiques de la persuasion technologique : étude des messages persuasifs sur internet pour le recyclage des déchets électroniques." Thesis, Aix-Marseille, 2018. http://www.theses.fr/2018AIXM0619/document.

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Cette thèse comprend trois expériences et deux prétests (N = 1135) dans lesquelles sont étudiés trois aspects fondamentaux du design statique des messages sur internet : son format (infographie, audio ou texte), sa couleur et sa typographie, sur la thématique du recyclage des déchets électroniques (études 1 et 2) puis à propos de la migration humaine (étude 3).L’étude des aspects graphiques est pertinente si l’on veut augmenter la force persuasive d’un message. Le format joue un rôle prépondérant (étude 1a), permettant à la fois de changer les attitudes, mais aussi d’ancrer ce changement dans le temps. Les couleurs, par contre, ne semblent pas faire varier la force persuasive du message ou amener les lecteurs à agir en faveur du recyclage (étude 1b). La typographie ne semble pas non plus jouer de rôle dans la dynamique persuasive, qu’elle soit jugée lisible ou peu lisible (étude 2). Des pistes théoriques concernant la personnalité des typographies et leur cohérence avec le contexte sont développées.L’analyse des composantes de l’ELM a révélé, dans chaque étude, le fort lien entre l’attitude des individus et leur sentiment de responsabilité personnelle envers la thématique abordée ainsi que leurs connaissances a priori. Nous avons également vu que les leviers de persuasion ne sont pas systématiquement les mêmes selon le besoin de cognition.Globalement, nous suggérons que les messages persuasifs doivent adopter un format permettant une analyse centrale à faible coût cognitif, utilisant une couleur principale et une typographie toutes deux lisibles et cohérentes avec la thématique développée, avec un argumentaire qui renforce le sentiment de responsabilité des lecteurs
This thesis includes three experiments and two pre-tests (N = 1135) in which three fundamental aspects of static message design on the Internet are studied: its format (infographics, audio or text), its colour and typography, on the theme of electronic waste recycling (studies 1 and 2) and then on human migration (study 3).The study of graphic aspects is relevant if we want to increase the persuasive power of a message. The format plays a major role (study 1a), making it possible to change attitudes and to anchor this change over time. Colours, on the other hand, do not seem to vary the persuasive force of the message or to lead readers to act in favour of recycling (study 1b). Nor does typography seem to play a role in the persuasive dynamic, whether it is considered legible or difficult to read (study 2). Theoretical approaches regarding the personality of typographies and their coherence with the context are developed.The analysis of the components of the ELM revealed, in each study, the strong link between the attitude of individuals and their sense of personal responsibility towards the theme addressed as well as their a priori knowledge. We have also seen that the levers of persuasion are not systematically the same according to the need for cognition.We suggest that persuasive messages should adopt a format that allows for central analysis at low cognitive cost, using a main colour and typography that are both readable and consistent with the theme developed, with arguments that reinforce readers' sense of responsibility

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4

Barbier, Mathilde. "Représentations sociales, persuasion technologique et engagement : interventions diagnostique et incitative appliquées aux dons d'organes." Thesis, Aix-Marseille, 2019. http://www.theses.fr/2019AIXM0362.

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La thèse a d'abord visé à comprendre les leviers potentiellement impliqués dans la décision au don d’organes ; ensuite à employer ces leviers dans une démarche de changement d’attitudes et de comportements amenant in fine les individus à se déclarer comme des donneurs d’organes. Du point de vue diagnostique, la thèse a recueilli les représentations sociales du don d’organes (contenu et structure). Nous avons également étudié la perspective temporelle du futur transcendantal afin de savoir si la façon dont les individus envisagent la vie après la mort peut conduire à une élaboration représentationnelle spécifique vis à vis du don d’organes. D’un point de vue incitatif, la thèse explore les articulations possibles de la théorie des représentations sociales avec la théorie de la persuasion d’une part, et la théorie de l’engagement, d’autre part. Une première expérimentation a consisté à manipuler le statut structural des représentations sociales du don d’organes dans un dispositif de persuasion technologique, mettant par ailleurs en jeu des facteurs ergonomiques de l’interface. Pour tenter de reproduire les effets comportementaux issus de la mobilisation du statut structural une deuxième expérimentation a cette fois-ci croisé le champ des représentations sociales avec celui de l’engagement. Sur le plan fondamental, cette thèse propose des pistes nouvelles d’articulation des représentations sociales avec les champs de la persuasion technologique et de l’engagement. Sur le plan pratique, elle propose des pistes d’optimisation, spécifiquement dans le domaine de l'innovation technologique: pour la promotion du don d’organes mais aussi plus globalement en santé publique
The thesis first aimed to understand the levers potentially involved in the decision to donate organs; then to use these levers in changing attitudes and behaviours that ultimately led individuals to declare themselves as organ donors. From a diagnostic point of view, the thesis collected the social representations of organ donation (content and structure). We also studied the transcendental-future time perspective to determine whether the way individuals view life after death can lead to a specific representational elaboration with respect to organ donation. From an incentive point of view, the thesis explores the possible articulations of social representation theory with persuasion on the one hand, and commitment on the other. A first experiment consisted in manipulating the structural status of social representations of organ donation in a technological persuasion procedure, also involving ergonomic factors of the interface. With the aim to reproduce the behavioural effects resulting from the mobilization of the structural status, a second experiment crossed the field of social representations with that of commitment.At the fundamental level, this thesis proposes new ways of linking social representations with the fields of technological persuasion and commitment. On a practical level, it proposes ways of optimizing, specifically in the field of technological innovation: for the promotion of organ donation but also more generally in public health

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5

Taylor-Jones, Sarah. "Online persuasion : the influence of message cues and source characteristics." Thesis, University of South Wales, 2013. https://pure.southwales.ac.uk/en/studentthesis/online-persuasion(287229e3-9bb5-4f7b-94d7-62e64992f6e7).html.

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Despite the exponential growth in internet usage for personal communication over the last 10 years (Madden & Zickuhr, 2011) little is known of the online interpersonal persuasion process. Whilst some psychological research has been undertaken in this area, the findings are somewhat contradictory (e.g. Di Blasio & Milani, 2008; Murphy, Long, Holleran, & Esterly, 2003). These studies also fail to give consideration to cues used in online persuasive interactions due to the absence of paralinguistic cues. Further, the extant research in this domain has not explicitly examined the persuasion process in terms of a theoretical model. This thesis aims to address these issues and provide a foundation from which future research can be based. This thesis comprises two studies. The first study examined participants’ reactions to anonymous persuasive requests. These requests were presented using three situational contexts, each of which elicited different self-interest motivations (i.e. social, learning, and political). It also compared participants’ reactions to these contexts across three different communication modes both online and offline (i.e. instant messaging, email, and face to face). Language cues (i.e. language power and emotion) contained in the messages presented were also manipulated. The findings from this study show that in anonymous interactions communication mode does not affect compliance decisions. Instead, individuals are sensitive to situational context in online interactions and they process information in accordance with their self-interest motivations. Further, it was also found that, despite the anonymity, individuals are able to engage in impression formation by using the available cues and utilise these impressions when making compliance decisions. In response to these findings, Study 2 examined the effect of prior information in online interpersonal persuasive interactions and found that this information influences message evaluations over and above those in anonymous interactions. This study also examined the persuasion process in terms of a theoretical model finding that individuals engage in hypothesis-testing utilising all the information they perceive to be relevant to a compliance decision. Thus, it was concluded that Kruglanski and Thompson’s (1999) unimodel of persuasion provides the best explanation for online interpersonal persuasion processes. The findings from this thesis provide a broad foundation from which to base future research. They demonstrate that context is important in online communication and affects compliance decisions. They also show that cues are attended to in online interactions and are used in the evaluation process as they provide relevant evidence from which to base a compliance decision. From the findings of this thesis a model of the interpersonal persuasion process is proposed.

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Hague, Anne L. "Evaluating Attitudes of Obesity and their Change Processes among Student Teachers and School Teachers on the World Wide Web Using the Elaboration Likelihood Model." Fogler Library, University of Maine, 2003. http://www.library.umaine.edu/theses/pdf/HagueAL2003.pdf.

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7

Tobin, Stephanie J. "Causal uncertainty and persuasion how the motivation to understand causality affects the processing and acceptance of causal arguments /." Columbus, Ohio : Ohio State University, 2004. http://rave.ohiolink.edu/etdc/view?acc%5Fnum=osu1085081827.

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Thesis (Ph. D.)--Ohio State University, 2004.
Title from first page of PDF file. Document formatted into pages; contains x, 309 p.; also includes graphics. Includes abstract and vita. Advisor: Gifford Weary, Psychology Graduate Program. Includes bibliographical references (p. 68-71).

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Handley, Ian M. "Source Mere Exposure and Persuasion." Ohio University / OhioLINK, 2003. http://rave.ohiolink.edu/etdc/view?acc_num=ohiou1070460213.

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9

Lavoisier, Lydie-Marie. "Contribution à une meilleure compréhension du pouvoir de persuasion des communications de service public : une application aux messages télévisés de la Sécurité routière française." Paris 1, 2000. http://www.theses.fr/2000PA010051.

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Initiée par la volonté de participer au développement des connaissances dans un domaine de recherche encore peu explore par les milieux académiques, celui de l'étude des mécanismes de la persuasion publicitaire dans le contexte d'investigation particulier du marketing social, cette recherche doctorale a pour ambition majeure de contribuer à enrichir la compréhension qu'ont les chercheurs et praticiens de cette discipline des mécanismes qui sous-tendent l'efficacité de communications de service public destinées à l'influence de comportements dits « physiquement risqués » et fondées sur les appels à la peur. La méthodologie présidant à la validation des hypothèses de recherche repose sur la mise en œuvre d'un protocole expérimental rigoureux (procédure de pré-test fondée sur la diffusion de séquences publicitaires télévisées incluant chacune une des huit annonces réelles et inconnues de lutte contre la vitesse au volant testées ; manipulation numérique des images et du son des stimuli étudiés afin de les adapter aux objectifs poursuivis ; recours à un groupe de contrôle), et sur l'analyse, par les modèles d'équations structurelles, des données collectées sur le terrain. Les résultats obtenus permettent de valider une proposition de modélisation novatrice, à vocation intégrative, du processus de persuasion publicitaire, de comprendre la façon dont s'articulent l'ensemble des réactions des individus a ces annonces (mise en exergue des mécanismes psychologiques prédominants de la persuasion, i. E. De deux routes d'efficacité publicitaire clairement distinctes), et d'identifier quelques-uns des déterminants de la nature des principaux cheminements persuasifs empruntes par leurs récepteurs (variables modératrices du processus). Si les conclusions établies au terme de l'étude empirique viennent confirmer le bien-fondé du recours à la publicité afin de promouvoir un changement social volontaire, elles permettent également de mettre clairement en évidence l'existence d'une relation positive entre intensité des réactions affectives négatives déclenchées par des communications menaçantes et efficacité publicitaire, et témoignent en outre de la nécessité d'adapter les modèles théoriques de la persuasion au regard de la nature de l'objet communiqué.

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10

Ogami, Kelley. "Persuasion in the Health Field: Framing the Message for Attitude Change." Scholarship @ Claremont, 2016. http://scholarship.claremont.edu/scripps_theses/837.

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The process of persuasion, the changing of a person’s attitudes, has often been applied to health communications designed to promote healthy behavior. Manipulation of aspects of the persuasive message can influence persuasion and the likelihood of attitude change. For a long time, the existing persuasion research had yet to examine how different types of message framing and intervention targets directly and in interaction with one another act as predictors of health attitude change. Therefore, this thesis addressed this lapse using an online survey to assess participants’ attitude towards the health issue of hypertension after reading a health message. This health message was manipulated in how it framed the problems of high blood pressure and how it prescribed changes in behavior to have healthy blood pressure levels. It was hypothesized that negative message framing, the interrogative verb mood and a facilitation target would have greater influence over attitude and behavioral intention compared to their alternatives. The same pattern of results was expected for elaboration save for the hypothesis that an inhibition intervention target would result in greater elaboration than a facilitation target. This thesis may further the field of psychology’s understanding of persuasion as well as help create a better informed and healthier society.

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Penner, Matthew R. "The Effects of Message Matching in Climate Change Persuasion." TopSCHOLAR®, 2019. https://digitalcommons.wku.edu/theses/3096.

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Public opinions of climate change are not consistent with the reality that climate change is occurring. Effective persuasive messages must be created to ensure that irreparable damage to the environment is prevented. This study investigated the cognitive processes that occur when an individual is exposed to a persuasive message regarding environmental concerns that is matched to an individual’s personality characteristics like right wing authoritarianism and purity. Messages on two environmental topics (solar panels and the Environmental Protection Agency) were created. Each topic was framed in multiple ways to test hypotheses about personality-based message matching. Participants completed a thought listing task after reading about each of the topics, and then indicated their attitudes toward the message topics. Participants were also asked to complete several individual difference scales. Reported attitudes were regressed on individual differences and message frame type in order to determine the effects of message matching on attitudes. While the results do not support a matching effect for purity, an effect of right wing authoritarianism was found after controlling for environmental apathy. This suggests that individual difference matching effects do exist, although they may be more complex than initially hypothesized.

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Albouy, Jeanne. "Efficacité des campagnes humanitaires choc : contribution des réactions affectives au processus de persuasion publicitaire." Thesis, Toulouse 1, 2011. http://www.theses.fr/2011TOU10055.

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Cette recherche s’intéresse au mode d’action des campagnes humanitaires « choc », qui sollicitent le registre émotionnel en mettant en exergue la souffrance engendrée par un fléau humanitaire. L’intérêt de faire appel aux émotions négatives en communication sociale a été vivement débattu sans que n’émergent de résultats consensuels. De plus, le clivage traditionnel entre les approches cognitives et affectives, ainsi que les spécificités du secteur humanitaire, soulignent la nécessité de mieux comprendre l’effet de telles campagnes. Un modèle théorique du processus de persuasion est proposé et mis à l’épreuve. Les résultats d’une étude quantitative - conduite auprès de 1200 sujets - prônent un renouvellement paradigmatique en communication sociale, où les approches cognitives de la persuasion dominent. Les réponses affectives générées par une campagne humanitaire contribuent davantage à son efficacité persuasive que les antécédents cognitifs de la décision d’aider autrui. Par ailleurs, un cheminement persuasif affectif indépendant du traitement cognitif et actif du message est identifié. Le rôle adaptatif des émotions négatives est également mis en lumière dans le cadre des problématiques prosociales
This research focuses on efficiency of shocking charities’ campaigns, which appeal to emotions by deliberately emphasizing the suffering generated from a humanitarian plague. The interest of highly emotional appeals in social communication was hardly debated. However, studies didn’t provide coherent results. Moreover, the cognitive-affective approaches divide and the specificities of charitable context highlight the need to understand responsiveness to such campaigns. A theoretical framework of persuasion process is suggested and tested. An experimentation carried out on 1200 participants finally advocates a paradigmatic revitalization of social persuasion process, since it has been dominated by cognitive considerations. Results show that affective responses elicited by charity’s campaign dominate cognitive antecedents of the decision to help in explaining message’s efficiency. Furthermore, an affect-based route of persuasion, unmediated by deliberate thoughts and message processing, is identified. Our results underline the adaptive role of negative emotions with regard to prosocial issues

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Tharp, Valerie M. "The Alpha and the Omega: Testing the Strength of Persuasion." Marietta College / OhioLINK, 2006. http://rave.ohiolink.edu/etdc/view?acc_num=marietta1153763654.

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Peterson, C. Mark. "The Motivation-Emotion-Matching (MEM) model of television advertising effects." Diss., Georgia Institute of Technology, 1994. http://hdl.handle.net/1853/30653.

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McCulloch, Brandi E. "Perspective-taking in early adolescent persuasion and its relationship to "mentalising"." Laramie, Wyo. : University of Wyoming, 2007. http://proquest.umi.com/pqdweb?did=1313922641&sid=1&Fmt=2&clientId=18949&RQT=309&VName=PQD.

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Russell, Cristel Antonia. "Popular culture and persuasion: An investigation of product placements' effectiveness." Diss., The University of Arizona, 1999. http://hdl.handle.net/10150/284063.

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This dissertation explores the psychological processes involved with the placement of real brands within television programming. While empirical evidence tells us that television images influence individuals, on the one hand, and that television programs contain references to specific forms of consumption, on the other hand, the psychological effect of specific references to brands has, to date, only been reasoned theoretically (e.g., Levy 1959; McCracken 1988). Because it focuses on individuals' responses to specific brands placed within a popular culture text, the technique of product placement provides an ideal context for studying the relationship between branded products and popular culture elements. Drawing from the psychology literature, I propose that the effectiveness of product placements varies depending on the specifics of the placement. Based on a Tripartite Typology of Product Placement, I make predictions regarding the processing and persuasive impact of each type and combination of placements. This conceptual framework was tested through a newly developed methodology called "the theatre methodology," which used a videotaped original screenplay as the setting for the presentation of stimuli. As predicted, the number of modalities and the degree of plot connection were shown to significantly improve memory. The study further revealed a significant interaction between plot connection and modality, caused by a stronger effect of plot connection on the visual placements than on the auditory placements. In terms of attitude, the results suggest two equally persuasive but dramatically different strategies. Indeed, product placements that were visually placed in the background were as persuasive as placements that relied on both audio and visual modalities and were highly connected to the plot. Contributions to marketing and cognitive and social psychology theory are discussed.

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Codou, Olivier. "De l'idéologie à le perception sociale, une application du modèle de Doise : le cas du libéralisme." Nice, 2008. http://www.theses.fr/2008NICE2023.

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L’objectif de ce travail se situe à un triple niveau. D’abord, nous répondons avec une série de six études expérimentales à un certain nombre de questions que Beauvois soulevait dès 1976 autour du rapport entre l’Homme occidental et l’idéologie (ou corpus culturel) libéral(e). Après avoir identifié certaines dimensions du corpus culturel libéral (i. E. , liberté individuelle, autonomie, hédonisme et différence interindividuelle), nous ciblons des objets de notre quotidien (i. E. , certaines publicités et certaines plaquettes descriptives de coaching) particulièrement empreints de ces valeurs libérales. En nous intéressant particulièrement au lien idéologie/perception sociale, nous mettons en évidence, par une technique d’amorçage, des liens causaux entre ce corpus culturel libéral et certaines dimensions de l’individualisme (i. E. , internalité, autosuffisance et ancrage individuel). Nous identifions également des effets de ce corpus culturel sur une orientation à la compétition. Sur un plan plus cognitif, nous montrons comment l’idéologie libérale vient influencer des processus internes comme l’homogénéisation groupale et ainsi modifier nos jugements. C’est ainsi, de façon globale, notre perception sociale qui se trouve modelée par une idéologie. Ensuite à un niveau plus épistémologique, nous soulignons comment l’opposition cognitif/social n’est que le reflet d’une pensée commune qui nous incline à raisonner de façon binaire et exclusive. En rompant avec ce sens commun et en recourant au modèle de Doise (1982), nous montrons, tant sur le plan méthodologique (numérique/verbal ; quantitatif/qualitatif) que sur le plan théorique (culturel/idéologique ; social/cognitif), que des démarches intégratives ou plurielles peuvent nous ouvrir de nouveaux horizons scientifiques. Enfin, ce travail a permis d’alimenter le paradigme de l’amorçage. En utilisant des amorces complexes et écologiques, porteuses de valeurs libérales, nous répondons aux souhaits de Bargh (2006) sur l’évolution de ce paradigme. L’imbrication de ces trois niveaux nous permet d’investiguer de façon originale un champ théorique jusqu’ici très peu voir pas du tout abordé par l’expérimentation
The aim of this research is three-fold. First we investigate, in a sery of 6 experimental studies, questions raised by Beauvois in 1976 regarding the relations between occidental people and the liberal ideology or cultural corpus. After having identified some dimensions of the liberal cultural corpus (i. E. , individual freedom, autonomy, hedonism and inter-individual difference), we target everydaylife objects (i. E. , adds and coaching flyers) particularly linked to liberal values. By focusing on the link between ideology and social perception, we show, using a priming paradigm causal relations between the liberal cultural corpus and some dimensions of individualism (i. E. , internality, autonomy and individual inscription). We also identify effects of this cultural corpus on the orientation toward competition. On a cognitive side, we show how the liberal ideology can influence processes such as group homogeneisation and in turn modify judgements. Then, our social perception can become globally modelled by an ideology. Second, at an epistemologic level, we emphasize how the opposition between the cognitive and social views reflects an accepted way of viewing that incites us to reason in a binary and exclusive way. Turning from this common sense and invoking the doise's (1982) model, we show, from methodologic (numeric/verbal; qualitative/quantitative) and theoretical points of views (cultural/idéological; social/cognitive), that integrative or plural approaches can open new scientific fields. Finally, this work has permitted to enrich the priming paradigm. By using complex and ecological primes involving liberal values, we support Bargh (2006) wishes on the evolution of this paradigm. The inter-relations between these three levels permits to investigate in an original manner a theoretical field up to now not or seldomly studied experimentally

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Johnson, India R. "Race and Information Processing: Scrutiny as a Function of Automatic-Deliberative Discrepancies in Racial Attitudes." The Ohio State University, 2012. http://rave.ohiolink.edu/etdc/view?acc_num=osu1340743730.

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Irobunda, Cynthia. "The Effect of Mood on Persuasion: The Role of Music and Dance in Mood Induction." Scholarship @ Claremont, 2018. http://scholarship.claremont.edu/scripps_theses/1090.

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Previous literature has shown how mood influences persuasion. The aim of this study is to investigate how the persuasion and elaboration of strong and weak arguments are increased or decreased by positive and negative moods, that will be induced through distinct video selections. Participants will be asked to watch a video that incorporates specific music and dancing to induce a positive or negative mood. This study is a 2 mood induction (positive vs. negative) X 2 argument strength (strong vs. weak) design. The results of the two-way ANOVA will show that elaboration is suspected to decrease when one is in a positive mood, but increase in a negative mood. Strong arguments are expected to be more persuasive than weak arguments. Mood and dance will successfully induce positive and negative mood. Mood and argument strength will influence persuasion and elaboration. Implications for this study are expected to further research on how to use music and dance in persuasive appeals, and how mood plays a role in emotional decision-making, especially within advertisements.

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Fabrigar, Leandre Ramon. "The role of the affective and cognitive bases of attitudes in susceptibility to affectively and cognitively based persuasion." The Ohio State University, 1995. http://rave.ohiolink.edu/etdc/view?acc_num=osu1387445723.

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Leung, Shuet Yan. "Effects of product involvement and endorser type : computer print ads in Hong Kong." HKBU Institutional Repository, 2000. http://repository.hkbu.edu.hk/etd_ra/246.

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Fonseca, Ricardo Jorge Rodrigues Moita da. "Familiarity, challenge and processing of persuasion messages." Doctoral thesis, ISPA - Instituto Universitário das Ciências Psicológicas, Sociais e da Vida, 2012. http://hdl.handle.net/10400.12/1746.

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Tese apresentada para cumprimento dos requisitos necessários à obtenção do grau de Doutor em Psicologia na área de especialização de Psicologia Social realizada sob a orientação de Teresa Garcia-Marques e co-orientação de James Blascovich
This thesis investigates the relationship between an experience of familiarity and a motivational state of challenge with how information is processed in a persuasion context. Previous research on social cognition has suggested that familiarity not only impacts a wide range of cognitive processes, but also regulates the activation of a more analytic information-processing mode, an assumption of the Familiarity of As a Regulation Mechanism model (Garcia-Marques, 1999; Garcia-Marques et al., 2010). On a different field, research on the Biopsychosocial model of challenge and threat (Blascovich et al., 1993, 1999) has suggested that familiarity influences the activation of a motivational state of challenge. These two approaches suggest, therefore, that an experience of familiarity is able to influence both cognitive and motivational processes features. The overlap between the assumptions underlying both approaches is here explored being suggested the possibility that they might be closely related. For example, both approaches assume that an experience of familiarity signals individuals with necessary resources available and accessible in memory to deal with the situation. In this thesis, we have explored the relationship between these two approaches developing four experiments that could simultaneously inform about information-processing modes and assess the cardiovascular responses that typically map the motivational state. Experiment 1 showed the expected association of familiarity with non-analytical processing and at the same time the exhibition of a challenge type of cardiovascular responses. Interestingly these two effects that were activated by the same source, familiarity, did not seem to be related. Neither the observed cardiovascular indexes explained why individuals engaged in less analytic processing, nor did this processing mode was associated with the cardiovascular indexes. To continue exploring the relationship between these two effects, experiment 2 tested if the motivational state of challenge could promote less analytic processing by itself. Although the manipulation of motivational challenge did in fact influence how information was processed and was associated with the correspondent cardiovascular pattern of challenge, once again, the cardiovascular indexes were not related with the cognitive effect. The subsequent studies were designed to directly test the observed independence of both processes. We hypothesized that this observed dissociation could be in some way related with the fact that both processes depend on different levels of task-engagement. Experiment 3 replicates experiment 2 by manipulating the motivational state of challenge and adding to it a manipulation of task-engagement (presence versus absence of an observer). Results revealed that the two previously observed effects were only found in the task-engagement condition (i.e. in the presence of the observer). In experiment 4, we went back to the original study of the experience of familiarity and thus replicated experiment 1, adding to it the same manipulation of task-engagement. Results revealed that although the motivational effects disappeared in the low engagement condition (i.e. those who were alone), the cognitive impact was always observed regardless of the task-engagement level. To our view, these results are suggesting that the two effects here approached – the cognitive and motivational impact of familiarity, are related indeed. However, they are related under specific conditions, for example, the degree with which individuals are engaged with the task. As such, we claim that their co-occurrence does not mean that they are part of the same process. This assumption is discussed and a set of new experiments is proposed to further support it.
Fundação para a Ciência e Tecnologia

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Yeo, Tien Ee Dominic. "The psychology of social media." Thesis, University of Cambridge, 2010. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.609065.

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Tormala, Zakary Lochel. "What doesn't kill me makes me stronger a metacognitive analysis of resistance and attitude certainty /." Columbus, Ohio Ohio State University, 2003. http://rave.ohiolink.edu/etdc/view?acc%5Fnum=osu1058192879.

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Thesis (Ph.D.)--Ohio State University, 2003.
Title from first page of PDF file. Document formatted into pages; contains xii, 139 p.; also includes graphics (some col.). Includes abstract and vita. Advisor: Richard E. Petty, Dept. of Psychology. Includes bibliographical references (p. 101-110).

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McKenzie, Samantha L. "Psychological and social aspects of bariatric surgery." Thesis, University of Hull, 2011. http://hydra.hull.ac.uk/resources/hull:4936.

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This portfolio has three parts. The first is a systematic literature review, in which the psychological and social factors associated with successful weight loss after bariatric surgery are reviewed. The second part is an empirical paper, which investigates the experiences of women who have successfully lost weight following bariatric surgery, specifically with reference to changes in self-concept. Seven women were interviewed and emergent themes were analysed using interpretative phenomenological analysis. Nine subthemes were identified, clustered into three superordinate themes: (1) 'obesity as socially unacceptable', (2) 'making a case for surgery', and (3) 'the slim self as socially acceptable'. Links to self-concept were made, and clinical implications were discussed. The third part of the portfolio comprises of the reflective statement and appendices.

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See, Ya Hui Michelle. "Effective and cognitive meta-bases of attitudes: unique effects on information interest and persuasion." The Ohio State University, 2007. http://rave.ohiolink.edu/etdc/view?acc_num=osu1180120486.

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Mazzocco, Philip James. "Moderators of the effects of mental imagery on persuasion the cognitive resources model and the imagery correction model /." Connect to resource, 2005. http://rave.ohiolink.edu/etdc/view?acc%5Fnum=osu1127050519.

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Thesis (Ph. D.)--Ohio State University, 2005.
Title from first page of PDF file. Document formatted into pages; contains xvi, 251 p.; also includes graphics. Includes bibliographical references (p. 157-174). Available online via OhioLINK's ETD Center

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Cheung, Wai Piu. "Responsiveness to affective appeals in public service advertising : the moderating and mediating roles of gender, age, and ad-evoked emotions." HKBU Institutional Repository, 1999. http://repository.hkbu.edu.hk/etd_ra/183.

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Capiola, August. "The Biobehavioral Model of Persuasion: The Role of Cognitive Processing in Challenge and Threat Message Framing." Wright State University / OhioLINK, 2018. http://rave.ohiolink.edu/etdc/view?acc_num=wright1538580946640221.

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Hinsenkamp, Lucas Daniel. "Extremity of a Persuasive Message Position Interacts with Argument Quality to Predict Attitude Change." The Ohio State University, 2018. http://rave.ohiolink.edu/etdc/view?acc_num=osu1531504453079987.

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Yang, Zhenhua. "A Meal Service Design and Marketing Strategy Based on Cooperation and Persuasion Theories." University of Cincinnati / OhioLINK, 2017. http://rave.ohiolink.edu/etdc/view?acc_num=ucin1491562652371938.

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Schnabelrauch, Arndt Chelsea A. "Tailoring feedback and messages to encourage meat consumption reduction." Diss., Kansas State University, 2016. http://hdl.handle.net/2097/32159.

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Doctor of Philosophy
Department of Psychological Sciences
Laura A. Brannon
Though the research on vegetarianism and meat consumption reduction has dramatically increased over the last few decades, almost all of this research focuses on current vegetarians/meat reducers and non-vegetarians’ perceptions of vegetarianism (Boyle, 2007; Ruby, 2012). Research targeting non-vegetarians and attempting to influence their meat consumption is virtually non-existent. Thus, the intent of the present dissertation was to effectively decrease individuals’ meat consumption habits and alter individuals’ attitudes toward meat. As research has repeatedly found that messages that are tailored to an individual are more persuasive and effective at influencing health behaviors (Bull et al., 2001; Ryan & Lauver, 2002)) and attitudes (e.g., Murray-Johnson & Witte, 2003; Rimal & Adkins, 2003), the present dissertation specifically sought to determine the effectiveness of tailored meat consumption reduction feedback and messages to influence individuals’ intentions to consume meat and attitudes toward meat consumption. Specifically, this dissertation investigated the effectiveness of messages specific to individuals’ behavior (a behavioral feedback approach), messages oriented to individuals’ self-schemas, egoistic and altruistic oriented messages, and feedback/messages tailored to individuals’ values. Contrary to the hypotheses, the results of the present studies suggested that individuals’ willingness to reduce their meat consumption is not differentially affected by different types of feedback/messages; however, this lack of significant impact for tailored feedback/messages may due to various limitations that are discussed at length within the present dissertation. Despite the possible limitations of the studies conducted, the present dissertation has made significant contributions to the meat consumption reduction literature. The first of its kind, this dissertation importantly illustrates the importance of and need for research encouraging meat consumption reduction.

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Wright, Nicholas Fernand. "Persuasive Effects of Matching Messages to Individual Differences in Need to Evaluate." The Ohio State University, 2013. http://rave.ohiolink.edu/etdc/view?acc_num=osu1363599430.

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Barden, Jamie C. "A comprehensive process from anteceedents of elaboration to strength consequences: mediation by the perception of the extent of elaboration." The Ohio State University, 2005. http://rave.ohiolink.edu/etdc/view?acc_num=osu1126882632.

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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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Sorenson, Dianna Lee Spies. "Developmental aspects of pregnancy: Correlates of self-satisfaction." Diss., The University of Arizona, 1990. http://hdl.handle.net/10150/185080.

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The purpose of this research was to explore and describe the relationships among four concepts within a proposed nursing theory. The research questions which directed the research focus on the relationships among the concepts self-satisfaction, affirmatory communication, pregnancy timing synchrony and physical symptoms in pregnancy; and the combination of variables that best explain self-satisfaction experienced among pregnant women. A descriptive-correlational design was used to address the research questions. Purposive sampling was used to obtain a sample of 210 women who attended prenatal education classes in a Southwestern urban area. The instruments used to measure self-satisfaction in this research were: Index of Well-Being, Self-Esteem Scale," Myself as Mother-SR. Affirmatory communication was measured by the Affirmatory Communication in Pregnancy Instrument and the Personal Resources Questionnaire. Pregnancy timing synchrony was measured by the Pregnancy Timing Instrument. Physical symptomotology was measured by the Physical Symptoms Checklist-SE. Acceptable levels of reliability and validity were obtained for the instruments. The relationships were explored using correlational analysis, canonical correlation, multiple regression, and residual analysis. Positive correlations were found between affirmatory communication (measured with two variables), pregnancy timing synchrony and self-satisfaction. Negative relationships were identified between physical symptoms and self-satisfaction. The canonical correlation between the combined self-satisfaction measures and the combined pregnancy-related experiences measures yielded an Rc of.71 (Rc2 =.50). The largest predictors of self-satisfaction were affirmatory communication and pregnancy timing. Similar, but not parallel results were found when each measure of self-satisfaction was individually utilized as a criterion measure in multiple regression equations. The results indicate that childbearing experiences can be assessed from a life-span developmental perspective which includes an emphasis on developmentally relevant psychological and physical aspects of the pregnancy experience. Although in its infancy, the mid-level theory used to guide this research demonstrates relevance for gaining an understanding about factors that enhance self-satisfaction during pregnancy.

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Selbert, Patricia A. "Exploring the Somatic Sensory and the Somatic Emotional Aspects of Immigration." Thesis, Pacifica Graduate Institute, 2018. http://pqdtopen.proquest.com/#viewpdf?dispub=10839183.

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A significant number of immigrants internationally are bicultural and bilingual and must negotiate being suspended between their culture of origin and the host culture, a process that entails shifting between the two. Differences between the cultures can cause conflict within the psychological makeup of the immigrant and affect self-identity. This qualitative study sheds light on the immigrant’s unconscious somatic-sensory and somatic-emotional history and how it affects the immigrant’s identity. The research takes a somatic, depth psychological approach to exploring components of the immigrant experience. A hermeneutic investigation of the somatic constituents of depth psychology correlates them with current research in neuroscience in relation to the immigrant’s experience. Using heuristic inquiry, the author offers her own somatic experience of immigration and examines that of eight culturally diverse immigrant participants in a study guided by the method of interpretative phenomenological analysis. The participants’ responses to questions in semistructured interviews revealed somatic experiences of landscape, food and tastes, and language and sounds as tied to their identity as immigrants. The analysis of the data demonstrates the impact of the soma on the immigrant experience and vice versa and reveals how these immigrants made meaning of that experience in their attempt at acculturation. Common somatic-sensory and somatic-emotional patterns of experience detected in their stories revealed a psychological process whereby their experience of two cultures are synthesized into a new entity containing both somatic and psychic components: the _{immigrant archetype}.

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Auburn, T. C. "Social aspects and after effects of performance in continuous, loud noise." Thesis, Cardiff University, 1985. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.372332.

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Thomas-Peter, Brian Anthony. "Aspects of cognitive style and social judgement in personality disordered offenders." Thesis, University of Liverpool, 1990. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.316555.

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40

Wei, Chloe. "Good fortune or Misfortune? Linguistic/Cultural Associations, Native versus Non-native Language and Attitude Change in Chinese-English Bilingual-Biculturals." Scholarship @ Claremont, 2017. http://scholarship.claremont.edu/scripps_theses/971.

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With a growing multilingual global population, it is becoming increasingly important to know how people of varying cultures respond to persuasive appeals. Cross-cultural studies on persuasion have found differences in American and Chinese advertisements that reflect individualistic and collectivist cultural values. However, these studies have ignored the possible effect of language, despite research showing that language can activate specific cultural ideas and behaviors in bilingual individuals. Additionally, differences have been found in thinking and emotionality in the native (L1) versus the non-native language (L2), that seem to parallel the central and peripheral routes of elaboration in persuasion. Therefore, the proposed study will explore relationship between culture, language and attitude change. In stage 1, participants will report their initial attitudes towards the topics of air travel and nuclear power and their L1 preference. In stage 2, participants will read 2 stories that contain a cultural prime (magpie/red light from a lantern) with contrasting cultural association in American and Chinese culture and fictional scenarios about air travel and nuclear power. Participants will report their attitudes after reading the stories and attitude change will be examined. Two possible outcomes for main effects and interactions between Linguistic/Cultural association and L1 preference on the dependent variable of attitude change will be explored with the intent of discovering which processes are dominant in the bilingual brain.

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Landis, Blaine. "The psychology of social networks : power, emotion and personality." Thesis, University of Cambridge, 2014. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.707985.

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Nielsen, Kirstin. "Creationism as a social movement : the textbook controversy." Virtual Press, 1988. http://liblink.bsu.edu/uhtbin/catkey/544150.

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The purpose of this thesis was to analyze the rhetoric of the Creationist-evolutionist textbook controversy. In Chapter II, Leland Griffin's approach to the study of historical movements was used concomitantly with Thomas Kuhn's ideas concerning scientific revolution to explore the first research question: What changes have occurred in the persuasive success rate of the Creationists' textbook battle as it has moved from its stance of "the good versus the evil" toward the stance of the scientist, (including scientific methods of reasoning and observation)?Chapter III explored the second research question: Do the new persuasive tactics, the use of scientific vocabulary, grammar, and forms of argument, provide more effective persuasive persuasive methods than did the earlier approaches. This chapter examined the evolutionary content of secondary school biology textbooks, and in particular, estimated the impact of change in Creationist persuasive tactics used since 1968 upon the content and marketing of secondary biology textbooks. The textbook studies supported the contention that the bifurcated movement has been highly successful. Evolutionary coverage has decreased in biology textbooks since 1968 while biblical creation has seen a definite increase.Currently, however, the two Creationist fronts face a new challenge as their polar views have been observed together in recent legal battles. This polarity in approach has already proven detrimental to the Creationists in recent trials. Chapter IV discussed the implications of this bifurcation of the Creationist Movement. Further, the implications of the current rhetorical crisis were examined. It was recommended that research be continued examining the rhetorical strategies used by the Creationists since 1963. Also, further research in the area of textbook analysis was deemed necessary.
Department of Speech Communication

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43

Rolls, Geoffrey W. P. "Social psychological aspects of driver behaviour and accident potential in younger drivers." Thesis, University of Southampton, 1992. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.315437.

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Weed, Amanda J. "Don't Be a Zombie: Bringing Persuasion to Life through Fictional Narratives." Ohio University / OhioLINK, 2013. http://rave.ohiolink.edu/etdc/view?acc_num=ohiou1385993180.

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Barlow, Kelly M. "Individual differences in the chronic accessibility of social identities." Thesis, McGill University, 2004. http://digitool.Library.McGill.CA:80/R/?func=dbin-jump-full&object_id=84466.

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According to self-categorization theory (SCT), environmental context is the key factor in determining whether or not a social identity will be activated. Blanz (1999) has extended SCT by suggesting that there are certain social categories (i.e., race and gender) that people will chronically use to categorize individuals. However, neither of these two perspectives addresses the notion that individuals could differ in the chronic accessibility of a given social identity. The present research explored this hypothesis. By adapting Higgins and colleagues' (1982) methodology for studying the chronic accessibility of personality traits, three studies were conducted to determine if there are differences in chronicity of female (Experiments 1 and 3) and anglophone (Experiment 2) social identities. Results suggest that individual differences in accessibility appear to exist. However, differences in chronicity of female and anglophone social identities were not related to discrimination, an important variable in social identity theorizing. Theoretical and real-world implications are discussed along with suggestions for future research.

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46

Rucker, Derek D. "It's the type of thinking that counts: A metacognitive analysis of the effects of processing strategies on attitude certainty." The Ohio State University, 2005. http://rave.ohiolink.edu/etdc/view?acc_num=osu1122042993.

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47

Le, Floch Valérie. "Un critère d'évaluation des explications causales : la plausibilité." Clermont-Ferrand 2, 1999. http://www.theses.fr/1999CLF20001.

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L'objectif de cette thèse a été de valider la "réalité psychologique" du critère de plausibilité (tel qu'il est défini par (Beauvois et Ghiglione, 1981) dans le cadre délimité des énoncés explicatifs. En acceptant l'idée que la plausibilité condense différents types de contraintes qui pèsent sur la production des énoncés explicatifs (grammaticalité, exactitude, pertinence, acceptabilité sociale) nous nous sommes ensuite atachés à montrer que le traitement socio-cognitif de la plausibilité pouvait être affecté, en particulier, par les normes sociales qui interviennent dans la connaissance du monde. Les résultats des 5 études montrent que la plausibilité est un critère qui permet de juger de la qualité d'un énoncé explicatif ; les explications les plus plausibles sont plus vite acceptées comme telles que les explications moins plausibles ; les hiérarchies de plausibilité véhiculent une connaissance sur le monde suffisamment précise pour que soient retrouvés les événements qui ont suscité les explications les plus plausibles. Néamoins, ce que nous pouvions repérer des contraintes d'utilité sociale (ici appréhendées par le seul critère interne/externe) n'apparaît pas comme déterminant de la hiérachie de plausibilité. Les phrases contenant des explications internes donnent lieu à des hiérachies de pluasibilité du même ordre que celles observées avec les explications externes pourtant, les phrases contenant des explications externes donnent lieu à un traitement différent des explications intenes : le contexte phrastique semble affecter le rappel des explication externes, alors qu'il ne semble pas déterminant dans le rappel des explications internes, le traitement des phrases contenant des explications internes est plus rapide et s'avère moins affecté par la plausibilité. Les résultats montrent donc qu'une norme sociale affecte assez peu l'activité langagière. Elle est, en revanche, aisément repérable dans l'activité socio-cognitive
If we want to find a criterion for judging the value of an everyday explanation which simultaneously takes account of the subject's knowledge of the world, the necessities of the speech situation and the compatibility of this speech with what is considered to be generally socially acceptable, then such a criterion cannot be reduced to the concept of exactitude, correction, pragmatic relevance or social acceptability since these three value registers all have to be integrated into the explanation. In contrast, the criterion of plausibility, which makes it possible to differentiate between linguistic productions on the basis of their utility in the general functioning of the language, seems to be a relevant criterion. The results of the first three studies presented show that: 1) subjects are able to judge and establish a hierarchy of explanations as a function of their level of plausibility; 2) the more plausible a sentence is, the faster subjects are in judging its plausibility; 3) the more plausible an explanation is, the better able subjects are to reproduce the original event which had to be explained. Moreover, if we accept the idea that general usage of the language requires us to satisfy norms that relate to the entire language community and which are tied up with questions of social utility, then explanations which are characterised by their social utility - i. E. Internal explanations - should be processed more spontaneously than external explanations. The results of study 4 then go on to show that the plausibility of sentences which involve an internal explanation is judged more quickly than that of sentences which involve an external explanation

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48

Schaad, Ashley M. "An Examination of the Cognitive Aspects of the Stigma of Obesity." Marietta College / OhioLINK, 2012. http://rave.ohiolink.edu/etdc/view?acc_num=marietta1325871309.

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49

Strömberg, Lars. "Hip fractures in the elderly : social, economic, and psychological aspects of rehabilitation /." Stockholm, 1998. http://diss.kib.ki.se/1998/91-628-2838-x/.

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Sherman, Misty. "Exercise preference and social identity." CSUSB ScholarWorks, 1991. https://scholarworks.lib.csusb.edu/etd-project/748.

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