Persuasive Principles Research Articles

Users' Responsiveness to Persuasive Techniques in Recommender Systems.

Understanding user’s behavior and their interactions with artificial-intelligent-based systems is as important as analyzing the performance of the algorithms used in these systems. For instance, in the Recommender Systems domain, the accuracy of the recommendation algorithm was the ultimate goal for most systems designers. However, researchers and practitioners have realized that providing accurate recommendations is insufficient to enhance users’ acceptance. A recommender system needs to focus on other factors that enhance its interactions with the users. Recent researches suggest augmenting these systems with persuasive capabilities. Persuasive features lead to increasing users’ acceptance of the recommendations, which, in turn, enhances users’ experience with these systems. Nonetheless, the literature still lacks a comprehensive view of the actual effect of persuasive principles on recommender users. To fill this gap, this study diagnoses how users of different characteristics get influenced by various persuasive principles that a recommender system uses. The study considers four users’ aspects: age, gender, culture (continent), and personality traits. The paper also investigates the impact of the context (or application domain) on the influence of the persuasive principles. Two application domains (namely eCommerce and Movie recommendations) are considered. A within-subject user study was conducted. The analysis of (279) responses revealed that persuasive principles have the potential to enhance users’ experience with recommender systems. The study also shows that, among the considered factors, culture, personality traits, and the domain of recommendations have a higher impact on the influence of persuasive principles than other factors. Based on the analysis of the results, the study provides insights and guidelines for recommender systems designers. These guidelines can be used as a reference for designing recommender systems with users’ experience in mind. We suggest that considering the results presented in this paper could help to improve recommender-users interaction.

خطاب الجنون في رواية العصفورية لغازي القصيبي -مقاربة في الحجاج-)

الحجاج موضوع مهم يحضر في مقاربات لخطابات متنوعة علمية وإنسانية وثقافية؛ لاستناده على العقل، واعتماده مبادئ الحوار والتواصل والإقناع والتأثير. وعلاقة السرد بالحجاج علاقة وثيقة؛ إذ لا تکاد تخلو النصوص السردية سواء کانت روايات أو قصصا أو حکايات من الأسلوب الحجاجي الذي يبدو ظاهرا بوضوح بوصفه وسيلة تستخدمها الشخصيات للدفاع عن قضيتها، أو تبرير سلوکها، أو لغرض الإقناع أو غير ذلک. ومن هنا، کان الاهتمام بالبحث عن وسائل إقناعية وتقنيات حجاجية في الخطابات التي تصدر عن الأدباء في أعمالهم الأدبية، ومن بين هؤلاء الأدباء الأديب السعودي غازي القصيبي. يرکز البحث على دراسة واحدة من الآليات التي اعتمدها الکاتب في البنية الحکائية لرواية (العصفورية) التي يمکن أن تحقق هذا الهدف، وهي(الجنون) إذ يتناول حجاجية خطاب الجنون في الرواية، وأثره في البنية الحکائية ومضمونها، لتضمنه عناصر حجاجية متنوعة؛ مما يخرجه من مفهوم الجنون بدلالاته التقليدية إلى أن يکون خطاب العقل، ووسيلة للبوح وحرية الرأي. ومن هنا، ينطلق البحث للإجابة عن سؤال مرکزي: کيف يمکن أن يکون خطاب الجنون خطابا عقليا بالاستناد على بنيته الحجاجية؟ Abstract This research aims to show the influence of Latin literature on English Argumentation is an important subject that is present in various approaches to scientific, humanitarian and cultural discourses. This is not only because it relies on reason, but also since it adopts the principles of dialogue, communication, persuasion and influence. There is a close relationship between narratives and argumentation. Narrative texts, whether they are novels, stories or tales, are hardly devoid of argumentative methods, which appears clearly as a means used by the characters to defend their cause, justify their behavior, or for the purpose of persuasion or otherwise. Hence, the interest in researching persuasive means and argumentative techniques in the discourses produced by writers in their literary works, and among them is the Saudi writer Ghazi Al-Qusaibi. This research focuses on studying one of the mechanisms adopted by the author in the narrative structure of his novel (Al-Asfooria), namely madness, which may achieve this goal. It tackles the argumentation of the discourse of madness in the novel, and its effect on the narrative structure and its content, since it includes various argumentative elements. Which distance it frim the concept of madness in the traditional sense, to be a discourse of reason, and a means of revelation and freedom of opinion. Hence, the research commence to answer a central question: How can the discourse of madness be a rational discourse based on its argumentative structure?

Implementation and Evaluation of a Social Media-Based Communication Strategy to Enhance Employee Engagement: Experiences From a Children's Hospital, Pakistan.

Social media can complement organizational communication strategy which is integral to employee engagement. However, successful case studies which can allow replication are limited. The objective of the study is to describe the design, implementation, and evaluation of a social media-based communication strategy in a tertiary care hospital in Pakistan. The leadership of the pediatric service line developed an intervention plan to engage the employees with the newly reframed vision to improve patient and family experience. An online communication platform—Facebook page—was created for all employees of the pediatric service line. The strategy to influence employees was based on Cialdini's six principles of persuasion. Implementation of the strategy between October 2017 and December 2019 was evaluated for reach, discussion themes, and outcomes using the framework by Murdough (2009). Quantitative indicators included total posts, mean comments, and reactions per post. Posts were qualitatively analyzed with an emergent approach for insights into the discussion. The analysis revealed a total of 9,085 posts, with mean reactions per post of 8.4, mean comments of 7.2, and active viewership by 90% members on average. In terms of post types, photos were the highest (4,779), while videos were the lowest (1,163). Qualitative analysis indicated 54% of the posts were of the theme “inspirational and thought provoking,” while the greatest engagement was generated on the theme “challenges and solution.” The authors conclude that the strategy was successfully implemented to maintain active membership, engage employees in meaningful conversations, and have them express intent to execute quality improvement projects.

The Effect of Persuasive Design on the Adoption of Exposure Notification Apps: A Case Study of COVID Alert

Background: The COVID-19 pandemic began in the first quarter of 2020 necessitated the imposition of public health restrictions and the shutting down of the global economy. To slow down the spread of the coronavirus, governments worldwide rolled out nationwide contact tracing apps (CTAs) to notify people that may have been exposed to COVID-19. The emergence of new variants of COVID-19, which can cause breakthrough infections, necessitate the continued use of CTAs. However, the uptake of these apps has been low and slow worldwide. Some experts have argued that the low adoption rate of CTAs can be attributed to their minimalist design and lack of motivational features, trust- and privacy-related issues aside. However, there is little to no research to show that the incorporation of persuasive principles in the design of CTAs has the potential of increasing their effectiveness and adoption. Method: To bridge the gap in the extant literature, we conducted an empirical study on Amazon Mechanical Turk to investigate the effect of persuasive design in CTAs using the Government of Canada’s exposure notification app (“COVID Alert”) as a case study. Our study is based on 204 participants (comprising adopters and non-adopters) resident in Canada and two app designs: persuasive and control.Findings: Regarding the willingness to download the COVID Alert app, our three-way analysis of variance (ANOVA) shows there is an interaction between adoption status and app design. Among adopters, there is no significant difference between the persuasive and the control design. However, among non-adopters, there is an effect of app design (p p Interpretation: The results of our study show that non-adopters are more likely to download the persuasive version of a CTA (equipped with self-monitoring) than the control version. Moreover, adopters are more likely to report their COVID-19 diagnosis using the persuasive version of a CTA (equipped with social-learning) than the control version. Overall, the study shows that that CTAs are more likely to be effective if equipped with persuasive features.Funding Information: Natural Sciences and Engineering Research Council of Canada (NSERC) Discovery Grant (RGPIN-2017-05310) and Cybersecurity and Privacy Institute, University of Waterloo.Declaration of Interests: None to declare. Ethics Approval Statement: Our survey was approved by the Research Ethics Board of our university.

How social engineers use persuasion principles during vishing attacks

Purpose This study aims to examine how social engineers use persuasion principles during vishing attacks. Design/methodology/approach In total, 86 examples of real-world vishing attacks were found in articles and videos. Each example was coded to determine which persuasion principles were present in that attack and how they were implemented, i.e. what specific elements of the attack contributed to the presence of each persuasion principle. Findings Authority (A), social proof (S) and distraction (D) were the most widely used persuasion principles in vishing attacks, followed by liking, similarity and deception (L). These four persuasion principles occurred in a majority of vishing attacks, while commitment, reciprocation and consistency (C) did not. Further, certain sets of persuasion principles (i.e. authority, distraction, liking, similarity, and deception and social proof; , authority, commitment, reciprocation, and consistency, distraction, liking, similarity and deception, and social proof; and authority, distraction and social proof) were used more than others. It was noteworthy that despite their similarities, those sets of persuasion principles were implemented in different ways, and certain specific ways of implementing certain persuasion principles (e.g. vishers claiming to have authority over the victim) were quite rare. Originality/value To the best of authors’ knowledge, this study is the first to investigate how social engineers use persuasion principles during vishing attacks. As such, it provides important insight into how social engineers implement vishing attacks and lays a critical foundation for future research investigating the psychological aspects of vishing attacks. The present results have important implications for vishing countermeasures and education.

Can digital personal assistants persuade people to exercise?

ABSTRACT Digital personal assistants (DPAs) have recently grown in popularity because they are both a commercially available new technology and reasonably affordable to the average household. This opens opportunities for new ways to assist people in everyday activities in their homes through voice-interaction. Physical activity has significant health benefits, and yet globally, 1 in 4 adults are not active enough. To address this, we investigate the persuasive potential of DPAs in increasing people’s physical activity at home. We conducted a study with 48 participants to understand the effect of applying three of Fogg’s persuasive principles to the design of a DPA exercise programme: Suggestion, Virtual Reward, and Praise. Our findings show that DPAs have the potential, within their current technical and reactive capabilities, to persuade people to increase their physical activity at home, using Suggestion to encourage physical effort, Virtual Reward to encourage endurance, and Praise to create reassurance for beginners. Based on this, we offer three alternate perspectives for developing persuasive DPAs. We also discuss limitations of the study and suggest future research directions around using persuasion with DPAs.

Analysis of Driver’s Reaction Behavior Using a Persuasion-Based IT Artefact

The use of interactive technology to change behavior, which is commonly known as persuasive technology, is currently gaining attention in information systems research. It has been assessed in many application domains and the field of private mobility is not an exception, notably with the advent of self-driven cars. However, the reviewed body of research shows that when it comes to linking persuasion-based systems and mobility, most of the approaches focus on engaging drivers to use the car in a safer way, leaving the cost-efficiency aspect of driving less explored. Therefore, this article focuses on the study of a persuasion-based IT (Information Technology) artefact devised to make drivers more aware of car expenses (e.g., maintenance control, engine failures, enhance driving, etc.). Specifically, it aims to identify persuasive design principles for a smart IT solution that is tailored for the enhancement of the cost-efficiency of private cars. To this purpose, the results of a survey, where respondents (N = 301) were asked to rank different principles of persuasion which might result in increased efficiency to save time and money within their car, are presented. This work aims to contribute a persuasion-based IT artefact to help and influence drivers, enhancing their management of costs related to car mobility in real-time. The implications of the proposed solution, according to the responses of the survey, are discussed in line with its implementation and adoption by car holders.

Extending validity testing of the Persuasion Principles Index

PurposeThis study aims to independently test the predictive validity of the Persuasion Principles Index (PPI) for video advertisements for low-involvement products with a measure of in-market sales effectiveness. This study follows the inaugural test conducted by Armstrong et al. (2016) for print advertisements for high-involvement utilitarian products with a measure of advertising recall.Design/methodology/approachThe method was in line with that developed by Armstrong et al. (2016) for rating advertisements and assessing the reliability of ratings. Consensus PPI scores were calculated for a data set of 242 matched pairs of television advertisements. For each pair, the authors determined whether the advertisement that better adhered to the persuasion principles performed better in-market.FindingsConsensus PPI scores predicted the more sales effective television advertisement for 55% (confidence interval (CI) = 49%, 61%) of the 242 pairs. This result is no better than chance and much weaker than the result from the initial validation study, which found that the consensus PPI scores predicted the more recalled print advertisement for 74.5% (CI = 66%, 83%) of 96 pairs.Research limitations/implicationsThis study replicated the application of the PPI as per Armstrong’s guidelines and extended validity testing to a different set of advertising conditions. Findings indicate that better adherence to the persuasion principles produces only a weak, positive effect for predicting the performance of television advertisements for low-involvement products. A research agenda that flows from the results is discussed.Practical implicationsThe authors suggest that the PPI in its present form is best used to predict advertising performance under conditions as per the inaugural validation test (Armstrong et al., 2016).Originality/valueAdvertisers will require compelling evidence of the PPI’s predictive accuracy to adopt the tool for pre-testing advertising. This study is the first independent test of the predictive validity of the PPI and its generalisability across advertising conditions. Another contribution of this study is the assessment of Armstrong’s advice to remove unreliable ratings. The authors show that this procedure, surprisingly, does not improve the predictive accuracy of the PPI.

The effect of persuasive messages on hospital visitors' hand hygiene behavior.

Hospital visitors pose a risk for transmitting pathogens that can cause health care-associated infections. The present study aimed to test an evidence-based intervention to improve visitors' hand hygiene behavior through persuasive messages. For the 14-week-long field experiment, 7 signs were designed according to the principles of persuasion proposed by Cialdini: reciprocity, consistency, social-proof, unity, liking, authority, and scarcity. Each sign was displayed on a screen for 1 week directly above the hand-rub dispenser in a hospital lobby. After each 1-week posting, the screen was blank for 1 week. An electronic monitoring system counted 246,098 people entering and leaving the hospital's lobby and 17,308 dispenser usages. The signs based on the authority and the social-proof principles significantly increased the hand-rub dispenser usage rate in comparison to the average baseline usage rate. These results indicate that simple and cost-efficient interventions can initiate expedient behavior change in hospitals. However, the findings also highlight the importance of careful planning and rigorous pretesting of material for an intervention to be effective. Theoretical and practical implications of these findings are discussed. (PsycInfo Database Record (c) 2020 APA, all rights reserved).

Diffusion of Innovative Water Atomization Technology to Conserve Water in Water Stress Countries

Clean water is a challenge in water stress semi-arid country like Botswana. All the perennial rivers are shared with river basins of neighbouring countries. Some of the ground water in aquifers are of fossil nature and remain without any recharge. The low rainfall and the increasing temperature increase further the scarcity of water. With the Adaptation at Scale in Semi-Arid Regions (ASSAR), the impact of climate change due to Global warming for Botswana, it is estimated that the Limpopo Catchment (runoff) would decrease 26%, 36%, 46% and 56% under the global warming 1.5° C, 2° C, 2.5° C, and 3° C respectively. Hence water management is imperative in Botswana In managing water, demand management with price and non-price strategies, is the most abundantly used approach. In this respect, a recently emerged strategy is the application of water atomization technology. This research investigates the effectiveness of using water atomization technology at Botho University, as a large size consumer in Botswana and envisage further to scale up to a macro level in Botswana. At Botho University, having studied this as a case study project, it was found that the application of water atomization technology at micro level enables us to save 75% of water that was previously consumed. The installation of technology is a simple process and the payback period is shorter. Further, it was found that the projection for the application of the technology at macro level reflects that there would be a saving of water by 36 million kilolitres. Hence, it was recommended to have a marketing strategy based on principles of persuasion for diffusion of innovative technology to attract adopters, within a budgeted period of ten years. These findings and recommendations are significant not only for micro level application but also macro level application in the country for fulfilling the pledge taken by the country and corporate citizens with SDG 06: Clean Water for all and Sanitation & SDG 12: Responsible Consumption of 2030 Agenda for 17 Sustainable Development Goals(SDGs). However, the study is subject to the limitation that assessing water savings expected from the water technology among various types of customers at macro level is dependent on high resolution water consumption data which is not publicly available.

Socio-Economic Effect on ICT-Based Persuasive Interventions Towards Energy Efficiency in Tertiary Buildings

Occupants of tertiary environments rarely care about their energy consumption. This fact is even more accentuated in cases of buildings of public use. Such unawareness has been identified by many scholars as one of the main untapped opportunities with high energy saving potential in terms of cost-effectiveness. Towards that direction, there have been numerous studies exploring energy-related behaviour and the impact that our daily actions have on energy efficiency, demand response and flexibility of power systems. Nevertheless, there are still certain aspects that remain controversial and unidentified, especially in terms of socio-economic characteristics of the occupants with regards to bespoke tailored motivational and awareness-based campaigns. The presented work introduces a two-step survey, publicly available through Zenodo repository that covers social, economic, behavioural and demographic factors. The survey analysis aims to fully depict the drivers that affect occupant energy-related behaviour at tertiary buildings and the barriers which may hinder green actions. Moreover, the survey reports evidence on respondents’ self-assessment of fifteen known principles of persuasion intended to motivate them to behave pro-environmentally. The outcomes from the self-assessment help to shed light on understanding which of the Persuasive Principles may work better to nudge different user profiles towards doing greener actions at workplace. This study was conducted in four EU countries, six different cities and seven buildings, reaching more than three-hundred-and-fifty people. Specifically, a questionnaire was delivered before (PRE) and after (POST) a recommendation-based intervention towards pro-environmental behaviour through Information and Communication Technologies (ICT). The findings from the PRE-pilot stage were used to refine the POST-pilot survey (e.g., we removed some questions that did not add value to one or several research questions or dismissed the assessment of Persuasive Principles (PPs) which were of low value to respondents in the pre-pilot survey). Both surveys validate “Cause and Effect”, “Conditioning” and “Self-monitoring” as the top PPs for affecting energy-related behaviour in a workplace context. Among other results, the descriptive and prescriptive analysis reveals the association effects of specific barriers, pro-environmental intentions and confidence in technology on forming new pro-environmental behaviour. The results of this study intend to set the foundations for future interventions based on persuasion through ICT to reduce unnecessary energy consumption. Among all types of tertiary buildings, we emphasise on the validity of the results provided for buildings of public use.

Email phishing and signal detection: How persuasion principles and personality influence response patterns and accuracy

Phishing is a social engineering tactic where a malicious actor impersonates a trustworthy third party with the intention of tricking the user into divulging sensitive information. Previous social engineering research in a real-world setting has shown an interaction between the personality of the target and the persuasion principle used. This study investigated whether this interaction is present in the realm of email phishing. Additionally, a signal detection theory framework was used to evaluate how the various persuasion principles influence accuracy, sensitivity (d’), and response criterion placement. A personality inventory and an email identification task (phishing or legitimate) were used. These data support previous findings that high extroversion is predictive of increased susceptibility to phishing attacks. The various persuasions principles elicited diverse response criterions and sensitivities, though all investigated persuasion principles resulted in a liberal decision criterion, except one. These findings are interpreted and discussed.

A parametrized ranking-based semantics compatible with persuasion principles

In this work, we question the ability of existing ranking-based semantics to capture persuasion settings, emphasising in particular the phenomena of procatalepsis (the fact that it is often efficient to anticipate the counter-arguments of the audience) and of fading (the fact that long lines of argumentation become ineffective). Some widely accepted principles of ranking-based semantics (like Void Precedence) are incompatible with a faithful treatment of these phenomena, which means that no existing ranking-based semantics can capture these two principles together. This motivates us to introduce a new parametrized ranking-based semantics based on the notion of propagation which extends the existing propagation semantics (In Proceedings of the 6th International Conference on Computational Models of Argument (COMMA’16) (2016) 139–150) by adding an additional parameter allowing us to gradually decrease the impact of arguments when the length of the path between two arguments increases. We show that this parameter gives the possibility of choosing if one wants to satisfy the property Void Precedence or not (and then capture procatalepsis) and to control the scope of the impact of the arguments (and then to capture fading principle). We also propose an experiment to show that the new semantics remains stable when this parameter varies and an axiomatic evaluation to compare it with existing ranking-based semantics in the literature.

FAKE NEWS AS A WEAPON OF PERSUASION

Our study is qualitative research. It is a content analysis of more than 2,500 European and American posters of war propaganda identifying modern principles of persuasion and forms of discourse. The analysis of the themes demonstrates that the techniques used one hundred years ago to convince civilians to enlist had enormous potential for development to such a degree that they were adopted by modern political and commercial persuasion. Therefore, we can consider the propagandists of the Great War as modern spin doctors. The idea evolved after reading Propaganda (1928) by Edward Bernays, the nephew of Sigmund Freud. This is an astonishing book; it provides illuminating interpretations both for understanding of war propaganda – not just for the Great War – and for the commercial discourse of which Bernays became a promoting agent.
 During the Great War the propagandists used emotional and rational stratagems to convince volunteers to leave to the front. Among these, the fake news played an important role in the production of the posters that served to motivate and galvanize people to defend the ideals of the war. It was an organized disinformation action because, especially for American people, the war was very far in kilometres and in interest. Fake news has two different factors: wrong or unreasonable argumentations and false information used as premises. The success of the posters was that of moulding the agenda-setting and the opinion of citizens in order to increase the enlistment to defend the identity of the nation.

Enhancing the impact of conservation marketing using psychology: a research agenda

Conservation marketing draws upon social marketing and psychology to address the human dimensions of biodiversity loss. Behavioural scientists with expertise in conservation psychology can contribute to the design of research projects in this field that utilize a variety of methodologies (quantitative and qualitative), formal application for approval of methodology and procedure through relevant human and animal research ethics committees, and implementation and evaluation of projects or campaigns that are based on psychological principles of persuasion, attitude, and behavior change with the aim of protecting biodiversity. Interdisciplinary projects utilizing best practice in conservation psychology, community-based social marketing, and conservation marketing are likely to lead to improved outcomes, such as reductions in human consumption patterns and other unsustainable behaviors and increases in community engagement. A closer relationship between conservation psychology and conservation marketing will lead to publications of research in high-impact peer-reviewed journals, offering practical recommendations for conservation practitioners, as well as reaching laypeople. Importantly, communicating successes and failures of different approaches, projects or campaigns will help conservation practitioners, conservation educators, tourism operators, community groups, policy-makers, and other stakeholders make informed decisions and design effective conservation marketing campaigns based on evidence.

Persuasive System Design Principles and Behavior Change Techniques to Stimulate Motivation and Adherence in Electronic Health Interventions to Support Weight Loss Maintenance: Scoping Review.

BackgroundMaintaining weight after weight loss is a major health challenge, and eHealth (electronic health) solutions may be a way to meet this challenge. Application of behavior change techniques (BCTs) and persuasive system design (PSD) principles in eHealth development may contribute to the design of technologies that positively influence behavior and motivation to support the sustainable health behavior change needed.ObjectiveThis review aimed to identify BCTs and PSD principles applied in eHealth interventions to support weight loss and weight loss maintenance, as well as techniques and principles applied to stimulate motivation and adherence for long-term weight loss maintenance.MethodsA systematic literature search was conducted in PsycINFO, Ovid MEDLINE (including PubMed), EMBASE, Scopus, Web of Science, and AMED, from January 1, 2007 to June 30, 2018. Arksey and O’Malley’s scoping review methodology was applied. Publications on eHealth interventions were included if focusing on weight loss or weight loss maintenance, in combination with motivation or adherence and behavior change.ResultsThe search identified 317 publications, of which 45 met the inclusion criteria. Of the 45 publications, 11 (24%) focused on weight loss maintenance, and 34 (76%) focused on weight loss. Mobile phones were the most frequently used technology (28/45, 62%). Frequently used wearables were activity trackers (14/45, 31%), as well as other monitoring technologies such as wireless or digital scales (8/45, 18%). All included publications were anchored in behavior change theories. Feedback and monitoring and goals and planning were core behavior change technique clusters applied in the majority of included publications. Social support and associations through prompts and cues to support and maintain new habits were more frequently used in weight loss maintenance than weight loss interventions. In both types of interventions, frequently applied persuasive principles were self-monitoring, goal setting, and feedback. Tailoring, reminders, personalization, and rewards were additional principles frequently applied in weight loss maintenance interventions. Results did not reveal an ideal combination of techniques or principles to stimulate motivation, adherence, and weight loss maintenance. However, the most frequently mentioned individual techniques and principles applied to stimulate motivation were, personalization, simulation, praise, and feedback, whereas associations were frequently mentioned to stimulate adherence. eHealth interventions that found significant effects for weight loss maintenance all applied self-monitoring, feedback, goal setting, and shaping knowledge, combined with a human social support component to support healthy behaviors.ConclusionsTo our knowledge, this is the first review examining key BCTs and PSD principles applied in weight loss maintenance interventions compared with those of weight loss interventions. This review identified several techniques and principles applied to stimulate motivation and adherence. Future research should aim to examine which eHealth design combinations can be the most effective in support of long-term behavior change and weight loss maintenance.

Hard‐Core Toughie: Donald Trump’s Negotiations for the United States Presidency

AbstractThis paper examines the negotiation tactics employed by Donald Trump in his 2016 presidential campaign. Drawing on data from multiple sources (interviews, debates, articles, books), our analysis begins with a brief overview of Trump’s personality and philosophy, which offers a basis for understanding his general negotiating approach. We then highlight six competitive tactics and four principles of persuasion that Trump employs, with specific examples of how he used them during the campaign with his primary negotiating counterparts – the other candidates, the Republican Party, the press corps, and the American electorate. Finally, we discuss some of the implications of his negotiating approach and preferred tactics in dealing with domestic and international issues as president of the United States.

Understanding Students’ Motivation and Learning Strategies to Redesign Massive Open Online Courses based on Persuasive System Development

Electronic learning or E-learning is currently flourishing immensely in areas such as secondary and tertiary education, lifelong learning programs and adult education. Within recent years, massive open online courses (MOOCs) have received profound attention within the field of E-learning. Persuasive principles can be implemented to enhance the system design and motivate students to engage with the system. The aim of this study is to identify students’ motivation and learning strategies that affect their academic performance in using MOOCs among tertiary education students. 40 students enrolled in the Ethnic Relations course participated in the online survey. Motivated Strategies for Learning Questionnaire (MSLQ) is the instrument used in this study while Automatic Linear Modelling (ALM) and Multiple Linear Regression (MLR) were used in the analysis. The result shows that there is a correlation between students’ motivation, learning strategies and their academic performance. It is found that resource management, cognitive and metacognitive and value component are the main scales that influenced their motivation and learning strategies towards excellent academic performance. The results can be used to fulfil the first phase of designing a persuasive system based on the Persuasive System Design (PSD) model which is to understand the issues behind a system.

Disparities Criminal Case Against Judge's Decision In Crime Of Narcotics Abuse Viewed From The Purpose Of Criminal Law

Criminalization of the criminal case of narcotics abuse by the judges are very diverse. The aim of research to find out and analyze why the disparity in the criminal verdict against narcotics abuse criminal case, how the implementation of the basic objective of sentencing disparity in the criminal verdict against narcotics abuse criminal case. Methods are juridical sociological approach using primary data from interviews with relevant parties associated secondary data of materials applicable laws or regulations. The results of the study, 1) criminal disparity in criminal narcotics abuse, cause by the impact of the crime of narcotics abuses, committing criminal background narcotic abuse, the persuasive principle of Presedent, The existence of freedom and independence of the judge in the 1945 Constitution, the laws existing judicial power, the theory of dissenting opinions, and the doctrine of res judicate hebetur pro veritate. 2) Implementation of the objective of sentencing in criminal disparity criminal case of narcotics abuse, contained in the formulation of a special minimum punishment in Act No. 35 of 2009, is to meet the demands of society and the effectiveness of the influence of general prevention. of punishment meted out, the final attempt of criminal law and serves as a special precaution, prevention against the perpetrators to obtain deterrence and rehabilitation for himself.Keywords: Narcotics abuse; Criminal Disparities; Objective Punishment.�

Persuasion: How phishing emails can influence users and bypass security measures

Abstract Phishing is a very dangerous form of social engineering with the aim to deceive people into disclosing private/confidential information. Despite widespread warnings and means to educate users to identify phishing messages, these are still a prevalent practice and a lucrative business. The authors believe that persuasion, as a style of human communication designed to influence others, has a central role in successful digital scams. Research on persuasion applied to phishing emails is scarce and tends to build on Cialdini's work alone. Only a single study has proposed a list of merged principles from three different perspectives but it has methodological limitations regarding the analysis’ performance by a single researcher and the testing of principles in a small, not validated sample of phishing emails. This paper aims to fill those gaps by building on Cialdini's, Gragg's and Stajano & Wilson's works to derive a unique list of Principles of Persuasion in Social Engineering (PPSE), resulting from the application of the relational method by two independent researchers. The PPSE are identified, by two independent researchers (Kappa > 0.789) on a sample of phishing email subject lines (N = 194), dated from 2008 to 2017 and randomly selected from a reliable phishing archive (millersmiles.co.uk). A thematic content analysis, together with the sample characterization in terms of visual elements and targeted content, revealed that the most prominent principles of persuasion in phishing emails were ‘Authority’, ‘Strong Affect’, ‘Integrity’ and ‘Reciprocation’. The larger percentage of references with the presence of visual elements was found for the ‘Strong Affect’ principle. The use of the pronouns ‘you' and ‘your’ was more evident for the categories ‘Strong Affect’ and ‘Authority’, while the employment of the pronouns ‘we, us, our’ was more frequent in the ‘Reciprocation’ principle. This paper constitutes a step further in understanding the use of principles of persuasion in phishing emails with future applications on how their recognition can be automated.