Persuasive Strategies Research Articles

Temporal Ambidexterity: Synchronizing Rhetorical History and Strategic Foresight

This conceptual work seeks to re-examine the organizational ambidexterity concept (the balance between exploitation of current knowledge and exploration of new knowledge) from the temporal sensemaking perspective—constructing and reconstructing the relationship of past, present, and future. Firms compete in a dual environment—technical environment (labor, capital, and input commodities) and institutional environment (symbolic resources, such as legitimacy). Yet, organizational ambidexterity has been largely conceptualized in the technical environment only. I argue that the institutional environment matters, hence symbolic resources (e.g., legitimacy) are substantially invaluable for firms. In this paper, I explore the ambidexterity paradox in which firms reconcile the sensemaking of both their history and future in search of legitimacy (history-based and future-based legitimacy) in the institutional environment. Particularly, I propose two approaches to temporal sensemaking to gain and preserve legitimacy, namely rhetorical history (a means by which firms solidify the past with persuasive strategies) and strategic foresight (heuristic processes to grasp the environmental discontinuities to devise strategies). By underscoring the symbolic resources that firms can strategically capitalize on, this work provides a nuanced understanding of the ambidexterity concept while delineating new future research avenues.

Rachel Vennya Persuasive Communication Strategy to Improve Her Personal Branding on Instagram

The purpose of this study is to identify the types of persuasive communication strategies used by Rachel Vennya in the content uploaded on her personal Instagram account. Second, to know the characteristics of Personal branding. This research uses a qualitative approach that aims to explore something in depth. This qualitative research contains a literature review, theoretical concepts related to the research problem, namely the problem of using persuasive strategies and personal branding in building personal branding. The results show that Rachel Vennya uses persuasive communication strategies, namely psychodynamic strategies, sociocultural strategies and the meaning constructions. Rachel Vennya has also applied the characteristics of a personal branding, namely uniqueness, relevance, and consistency.

Changing publication practices and the typification of the journal article in science and technology studies.

In this article, we study the development of the STS journal article format since the 1980s. Our analysis is based on quantitative data that suggest that the diversity of various journal publication types has diminished over the past four decades, while the format of research articles has become increasingly typified. We contextualize these historical shifts in qualitative terms, drawing on a set of 76 interviews with STS scholars and other stakeholders in scholarly publishing. Here, we first portray the STS publication culture of the 1980s and early 1990s. We then contrast this with an analysis of publishing practices today, which are characterized by a much more structured research process that is largely organized around the production of typified journal articles. Whereas earlier studies have often emphasized the importance of rhetorical persuasion strategies as drivers in the development of scholarly communication formats, our analysis highlights a complementary and historically novel set of shaping factors, namely, increasingly quantified research (self-)assessment practices in the context of a projectification of academic life. We argue that reliance on a highly structured publication format is a distinct strategy for making STS scholarship ‘doable’ in the sense of facilitating the planning ability and daily conduct of research across a variety of levels – including the writing process, collaboration with peers, attracting funding, and interaction with journals. We conclude by reflecting on the advantages and downsides of the typification of journal articles for STS.

A scoping review of outdoor food marketing: exposure, power and impacts on eating behaviour and health

BackgroundThere is convincing evidence that unhealthy food marketing is extensive on television and in digital media, uses powerful persuasive techniques, and impacts dietary choices and consumption, particularly in children. It is less clear whether this is also the case for outdoor food marketing. This review (i) identifies common criteria used to define outdoor food marketing, (ii) summarises research methodologies used, (iii) identifies available evidence on the exposure, power (i.e. persuasive creative strategies within marketing) and impact of outdoor food marketing on behaviour and health and (iv) identifies knowledge gaps and directions for future research.MethodsA systematic search was conducted of Medline (Ovid), Scopus, Science Direct, Proquest, PsycINFO, CINAHL, PubMed, the Cochrane Database of Systematic Reviews, the Cochrane Central Register of Controlled Trials and a number of grey literature sources. Titles and abstracts were screened by one researcher. Relevant full texts were independently checked by two researchers against eligibility criteria.ResultsFifty-three studies were conducted across twenty-one countries. The majority of studies (n = 39) were conducted in high-income countries. All measured the extent of exposure to outdoor food marketing, twelve also assessed power and three measured impact on behavioural or health outcomes. Criteria used to define outdoor food marketing and methodologies adopted were highly variable across studies. Almost a quarter of advertisements across all studies were for food (mean of 22.1%) and the majority of advertised foods were unhealthy (mean of 63%). The evidence on differences in exposure by SES is heterogenous, which makes it difficult to draw conclusions, however the research suggests that ethnic minority groups have a higher likelihood of exposure to food marketing outdoors. The most frequent persuasive creative strategies were premium offers and use of characters. There was limited evidence on the relationship between exposure to outdoor food marketing and eating behaviour or health outcomes.ConclusionsThis review highlights the extent of unhealthy outdoor food marketing globally and the powerful methods used within this marketing. There is a need for consistency in defining and measuring outdoor food marketing to enable comparison across time and place. Future research should attempt to measure direct impacts on behaviour and health.

“I Am Proud to Be a Traitor”

AbstractNeojihadism taps successfully into the Internet’s influence to disseminate its oppression narrative of Muslims vs. non-believers (Al Raffie 2012). Whilst this type of radicalisation has received attention from psychoanalysis (Kobrin 2010), jihadist discourse is in need of more exhaustive examination. By detecting recruiters’ key persuasive strategies, we may understand what can move people to violent action. In this paper, we employ SFL Appraisal Theory (Martin and White 2005;Bednarek 2008,2009;Benítez-Castro and Hidalgo-Tenorio 2019), to undertake a detailed analysis of the interplay betweenemotionandopinionin a pair of exemplars from two jihadist magazines: The Taliban’sAzanand Al-Qaeda’sInspire. The close inspection of these texts reveals two distinct persuasive strategies: One revolving around a markedly negative pathos of victimhood and deep distress caused by injustice, past and present; and the other conveying pride and confidence at the many virtues behind the jihadi path.

STRATEGI KOMUNIKASI PERSUASIF HUMAS WISATA BAHARI LAMONGAN UNTUK MENARIK MINAT WISATAWAN MELALUI INSTAGRAM @WISATABAHARILAMONGAN

Persuasive communication is one of the studies of communication that is often used to influence other people in various ways about what will be offered. The spread of the Covid-19 outbreak has had an impact on almost all sectors of life in Indonesia. One of the sectors that has experienced the most drastic impact from this pandemic besides the economic and health sectors is the tourism industry. Lamongan Marine Tourism is one of the tourist attractions affected by the pandemic. Currently, Marine Tourism Lamongan is incessantly carrying out various promotions to attract tourists to visit there. For this reason, it is necessary to provide tourist information media that is easily accessible and found in search engines by potential tourists. One of the social media that can be utilized is Instagram. This has been implemented by Wisata Bahari Lamongan Public Relations, which has an account with the name @wisatabaharilamongan. Wisata Bahari Lamongan focuses on persuasive tourism communication activities online by utilizing Instagram. In this study, researchers used a qualitative descriptive research method where data collection techniques were obtained through interviews, observation and documentation. The subjects in this study were the Wisata Bahari Lamongan Public Relations and the Instagram account @wisatabaharilamongan. The technique used in this study is the reward and order technique. The persuasive communication strategy implemented by Wisata Bahari Lamongan's public relations in attracting tourists through Instagram @wisatabaharilamongan is to prioritize existing facilities, provide promos for entrance tickets, giveaways, and special shows during holiday seasons. In this study, it was shown that there was an increase in sales feedback of around 40% -50%, this could be a reference that the persuasive communication was successful.

Narrative communication regarding the Covid-19 vaccine: a thematic analysis of comments on Romanian official Facebook page "RO Vaccinare".

As of October 2021, Romania is one of the world’s most affected countries by Covid-19 pandemic, and this occurs on the background of a very slow rate of vaccination. Drawing on the sociology of storytelling, this article highlights various narratives that make the vaccination campaign in Romania difficult. Based on a case study on Romanian official vaccination page “RO Vaccinare,” a thematic analysis on six official narratives and subsequent 137 comments post on the official page highlighted both pro-vaccination narratives and anti-vaccination narratives. The two main narratives reflect different persuasive strategies, so the role of communication experts is vital in avoiding other further mis/disinformation. For example, pro-vaccination narratives repeatedly call for education as the most important variable, given that the detachment from conspiracy theories requires a certain level of socialization in this regard. In addition, the ‘science versus religion’ dichotomy is frequently discussed, with religion being seen as an obstacle to awareness of the role of a vaccination campaign. On the other hand, the motivations invoked in the anti-vaccination narratives discuss the vaccine as an ‘experimental serum,’ while the doctors who administer it are considered ‘killers.’ Also, some of the narratives in this category consider religion to be above science in terms of public health.Supplementary InformationThe online version contains supplementary material available at 10.1007/s43545-022-00427-3.

The effect of signal icon and persuasion strategy on warning design in online fraud

The rapid increase in the use of mobile technology and online communication has facilitated more opportunities for social interactions as well as for online fraud. Warnings are one of the last lines of defense in transaction security. Many warnings used in anti-fraud processes are often ineffective due to habituation and the trial-and-error method used in their design. Following psychological theories of persuasion and warning design principles, in this paper, we design fourteen warnings and examine their effectiveness in an eye-tracker experiment (Study 1) and in an online A/B test on the Alipay platform (Study 2). Based on the communication-human information processing (C-HIP) model, Study 1 found that pictorial signal icons and persuasion strategies significantly improved the effectiveness of warnings. Specifically, pictorial signal icons attracted users’ attention better than the conventional signal icons, and warnings with authority, social influence, diversion, questioning, and multiple strategies performed better than those without a persuasion strategy. Study 2 showed that our warnings performed better than the original Alipay warnings. The overall case rate was reduced by 33.2%, avoiding at least 30 million yuan in economic losses. Our work contributes to the field of security warning design with both theoretical and practical value and provides an important reference for future research.

Dakwah dan Komunikasi Persuasif Tuan Guru di Lombok dalam Penyampaian Pesan Vaksinasi Covid-19

The government of Indonesia has taken some strategies to prevent the spread of Covid-19, one of them is vaccination. In the era of information abundance facilitated by digital media or social media, there is polarization of perceptions and attitudes in the community about the Covid-19 vaccination program policy. Hoaxes and disinformation make people rejection or doubtful about Covid-19 vaccinations. Religious leaders have a significant role in providing explanations and constructing counter-narratives about Covid-19 vaccination. This study aims to explain persuasive communication strategy of the religious leader (“Tuan Guru”) in Lombok with an Islamic da'wah approach. This study is a qualitative research. The method is discourse analysis. The data analyzed from books, scientific journals, news articles and interview transcripts. The results showed that the persuasive da'wah and communication strategy aims to change the beliefs, attitudes and behavior of people who are in latitude of non-commitment groups. This strategy can strengthen discourse or information (as education) for the community, subjective norms and counter-narrative hoaxes about vaccinations on social media. The persuasive da'wah and communication strategy of Tuan Guru in Lombok is carried out through two methods, namely the direct communication method at the recitation forums and creating positive narratives “Ayo Vaksin” in online media and social media.

THE USE OF THE IMPERATIVE FORM OF VERBS IN MODERN FRENCH ADVERTISING SLOGANS

Our era is characterized by a significant increase in the means and methods of communication that allow companies to declare themselves, promote their products, stimulate sales, and encourage consumers to buy. At the same time, the company's advertising discourse risks becoming incoherent, loaded with contradictory or ambiguous messages. Conscious use of language is necessary for the advertiser to master communication. This article is an attempt to consider the impact of the use of imperative phrases in advertising slogans on the decision-making process of the consumer. The article analyzes modern French advertising slogans containing the imperative form of the verb. The sample consists of seven advertising posters created between 2012 and 2020, the thematic group of which is tourism advertising. The analysis considers the iconic parts of advertising as reinforcing the strategy of persuasion of advertising slogans. The analysis allowed us to characterize the authors of advertising posters, the target audience, as well as the relationship between actants. The type of arguments used in the discourse for effective agitation of the target group was considered and determined. The main results of the analysis showed that the structure of the slogan depends on the advertising theme. The use of an imperative sentence in advertising slogans allows establishing a direct and living connection between the advertiser and his audiences, create the illusion of a dialogue, draw attention to the object of advertising, as well as convince a potential customer of the need to choose the advertised object or service.

On persuasive strategies: Metadiscourse practices in political speeches

This study attempted to investigate the persuasive meaning of metadiscourse markers in political speeches to see to what extent and how persuasive discourse is constructed in this genre through metadiscourse practices. To this aim, twenty-six political speeches given by Barack Obama, a former president of the United States, were analyzed using a discourse analytic approach and following Hyland’s (2005ab) interpersonal models of metadiscourse to identify the frequency and persuasive function of interactive and interactional devices used. The findings indicated that the persuasive meaning conveyed by metadiscourse was for the most part context-dependent, which sometimes required the speaker to rely on a combination of devices to organize his discourse, persuade audiences, attract their attention and engage them in arguments. Furthermore, interactional devices were more frequently used than interactive ones, reflecting that engaging audiences in arguments and showing one’s attitude and evaluation towards propositions were more likely to contribute to constructing a persuasive political speech. Findings can be discussed in terms of raising the awareness of second language speakers toward the linguistic and pragmatic conventions of political discourse and how persuasive discourse is constructed through metadiscourse markers.

FRENCH-LANGUAGE GASTRONOMIC DISCOURSE: LINGUOPRAGMATIC ASPECT

This paper presents an integrated investigation of verbal and nonverbal components of the restaurant menu as gastronomic discourse special speech genre in terms of their pragmatic function. The study is based on texts of Paris restaurants online menus. The structure that contributes to the implementation of the menu informative function is analyzed. The design of the menu, notably, font, color, background, images of ready dishes significantly enhances its influential power. Morphological and syntactic features of the menu are related primarily to its main – informative – function and mainly nominative nature of the texts. Nouns, adjectives and verbs predominate in attributive, predicative and genitive constructions. Menu texts are characterized by the use of thematic vocabulary. It is divided into some thematic groups: names of ingredients, spices; terms designating the mode of ingredients processing; cooking method; names of kitchen utensils. Through the vocabulary reflecting sensory and taste sensations the texts of the menu contribute to the emergence in the client’s imagination of a «living» image of the dish. A characteristic feature of analyzed menus texts is the using of toponyms and anthroponyms in the names of dishes. Along with the informative function (indication of dish origin or its ingredients, dish creator), they also perform a pragmatic function. They contribute to the implementation of a communicative strategy of persuasion and the formation of attractiveness, as well as the creation of a positive emotional mood. Stylistic means also serve to form the attractiveness of a dish: epithets, comparison, oxymoron, metaphor. Nonverbal elements, lexical and stylistic means of menu texts help to achieve a pragmatic effect, which is to increase the impact of the text content on the client. The menu creates the image of a dish associated with such concepts as quality food, healthy food, pleasure, gourmet cuisine, gastronomic traditions, authenticity, gastronomic art, prestige.

Couple Ethical Purchase Behavior and Joint Decision Making: Understanding the Interaction Process and the Dynamics of Influence

We present in this paper a qualitative study of couple ethical purchasing behavior, based on interviews with French consumers. The analysis of joint decision making allows us to distinguish between ethical couples who favor the choice of ethical products when making purchase decisions together and unethical couples who do not. Our results show that ethical couples are characterized by a positive exchange of information, use of verbal and tactical persuasion strategies, and trust in the knowledge of the partner, while unethical couples are characterized by a negative exchange of information, difficulties with joint decision making, and conflict-minimizing strategy. Time, money, and pleasure appear as the most critical factors restricting couples’ purchase of ethical products. Our research provides the first empirical evidence about the dynamics of influence of one partner over the other within couples regarding ethical purchasing behavior.

Strategi Komunikasi Persuasif Lurah Taba Lestari Dalam Meningkatkan Kesadaran Pola Hidup Sehat Di Era New Normal

The purpose of this study is to find out how the image of awareness of the healthy lifestyle of the Taba Lestari village community before a persuasive communication strategy is applied, to find out how the Taba Lestari village head's persuasive communication strategy is to increase awareness of a healthy lifestyle in the new normal era, and to find out how the picture of awareness pattern healthy life of the Taba Lestari village community after the persuasive communication strategy was applied. The theory used in this research is the theory of persuasive communication strategy by Melvin L. Defluer and Sandra J. Ball-Roceach. This study uses qualitative methods with data collection techniques through observation, interviews, and documentation. The results of research that have been carried out in describing the awareness of people's lifestyles before the existence of a persuasive communication strategy, people have implemented a healthy lifestyle, but people are not fully aware of it. In psychodynamic strategies that involve emotional and cognitive factors in society in persuasion. Sociocultural strategies take advantage of environmental factors rather than society. The meaning construction strategy focuses more on providing understanding to persuade by manipulating words and attracting attention without changing a meaning. An illustration of awareness of a healthy lifestyle after the implementation of persuasive strategy communication that is carried out to increase awareness of a healthy lifestyle in the new normal era.

WEB SERIES BEAUTY BESTIE SEBAGAI KAMPANYE DIGITAL BRAND EMINA COSMETIC

The high internet penetration in Indonesia makes social media widely used by companies as an option to launch digital campaign activities. In order to launch a new series of products and increase awareness of the Emina Brigth Stuff Series, Emina Cosmetics launched a campaign activity entitled Beauty Bestie through Web Series shows that can be watched on Youtube.
 This study aims to find out how Web Series and You tube are used as campaign channels by Emina Cosmetic to campaign for the message of friends for the skin of teenagers in the midst of skincare awareness issues form an early age. This study uses a descriptive qualitative approach with a post positivistic paradigm, and uses the theory of Public Relations.
 The results found in this study are the Public Relations Campaign activities implemented by Emina Cosmetic using a persuasion strategy that is packaged in the form of a Web Series story that is broadcast on Youtube. This selesction of digital campaign channels is based on nine aspects of campaign channel selection and has succeeded in achieving communication goals and increasing brand awareness.

Insights on the use of community policing forum for crime prevention

The objective of this study was to explore existing insights on the use of Community Policing Forums (CPFs) for crime prevention, focusing on the Brooklyn police station in South Africa. With the adoption of the phenomenological research design and the qualitative research approach, about Ten (10) participants were selected purposively at the Brooklyn police station, various data collection methods, such as the documentary sources and unstructured face-to-face interviews, aided with the application of direct observation technique was employed. The inductive Thematic Content Analysis (TCA) was employed for data analysis. The findings of this study revealed that the larger part of Brooklyn police station’s officials portrays a professional image despite this demanding career. However, participation on the ground level based on crime prevention actions is not always viable. By utilising the consulted studies and empirical data, three (03) recommendations for policy intervention are made. Firstly, respective communities should urgently avoid paying for the crime prevention private services to provide detailed crime information to the local SAPS. Secondly, the local ‘Private Security Companies’ should collaborate with the CPFs and SAPS to aid the failing crime prevention responsibilities, while working on the restoration of SAPS’s trust by the local community members. Thirdly, the SAPS management should consider persuasive strategies such as frequent education and training of community members and their officials [Undergoing refresher courses], relating to community safety initiatives and implementations of legislative frameworks and policies.

Using Graph-Aware Reinforcement Learning to Identify Winning Strategies in Diplomacy Games (Student Abstract)

This abstract proposes an approach towards goal-oriented modeling of the detection and modeling complex social phenomena in multiparty discourse in an online political strategy game. We developed a two-tier approach that first encodes sociolinguistic behavior as linguistic features then use reinforcement learning to estimate the advantage afforded to any player. In the first tier, sociolinguistic behavior, such as Friendship and Reasoning, that speakers use to influence others are encoded as linguistic features to identify the persuasive strategies applied by each player in simultaneous two-party dialogues. In the second tier, a reinforcement learning approach is used to estimate a graph-aware reward function to quantify the advantage afforded to each player based on their standing in this multiparty setup. We apply this technique to the game Diplomacy, using a dataset comprising of over 15,000 messages exchanged between 78 users. Our graph-aware approach shows robust performance compared to a context-agnostic setup.

Let’s verify and rectify! Examining the nuanced influence of risk appraisal and norms in combatting misinformation

Mounting concerns about COVID-19 misinformation and its insidious fallout drive the search for viable solutions. Both scholarly and practical efforts have turned toward raising risk appraisal of misinformation and motivating verification and debunking behaviors. However, individuals remain reluctant to verify and correct misinformation, suggesting a need to develop persuasion strategies to motivate such behaviors. Therefore, with an experiment of 256 participants recruited from Amazon MTurk, this study examines how effectively norm-based messages improve positive behavioral intentions during the COVID-19 pandemic. Findings suggest that among individuals with high perceived severity of misinformation, exposure to both descriptive and injunctive norms about verification reduced their intention to rectify misinformation. However, both descriptive and injunctive norms about debunking misinformation increased intentions to engage in preventive behaviors. By probing the “self–other” discrepancy and the “trade-off effect” of risk appraisal, the study further reveals that the perceived severity of misinformation merits in-depth exploration in future research.

Reading Old Frisian laws as literature

ABSTRACT Legal texts comprise the bulk of what has survived of the medieval written legacy in the Frisian language. Texts expounding juridical matters are not usually associated today with creative writing. It is instructive, therefore, to see how in past and present scholars have tried to come to terms with a literary appreciation for the medieval Frisian law codes. An investigation into surveys of Old Frisian literature brings to light that little has changed over the past two hundred years with respect to assessing the laws’ non-legal qualities. Hence, this paper first reviews the state-of-the-art. Next, it shows possibilities which allow an escape from what has long been a stagnant approachto the sources. Recognition of the absence of a division between law and religion opens insights into the persuasive strategies employed by the anonymous authors of laws. Furthermore, when key notions such as imagination and fictionality are brought into play, the laws can be shown to belong much more to the realm of literature than has hitherto been realized.

A Psycholinguistic Study of Persuasive Strategies Used in the Farewell Sermon of Prophet Mohammed (PBUH)

This study looks into the persuasive strategies used in Prophet Mohammed’s final sermon (PBUH). The qualitative design was used in this study. The persuasive strategies theory was used in this study to analyze Prophet Mohammed’s final sermon. The analysis of this sermon revealed that it contains all three persuasive strategies: logos, pathos, and ethos. The results revealed that the frequency percentages for the selected strategies are as follows: logos 50%, pathos 40%, and ethos 10%. Furthermore, the sermon contains a variety of speech acts. This study is significant because the speaker is well-known, which piques the interest of many readers/listeners. Furthermore, the sermon is clear and full of logical sentences, which appeals to a wide range of readers, including politicians, speechmakers, and researchers. Furthermore, this study is significant for linguists and researchers because it examines the sermon from previously overlooked perspectives.