Persuasive Strategies Research Articles

Discourse-Rhetorical Strategies of Pauline Epistles: Rhetorical Situation Theory Approach to the Book of First Thessalonians

This work on Pauline Discourse-Rhetorical Strategies for Community Building in the Book of First Thessalonians is carried out to examine how Apostle Paul deployed language in communicating his thoughts to the Thessalonian church in order to encourage them in their faith in Christ while establishing them as a strong community within the Thessalonian society. Previous research works on the book of First Thessalonians have either centered on theme, structure, and arguments on date and authorship in analysing the book. Discourse-rhetorical strategies for community building have not been investigated. This study uses the following discourse-rhetorical theories in its analysis: elements of Aristotelian Rhetoric, particularly Logos, and Bitzer’s Rhetorical Situation Theory. The data is composed of 14 utterances, purposively selected through careful reading and observation. The study finds that the rhetor responded politely to the exigence of the tendency to fall away from faith because of persecution by deploying identification strategy. He presented his exhortations, command, and instructions by deploying logos and use of persuasive strategies. The study concludes that rhetorical analysis is a very useful tool for discovering potent strategies political or religious leaders employ in communicating their thoughts and ideas to their audiences.

Persuasive Strategies of Saudi EFL Learners

The aim of this study is to investigate the speech act of persuasion used by Saudis learning English as a foreign language (EFL). Moreover, I seek to explore the differences between genders in the use of these strategies. The participants are 50 males and 50 females at level 7 of their bachelor’s degree in English. Data are collected using the Discourse Completion Test (DCT) method, which contains six scenarios similar to real-life situations. Data are analysed quantitatively using the Cross-Cultural Speech Act Realization Project nine-point rating scale, Statistical Package for the Social Sciences, and Chi-square. The results of the DCT reveal that Saudi EFL learners use more direct strategies in English, namely hedge performatives and performatives. In addition, males are shown to be more inclined to use direct persuasive strategies compared to females. This research will benefit language learners, teachers, and researchers, as it highlights linguistic aspects of the speech act of persuasion that should be considered when learning and teaching a foreign language. The implications of this study inspire future research into different aspects of speech acts..

Persuasive Strategies of Baroque Architecture and its Particularities in a Mexican Facade Composition

RESUMO O propósito inicial deste artigo era apresentar a expressão de um modelo de fachada barroca mexicana, frente a conceitos e condições tanto da arquitetura barroca em geral como também de certos antecedentes espanhóis. Todavia, durante a investigação bibliográfica, especialmente alicerçada nas críticas do italiano Giulio Carlo Argan, percebeu-se que parte importante da caracterização da arquitetura barroca estava calcada apenas nas categorias da “persuasão” e da “imaginação” (ou “fantasia”). Apesar de suficientes para compreensão do espírito barroco, esses dois conceitos não conduzem objetivamente a estratégias compositivas que pudessem servir de parâmetro analítico. Por conseguinte, o artigo seguiu um caminho mais longo, passando por uma revisão bibliográfica que culminou na hipótese de seis estratégias persuasivas da arquitetura barroca. Embora essa parte do trabalho tenha autonomia frente ao que se seguiu, as avaliações das fachadas mexicanas dela dependem integralmente e, portanto, a derradeira parte não poderia ser publicada sem a primeira. Em seguida, o trabalho acompanhou a passagem do barroco à Espanha, como natural percurso até a América, revelando uma prática renascentista espanhola denominada “Plateresco”, imprescindível à compreensão do barroco religioso mexicano. Por fim, os dois conteúdos, das estratégias persuasivas barrocas e da composição plateresca espanhola, somaram-se para construir o substrato teórico que permitiu uma aproximação mais cuidadosa em relação ao objeto do trabalho. O resultado, apesar de heterogêneo, poderá servir como um novo ponto de partida para outras pesquisas sobre a arquitetura barroca.

Combatting Mis/Disinformation: Combining Predictive Modeling and Machine Learning with Persuasion Science to Understand COVID-19 Vaccine Online Discourse

Health mis/disinformation can negatively impact health decisions and ultimately, health outcomes. Mis/disinformation related to COVID-19 vaccines has influenced vaccine hesitancy during a very critical time during the pandemic when globally, the vaccine was needed to attenuate the spread of the COVID-19 virus. This paper examines persuasive strategies used in Twitter posts, particular those with antivaccine sentiment. The authors developed a predictive model using variables based on the Elaboration Likelihood Model, Social Judgement Theory and the Extended Parallel Process Model to determine which persuasive tactics resulted in antivaccine, provaccine and neutral sentiment. The study also used machine learning to validate the persuasion variable algorithm to detect persuasion tactics in COVID-19 vaccine online discourse on Twitter. Understanding persuasive tactics used in antivaccine messaging can inform the development of a data-driven counter-response strategy.

ЮРИДИЧЕСКИЙ ДИСКУРС: РИТОРИЧЕСКИЕ И ПСИХОЛОГИЧЕСКИЕ ПРИЕМЫ УБЕЖДЕНИЯ В СУДЕБНОЙ РЕЧИ НОСИТЕЛЕЙ РУССКОГО И АНГЛИЙСКОГО ЯЗЫКОВ

The article suggests comparative analysis of the rhetorical and psychological persuasive techniques applied in courtroom discourse in Russian and English. Not only does it describe similar techniques, but also specific features of persuasion strategies, as well as the choice of appropriate means of language by native speakers of the two languages. The author describes the difference between the basic value stereotypes, which native speakers of the language and culture unconsciously appeal to, and which often remain unnoticed by non–native speakers when constructing a speech in a foreign language. The author substantiates the thesis that taking into account culturally conditioned moral values and archetypes reinforces the argumentation and effectiveness of rhetorical and psychological techniques of persuasion in courtroom discourse. The author analyzes the means of the language that can diminish the impact of the discourse and reduce the speaker’s credibility with the audience. The author provides recommendations on how to make courtroom discourse more convincing for listeners, taking into account general principles of cognitive psychology and social and cultural characteristics of each social group under consideration. The author provides theoretical provisions with practical examples that illustrate how rhetorical and psychological persuasion techniques function in the Russian and English courtroom discourse. In conclusion, the author suggests the ways of embedding the practical recommendations outlined in the article into ESP language training for university students of the humanities.

О НЕКОТОРЫХ РАЗНОВИДНОСТЯХ ПОДТЕКСТА В СОВРЕМЕННОМ ПОЛИТИЧЕСКОМ ДИСКУРСЕ

The article discusses the pragmalinguistic phenomenon ‘subtext’ in today’s political discourse. It seeks to review a number of examples that demonstrate semantic, syntactic and pragmatic aspects of the “linguistics of lies”, or more precisely, accentuate the distinction between conventional and communicative implicatures. The varieties of subtext refer either to euphemization processes and inflated meanings, or to stealth persuasion strategies resting on the use of jargon and bureaucratese. In most analyzed cases of the first cluster, there is an abundance of words with a positive connotation, but with vague subject semantics, which often helps the politician distract the audience from the actual meaning of things. The second cluster of examples highlights the problem of bad style on the part of a person endowed with power. Subtext studies may thus, on the one hand, be of interest to researchers of neo-rhetoric, semantics, and semiotics, and, on the other hand, to instructors and learners of English stylistics.

Persuasion in science communication

AbstractScience communication has gained high importance in the current knowledge and risk society. Nevertheless, there is still a lack of qualitative studies on how non-experts and experts engage in opinionated scientific debates and which linguistic devices they use to gain influence on other people’s attitudes toward a scientific issue.In our study, we examine dialogical modes of science communication (i.e. weblogs) used by bloggers and audiences to engage into opinionated discourse about scientific endeavors. As those exchanges easily lead to controversies between different points of views, stances and attitudes, we focus from a rhetorically-driven linguistic perspective on devices to persuade the other participants and readers and to control the discourse. Hence, we ask which linguistic instruments are used to gain influence on influence. The aim of our study is to get deeper insights into the persuasive strategies mainly used in those forms of external science communication.

Modern Approach of Artistic and Persuasive Marketing Communication

"Persuasion sparks interest among the general public and marketers. Persuasive strategies activate discourses on responsible and sustainable business. This is an interesting phenomenon that needs to be studied, explained, and understood in order to destroy the myth among consumers. The purpose of this paper is to explore influence techniques used in marketing communication in order to test and develop a theoretical approach of art implication as a persuasive tool. This article, based on a secondary source case study, is reviewing the influence of art on consumer behavior. Related results from persuasive literature and survey results, based on 689 respondents, mainly from Romania, indicate that persuasive power has an impact according to the style of communication. Some advertisements try to increase persuasiveness, as a company’s marketing communication needs to appeal to ethics and morality. Art represents “one of the world’s most sacred cultural resources”. Different categories of artwork are mentioned, as well as their degree of cultural recognition. Art and persuasion are also the main principles for luxury retailers. After a conceptual framework, we developed a study that embraced art and science. Studying art as an influence technique represents interest among marketers, as a notoriety topic, not enough studied. The implications and findings of this research suggest that persuasive techniques based on art require continued research. This paper helps to place this subject in a proper perspective and clarifies much of its confusion. The results advance specialty theory and provide insights for marketers. Keywords: persuasion, art, influences technique, advertising, marketing. JEL Classification: M31, M37, M39 "

More than advice

Abstract Persuasive social robots can influence human behavior through giving advice. The current study investigates whether references to prior discourse and signals of empathy make an advice-giving robot an even more effective persuader and whether participants follow the robot’s advice and drink even more water when the robot additionally uses these strategies. We recruited students and university staff for a lab-study in which three different robot personalities on the same robot type presented health-related information. In one condition, the robot gave advice and referred to something mentioned earlier in the conversation (i.e., to dialog history), in another condition, the robot gave advice and used empathic signals, and in the third condition, the robot gave advice only. Our results show that participants drank significantly more when the advice-giving robot also used the persuasive strategies of empathy and references to dialog history than when the robot only gave advice. This study shows that both strategies increase the persuasiveness of the robot and makes it more influential.

Food Marketing to Children in Iran: Regulation that Needs Further Regulation

Increased exposure to advertising of unhealthy food products is one of the main risk factors for the increased prevalence of childhood obesity and non-communicable diseases. This scoping review aimed to investigate the characteristics and effects of food advertisements targeted at children in Iran and review the existing regulations on food marketing targeted at children in the country. In this study, we searched Web of Science, Scopus, PubMed, Google, and Google scholar, in addition to Iranian scientific search engines, including Iranian Research Institute for Information Science and Technology (Iran.doc), Scientific Information Database (SID), Iranmedex, Magiran, and Civilica up to December 2020 to find any literature about food marketing to children in Iran and current related regulations and policies in the country. A total of 23 eligible studies were selected for this review. Most of the studies had focused on television as the media to assess. The main food products advertised with reference to children included: Salty snacks, including cheese puffs, chips, cheese fish snacks, puffed corn, and sweet snacks such as ice creams, cakes/biscuits/cookies and candies, beverages/drinks/soft drinks/fruit juices, dried fruits and fruit rolls, and chocolates. Strategies that most commonly used in marketing foods to children in Iran were emotional appeals, misleading messages/claims, use of music and known characters to children, as well as conveying happiness and/or security. The main reported violation of food regulations included using obese children, either as consumers or presenters of the product. In Iran the advertising of unhealthy food products for the general population is banned; however, it is weakly implemented. There are a limited number of regulations that have addressed children explicitly in this regard. The main barriers identified in partial implementation of regulations included weakness in scientific criteria, legal enforcement guarantee, poor intersectoral collaboration, inadequate infrastructures, and poor monitoring. Policies and regulations in food marketing need to clearly address children as an important audience. It is suggested future policies focused on children cover all forms of food marketing and consider all types of persuasive food marketing strategies targeted at children.

『韓非子』「內儲說上·七術」의 서사 구조 분석을 통한 설득커뮤니케이션 전략 검토

This paper examined the Legalist School's (fa jia 法家) use of allegory in 「Inner Congeries of Sayings, The Upper Series: Seven Tacts」 (內儲說上·七術), 『Han Feizi』 (韓非子). The 「Inner Congeries of Sayings, The Upper Series: Seven Tacts」 took the forms ‘經傳’ and the forms and structures of it interconnected one another. First, the sentence structure of jing (經) used the allegory and fable for effective persuasion. Han Feizi drove readers to understand meanings of the texts rather than directly revealing the meanings. Second, the sentences in Jing connected Jing and Zhuan (傳), which intrigued readers' curiosity. The sentences showed an effective persuasive strategy by attracting readers' and listeners' attention. Third, all quotations in Jing gathered key sentences under sub-theme categories, making readers guess their meanings by context. For the readers familiar with the Zhuan, the quotations made them successfully understand Han Feizi. Fourth, <Canguan> (參觀), the first chapter of 「Inner Congeries of Sayings, The Upper Series: Seven Tacts」 opened its chapter with the sentence of “If not A~.” The sentence was a strategy to express delicate issues of 'officials’ sayings.‘ Fifth, the sentences adopted interesting subjects, including dwarfs, to indirectly express writers’ ideas. The sentences were an expression of Han Feizi, who prioritizes human reason than myths. Han Feizi expressed that the danger of words and the difficulties of arguing against artful words. The analysis of <Canguan> revealed that Han Feizi used secret and elaborate tactics to a king. This study examined the allegorical features of 「Inner Congeries of Sayings, The Upper Series: Seven Tacts」 as Han Feizi’s way of persuading his king effectively using its unique literary styles. This study is also leading research of persuasive communication skills and types in 『Han Feizi』 overall.

SENTIMENT(ALITY) AS A MEANS OF PERSUASION: ON THE THIN ICE OF MANIPULATION IN PROTESTANT SERMONS

Religious discourse represents an area of human communication in which persuasion plays a vital role; religious texts seem to be essentially related to the ultimate objective of religion: to create, mediate and legitimise ideology in order to persuade the reader of the veracity of the religious doctrine (Fairclough 1989, Cotterell & Turner 1989: 26-33, van Dijk 1998: 317). The paper seeks to investigate the persuasive strategies and linguistic means employed to convey persuasion in English Protestant sermons. The analysis focuses on the rhetorical role of pathos, which is purposefully evoked by the preacher via wilful employment of aff ect and emotions. Attention will also be paid to the blurred borderline between the intentional use of sentiment and sentimentality, and manipulation.

ЛІНГВО-РИТОРИЧНІ ЗАСОБИ КОМУНІКАТИВНОЇ ОСОБИСТОСТІ: ПРАГМАТИЧНИЙ ТА ПЕРЕКЛАДАЦЬКИЙ АСПЕКТИ

The article analyzes rhetorical techniques, speech strategies based on the presentation of the new phone iPhone 13. The article deals with the concept of linguistic strategies, such as strategies of persuasion, strategy of information and intellectual setup, strategy for designing emotional states, which are the basic concepts of psycholinguistics. Language means of lingual-rethorical strategies and a number of basic concepts that construct certain states are investigated, such as positive emotions of happiness and love, negative states of sadness and fear or emotion of uncertainty, which cause doubt, and so on; they intend to induce various psychological emotions in the audience. Such strategies are used by marketers to achieve an effective impact on the addressee to provoke it to the desired action. The article revealed the concept of "suggestion" and found that the rhetorical strategy of communicative influence is realized through certain receptions, such as rhetorical questions, the use of estimation vocabulary and the use of conceptual metaphors. Rhetorical strategies for designing psychological states are also analyzed, they are implemented by rational arguments from experience or definitions and emotional arguments based on the values ​​of a particular audience.

Kształtowanie instrumentów ochrony demokracji w Polsce na przykładzie zakazu zgromadzeń. Perspektywa ideowa

There is no single, universal model for the protection of democracy that sets limits on freedom and tolerance in liberal democracies. In response to political extremism, states apply various measures — from highly repressive ones, such as restrictions on freedom of speech or association, to more liberal ones based on persuasive strategies. Which instruments are adopted and implemented depends on the decisions of public actors. This article deals with the ban on assembly, which is a repressive instrument of democracy protection. Basing on the analysis of selected assembly bans cases, the aim is first to determine which model of democracy protection is closer to the solutions adopted in Poland — militant or procedural democracy, and second to indicate why such solutions were adopted. More precisely, by means of an ideational perspective, the aim is to explain the different positions taken by public actors in the process of implementing the assembly ban. The article uses the method of qualitative content analysis of legal acts and decisions made by public authorities regarding holding assemblies. By means of a purposeful case selection, the analysis was carried out on the assembly bans against extreme right-wing groups in Warsaw and Wrocław. The research has shown that the legal norms adopted in Poland allow the application of assembly bans in accordance with the concept of militant democracy. However, the implementation shows a different approach of public actors in this matter. Municipalities are closer to the model of a militant democracy, as they allow a preventive ban on assembly as an instrument of public order protection in relation to freedom of speech infringements. In doing so, they do not maintain neutrality towards the views public discourse participants. The courts, on the other hand, exclude the subject of assemblies as a basis for their preventive restriction, the premises of the ban being violence or a direct threat to life, health and property. Their position is thus closer to the procedural model of protecting democracy. The adopted ideational perspective points to possible reasons for the different positions of public actors. Their attitude to values which are crucial for the protection of democracy shows differences. This applies, among others, to the different weight ascribed to particular democratic values, the different perception of threats to the society and the democratic state, and the divergence in defining the thresholds of freedom and tolerance.
 ∗ Artykuł powstał w wyniku realizacji projektu badawczego UMO-2014/15/D/HS5/03272 finansowanego ze środków Narodowego Centrum Nauki. Wyrazy podziękowania kieruję do recenzentów za bardzo wnikliwe i inspirujące komentarze.

The UK as victim and hero in the Sun’s coverage of the Brexit ‘humiliation’

This paper discusses how emotions were mobilised by the British tabloid press as discursive strategies of persuasion during the public debate on the implementation of Brexit. Using the case study of the Suns coverage of the alleged UKs humiliation at the Salzburg meeting (2018) during the Brexit negotiations, the analysis addresses the questions of how and through which linguistic means actors and events were framed discursively in such an article. The findings suggest that The Sun elicited emotions of fear, frustration, pride, and freedom to frame Brexit along a long-established narrative of domination and national heroism. The discourse was also sustained by a discursive prosody in keeping with a satirical genre and a populist register that have often characterised the British tabloid press. In particular the linguistic analysis has shown how antagonistic representations of the UK and the EU were driven by an allegory of incompetent gangsterism and morally justified resistance. Emotionalisation in the article was thus aimed both at ridiculing the EU and at representing it as a criminal organisation. Such framing was instrumental in pushing the newspaper agenda as much as in legitimising and institutionalising harder forms of Brexit with the tabloids readership. Approaching journalist discourse at the intersection of affective, stylistic, and political dimensions of communication, this paper extends the body of literature on the instrumental use of emotive arguments and populist narratives and on the wider historical role of tabloid journalism in representing political relations. between the UK and the EU.

Interpersonal meaning analysis of Donald Trump’s remarks on COVID-19 outbreak

This study is conducted to reveal the types of mood, speech function realizations, and the persuasion strategies applied to Donald Trump‟s clauses in his three remarks regarding the issue of COVID-19. Discourse analysis is applied to analyze the data. The applied mood types and speech function realizations are then correlated with Cialdini's principles of persuasion to see the persuasion principles applied in the three remarks. The results show that the President's three remarks are dominated by declarative mood with three most frequently used speech functions: statements of fact, statements of opinion, and statements of the assertion. In terms of Cialdini's persuasion principles, the speaker uses all of the six principles in his three remarks, except the principle of preference employed only in the third remark. The other five principles, namely authority, consistency, social-evidence, reciprocity, and rareness/scarcity, are contained in the three remarks with their persuasive purposes. In Cialdini's persuasion principles, the clauses used by President Trump reveal the strategies of taking advantage of his powerful authority in his remarks, showing his consistency while delivering the remarks, expressing his best efforts for his inhabitants, and showing successful evidence in overcoming the pandemic compared with other countries‟ endeavors. © 2021, Tarbiat Modares University. All rights reserved.

Persuasive Apps for Sustainable Waste Management: A Comparative Systematic Evaluation of Behavior Change Strategies and State-of-the-Art.

With the proliferation of ubiquitous computing and mobile technologies, mobile apps are tailored to support users to perform target behaviors in various domains, including a sustainable future. This article provides a systematic evaluation of mobile apps for sustainable waste management to deconstruct and compare the persuasive strategies employed and their implementations. Specifically, it targeted apps that support various sustainable waste management activities such as personal tracking, recycling, conference management, data collection, food waste management, do-it-yourself (DIY) projects, games, etc. The authors who are persuasive technology researchers retrieved a total of 244 apps from App Store and Google Play, out of which 148 apps were evaluated. Two researchers independently analyzed and coded the apps and a third researcher was involved to resolve any disagreement. They coded the apps based on the persuasive strategies of the persuasive system design framework. Overall, the findings uncover that out of the 148 sustainable waste management apps evaluated, primary task support was the most employed category by 89% (n = 131) apps, followed by system credibility support implemented by 76% (n = 112) apps. The dialogue support was implemented by 71% (n = 105) apps and social support was the least utilized strategy by 34% (n = 51) apps. Specifically, Reduction (n = 97), personalization (n = 90), real-world feel (n = 83), surface credibility (n = 83), reminder (n = 73), and self-monitoring (n = 50) were the most commonly employed persuasive strategies. The findings established that there is a significant association between the number of persuasive strategies employed and the apps’ effectiveness as indicated by user ratings of the apps. How the apps are implemented differs depending on the kind of sustainable waste management activities it was developed for. Based on the findings, this paper offers design implications for personalizing sustainable waste management apps to improve their persuasiveness and effectiveness.

Impact of Internet of Things (IoT) as Persuasive Technology

The Internet of Things (IoT) adds a new dimension to how people and things can communicate and collaborate. Society and the Internet are now being interconnected tightly and purposely. The research aims to analyze how IoT as a persuasive technology can affect human behavior and increase the awareness and effectiveness of IoT products among users. How will the Internet of Things infrastructure facilitate humans to change their attitudes and behaviors towards specific routine work? Our objective is to analyze which factors influence the acceptance and rejection of particular behaviors and the core motivators that persuade people to do something or to avoid something. We aim to determine whether IoT will facilitate humans to change their focused behaviors or not. Because of the rapid convergence of digital and physical worlds and the advent of digital technology, the Internet and social media have opened up a new world of affordances, constraints, and information flows from a design perspective. This article discusses how digital architecture affects behavior and the ramifications for designers who want to influence behavior for social and environmental good. In this paper we aim to give a brief introduction to persuasive technology, especially as it pertains to human adoption of IoT technology. We discuss a number of current research opportunities in IoT gadgets and their adoptions [1]. Our results indicate that persuasive (IoT) infrastructure can be expected to achieve a change of driving behaviour among their adopters. Furthermore, attention should be paid to an appropriate selection and implementation of persuasive strategies.

PERSUASIVE STRATEGIES OF SAMOSIR PROMOTION IN @1000TENDA INSTAGRAM POSTS

This study dealt with persuasive strategies in @1000tenda Instagram Post. The objectives of this study were to describe and to find out the dominant technique and strategies of persuasive used in @1000Tenda Instagram Post. This study was conducted by applying descriptive qualitative design. The data were collected from @1000tenda Instagram Post. After the data analyzed, it was found out 6 types of persuasive techniques and 3 types of persuasive strategies used in @1000tenda Instagram Post. The most dominant persuasive techniques used was suggestion and the most dominant persuasive strategies used was phatos.

Protest to Podium: Teaching argumentation to advance advocacy from social media to city hall

Online activism is a space of opportunity for students to encounter social justice issues, explore the possibilities of visual rhetoric, practice persuasive speaking skills, and actively contribute to the momentum of social movements. At the same time, digital activism raises concerns about slacktivism, limiting the necessary on-the-ground mobilization that turns the momentum of these movements into structural change. Protest to Podium meets this concern by merging digital activism, photojournalism, and public speaking, transforming the classroom into a space to engage with current social justice issues through the practice of persuasive speech. After being assigned a buzzworthy protest sign that has been photographed and posted on social media, students work to expound the argument alluded to on the sign and then role-play as constituents at a mock city hall hearing, presenting a persuasive speech to advance their cause. This experience encourages students to understand themselves as active members in the democratic process—virtually and materially—while appreciating evolving modes of activism and rhetoric. Courses Public Speaking, Visual Rhetoric, Social Movements, Advocacy, Argumentation. Objectives This activity will enable student to: (1) enact critical citizenship by interrogating issues of power and oppression from diverse perspectives; (2) demonstrate good research practices and informed media engagement; (3) construct and defend a sound argument using logic, reasoning, and persuasive argumentation strategies; and (4) assess the impact of rhetorical strategies in digital and visual communication for advocacy.