Persuasive Influence Research Articles

Exploring the Persuasive Influence of Physical Attractiveness Premium in the Recruiting Process: A Study Using the Elaboration Likelihood Model

Exploring the Persuasive Influence of Physical Attractiveness Premium in the Recruiting Process: A Study Using the Elaboration Likelihood Model

The Notion of “Fascination” and “Fascinativity” in Linguistic Poetics Discourse

The study of phenomena that have the potential for verbal persuasive influence on the recipient as well as the identification and development of ways to counteract this influence are the challenges of modern linguistics. Poetry is considered to be one of the most ancient forms of verbal communication. The analysis of the nature of poetic text units provides the key not only to a deeper interpretation of the idea of a particular work but also to the explanation of general linguistic phenomena. The poetic discourse as a linguistic and creative environment regularly activates expressive and figurative potential of language units at different levels. Describing the processes of the grammatical level of poetic language, the terms “fascination” and “fascinativity” are often used. In this paper, the authors refer to the theoretical contributions of representatives of the Kharkiv School of Philology and scholars of other linguistic branches whose works are related to the issues of perception and apperception, and fascinativity of texts. Fascination is considered as an aspect of social communication complementary to information, and fascinativity as an ontological feature of a poetic text that is closely connected with the realisation of the author's supertask. Fascinativity is a basic notion, considered as a specific quality of the text – the ability to “enchant” the reader. Fascinativity is created by the author with the help of linguistic and discursive (in this case, poetic) means and affects the perception of poetry by the recipient. The research findings emphasise that the degree of fascinativity is strongly affected by all the immanent elements of a particular poetic text, the existing discursive practice, and tradition. The study of fascinativity features in a poetic text and fascination as an important aspect of social communication becomes convincing when scholars draw on recent research findings of modern linguists in the field of linguistic poetics. Combination of the communicative and linguistic poetics approaches allows to explain how the mechanism of fascination works in terms of communication and how the fascinativity of a poetic text and discourse is formed.

Vaccine Hesitancy and Susceptibility to SARS-CoV-2 Misinformation in Japanese Youth: The Contribution of Personality Traits and National Identity.

During the pandemic, the Japanese government drew upon the cultural concept of jishuku, or personal self-constraint, requesting that individuals accept responsibility for their behaviors and consider minimizing the potential negative impact on others. While the jishuku approach to pandemic management rests upon the established and persuasive influence of cultural norms, variability in adherence can be expected according to age. This article documents an investigation into factors impacting vaccine hesitancy and susceptibility to SARS-CoV-2 misinformation among Japanese youth. The point of departure is the belief that attitudes and behaviors, such as those underpinning the jishuku approach to pandemic management, arise from within a relational framework. Therefore, developmental characteristics, such as personality traits, and in-group affinity attachments, such as facets of national identity, can be expected to function as predictors of health attitudes and behaviors. The tested structural model of hypothesized interactions accounted for 14% of the observed variance in vaccine hesitancy and 20% in susceptibility to SARS-CoV-2 misinformation. With the inclusion of gender, political ideology, and trust in government SARS-CoV-2 response as control variables, the respecified model increased the amount of variance observed in vaccine hesitancy to 30% and to 25% in susceptibility to SARS-CoV-2 misinformation. The outcomes are discussed in relation to the communication of coherent public health discourse relative to personality traits and facets of national identity.

Семантика единства в этнополитическом медиадискурсе (на материале официальных телеграм-каналов государственных органов и должностных лиц Российской Федерации)

The aim of the study is to identify the semantic characteristics of unity representation in the official ethnopolitical media discourse. The paper determines the content and pragmatic dependence of a media text on the political and legal discourse, records the precedent phenomena underlying the model of unity representation. The researcher formulates the semantic invariant of unity, distinguishes separate states of unity with positive, neutral and negative axiological statuses. The work is novel in that it is the first to consider media texts found in the official Telegram channels of government bodies and civil servants of the Russian Federation as an integral part of the institutional political and legal discourse designed to assess socio-political realities for compliance with the ideological notions of the state in terms of utilitarian value, or usefulness in achieving certain tasks. As a result of the study, it is stated that the semantics of unity is a constituent feature of the official ethnopolitical media discourse implemented as an axiologically motivated tool of persuasive influence.

Role of Impulse Buying Behaviour in Purchase Decision of Women

This study delves into the influence of impulse buying behavior on the shopping habits of women, exploring various demographic and emotional factors alongside in-store and online shopping dynamics. The objectives encompass understanding the impact of these factors on impulse buying behavior, identifying in-store influences, and analyzing the role of impulse buying in online shopping. Methodology involved gathering data from 50 respondents through a structured questionnaire. The study's major findings reveal several significant correlations with women's impulse buying behavior. Notably, in-store factors like eye-catching window displays and enticing promotional offers, such as "buy one get one free" and price breaks, positively correlated with impulsive purchases. Moreover, a considerable majority acknowledged the persuasive influence of salespeople in prompting impulsive buying decisions, highlighting the significant role of sales personnel in shaping consumers' purchasing behaviors. In the realm of online shopping, multiple factors emerged as influential in driving impulsive purchases among women. Elements such as product selection, display attractiveness, home delivery options, and special promotional deals demonstrated a substantial impact on impulsive buying behavior in the online sphere. Specifically, the study emphasizes the pivotal role played by product selection, home delivery convenience, and exclusive online deals in influencing impulsive purchasing decisions. In conclusion, this research sheds light on the multifaceted influences of both in-store and online factors on women's impulse buying behavior, highlighting the importance of tailored marketing strategies and the pivotal role of sales personnel in shaping consumers' impulsive purchasing tendencies.

Beyond sugar: Exploring the influence of health and naturalness framing on attitudes towards products with sweet proteins in Europe

Amidst rising obesity rates in the EU and the significant public health impact of excessive sugar consumption, the debate on reducing sugar through reformulation with sweet proteins derived from precision fermentation gains prominence, presenting a viable alternative to traditional sugars and conventional sweeteners. We conducted two studies to investigate the effects of health (emphasizing sugar reduction) versus naturalness (highlighting sweet proteins as alternatives to artificial sweeteners) message framing on the acceptance of products reformulated with sweet proteins. Study 1 (N = 296, Denmark) evaluated the impact of health and naturalness message framing on attitudes towards such reformulations. Study 2, in a cross-cultural sample (N = 3,000 Denmark, Germany, and Poland), tested the mediating role of health perceptions and the moderating effects of BMI and guilt (Study 2a), as well as naturalness perceptions, sweetener use, and pleasure (Study 2b) on product attitudes. Results of Study 1 indicated that healthiness perceptions had a more persuasive influence than naturalness perceptions. The cross-cultural findings of Studies 2a and 2b revealed that BMI, sweetener usage frequency, anticipatory guilt, and pleasure can modulate these effects. These insights suggest that while both perceived healthiness and naturalness shape attitudes towards sweet protein-enriched products, the significance of health perceptions prevails, with anticipatory emotions of guilt enhancing this influence, particularly when sweet proteins substitute added sugar. Such evidence holds substantial implications for strategies aimed at reducing sugar consumption and fostering the acceptance of products containing alternative sweeteners.

Persuasion Versus Manipulation

This report aims to identify the ethical foundations of persuasion and manipulation strategies in interpersonal communication. The study addresses the research query: which methodology (persuasion or manipulation) is more effective in accomplishing tasks and gaining support, and what distinguishes the tactics involved in each strategy, other than a person's intentions? The analysis employs a mixed-method approach that incorporates interviews, experimental social experiments, single-blind data collection, and a combination of quantitative and qualitative data analysis. The investigation findings demonstrate that the influence of persuasion vs manipulation on participants' beliefs and attitudes toward capital punishment varies significantly. Although individuals subjected to manipulation were unable to recognize it and were convinced that they were being persuaded, their general opinion on the death sentence did not alter. Those who were exposed to persuasion, on the other hand, were able to recognize it, but their levels of confidence in their beliefs altered, albeit to a lesser proportion than those who were subjected to manipulation. The findings show that whereas persuasion is more readily identifiable and less effective, manipulation is more difficult to identify with certainty but has a greater persuasive factor. These discoveries have significant ramifications for individuals striving to develop their communicative skills and create sincere networks of support while remaining conscious of the moral implications of the communication methodologies they utilize.

Representation of Lian Namang Music In The Besi Pare Ritual With An Ecofeminist Approach

Music is a universal language that can penetrate space and time. However, traditional music requires semi-improvisation to adjust to environmental conditions. Lian Namang's music for the Lamaholot community is a traditional music that tells some of the life philosophies of the predecessor community. One type of Lian Namang music is used in the Lamaholot tradition to personify a feminine figure in the mythology of the goddess of rice. Lian Namang's musical lyrics in rice mythology require contextuality with the times. In connection with the phenomenology that occurs in the Lamaholot culture, that patriarchal culture becomes dominant in the domination of nature and women, it is necessary to hold contextual musical representations based on Lian Namang's music so that they can have a persuasive influence on the Lamaholot community in respecting women and nature as the womb of life. The results of the research are used as a medium to represent the ecofeminist movement, which aims to influence society in responding to patriarchal culture. Masculine representation is not only seen as a centre (androcentric) that dominates and uses a fragmented nature. The mukti trilila theory is one of the foundations that helps humans to continue to adapt their knowledge and skills to the times, so that the noble values of life are passed down from generation to generation.

Measuring the Persuasive Influence of Talk Show on Social Media Users: Applying Heuristic-Systematic Model with SEM

In today's digital age, talk shows have a substantial presence on multiscreen platforms. However, in studying their influence on the viewers, studies rarely investigated how they affect individuals' behavioral determinants, especially in addressing social issues. This present study aimed to fill this gap by exploring the persuasive influence of a talk show about social media usage on the viewers' attitude towards responsible use of social media based on the heuristic systematic information processing model. For this purpose, a video-embedded online questionnaire was used to collect relevant data from the heavy users’ segment of social media in Bangladesh (i.e., the university student social media users). SmartPLS 4.0 was used for partial least square structural equation modeling based on the data gathered from 226 voluntary respondents. The results show that exposure to the talk show does not directly associate with attitudes but with heuristic and systematic information processing modes that, in turn, influence attitude formation. In contrast, the systematic information processing mode predominates the formation of attitudes more than the heuristic mode. The findings have implications to add insights into creating awareness and developing prevention and educational interventions toward promoting responsible use of social media.

The Role of Financial Information Literacy in Strategic Decision-Making Effectiveness and Sustainable Performance among Agribusiness Entrepreneurs in Nigeria

The current financial environment is characterized by frequent innovations and complex financial products and services and this poses particular challenges for agribusiness entrepreneurs in rural areas. This study examined the sources of financial information available to agribusiness entrepreneurs in rural areas and how financial information literacy impacts performance sustainability and strategic decision-making effectiveness among agribusiness entrepreneurs amid complex and frequent innovations in financial environments in Nigeria. Utilizing a probability sampling approach, 397 respondents were drawn from the pool of agribusiness entrepreneurs registered with the Edo State Agricultural Development Programme for the Central Bank of Nigeria Anchored Borrower’s Programme (ABP) for farming businesses. The hypotheses were tested using linear regression analysis. The results from the demographic analysis suggest that agribusiness entrepreneurs have the highest access to radio adverts/programs on financial matters while television adverts/programs exert the highest persuasive influence on these agribusiness entrepreneurs. The outcomes from this analysis indicate that financial information literacy significantly impacts agribusiness performance sustainability among entrepreneurs. In addition, the proposed link between financial information literacy and strategic decision-making effectiveness among agribusiness entrepreneurs was confirmed. It is concluded that financial information literacy is needed for strategic decision-making effectiveness and performance sustainability among agribusiness entrepreneurs, particularly in rural areas, amid frequent innovative financial products and services.

Quantifying the potential persuasive returns to political microtargeting

Much concern has been raised about the power of political microtargeting to sway voters' opinions, influence elections, and undermine democracy. Yet little research has directly estimated the persuasive advantage of microtargeting over alternative campaign strategies. Here, we do so using two studies focused on U.S. policy issue advertising. To implement a microtargeting strategy, we combined machine learning with message pretesting to determine which advertisements to show to which individuals to maximize persuasive impact. Using survey experiments, we then compared the performance of this microtargeting strategy against two other messaging strategies. Overall, we estimate that our microtargeting strategy outperformed these strategies by an average of 70% or more in a context where all of the messages aimed to influence the same policy attitude (Study 1). Notably, however, we found no evidence that targeting messages by more than one covariate yielded additional persuasive gains, and the performance advantage of microtargeting was primarily visible for one of the two policy issues under study. Moreover, when microtargeting was used instead to identify which policy attitudes to target with messaging (Study 2), its advantage was more limited. Taken together, these results suggest that the use of microtargeting-combining message pretesting with machine learning-can potentially increase campaigns' persuasive influence and may not require the collection of vast amounts of personal data to uncover complex interactions between audience characteristics and political messaging. However, the extent to which this approach confers a persuasive advantage over alternative strategies likely depends heavily on context.

The Influence and Ethics of Political Communication and Persuasion in Nigeria (2022 Edition)

The Influence and Ethics of Political Communication and Persuasion in Nigeria (2022 Edition)

Политический юмор в массовой коммуникации

<p style="text-align: justify;"><strong>Objective. </strong>The analysis of the impact of humorous messages about politics, which are distributed through the channels of mass communication, on the perceptions, assessments, and behavior of people in the political sphere.<br><strong>Background. </strong>Humorous messages about politics can be found in various countries and presented in different forms. Nevertheless, the researchers cannot come to unambiguous conclusions about their impact on people’s attitudes towards political reality. This article reviews the results obtained and highlights areas for further research.<br><strong>Conclusions. </strong>Humorous messages about politics, which are distributed through mass communication channels, can be seen as persuasive influence. Humor increases attention to messages on political topics and complicates their understanding. This, in turn, reduces the thoroughness of information analysis, i.e., increases the likelihood of using a peripheral/heuristic strategy. The impact of humorous messages is an increase in political knowledge and internal political self-efficacy, a deterioration in attitudes towards politicians and the political system, and, as a result, an increase in readiness for political behavior. However, the strength and direction of this influence depend in part on the characteristics of the communicator (e.g., host or politician), the characteristics of the message (e.g., superficial or deep, mild, or hard humor), and the characteristics of the audience (e.g., political awareness).</p>

Rhetoric Mining: A New Text-Analytics Approach for Quantifying Persuasion

Rhetoric mining is a novel text-analytics method for quantifying persuasion based on rhetorical analysis theory. Our mixed-methodology approach combines qualitative context analysis with automated tagging and quantification of rhetorical moves. Rhetorical moves are complex discursive patterns and, thus, require a sequence-based text-mining approach, rather than the simpler word-based frequency analyses. We apply a sequence-alignment method to detect semantically equivalent sequences with high precision and efficiency. We illustrate our method by analyzing arguments used to justify stock picks in an online investment community. For these data, we detect and quantify the rhetorical moves of ethos (personal versus cited expertise), hedging (confidence versus uncertainty), and evidence type (product-, company-, or stock-based evidence). We use rhetoric mining to identify argument styles of persuasiveness (pitches that receive community recommendations) and trustworthiness (pitches that are written by successful investors). Rhetoric mining provides a new analytic lens in Information Systems research to analyze the influence of persuasion in consumer decision making. History: W. Nick Street served as the senior editor for this article. Data Ethics & Reproducibility Note: The code capsule is available on Code Ocean at https://codeocean.com/capsule/9373643/tree/v1 and in the e-Companion to this article (available at https://doi.org/10.1287/ijds.2022.0024 ).

Understanding CSR Campaigns Through the Lens of Culture Values and Moral Emotion

This study aimed to examine the persuasive influences of moral emotions on younger consumers’ judgments and decision-making and the roles of culture and self-construal in processing corporate social responsibility (CSR) campaigns. This study employed a between-subjects experiment where American and Chinese participants viewed one of the two CSR advertisement campaigns designed with ego-focused (e.g., an advertisement elicited anger emotion) and other-focused appeals (e.g., an advertisement elicited guilt emotion). By employing an elaboration likelihood persuasion model (ELM), the results indicated that negative moral emotions had significant positive influences on attitudes toward the advertisements and purchase intention through the peripheral route. In addition, results revealed the interaction effects between guilt emotion and cultural values (i.e., country) on attitudes. This study also highlighted the moderating role of self-construal individual values in the relationship between guilt and attitudes toward the campaign. This research provides insights for communication practitioners on designing effective CSR campaigns to reach culturally diverse target audiences.

Lies and bullshit: The negative effects of misinformation grow stronger over time

AbstractIn a world where exposure to untrustworthy communicators is common, trust has become more important than ever for effective marketing. Nevertheless, we know very little about the long‐term consequences of exposure to untrustworthy sources, such bullshitters. This research examines how untrustworthy sources—liars and bullshitters—influence consumer attitudes toward a product. Frankfurt's (1986) insidious bullshit hypothesis (i.e., bullshitting is evaluated less negatively than lying but bullshit can be more harmful than are lies) is examined within a traditional sleeper effect—a persuasive influence that increases, rather than decays over time. We obtained a sleeper effect after participants learned that the source of the message was either a liar or a bullshitter. However, compared to the liar source condition, the same message from a bullshitter resulted in more extreme immediate and delayed attitudes that were in line with an otherwise discounted persuasive message (i.e., an advertisement). Interestingly, attitudes returned to control condition levels when a bullshitter was the source of the message, suggesting that knowing an initially discounted message may be potentially accurate/inaccurate (as is true with bullshit, but not lies) does not result in the long‐term discounting of that message. We discuss implications for marketing and other contexts of persuasion.

ACTIVITY OF UKRAINIAN CONDUCTORS OF THE 20TH CENTURY IN THE CONTEXT OF THE FORMATION OF THE NATIONAL STYLE OF CHORAL PERFORMANCE

The purpose of the article is to analyze and highlight the conceptual foundations of vocal and choral work by leading figures in Ukrainian choral culture of the 20th century – Oleksander Koshyts, Dmytro Kotko, Kostiantyn Pihrov, and Viacheslav Palkin. The powerful influence of their professional experience and achievements on the development and elevation of academic choral art has shaped the national stylistic features of choral performance. Their demanding approaches to choir selection, the intricacies of rehearsal work, concert interpretation, and artistic performance can be traced in the activities of students of renowned conductors such as Viktor Ikonnyk, Pavlo Muravskyi, Volodymyr Vasylevych, and Yevhen Vakhniak. Today, in the midst of Russia’s full-scale invasion of our lands, the issue of identifying Ukrainian culture on the international stage is particularly relevant. Choral music in Ukraine, which has been the source and foundation of the development of professional musical genres, has become the most recognizable form of art on the world stage today. Within the context of Ukrainian national traditions of choral performance, the understanding of stylistic nuances occurs through the prism of national spirituality and moral values. Intonation, tuning, ensemble, sound production, rhythmic synchronicity, diction, and agogics are elements of the tradition passed down from generation to generation through singing. Professional activity of 20th-century conductors is evidence of the consistent and systematic transmission of the choral singing tradition. Glorious choirs promoted the beauty of Ukrainian songs, introduced audiences to choral music masterpieces, and acquainted the world with the high spiritual culture of the nation. The persuasive influence of the mentioned maestros’ conducting will on their ensembles, the friendly-demanding atmosphere that prevailed in the meticulous process of sound production, contributed to achieving high artistic creative results. The fundamentals and principles of working with a choir developed by conductors throughout their creative journey, the specifics of interpretive techniques, have become a priority in shaping the characteristics of both individual performing styles of conductors and their ensembles, as well as the national style of choral performance as a whole.

How to Achieve Ethical Persuasive Design: A Review and Theoretical Propositions for Information Systems

Persuasive system design (PSD) is an umbrella term for designs in information systems (IS) that can influence people’s attitude, behavior, or decision making for better or for worse. On the one hand, PSD can improve users’ engagement and motivation to change their attitude, behavior, or decision making in a favorable way, which can help them achieve a desired outcome and, thus, improve their wellbeing. On the other hand, PSD misuse can lead to unethical and undesirable outcomes, such as disclosing unnecessary information or agreeing to terms that do not favor users, which, in turn, can negatively impact their wellbeing. These powerful persuasive designs can involve concepts such as gamification, gamblification, and digital nudging, which all have become prominent in recent years and have been implemented successfully across different sectors, such as education, e-health, e-governance, e-finance, and digital privacy contexts. However, such persuasive influence on individuals raises ethical questions as PSD can impair users’ autonomy or persuade them towards a third party’s goals and, hence, lead to unethical decision-making processes and outcomes. In human-computer interaction, recent advances in artificial intelligence have made this topic particularly significant. These novel technologies allow one to influence the decisions that users make, to gather data, and to profile and persuade users into unethical outcomes. These unethical outcomes can lead to psychological and emotional damage to users. To understand the role that ethics play in persuasive system design, we conducted an exhaustive systematic literature analysis and 20 interviews to overview ethical considerations for persuasive system design. Furthermore, we derive potential propositions for more ethical PSD and shed light on potential research gaps.

BRAND DESAIN MELALUI MEDIA KOMUNIKASI VISUAL SEBAGAI SARANA PROMOSI DAN INFORMASI PADA DINAS PARIWISATA KABUPATEN SEMARANG

With the choice of tourists increasing and giving each other the concept of trust, with almost similar values, this makes tourists more curious and confused. The influence of quality, quality, price and persuasive persuasion will influence tourists continuously in weighing which one is the best, which is more in his heart. However, on the other hand, this condition actually shows the weakness of the Tourism Office that tourists are a determining factor for the future of one of the tourist attractions, with the confidence of tourists supporting the economy of the people in tourist sites, especially under the Semarang Regency Tourism Office.
 Currently the Semarang Regency Tourism Office uses posters and advertises through yellowpages as a medium for delivering information, from the promotional methods carried out there are still obstacles, including the use of posters and through yellowpages advertising, which is very limited in terms of size and information to be conveyed. Therefore, it requires a promotional media that is able to provide complete information about tourism profiles to potential tourists

IMPLEMENTING CONVINCIVE AND PERSUASIVE STRATEGIES IN THE DISCOURSE OF COMMERCIAL TRANSACTIONS (based on commercial letters of South African companies)

The article justifies the relevance of the study of convinciveness and persuasiveness categories in the commercial discourse. An attempt is made to analyze the genre «сommercial letter» in accordance with discursive strategies and tactics that promote effective business communication in the commercial activities. Based on the pragma-linguistic analysis of the written business discourse, the typological characteristics of commercial letters are defined. The ways of implementing convincive and persuasive strategies based on commercial letters of South African companies are considered. Strategies and tactics of convinciveness and persuasiveness are studied in the terms of the speaker’s influential potential and argumentation. The types of argumentative strategies in the commercial transactions’ discourse are differentiated and their classification is given. Linguistic and paralinguistic means of implementing the speaker’s convincive and persuasive influence are described.