Non-verbal persuasion and communication in an affective agent
Andre, E., Bevacqua, E., Heylen, D., Niewiadomski, R., Poggi, I., Pelachaud, C., Peters, C., and Rehm, M. "Non-verbal persuasion and communication in an affective agent". In P. Petta, C. Pelachaud and R. Cowie (Eds.), Emotion-Oriented Systems: The Humaine Handbook, pp. 585-608, Cognitive Technologies Series, Springer, January 2011 isbn:978-3-642-15183-5
Bibtex avaialble here: http://www.coventry.ac.uk/ec/~cpeters/bibtex/bibtex.html#HandbookPersu
This chapter deals with the communication of persuasion. Only a small percentage of communication involves words: as... more This chapter deals with the communication of persuasion. Only a small percentage of communication involves words: as the old saying goes, “it’s not what you say, it’s how you say it”. While this likely underestimates the importance of good verbal persuasion techniques, it is accurate in underlining the critical role of non-verbal behaviour during face-to-face communication. In this chapter we restrict the discussion to body language. We also consider embodied virtual agents. As is the case with humans, there are a number of fundamental factors to be considered when constructing persuasive agents. In particular, one who wishes to persuade must appear credible, trustworthy, confident and non-threatening. Knowing how not to behave is also a vital basis for effective persuasion. This includes resolving task constraints or other factors with the social perception considerations. These social virtual agents face many of the same problems as humans have in controlling and expressing themselves in an appropriate manner so as to establish and maintain persuasive interaction. All along the chapter, much of our discussion will handle concepts applicable both to agent and human behaviour.
Jediriddaren - från fiktion till religion
Published in Swedish in RetorikMagasinet nr. 47/48, pp. 15-18, March 2012.
Jediismen är en seriös och etablerad religiös rörelse baserad på George Lucas Star Wars-filmer. Jediisterna låter sig... more Jediismen är en seriös och etablerad religiös rörelse baserad på George Lucas Star Wars-filmer. Jediisterna låter sig övertygas av jedimästare som Yoda och Obi-Wan Kenobi och tror på deras utsagor om Kraften.
Persuasive brand management: How managers can influence brand meaning when they are losing control over it
Iglesias, O. and Bonet, E. (2012) Journal of Organizational Change Management, Vol. 25 Issue 2, pp. 251 165
Purpose – The purpose of this paper is to build a conceptual framework that enables an improved comprehension... more
Purpose – The purpose of this paper is to build a conceptual framework that enables an improved comprehension of how brand meaning is constructed.
Design/methodology/approach – Conceptual implications are drawn from an analysis and discussion of the literature in the fields of brand management, meanings, rhetoric, and narratives.
Findings – Brand managers are progressively losing control over the multiple sources of brand meaning. Brand meaning is co-created during the consumer-brand relationship and the customer-perceived brand meaning is re-interpreted at each touchpoint that a consumer has with a managerially determined brand interface, a brand employee, or an external stakeholder.
Originality/value – “Persuasive brand management” is presented as a new approach to brand management. It considers that the main activities of managers regarding brand strategy decisions involve processes of interpreting and creating meanings; as well as persuading a wide diversity of internal and external stakeholders.
Social cognition and discourse processing goals in the analysis of `ex-gay' rhetoric
Discourse & Society (2008), Vol. 19, No. 1
This article reports a critical discourse analysis of a series of newspaper advertisements advocating `ex-gay'... more This article reports a critical discourse analysis of a series of newspaper advertisements advocating `ex-gay' ministries and `reparative therapy' for homosexuality — interventions designed to `treat' homosexuality through prayer or psychoanalysis. These ads, part of an effort to make `ex-gay' discourse more central to the public communication strategies of conservative, anti-gay political groups, feature both narrative and statistical arguments that gay men and lesbians can be converted to heterosexuality. This study draws on quantitative social psychological research on antigay attitudes and Slater's extension of the elaboration likelihood model of persuasion to establish the cognitive context for this discourse and to link the argumentative features of the advertisements to potential persuasive effects on different audiences. The analysis shows how different rhetorical strategies employed in these ads might differentially influence readers who are either `value protective' or `value affirmative' in their processing goals.
194 views
Seen by: and 1 moreThe influence of news frames and science background on attributions about embryonic and adult stem cell research: Frames as heuristic/biasing cues
In press. Science Communication.
This study investigated effects of frames, science background, and stem cell source on attributions of ethicality,... more This study investigated effects of frames, science background, and stem cell source on attributions of ethicality, credibility, and usefulness of stem cell research. Framing did not influence perceptions of ethicality, but science majors tended to perceive embryonic research to be more ethical than did non-science majors. Non-science majors perceived stem cell research to be less credible than did science majors in an Economic Prospects frame. Science majors perceived embryonic research to be more useful than did non-science majors except in a Conflict frame. Results suggest that frames cue heuristics that bias science and non-science majors’ cognitions about stem cell differently.
25 views
Seen by:Persistence of attitude change and attitude–behavior correspondence based on extensive processing of source information
2012, European Journal of Social Psychology, 42, 103-111.
A three-phase longitudinal study (spread over a month’s time)was carried out to investigate attitude’s persistence and... more A three-phase longitudinal study (spread over a month’s time)was carried out to investigate attitude’s persistence and linkage to behavior as it may be affected by the processing of information about the communication source. The following three independent variables were manipulated: (i) contents of the source of information (implying the communicator to be expert or inexpert on the topic of the communication); (ii) length of the source information (brief versus lengthy); and (iii) message recipients’ involvement in the issue at hand (high versus low). Replicating prior research when the source information was brief, it exerted greater persuasive impact under low versus high involvement, and when it was lengthy, it exerted greater persuasive impact under high versus low involvement. Of greater importance, the newly acquired attitudes were more persistent and were linked more strongly to actual behavior when the source information was lengthy (versus brief) provided the recipients had high (versus low) involvement in the issue. These findings were interpreted to mean that just like with the message/issue information in prior research, when processed extensively, source information, too, may contribute to the formation of persistent and behavior-driving attitudes.
106 views
Seen by:Jediridderen - fra fiktion til religion: Fiktive jedimestre gør Star Wars til en religiøs bevægelse
Retorikmagasinet 21/82, december 2011, Tema: Religion & myter, 4-6
51 views
Seen by:Why I Am Less Persuaded Than You: People's Intuitive Understanding of the Psychology of Persuasion
Douglas, K.M., Sutton, R.M., & Stathi, S. (2010). Why I am less persuaded than you: People’s intuitive understanding of the psychology of persuasion. Social Influence, 5, 133-148.
Perceptions of Social Influence When Messages Favour 'Us' Versus 'Them': A Closer Look at the Social Distance Effect
Sutton, R.M., Elder, T.J., & Douglas, K.M. (2006). Reactions to internal and external criticism of outgroups: Social convention in the intergroup sensitivity effect. Personality and Social Psychology Bulletin, 32, 563-575.
Right About Others, Wrong About Ourselves? Actual and Perceived Self-Other Differences In Resistance to Persuasion
Douglas, K.M., & Sutton, R.M. (2004). Right about others, wrong about ourselves? Actual and perceived self-other differences in resistance to persuasion. British Journal of Social Psychology, 43, 585-603.
Brought into the Fold: Influence and Persuasion in a Conversional Religious Setting
Martin, D.E. (2000). Brought into the Fold: Influence and Persuasion in a Conversional Religious Setting. Skeptic Vol. 8 No. 2, 56
This study explored the use of influence techniques upon introduction of individuals to a conversional religion (The... more This study explored the use of influence techniques upon introduction of individuals to a conversional religion (The Church of Scientology). The researcher used the Participatory Research paradigm to investigate four aspects of influence (liking, social proof, authority and reciprocation, Cialdini, 1994) in an overriding Elaboration Likelihood Model (Petty, R., Cacioppo, J., 1986) framework. Findings supported hypothesis of use of influence techniques for the financial benefit of the organization. The implications of these findings for the future studies of influence were discussed.
68 views
Seen by:How to be Less Persuaded or More Persuasive: Review of Age of Propaganda: The Everyday Use and Abuse of Persuasion
by J Armstrong
This second edition of the Age of Propaganda is excellent. (Should I explicitly tell you my conclusion?) I will use a... more
This second edition of the Age of Propaganda is excellent. (Should I explicitly tell you my conclusion?) I will use a two-sided argument to try to convince you to read this book.
(Is a two-sided argument relevant in this situation and, if so, should I tell you the good news first or last?) I will reduce the asides in the rest of this review because are distracting (and distraction is not useful here, as the arguments to purchase this book are strong); suffice it to say that these are the types of issues that the authors address.
8 views
Seen by:Using Quasi-Experimental Data To Develop Empirical Generalizations For Persuasive Advertising
by J Armstrong
Co-authored with Sandeep Patnaik.
"Quasi-experimental data" provide a valid and relatively low-cost approach toward developing empirical... more "Quasi-experimental data" provide a valid and relatively low-cost approach toward developing empirical generalizations (EGs). These data are obtained from studies in which some key variables have been controlled in the design. We describe our EGs as "evidence-based principles." Using data from 240 pairs of print advertisements from five editions of the Which Ad Pulled Best series, we analyzed 56 of the advertising principles from Persuasive Advertising by J. Scott Armstrong (New York: Palgrave Macmillan, forthcoming). These data controlled for target market, product, size of the advertisement,media, and in half the cases, for brand. Aspects of the advertisements differed, however, as in illustrations, headlines, color, and text. The findings from quasi-experimental analyses were consistent with field experiments for all seven principles where such comparisons were possible. Furthermore, for 26 principles they unanimously corroboratedthe available laboratory experiments as well as the meta-analyses for seven principles. In short, quasi-experimental findings always agreed with experimental findings. This is impressive given that the quasi-experimental analyses—and some of the experimental analyses—involved small samples, and often used different criteria.
17 views
Seen by:Evidence-based Advertising: An Application to Persuasion
by J Armstrong
To be published, after revisions in the International Journal of Advertising
Complex phenomena such as advertising are difficult to understand. As a result, extensive and repeated testing of... more
Complex phenomena such as advertising are difficult to understand. As a result, extensive and repeated testing of diverse alternative reasonable hypotheses is necessary in order to increase knowledge about advertising. Laboratory and field experiments, as well as quasi-experimental studies, are needed. Fortunately, much useful empirical research of this kind has already been conducted on how to create persuasive advertisements. A literature review, conducted over 16 years, summarized knowledge from 687 sources that covered more than 3,000 studies (Armstrong 2010). The review led to 195 principles (condition-action statements) for advertising. We were
unable to find any of them in a convenience sample of nine advertising textbooks. The textbooks tended to ignore evidence on persuasion. Of the more than 6,500 sources referenced in these textbooks, only 24 overlapped with the 687 used todevelop the principles. By using the evidence-based principles, practitioners may be able increase the persuasiveness of advertisements. Relevant evidence-based papers have been published at the rate of 20 per year from 2000 to 2010. The rate of knowledge accumulation could be increased if journal editors invited papers with evidence-based research findings
.
79 views
Seen by:Anti-Social Engineering the Hyper-Manipulated Self
by Brian Taylor
When one does philosophy, one dismantles strings of concepts into their respective parts to examine both the parts... more
When one does philosophy, one dismantles strings of concepts into their respective parts to examine both the parts themselves and the relationships the parts have with each other. This semantic reduction provides us the best possible opportunities for finding truth. This was exactly the type of skill Brian Taylor needed to write his new book Anti-Social Engineering the Hyper-Manipulated Self, postpaper publishing, ISBN: 978-0-557-99909-5 http://stores.lulu.com/postpaper
The book began as a series of blogged essays in a response to the “Authenticity” movement presented by the like of Eckhart Tolle, Andrew Cohen and to a lesser extent, Dr. Phil. These men, and others, were coming to conclusions on the idea of authenticity that were, among other things, subjective fallacies, rife with interpretation and possibly counterproductive. On the other side of the coin we had skeptical guru Michael Shermer or perhaps Richard Dawkins making up one half of the “four horseman of the non-apocalypse.” These men, “scientists,” were and still are guilty of the same faults as their spiritual counterparts, interpretations rather than knowledge. Brian Taylor wanted to know, “Are there any actual answers in the arena of the self and its power?” As it turns out, reality is far stranger than ever before known and we actually know so much less than we think we do, if it can be said that we know anything authentically, at all.
After four years of research into our ideas about the self through the ages, the sciences of the self and what the self is, this book comes to the conclusion that the modern self, you and I today, are not only manipulated, but that manipulation is sought out, required and pre-programmed. This is a book about how we are all being intentionally hyper-manipulated without our knowledge, by whom and to what end.
To “anti-social engineer” is to counter this phenomenon of modernity through critical consciousness, dubbed “assignee's prerogative.” This self direction is aimed toward eudaemonia, which is an Aristotelian idea roughly meaning “happiness and promotion,” and it is further suggested that virtue is found in the mean between excess and deficiency, in these concerns. This sounds rather simple in such a paragraph form, rest assured, chasing the meanings and relationships of these ideas to any philosophical depth requires a maze of rabbit holes and someone to guide you through them. Taylor is nothing if not thorough in this regard.
Entertaining, personal, conversational, exact and profound, this book has a strange undercurrent, almost a charge running through it. Most clearly defined in it's most opinionated moments, there is a subtext, not a call to arms but to a social contract. Taylor says, throughout the book, that it is specifically battling social engineering, the command, hidden or not, “think this about that.” Yet, he too wants us to think a certain way, a centrist “golden mean,” a path of no extremes. Making an argument against his ideas is difficult, regardless of the talking points he uses. (These vary from possible moral objections we may hold for prostitution or murder, to social norms such as supporting the troops or the war on terror.) In his most controversial moments, when objectivity is at its thinnest, the author's existentialism shines through and he suggests it's better to not claim to know something than to suspect something incorrectly. The exception to this rule is when the social engineering is secret, malicious, degenerative or merely in error.
There are things that we can do anti-social engineer our hyper-manipulated selves and Taylor spells these tasks out clearly. Firstly, social engineering, be it delivered by a television commercial, ideology, civility, social construct, etc. is to be expected and recognized. Then Taylor presents us his Philosophy Generator which is described as “a dismantling of paradigm” and a way to determine if any particular social engineering is more persuasive or manipulative. If we are able to first know what it is we are deciding, then do our best possible thinking on the matter, which is what working through the Generator is for, we should be able to be confident in our decision, whatever it may be. Furthermore, given the standardization of awareness, contemplation and centrist philosophy, it should be expected that the same benefit experienced by individuals would transfer to societies.
The book ends with a chapter called “God wears a yellow hat.” It is concluded with a list of 24 interesting intentions, (23 actually, one of them is missing,) this list is not meant to be a complete index of the topics discussed, but rather an indication of the book's scope. The war on terror, the war on drugs, food transportation, consumerism, capitalism, communism, false flags, dehumanization via technology, God, 2012, patriotism, culture, globalization, human rights and religion. There is an entire chapter devoted to a reasonable discussion between the two sides divided over the conspiracies associated with September 11, 2001. This book discusses conspiracy as it dismantles thought, which is a strange dichotomy. Taylor seems to want to convince us that he is a reasonable man, with a reasonable method and if such a man can find a reasonable conspiracy, we can take the suggestion from the fringe to the mainstream. He may be right. However, this is not a conspiracy book, this is a book about thinking.
One comes away from the experience of reading this book enticed to do more and this is the goal. Anti-Social Engineering the Hyper-Manipulated Self is about taking responsibility and looking ahead, prudently. It doesn't want to take anything away from you, you're entitled to have your beliefs as the author has his. We need our beliefs and we even need social engineering, these things are part of a natural, healthy species. The dangers of our beliefs are represented by the lack of awareness of them and the inability to think critically about them. Taylor argues that, if in fact we are not thinking well about the things we believe, we are not living up to the reasonable purpose we have as human beings. This appreciation of hyper-reality and our place in it defines our authenticity and is the promise expressed by the 21st Century Enlightenment.
125 views
Seen by: and 23 more
