-
Psychological Science Apr 2020Although more individuals are relying on information provided by nonhuman agents, such as artificial intelligence and robots, little research has examined how persuasion...
Although more individuals are relying on information provided by nonhuman agents, such as artificial intelligence and robots, little research has examined how persuasion attempts made by nonhuman agents might differ from persuasion attempts made by human agents. Drawing on construal-level theory, we posited that individuals would perceive artificial agents at a low level of construal because of the agents' lack of autonomous goals and intentions, which directs individuals' focus toward these agents implement actions to serve humans rather than they do so. Across multiple studies (total = 1,668), we showed that these construal-based differences affect compliance with persuasive messages made by artificial agents. These messages are more appropriate and effective when the message represents low-level as opposed to high-level construal features. These effects were moderated by the extent to which an artificial agent could independently learn from its environment, given that learning defies people's lay theories about artificial agents.
Topics: Adult; Artificial Intelligence; Humans; Learning; Persuasive Communication; Psychological Theory; Robotics; Social Perception
PubMed: 32223692
DOI: 10.1177/0956797620904985 -
Health Communication 2015Although "evidence" is often used as an important argument in persuasive health campaigns, it remains unclear what type of evidence has the strongest impact on... (Meta-Analysis)
Meta-Analysis Review
Although "evidence" is often used as an important argument in persuasive health campaigns, it remains unclear what type of evidence has the strongest impact on particular outcome variables. We conducted a meta-analysis in which the effects of statistical and narrative evidence on beliefs, attitude, and intention were separately compared. Statistical evidence was found to have a stronger influence than narrative evidence on beliefs and attitude, whereas narrative evidence had a stronger influence on intention. We explain these findings in terms of the match between the specific characteristics of the two types of evidence and those of the outcome variables. Statistical evidence, beliefs, and attitude all relate primarily to cognitive responses, whereas both narrative evidence and intention relate more specifically to affective responses. We conclude that communication professionals developing health campaigns should match the type of evidence to the main communication objectives.
Topics: Health Communication; Health Knowledge, Attitudes, Practice; Humans; Intention; Narration; Persuasive Communication; Randomized Controlled Trials as Topic; Statistics as Topic
PubMed: 24836931
DOI: 10.1080/10410236.2013.842528 -
International Journal of Environmental... Mar 2019Digital addiction (hereafter DA) denotes a problematic relationship with technology described by being compulsive, obsessive, impulsive and hasty. New research has...
Digital addiction (hereafter DA) denotes a problematic relationship with technology described by being compulsive, obsessive, impulsive and hasty. New research has identified cases where users' digital behaviour shows symptoms meeting the clinical criteria of behavioural addiction. The online peer groups approach is one of the strategies to combat addictive behaviours. Unlike other behaviours, intervention and addictive usage can be on the same medium; the online space. This shared medium empowers influence techniques found in peer groups, such as self-monitoring, social surveillance, and personalised feedback, with a higher degree of interactivity, continuity and real-time communication. Social media platforms in general and online peer groups, in particular, have received little guidance as to how software design should take it into account. Careful theoretical understanding of the unique attributes and dynamics of such platforms and their intersection with gamification and persuasive techniques is needed as the ad-hoc design may cause unexpected harm. In this paper, we investigate how to facilitate the design process to ensure a systematic development of this technology. We conducted several qualitative studies including user studies and observational investigations. The primary contribution of this research is twofold: (i) a reference model for designing interactive online platforms to host peer groups and combat DA, (ii) a process model, COPE.er, inspired by the participatory design approach to building Customisable Online Persuasive Ecology by Engineering Rehabilitation strategies for different groups.
Topics: Behavior, Addictive; Communication; Humans; Internet; Peer Group; Persuasive Communication; Qualitative Research; Risk Factors; Self-Help Groups; Social Media; Technology
PubMed: 30935151
DOI: 10.3390/ijerph16071162 -
Perspectives on Medical Education Jun 2018
Topics: Emotions; Humans; Logic; Persuasive Communication; Writing
PubMed: 29736855
DOI: 10.1007/s40037-018-0420-2 -
Cognitive Research: Principles and... Sep 2022Consumers are exposed to large amounts of advertising every day. One way to avoid being manipulated is to monitor the sources of persuasive messages. In the present...
Consumers are exposed to large amounts of advertising every day. One way to avoid being manipulated is to monitor the sources of persuasive messages. In the present study it was tested whether high exposure to advertising affects the memory and guessing processes underlying source attributions. Participants were exposed to high or low proportions of advertising messages that were intermixed with product statements from a trustworthy source. In a subsequent memory test, participants had to remember the sources of these statements. In Experiments 1 and 2, high advertising exposure led to increased source memory and decreased recognition of the statements in comparison to low advertising exposure. High advertising exposure also induced an increased tendency toward guessing that statements whose sources were not remembered came from advertising. The results of Experiment 3 suggest that the presence of advertising, relative to its absence, leads to a skeptical guessing bias. Being exposed to advertising thus has pronounced effects on the memory and guessing processes underlying source attributions. These changes in source monitoring can be interpreted as coping mechanisms that serve to protect against the persuasive influence of advertising messages.
Topics: Adaptation, Psychological; Advertising; Humans; Mental Recall; Persuasive Communication; Recognition, Psychology
PubMed: 36064819
DOI: 10.1186/s41235-022-00433-2 -
Philosophical Transactions of the Royal... May 2021The aim of this paper is twofold: to propose that conversation is the distinctive feature of ' communication; and to show that the emergence of modern language is tied...
The aim of this paper is twofold: to propose that conversation is the distinctive feature of ' communication; and to show that the emergence of modern language is tied to the transition from pantomime to verbal and grammatically complex forms of narrative. It is suggested that (animal and human) communication is a form of persuasion and that storytelling was the best tool developed by humans to convince others. In the early stage of communication, archaic hominins used forms of pantomimic storytelling to persuade others. Although pantomime is a powerful tool for persuasive , it is proposed that it is not an effective tool for persuasive : conversation is characterized by a form of reciprocal persuasion among peers; instead, pantomime has a mainly asymmetrical character. The selective pressure towards persuasive reciprocity of the conversational level is the evolutionary reason that allowed the transition from pantomime to grammatically complex codes in , which favoured the evolution of speech. This article is part of the theme issue 'Reconstructing prehistoric languages'.
Topics: Animals; Cultural Evolution; Hominidae; Humans; Language; Persuasive Communication; Speech
PubMed: 33745315
DOI: 10.1098/rstb.2020.0196 -
BMC Health Services Research Sep 2020When one thinks of opportunities to engage patients, the marketing communications mix often is the first thing that comes to mind. Its five components of advertising,...
BACKGROUND
When one thinks of opportunities to engage patients, the marketing communications mix often is the first thing that comes to mind. Its five components of advertising, personal selling, sales promotion, public relations, and direct marketing represent tried and true pathways for establishing productive dialogues with customers of healthcare institutions. But in formulating and deploying the marketing communications mix, health and medical establishments must not neglect foundational elements which play vital communicative roles, impacting the perspectives of patients and influencing associated patronage.
DISCUSSION
Many things communicate on behalf of healthcare organizations, including the people employed by them, the places in which they deliver services, and the brands that represent them. As foundational elements of communication, these must be addressed prior to formulating the marketing communications mix, as they influence and impact an institution's entire communicative potential. Their initial development, however, is just the beginning, as these elements must be managed and maintained continually over the course of organizational life. This article profiles foundational elements of communication and discusses their importance in healthcare marketing, generally, and marketing communications, specifically, providing useful insights for maximizing communicative synergies.
CONCLUSIONS
Given the importance of engaging current and prospective patients, healthcare establishments must take steps to ensure exceptional prowess in this area, with communicative skills and abilities being of paramount importance. Proficient deployment of the marketing communications mix is essential, but healthcare providers must also be certain to direct attention toward foundational elements, ensuring that given institutions realize their full communicative potential.
Topics: Health Personnel; Humans; Louisiana; Marketing of Health Services; Organizational Case Studies; Persuasive Communication
PubMed: 32928207
DOI: 10.1186/s12913-020-05604-9 -
The Hastings Center Report Jan 2018Those who advocate higher out-of-pocket spending, especially high deductibles, to keep health care costs better controlled without losing quality use market language to...
Those who advocate higher out-of-pocket spending, especially high deductibles, to keep health care costs better controlled without losing quality use market language to talk about how people should think about health care. Consumers-that is, patients-should hunt for bargains. Clip coupons. Shop around. Patients need to have more "skin in the game." Consumer-patients will then choose more carefully and prudently and use less unnecessary health care. Unfailingly, "skin" refers to having money at stake. Usually, those arguing for high deductibles express dismay or frustration that patients do not face the full ("true") cost of the health services they receive. Unfortunately, a lack of price transparency, the need to unbundle bundled groups of services to discover total price, and the challenge of validly and reliably measuring and disclosing quality make shopping for health care a challenge for even the savviest patient. Urgency, fear, and sickness that impairs peak cognitive function and other aspects of emotionally laden decision-making, even when "shared" with a physician, add obstacles to coupon clipping and tire kicking. Who has more at stake in health decisions than patients? Whose flesh is literally, not just figuratively, at risk?
Topics: Deductibles and Coinsurance; Financing, Personal; Marketing; Morals; Patient Advocacy; Persuasive Communication; United States
PubMed: 29457233
DOI: 10.1002/hast.815 -
Personality and Social Psychology... Aug 2021Past research has uncovered actions that would seem to undermine but in fact frequently enhance persuasion. For example, expressing doubt about one's view or presenting... (Review)
Review
Past research has uncovered actions that would seem to undermine but in fact frequently enhance persuasion. For example, expressing doubt about one's view or presenting arguments against it would seem to weaken one's case, but can sometimes promote it. We propose a framework for understanding these findings. We posit that these actions constitute -behaviors that signal openness to new information and opposing viewpoints. We review four classes of acts of receptiveness: conveying uncertainty, acknowledging mistakes, highlighting drawbacks, and asking questions. We identify conditions under which and mechanisms through which these actions boost persuasion. Acts of receptiveness appear to be more persuasive when they come from expert or high-status sources, rather than non-expert or low-status sources, and to operate through two primary mechanisms: increased involvement and enhanced source perceptions. Following a review of this work, we delineate potentially novel acts of receptiveness and outline directions for future research.
Topics: Attitude; Dissent and Disputes; Emotions; Humans; Personality Inventory; Persuasive Communication
PubMed: 33813983
DOI: 10.1177/10888683211001269 -
Proceedings of the National Academy of... Nov 2021Concerns about video-based political persuasion are prevalent in both popular and academic circles, predicated on the assumption that video is more compelling than text....
Concerns about video-based political persuasion are prevalent in both popular and academic circles, predicated on the assumption that video is more compelling than text. To date, however, this assumption remains largely untested in the political domain. Here, we provide such a test. We begin by drawing a theoretical distinction between two dimensions for which video might be more efficacious than text: 1) one's belief that a depicted event actually occurred and 2) the extent to which one's attitudes and behavior are changed. We test this model across two high-powered survey experiments varying exposure to politically persuasive messaging (total = 7,609 Americans; 26,584 observations). Respondents were shown a selection of persuasive messages drawn from a diverse sample of 72 clips. For each message, they were randomly assigned to one of three conditions: a short video, a detailed transcript of the video, or a control condition. Overall, we find that individuals are more likely to believe an event occurred when it is presented in video versus textual form, but the impact on attitudes and behavioral intentions is much smaller. Importantly, for both dimensions, these effects are highly stable across messages and respondent subgroups. Moreover, when it comes to attitudes and engagement, the difference between the video and text conditions is comparable to, if not smaller than, the difference between the text and control conditions. Taken together, these results call into question widely held assumptions about the unique persuasive power of political video over text.
Topics: Attitude; Communications Media; Female; Generalization, Psychological; Humans; Intention; Male; Middle Aged; Persuasive Communication; Politics; Surveys and Questionnaires; Text Messaging; Video Recording
PubMed: 34782473
DOI: 10.1073/pnas.2114388118