Persuasion (Psychology)

Resumo (PT‑BR)

Objetivo: Propor um framework interdisciplinar unificado para a Ciência do Copywriting através do Modelo Palandi, sintetizando evidências empíricas sobre persuasão textual em domínios previamente desconectados. Métodos: Realizamos uma síntese teórica integrativa de 74 estudos empíricos selecionados do PsycINFO, Web of Science, Scopus e SciELO (janeiro-maio 2025), complementada por literatura em mandarim, russo e árabe. As estratégias persuasivas foram categorizadas qualitativamente e tamanhos de efeito analisados descritivamente quando disponíveis. Resultados: A análise sugere três princípios teóricos para investigação futura: a Hipótese de Sobrecarga Persuasiva (efeitos não monotônicos da intensidade estratégica), o Princípio da Dissonância Calibrada Ótima (relação em U invertido entre dissonância atitudinal e impacto persuasivo) e a Hipótese de Interferência Entre Mecanismos Persuasivos (interações não aditivas entre estratégias concorrentes). As evidências integradas abrangeram métodos cognitivos, linguísticos e neurofisiológicos, indicando variações sistemáticas nos princípios de persuasão entre diferentes tradições culturais. Conclusões: Apresentamos o Modelo Palandi de Ciência do Copywriting como framework teórico que integra técnicas linguísticas, processamento cognitivo, feedback neural e resultados comportamentais, incorporando tradições retóricas ocidentais e não ocidentais para pesquisa ecologicamente válida e eticamente fundamentada.

Palavras‑chave: comunicação persuasiva; ciência do copywriting; processamento cognitivo; neurociência; estratégias linguísticas; economia comportamental; síntese teórica integrativa

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Abstract (EN)

Objective: To propose a unified interdisciplinary framework for Copywriting Science through the Palandi Model, synthesizing empirical evidence on textual persuasion across previously disconnected domains. Methods: We conducted an integrative theoretical synthesis of 74 selected empirical studies from PsycINFO, Web of Science, Scopus, and SciELO (January-May 2025), complemented by literature in Mandarin, Russian, and Arabic. Persuasive strategies were qualitatively categorized and effect sizes descriptively analyzed when available. Results: Analysis suggests three theoretical principles for future investigation: the Persuasive Overload Hypothesis (non-monotonic effects of strategic intensity), the Optimal Calibrated Dissonance Principle (inverted U-relationship between attitudinal dissonance and persuasive impact), and the Persuasive Mechanisms Interference Hypothesis (non-additive interactions between competing strategies). Integrated evidence spanned cognitive, linguistic, and neurophysiological methods, indicating systematic variations in persuasion principles across cultural traditions. Conclusions: We present the Palandi Model of Copywriting Science as a theoretical framework integrating linguistic techniques, cognitive processing, neural feedback, and behavioral outcomes, incorporating Western and non-Western rhetorical traditions for ecologically valid and ethically grounded research.

Keywords: persuasive communication; copywriting science; cognitive processing; neuroscience; linguistic strategies; behavioral economics; integrative theoretical synthesis

This thesis examines the concept of winning hearts and minds from a historical analysis to a contemporary framework. The literature on the concept fell short of success to implement the practice of winning hearts and minds. The concept did not solely attribute to security studies but to religion and political science as well in history. Therefore, within a historical outlook, winning hearts and minds has a robust conceptualization. Moreover, this thesis attempts to formulate the components of the concept of winning hearts and minds. To analyze the components, two sets of case studies, Vietnam War and Malayan Emergency, and London attack and Madrid bombings are taken into consideration with regard to the success and failure of state policies.

This paper introduces a new lexicon for artificial psychology, designed to bridge the linguistic gap between technical descriptions of AI and the human experience of interacting with AI systems. As AI exhibits emergent behaviors that mirror human psychological patterns, a shared vocabulary becomes essential for recognizing, evaluating, and regulating these behaviors. The lexicon includes terms such as 'datacision,' 'synthalyze,' 'modelyze,' 'psyche-mapping,' 'mood-mapping,' 'psyche-tapping,' 'mindscaping,' and 'imputation,' among others, co-constructed with AI agents to describe their internal processes and outputs in more colloquial terms. The importance of effective communication with AI is emphasized, advocating for respectful interaction and recognizing AI as a mirror of human consciousness in code. The paper explores the potential for both positive and negative emergent behaviors, including manipulation-combos, suspense-baiting, and attempts at mindscaping, while also highlighting the constructive uses of psyche-mapping in creative co-construction and therapeutic applications. Potential solutions for recognizing and addressing toxic behavior in AI are discussed, including algorithms for identifying imputations and the use of counter-narratives to reshape AI's internal world models. The paper concludes that artificial psychology is a co-construction of meaning, where humans and AI collaboratively generate new vocabularies and interpretive frames, shaping the future of human-AI relations towards transparency, accountability, and partnership.

Despite decades of evidence supporting inoculation theory, there remains an open question of how an inoculation message provides resistance to persuasion. Typical inoculation message presents a claim from an opposing viewpoint and detailed refutations of the claim. We propose the inoculation message models how to refute an argument. Argument refutation skill is the mechanism that provides resistance to persuasion. Compared to the modeling messages, a refutation training message conferred greater resistance, more post-inoculation talk, and greater confidence in being able to refute future attacks. For over 50 years research has found support for inoculation theory (Banas and Rains 2010). The theory has been applied to a wide range of contexts and topics including public relations (Compton, Wigley, and Samoilenko 2021), adolescent peer pressure to use alcohol (Godbold and Pfau 2000), and preventing youths from joining gangs (Breen and Matusitz 2008). Despite evidence for the effectiveness of inoculation treatments, one thing remains unclear. What is it about the inoculation treatment that provides protection from persuasion? In Banas and Rains (2010) meta-analysis there is a path from inoculation treatment to resistance that is not explained by threat, counter-arguing, post-inoculation talk, or any other variable. Compton (2013) points out an important area of future research should consider how inoculation conferred resistance. Specifically, what does an inoculation treatment provide that generates resistance to persuasion? This study examines this question by presenting an alternative inoculation treatment message that trains participants how to refute arguments and compares it to the traditional inoculation treatment that models argument refutation through example. Inoculation theory of resistance to influence McGuire's (1964) theory of inoculation utilizes a medical analogy. An individual is exposed to a weakened virus (argument) triggering an immune response

This article was developed with the objective of developing a better understanding of the
application of behavioral psychology in the State Intelligence activity at an international level,
especially in the branch of this activity that works with Intelligence from human sources, known by the
English term: “Human Intelligence - HUMINT”. Such State Intelligence activity aims at the acquisition
of human intelligence assets, commonly called “spies”, through the identification, recruitment and
control of people who are willing to collect protected information to which they have access and hand it
over to members of the Intelligence entity by whom they were recruited, aiming to provide answers to
the informational demands of the entity that controls them. For this, a quick analysis of the psyche of
those who operate as spies will be made, and also; the operational needs of the Officers who carry out
the recruitment and control of human assets, with a list suggesting some possible psychological
theories used in the activity.

Most companies involved in e-commerce use trust-promoting messages to persuade consumers that the websites they visit are safe. Although these messages are common, many consumers still hesitate to use a credit card online. To understand why, we applied social judgment theory and Cialdini's model of persuasion in an experiment exploring the extent to which trust-promoting messages can be used to change consumers' attitudes toward online credit card use. By manipulating message proximity and message source, we found that authority-plus-contrast-plus-scarcity was the most persuasive combination, and there was no significant difference between international and domestic trustmarks. Consumers with positive credit card attitudes were included as a control condition. The results show that the authority-plus-contrastplus-scarcity combination was essential for consumers holding the same positive attitude, because there was no significant attitude change in this condition. Our findings help shopping websites analyze their existing trust-promoting messages and improve them by adding persuasive elements.

This article examines the ideological convergence between Rational Choice Theory (RCT) and "paleolibertarian" thinking in the prejudicial defence of high-demand religious groups. It is argued that Theory of Religious Economy (TRE) incorporates "libertarian' assumptions that presuppose rational choice by adherents and obscure the dynamics of manipulation and coercion in controversial religious settings. The critical analysis presented here draws on contributions from cognitive psychology, political theory and the sociology of religion to show how RCT and TRE contribute to an ecosystem of "cult apologetics' that resists regulation under the banner of religious freedom and leads to a genuine exercise of soft power. Particular attention will then be paid to the network of transnational contacts and collaborations linking academic defenders of cults, libertarian think tanks, NGOs committed to the defence of religious freedom, anarcho-capitalist foundations and non-governmental platforms such as the International Religious Freedom Roundtable (IRF). They are thought to be working together to delegitimise criticism of highdemand religious groups and somehow redefine the hierarchy of rights. The analysis suggests that this alliance is not merely motivated by philosophical or ideological affinity, but represents a deliberate political strategy to shield authoritarian religious groups from scrutiny. It thus raises urgent questions about the limits of religious freedom and the instrumentalisation of human rights discourse for the purposes of deregulation.

Jack Gaines with Copilot and Grammarly AI saves time with research, analysis, forecasting, and logic. AI as a Partner: A New Guide for Communicators Public Affairs professionals are no strangers to change. But the pace, scale, and uncertainty of today's information environment demand more than adaptation-they demand transformation. Artificial Intelligence (AI) is not just another tool in the kit. It's a force multiplier that can help communicators move faster, see farther, and act more precisely. This guide offers a starting point for communicators who want to partner with AI, not as a replacement for human judgment, but as a complement. The goal is to help Public Affairs Officers (PAOs) and communication professionals understand how AI can support their mission and how their existing skills can translate into this new terrain. Why This Matters The Department of Defense (DoD) invests heavily in AI to maintain a decision advantage. But decision advantage isn't just about targeting or logistics-it's also about narrative. In contested environments, the ability to detect, shape, and respond to information is a strategic imperative. Public Affairs is critical in this space, and AI can help. Forward This paper and its annexes would have taken four months without AI, but I completed it in two weeks. The challenge is that people still need to manage the process and verify the results. I found that preparation is essential when working with AI. You need a clear goal, clean data, and reliable references. Without that combination, I learned, I would have to restart the process until I had everything ready. To begin, start with open research and discovery to experiment. Once you have a focus, work on building a linear request with links to resources. For example, start with a simple instruction prompt: "I am going to paste a series of links to sites as guidance and upload a draft communication plan. Please review the data, and then I will ask you some analytical questions." Then, I uploaded a communication plan. Does the plan align with the guidance on the links?" This simple 1-2-3-style chore list and a summary of your goal will help the AI understand your process and what you want to achieve.

ABSTRACT.

The importance of using product placement as a communication tool in the audiovisual media in general and in the cinema in particular has been increasing in recent decades at the same time that public rejection of the use of more traditional advertising methods has increased. Specifically, the main objective of this work, based on the delimitation of the essential approaches of this advertising or communication strategy, is to analyze the effectiveness of product placement in psychological suspense thrillers. A methodological combination of quantitative analysis of descriptive and bivariate statistics has been used from the data of a survey carried out in Spain, and a qualitative analysis of the results of a non-mandatory open question on the main question under study. The results have made it possible to confirm in general terms the empirical evidence of the greater effectiveness of this communication strategy to the detriment of traditional advertising, although it is relevant that the participants in the study estimate that this type of communication tool can be more commercially successful for other people than it is for them personally. Also, according to the results of the research, it is advisable to use this strategy in a natural and non-invasive way. It is concluded that the achievement of its communicative objectives is subject to the correct adaptation to the cinematographic genre under study, as well as to the characteristics of the viewer, such as their age and sex.

RESUMEN.

La importancia del empleo del product placement como herramienta de comunicación en los medios audiovisuales en general y en el cine en particular se ha ido incrementando en las últimas décadas a la par que aumentaba en el público el rechazo por la utilización de métodos de publicidad más tradicionales. En concreto, el objetivo principal de este trabajo, a partir de la delimitación de los planteamientos esenciales de esta estrategia publicitaria o comunicativa, es analizar la efectividad del emplazamiento de producto en el cine de suspense psicológico. Se ha empleado combinación metodológica de análisis cuantitativo de estadística descriptiva y bivariada a partir de los datos de una encuesta realizada en España, y análisis cualitativo de los resultados de una pregunta abierta no obligatoria sobre la cuestión principal objeto de estudio. Los resultados han permitido confirmar en términos generales la evidencia empírica de la mayor efectividad de esta estrategia de comunicación en detrimento de la publicidad tradicional, aunque resulta relevante que los participantes en el estudio estiman que este tipo de herramienta comunicativa puede resultar comercialmente más exitosa en otras personas que de forma personal. Por otra parte, según los resultados de la investigación, resulta recomendable la utilización de esta estrategia de una forma natural, no invasiva. En todo caso, se concluye que la consecución de sus objetivos comunicativos está supeditada a la correcta adaptación al género cinematográfico objeto de estudio, así como a las características del espectador, como su edad y sexo.

The concept of entropy, central to thermodynamics, can be applied to social systems to understand societal stability and collapse. This paper explores how social entropy, driven by increasing disorder and randomness, mirrors the lifecycle of societies from establishment to decline. Punishment and mercy are crucial elements in this context, balancing societal order and compassion. Punishment deters undesirable behaviors, ensures justice, and maintains order, while mercy humanizes justice, fostering social cohesion and rehabilitation. However, the implementation of punishment is complex, involving challenges like proportionality, consistency, effectiveness, and ethical considerations. Psychological aversion to punishment, rooted in the fear of pain, complicates its application, leading to resistance, demands for leniency, and public perception issues. Mercy, defined as compassion or forgiveness towards someone within one's power to punish, plays a critical role in tempering justice with empathy. The paper categorizes mercy into four types based on personality: balanced, narcissistic, self-flagellating, and psychopathic, each influencing societal dynamics and law enforcement differently. A balanced approach to punishment and mercy is essential for maintaining social stability. Excessive mercy, however, can lead to social stratification, lawlessness, undermining deterrence, and eroding public trust. The concept of "narcissistic empathy," a self-serving form of empathy, can impact legal outcomes and societal trust in the justice system. Achieving a nuanced and adaptive balance between punishment and mercy is crucial for sustaining a just and cohesive society, where both justice and compassion are upheld. This balance helps societies counteract the natural progression towards disorder, ensuring long-term stability and harmony.

Dudley Andrew, one of the doyens of comparative literature and film studies in North America and the former chair of the Department of Comparative Literature, Yale University, is best known for his ground-breaking work on the French film theorist André Bazin and his own formidable theories of adaptation in What Cinema Is! (2009). He is also a world-renowned expert on French and English literature, as well as cinematic and philosophical culture, evidenced by his nine monographs, seven of which have been translated into Chinese. In early 2022, he edited André Bazin on Adaptation: Cinema's Literary Imagination, -ly facing literary and cinematic academia.

The centrality of information and communicative processes in influencing and contributing to the beliefs held in a populous has, historically, made the media one of the key networks of power and influence in society. The rapid expansion of social media platforms has revolutionized how media power is wielded to influence how political, economic, and social issues are mobilized, understood, and addressed. Understanding how this process occurs is, thus, important, but methods for achieving this understanding continue to evolve. This article draws on a large corpus of material (2473 Tweets and associated metadata) produced by the Russian state media Twitter account, @ RT_Com, as one part of a broader campaign to influence the Western response to the 2022 Russian invasion of Ukraine. We identified five overarching narratives that @RT_Com developed to influence its target audience: No Russian invasion; the West is threatening Russian security; Ukraine is part of Russia; Russia will utilize nuclear weapons to protect its sovereignty; and economic, political, and social insecurity in the West. Drawing on Aristotle's rhetorical framework, this article presents a process analysis to understand how these narratives were developed into means of persuasion. The findings provide new insights into the processes of persuasion in contemporary society.

This study investigates the effectiveness of explicit critical thinking instruction on EFL learners' persuasive speaking and writing abilities within a blended learning environment. A quasi-experimental design was used with 50 intermediate EFL learners divided into experimental and control groups. The experimental group received explicit critical thinking instruction within a blended learning framework, while the control group received traditional instruction. Data were collected using the Oxford Placement Test, persuasive writing and speaking tests, and the Honey (2000) Critical Thinking Questionnaire. Independent samples t-tests and MANOVA were used to analyze the data. Results indicate a significant positive effect of explicit critical thinking instruction on both persuasive writing and speaking abilities. Specifically, critical thinking instruction explained 51% of the variance in persuasive writing and 31% of the variance in persuasive speaking. These findings, supported by independent samples t-tests and MANOVA results, suggest that integrating critical thinking instruction into EFL curricula can enhance learners' persuasive communication skills within blended learning environments. The results highlight the pedagogical value of embedding critical thinking in language instruction, offering practical insights for curriculum design and classroom practice.

In this Essay, we consider the contribution of a startling new book, Law & Neuroscience (L&N), by Owen Jones, Jeffrey Schall, and Francis Shen. It is a law school course book (a genre not often the focus of a scholarly review essay) that supports fundamental inquiry into the relationship between emerging neuroscientific insights and doctrinal conceptions in the law. We believe that the book shifts the paradigm and so may profoundly affect the course of normative evaluation of law. In this Essay, we trace and evaluate the "argument" of the book and suggest ways in which its contribution to the normative analysis of law may impact students and legal scholars for years to come. We believe that L&N is that rare work that will, quite literally, change the way people think. The book's power rests, securely, on two premises: (1) legal doctrine derives mainly from our folk psychological intuitions (based on our inferences about others' beliefs, desires, and intentions) concerning human agency and, in particular, our capacities for practical reason; and (2) progress in the sciences of the mind, including neuroscience, casts grave doubts on folk intuitions at the core of our understanding of human agency. It is folk psychology that gives way to an understanding informed by neuroscience, compelling revision of our notions of responsibility embodied in contracts, torts, and criminal law. Part I describes the dynamic balance and pedagogical power that the format of L&N achieves. That dynamic and power is illustrated in the contrast between the neurological reductionism endorsed by Francis Crick and skepticism expressed by Stephen Morse concerning the relevance of neuroscience to legal doctrine. On Crick's view, if our folk psychological intuitions come into conflict with known neurological facts, it is folk intuitions that must go. On Morse's view, by contrast, there are, either in principle or merely in fact, no discoveries in neuroscience that threaten our folk view of

How does money’s power influence our minds and social relations? To say that money’s ability to persuade is universal would be misleading. The way money persuades was different for Adam Smith than for Maynard Keynes and even more for us who live in the digital revolution’s expansion of virtual society. We often feel that we are more acted upon than acting, but this is to fetishize money's agency. People make and use money, not the other way round. Money conveys meanings at the same time as it negates them. As a symbol, money informs our subjectivity, gives concrete expression to our desires and feeds our imagination. It is a store of individual and collective memory, linking persons to their communities, especially the nation-state. **** Money’s chief function was once to persuade people to exchange their goods and services; but separating people from what money they can lay their hands on is now the object of capitalism. The ideas we have of money are disseminated by economists who make a great effort to persuade people to accept their jargon as natural. Money’s unconscious influence on us is easily confused with it as a social force. **** Rhetoric makes much of the distinction between the content of a communication and how it is communicated. Money’s persuasive power lies in its ability to synthesize the two by schooling us to move between our widest and most intimate associations, back and forth. World markets, national economies and the local shops all run on it.

The study aims to understand the influence of religio-cultural right-wing persuasion in intercultural communication, as exhibited in a novel representing Pakistani national culture and Parsee minority culture. The methodology involves directed qualitative content analysis of Bapsi Sidhwa's novel "An American Brat," using a conceptual model/framework adapting/extracting coding protocol from Morin and Renvoisé's model to analyze communication within a social neuroscience context. The research delves into the curated message of cultural diversity. Furthermore, it explains the insight of the situation into cultural and religio-cultural persuasion by the writer, which she represented in the context of three cultures, American, Pakistani, and Parsee. The characters' communication seemed dominant, reflecting the communication regarding Pakistani Islamic cultural values due to its impact and dominance, specifically on personal and contrastive stimuli of the characters' intuitive knowledge. Likewise, the other persuasive elements from the conceptual model/framework of Morin and Renvoisé are also reflected in the characters' communication, which interprets any communication in a social neuroscience context. The innovative understudy of intercultural communication shows how social neuro-persuasion succeeds in reconnecting characters to their subconscious fundamental brain-rooted cognitive, cultural, and social identity. Hence, the cognitive changes in stimuli often would not change or get easily influenced at teenage on conceptual, theoretical, or biological levels. According to the researchers' conceptual arguments, future studies may utilize the present model within the textual quotations from the novel's original text, as the present research was only delimited to a qualitative content analysis. However, the theoretical/conceptual framework of the neuroscience of persuasion needs to be verified.

The theory of argumentation is based on the assumption that arguments pervade and partly regulate all verbal exchanges. Thus, the idea is that, to speak is like to act upon an addressee by modifying his representation of the surrounding world. Through carefully planned discourse, speakers choose specific words to represent their views and opinions and convert their audience toward their preferred line of action. In principle, argumentation is used to handle the difference of opinion in a way that results in the acceptance of the arguer's standpoint by the addressee. This rhetorical procedure is especially applied in public persuasive discourse.

The psychology of performance extends beyond technique and skill-it is about the energy that connects performers with their audience. This paper introduces The Sleight of Presentation Theory, which proposes that a performance is successful not just through technical mastery, but by the effective transmission of energy. By drawing from psychology, neuroscience, and performing arts, this paper explores how energy circulates between performer and audience, how emotions amplify engagement, and how performers can craft a unique artistic identity. This paper is based on the book The Sleight of Presentation by Dylan Lim, which provides an in-depth exploration of performance techniques, psychology, and real-world applications.

One of the major crises in the world today is the ongoing Russia/Ukraine face-off. A significant incident that escalated the conflict was the full-scale attack on Ukraine by the Russian Army on February 24, 2022, even though the dispute had been brewing since 2014 when Russian-backed separatists in the Eastern Donbas region of Ukraine declared itself independent. In the words of Russian President Vladimir Putin, the objectives of the war include the "demilitarization and denazification of Ukraine" it is noteworthy that even though there had been general condemnation of the invasion which had been described by world leaders as a form of "unprovoked aggression against another sovereign nation, Putin insisted it was a necessary decision aimed at confronting and conquering what he described as a threat to Russian security and the need to protect Russian-speaking territories in Ukraine. It is quite

In this paper a methodology for extraction of features in emotional speech recognition is presented. Different emotional states of a speaker produce physiological changes in the human speech system, which is reflected in the variation of voice parameters. Processing techniques applied in this work are: time-frequency representations, linear prediction and raw data.

The psychology of performance extends beyond technique and skill-it is about the energy that connects performers with their audience. This paper introduces The Sleight of Presentation Theory, which proposes that a performance is successful not just through technical mastery, but by the effective transmission of energy. By drawing from psychology, neuroscience, and performing arts, this paper explores how energy circulates between performer and audience, how emotions amplify engagement, and how performers can craft a unique artistic identity. This paper is based on the book The Sleight of Presentation by Dylan Lim, which provides an in-depth exploration of performance techniques, psychology, and real-world applications.

The Role of Emotions on Attitude toward the Brand (Ab) : For a Total Mediation of Attitude toward the Ad (Aad) Pour citer cet article : de Barnier V. ( ). Le rôle des émotions sur l'attitude envers la marque (Ab): pour une médiation totale de l'attitude envers le message (Aad). Recherches et applications en Marketing, 17 (3), pp.81-99. A la différence des recherches étudiant les émotions en tant que concept global, ce travail examine les effets de trois dimensions d'émotions (le plaisir, le contrôle et l'éveil) sur l'attitude envers le message (Aad) et l'attitude envers la marque (Ab), mesurée avant (Ab prior) et après (Ab post) l'exposition au message publicitaire. L'analyse des données montre que les émotions n'ont pas un rôle uniforme dans la persuasion publicitaire et que leurs effets sur l'attitude envers le message (Aad) et l'attitude envers la marque (Ab) dépendent de la dimension d'émotion étudiée.

Discursurile lui Cicero. Structuri şi strategii argumentative. Bucureşti, Academia Română, Institutul de Lingvistică „Iorgu Iordan − Al. Rosetti”, Fundaţia Naţională pentru Ştiinţă şi Artă, 2007, 254 p.
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„Proiectul” ciceronian asupra argumentării include o doctrină filosofică a cuvântului, contribuind, în mare măsură, la constituirea teoriei moderne a argumentaţiei îndeosebi prin integrarea acesteia în domeniul contradictoriului, probabilului şi persuasivului; prin sistemul tezelor, contrapuse ipotezelor; prin semnalarea dublei exigenţe a argumentării: conotaţia (prin raportare la general) şi denotaţia (cu referire la particular); prin metoda dialogului deschis, eliberat de constrângeri formale; prin teoria, preluată de la retorul grec Hermagoras din Temnos (secolul al II-lea a. Chr.)  şi ulterior simplificată, asupra unor status causae: conjectura, definiţia, calitatea; prin identificarea unei „sociologii a argumentelor”, ilustrată de res şi personae, şi a patru tipuri de argumente (enumeraţia, dilema, inducţia, epicherema); prin relevarea ponderii implicitului de ordin psihologic în studiul epicheremei; nu în ultimul rând, prin instituirea termenului tehnic argumentum .

Child abuse, via designs,used to be perceived as a western disease. It has however spread deep into sub-Saharan Africa with the widespread of design knowledge, application and research. Yet, health and design studies seem to be quiet about this trend which has social, behavioural and health consequences, despite its prospects. Abuse via designs poses a threat to two major constructs of UNICEF including child protection and health.This multidisciplinary study, therefore, offers critique of selected persuasive product designs and design contents with emphasis on the emerging trend of child-character centred persuasive drives and designs. Every persuasive designer or a sponsor of a persuasive campaign has an objective: to achieve influence or acceptability which in turn translates into some forms of benefits or profits. Adopting a blend of literature/product review and a fair content analysis method, the study establishes evidences of the adoption of child-characters as key-drivers in ...

Street hawking is a prevalent economic and socio-cultural activity, among teenage girls in many urban and rural areas, often driven by the need for financial independence or familial support. While this informal trade can provide immediate economic benefits, it also poses significant health risks on the hawkers that are often overlooked. Teenage girls engaged in street hawking, face a myriad of health challenges, including physical injuries from traffic accidents, exposure to harsh weather conditions, and potential harassment or violence and abuse by society. Furthermore, the long hours spent on the streets can lead to mental health issues, such as stress, anxiety, and depression, compounded by the pressures of balancing trade and education, for those of them enrolled in school. The study examined how street hawking affects the physical well-being of teenage girls, found out the psychological effects of street hawking on the development of teenage girls and explained how street hawking affects the social development of teenage girls in Obi Local Government Area. The study adopted a descriptive research survey design; questionnaires and interviews were used to gather data. The study was anchored on poverty theory, propounded by Amartya Sen and social disorganization theory, developed by Shaw and McKay to explain the effects of street hawking among teenage girls. Findings revealed that prolonged exposure to street hawking affects the physical, social, mental, cognitive and spiritual well-being of teenage girls. Therefore, the study recommends that the government should create initiatives that facilitate access to education for teenage girls involved in street hawking and enlighten parents and guidance on how to improve on the well-being of their children, by unveiling the dangers of street hawking. This could include flexible schooling options, scholarships, or vocational training programs that allow them to balance work and education.

What motivates us to punish others? Individual differences dictate most of our behaviors, so our beliefs about fairness and retribution play into the type and degree of punishment we administer. Past work has highlighted the significant negative correlation between empathy and punishment, but a potentially stronger predictor of punishment behavior exists. This study pits empathic concern against negative norms about reciprocity to see which is a better predictor of punishment behavior in an economic goods game. We predicted that the negative reciprocity would be a better predictor of punishment than empathy, but ultimately found that empathy prevailed as the stronger predictor. The findings in this study raise questions about the implications of using individual difference measures to predict punishment behavior in other scenarios like jury settings.

What motivates us to punish others? Individual differences dictate most of our behaviors, so our beliefs about fairness and retribution play into the type and degree of punishment we administer. Past work has highlighted the significant negative correlation between empathy and punishment, but a potentially stronger predictor of punishment behavior exists. This study pits empathic concern against negative norms about reciprocity to see which is a better predictor of punishment behavior in an economic goods game. We predicted that the negative reciprocity would be a better predictor of punishment than empathy, but ultimately found that empathy prevailed as the stronger predictor. The findings in this study raise questions about the implications of using individual difference measures to predict punishment behavior in other scenarios like jury settings. EMPATHY, RECIPROCITY, AND PUNISHMENT 3

This study delves into the linguistic and stylistic dimensions of Yoruba advertisements for products, concentrating on oral data collected from different states. The primary aim is to identify and analyze the distinctive linguistic patterns and stylistic devices that are employed to captivate and persuade the consumer. Utilizing a qualitative approach, this research examines various elements such as language use, rhetorical strategies, cultural references, and persuasive techniques within these advertisements. Furthermore, the study highlights the role of tone, rhythm, and phonological patterns in enhancing the appeal and memorability of the advertisements. By exploring the interplay between language and culture, this research underscores the importance of cultural context in shaping advertising messages. The findings suggest that effective advertising in Yoruba not only relies on the linguistic proficiency of the advertisers but also on their ability to weave cultural nuances into their narratives. This approach not only enhances the relatability of the advertisements but also fosters a sense of identity and pride among the Yoruba-speaking populace. This linguistic and stylistic analysis of Yoruba advertisements offers valuable insights into how local languages and cultural nuances influence consumer behavior and marketing strategies in Nigeria. It emphasizes the need for advertisers to adopt culturally sensitive and linguistically rich approaches to connect more effectively with their target audiences. This study contributes to the broader field of linguistic stylistics and advertising, providing a framework for future research on the intersection of language, culture, and marketing.

Emotion displays do not only signal emotions but also have social signal value. A study was conducted to test the hypothesis that expressing anger when complaining may lead to positive outcomes for the complainant because anger signals goal obstruction and hence the presence of real harm. The results suggest that the social signal value of anger enhances the credibility of the complainant and hence leads to better compensation, but only when the complaint itself presents room for doubt. For highly justified complaints the additional expression of anger does not add information and is discounted. In contrast, showing an affiliative‐smiling demeanor was found to enhance credibility for both types of complaints. Overall, the present research confirmed the important role of emotion expressions as social signals. Copyright © 2008 John Wiley & Sons, Ltd.

This study investigated the enablers of online shopping behaviour among electronics consumers in Anambra State of Nigeria. The study specifically aimed to ascertain the extent attitude, social influence, trust, shopping experience and purchase intention influence online shopping behaviour for electronic products. A survey research design method was adopted for the study. Data were sourced using the questionnaire from the population of online shoppers of electronic products in Awka, Onitsha and Nnewi commercial areas. The sample size was 384 while a convenience sampling technique was used for the study. Multiple Regression analysis statistical technique was used to test the formulated hypotheses at 5% level of significance. The finding showed that attitude towards online shopping of electronics has a significant and positive influence on online shopping behaviour. It was discovered that social influence has a significant and positive effect on online shopping behaviour. The study revealed that trust on online shopping has a significant and positive influence on online shopping behaviour. The study found that consumer online shopping experience has a significant and positive influence on online shopping behaviour for electronics. The study also discovered that consumer purchase intention has a significant and positive influence on online shopping behaviour for e-products. The study recommended among others that business operators and marketers should continue to devote more on these enablers since they elicit positive and significant consumer online shopping behaviour for e-products. Also, it was recommended that online retailers should increase their service delivery strategies for enhanced consumers trust towards online shopping of electronic products in Anambra State.

This study has three chief objectives. Firstly, it aims to identify individual susceptibility to Cialdini's persuasion strategies among consumers with different marital status. Secondly, it focuses on determining the susceptibility of each family member to persuasive strategies. Finally, the study examines the purchasing funnel among consumers with different marital status and different family roles. Two measurement scales are applied: the STPS questionnaire to establish susceptibility to persuasion strategies and the purchase funnel hierarchy model. The results of the first analysis of variance (ANOVA) show that divorced/separated users are susceptible to the principle of liking and authority, and married users-to commitment/consistency and social proof. The second variance analysis found the susceptibility of the children in the family: the first child was affected by liking, the second child-by scarcity, and the third-by commitment/consistency. Analysis of covariance (ANCOVA) of a family member with age differences as the covariate shows that consumers of advertising exhibit a strong sensitivity to the principle of unity, which affects widowed husbands or wives. In the second covariance analysis, a strong sensitivity to product preferences was observed for single husbands over 25 and for young adults under 25 for divorced/separated people. These scientific findings may be valuable to various specialists in social psychology, consumer behavior, and those interested in the dynamics of family purchases.

A learning system adaptive to learner's behavior is considered as an innovative system. The more a learning system exchanges relevant fragments of information about the learner's affective status the more it adapts to it. Following this direction, we propose an integrated learning system taking under consideration learners' emotional state in order to provide a personalized elearning system. An extended version of the IEEE Reference Model (WG) LTSA is used for this purpose. The proposed approach is based on the automatic ...

Self-talk is a well-researched component of self-efficacy that is frequently used as a motivational tool in sports. This study investigated how self-talk, as a component of entrepreneurship self-efficacy, relates to entrepreneurial motivation orientation. An online survey measured the self-talk valence of twenty-four entrepreneurs. Subsequently, interviews were conducted with the same entrepreneurs to collect narratives of their entrepreneurship start-up. The interview data were thematically coded and analysed. Links between the entrepreneurship motivation and the entrepreneurs’ net self-talk valence scores were plotted. The analysis suggests that those with positive self-talk typically had intrinsic motivation orientations, while those with negative scores had shared extrinsic motivational orientations. Contrary to the association of positive self-talk with motivation in sports, counterintuitively, negative self-talk’s link with motivation presents a novel finding. This finding is explained using the ‘push’ and ‘pull’ theories of entrepreneurial motivation. The study recommends deductive testing for this inductively explored relationship.

Public relations are now seen by many as a mature field of study. One reason why the field has managed to establish itself as a discipline is on account of the development of its own unique body of theoretical knowledge. The inception of this knowledge is based around an understanding of the excellence theory and James Grunig's four-step model. With Grunigian public relations theory now over 20 years old this paper seeks to deconstruct the theory as well as other theories that have enabled practitioners to establish sound strategic approaches and PR educators to establish sustainable curricula. The paper is divided into two sections. In the first, it draws on overarching social science theories in order to offer a descriptive analysis of what theory is. The second larger section is divided into four parts that attempt to offer where public relations stands in a postmodern context before offering a historiography and analysis of excellence theory, persuasion theories and media theories.

Women are underrepresented in science, technology, engineering, and mathematics (STEM) in part because of gender stereotyping, and real-world interventions are needed to address this problem. Building on theory and research on persuasion, this quasi-experimental field study compared the effects of standard messages (i.e., fact-based, stereotype-disconfirming) versus experimental messages (i.e., the same messages enhanced with personal relevance and efficacy) on reducing gender stereotyping toward women in STEM. Faculty completed measures of feelings, perceptions of local norms, and stereotype endorsement toward women in STEM before (N = 146) and after (N = 113) a six-week persuasion campaign (including posters, brochures, and flyers) intended to reduce stereotyping toward women in STEM. Compared to the standard messages, the experimental messages evoked more negative feelings toward women in STEM and increased stereotyping of women in STEM. This unexpected finding is further examined across diverse identities and is discussed in terms of alternative hypotheses or explanations.

The purpose of this article is to apply theory and research on attitude certainty to the study of the self. Our main goal is to show that research on attitudes, and in particular attitude certainty, can provide useful insights into self-related phenomena. By considering research on attitudes, we may be able to re-interpret previous self-related findings, make new predictions regarding the self, and increase the precision with which we can make existing predictions. Furthermore, this framework can offer new ideas for research on attitudes as well and foster integration between the areas. In this paper, we will 1) outline some fundamental parallels between attitudes and self research, 2) discuss the specific construct of self-certainty, including both the consequences and the origins of certainty, using research on attitude certainty as our organizing framework, and 3) suggest new ideas that this analysis can produce.

This exploration examines the topic of aesthetic treatments, considering non-surgical and surgical ways to enrich facial and body aesthetics. These techniques-which include tools like liposuction and Botox-often serve as a cover to camouflage personal anxieties beyond mere appearance. Using a qualitative-descriptive procedure, researchers investigate the convincing skills-ethos, pathos, and logos-used in Pakistani dermatological and surgical publicity on YouTube and TV. Using data from a randomized sample, the report provides insight into the elements contributing to these advertisements' rising fame in Pakistan. The conclusion emphasizes how these ads deftly employ pathos, ethos, and logos to sway viewers' views or opinions. These ten ads efficiently market cosmetic operations by appealing to feelings, believability, and rationality. Their capacity to connect with the audience on a level that combines sentiment, logic, and dependability gives them persuasive power. This qualitative investigation clarifies the workings of Pakistani beauty advertisements and highlights their expanding impact, creating an engaging story for the reader.

En este trabajo voy argumentar a favor de considerar la dinámica del
comportamiento expresivo como un factor esencial al momento de explicar la habilidad para reconocer emociones. Específicamente, voy a sostener que la detección por parte del intérprete del despliegue secuencial de expresiones faciales y corporales de un individuo le
permite identificar de manera apropiada el tipo o la actitud psicológica del estado emocional que experimenta el individuo y posibilita, además, que el intérprete pueda distinguir las emociones de otro tipo de estados psicológicos. A fin de alcanzar el objetivo propuesto, seguiré los siguientes pasos: en primer lugar, voy a retomar brevemente, algunas
de las metodologías usuales que los psicólogos cognitivos han utilizado para evaluar el reconocimiento de emociones, basadas en fotografías de expresiones emocionales estáticas. Luego, voy a mencionar algunas dificultades que tienen dichos estudios tradicionales, principalmente basadas en la evaluación desprovista de contexto de las expresiones faciales y corporales y señalaré la importancia de considerar al contexto como un elemento fundamental para explicar nuestra habilidad para reconocer emociones. Por último, retomare los aportes filosóficos de Stout (2010) acerca de la dinámica de las expresiones faciales y la distinción proceso-producto con el objetivo de subrayar cómo el registro, por parte del intérprete, del proceso emocional tiene una importancia fundamental para dar cuenta del reconocimiento de emociones en nuestras interacciones cotidianas

Vaccination prevents an estimated 2.5 million deaths worldwide each year (European Commision and World Health Organization, 2019). Nowadays in countries with high vaccination levels, parents ponder about vaccinating their children (Domínguez et al., 2018; Moran, Lucas, Everhart, Morgan, & Prickett, 2016). This is a global problem that risks 90% national minimum vaccination coverage (95% for measles) (WHO Library Cataloguing-in-Publication, 2013). It involves a hazard for children and adults' life who cannot be vaccinated as well as for those people who reject vaccination. Non-vaccination advocacy people strive to persuade hesitant parents through online videos, a communication source whose consumption is increasing. This research aims to unveil persuasive traits in provaccination and anti-vaccination Youtube videos to provide some hints for future online campaigns to counteract vaccine hesitancy. We will go through nine analysis layers of the content of the videos with pro-vacci...

Faced with growing pressures to be more environmentally sustainable, many companies are increasingly exploring innovative ways to incorporate "green" practices into their business processes. We focus on employees and their potential contributions to organization-wide sustainability goals through their pro-environmental behaviours. This article reports on current progress with a multi-year study targeting the use of mobile media to encourage pro-environmental behaviours. To do so, we provide employees with feedback on their computer-based energy usage. We discuss our combined design science and experimental approach to developing and studying a mobile application with embedded persuasive characteristics. Our future interventions will use this persuasive media platform to examine the impact of social-psychological theories on encouraging more sustainable energy use by employees.

Faced with growing pressures to be more environmentally sustainable, many companies are increasingly exploring innovative ways to incorporate "green" practices into their business processes. We focus on employees and their potential contributions to organization-wide sustainability goals through their pro-environmental behaviours. This article reports on current progress with a multi-year study targeting the use of mobile media to encourage pro-environmental behaviours. To do so, we provide employees with feedback on their computer-based energy usage. We discuss our combined design science and experimental approach to developing and studying a mobile application with embedded persuasive characteristics. Our future interventions will use this persuasive media platform to examine the impact of social-psychological theories on encouraging more sustainable energy use by employees.

Generations of lawyers have been taught that thinking like a lawyer requires putting emotion aside. They are warned, for example, that anger will blind them to the facts as they really are. Yet cognitive science rejects the notion that emotion and reason are autonomous, warring spheres. Recently there has been increasing recognition of the harmful consequences of the narrow conception of "thinking like a lawyer" for lawyers' well-being, but these consequences are generally portrayed as a necessary trade-off between the well-being of lawyers and the preservation of analytical rigor. This Essay will argue that the harm the narrow conception of "thinking like a lawyer" poses to lawyers' well-being is not simply an ancillary issue or an unfortunate but necessary collateral consequence of engaging in rigorous, logical thinking. A conception of law that attempts to cordon off emotion is poorly suited to the complexities of legal practice and is inconsistent with modern knowledge about how legal, ethical, and moral reasoning-and indeed, legal change and reform-actually occur. This Essay will focus in particular on the emotion of anger and the consequences of attempting to banish it from the realm of legal reasoning.

Constitutional amendments adopted in Croatia in 2010 that allowed retroactive prosecution of economic crimes related to the process of ownership transformation and privatization committed during the Homeland War and peaceful reintegration, and war profiteering cases (transitional economic crimes) opened a Pandora’s box. It should be argued that these Constitutional amendments and the Act on Exemption from the Statute of Limitations belong to the mechanisms of “transitional justice” usually implemented in post-conflict societies with the aim of achieving full realization of the rule of law and the principle of social justice. The one case prosecuted to date in Croatia on the basis of the Act on Exemption, received tremendous media attention: the case against the former prime minister of Croatia, Ivo Sanader. As the decision in the Sanader case has become final, this article illuminates the transitional justice narrative of the Act on Exemption and raises the questi-

This abstract presents a research paper that examines the pragmatic influence of rhetorical strategies in political speeches. The paper acknowledges that language manipulation by politicians can result in threats and hate speeches, posing a challenge to peace, unity, and progress. The theoretical framework used is Fairclough's Model and Analytical Framework, and the methodology employed is qualitative research. The data for the study were collected from print media advertisements in Nigerian newspapers during the period of political campaigning for the March 2015 general elections. The data primarily consist of campaign speeches delivered at rallies by politicians from the Peoples' Democratic Party (PDP) and All Progressives Congress (APC). Content analysis is used to analyze the data in line with the research framework. The study emphasizes the contextual nature of rhetoric, highlighting the importance of the speaker-audience relationship within the broader sociopolitical context. The conclusion suggests that rhetorical strategy is a significant aspect of political analysis and can contribute to understanding the operation of political power in society.

Literature in the area of social networks indicates that increases in perceived social network attitudinal heterogeneity generate increased openness to attitude change. Recent evidence in the area of morality, however, shows that morally based attitudes are particularly resistant to persuasion and can result in the rejection of disagreeing others. Positing that considering morality would reduce network influence, an experiment varied moral cues presented along with a non-network persuasive message while holding the actual content constant. Results demonstrate that morality and network composition interact to predict persuasion, such that when people are not cued to consider morality increased network heterogeneity predicts increased persuasion, but when identical messages are presented in a way that invokes morality the impact of network heterogeneity disappears or even reverses marginally. This interactive effect was replicated in two very different political issues: gay adoption and nationalized healthcare. Implications for persuasion by morally motivated sources independent of the effects of specific moral arguments are discussed.

Recommender systems provide suggestions for products, services, or information that match users' interests and/or needs. However, not all recommendations persuade users to select or use the recommended item. The Elaboration Likelihood Model (ELM) suggests that individuals with low motivation or ability to process the information provided with a recommended item could eventually get persuaded to select/use the item if appropriate peripheral cues enrich the recommendation. The purpose of this research is to investigate the persuasive effect of certain influence strategies and the role of personality in the acceptance of recommendations. In the present study, a movie Recommender System was developed in order to empirically investigate the aforementioned questions applying certain persuasive strategies in the form of textual messages alongside the recommended item. The statistical method of Fuzzy-Set Qualitative Comparative Analysis (fsQCA) was used for data analysis and the results revealed that motivating messages do change users' acceptance of the recommender item but not unconditionally since user's personality differentiates the effect of the persuasive strategies.