In this article, the authors review a contemporary social psychological perspective on persuasion with an emphasis on explicating the psychological processes that underlie successful attitude change. Those mechanisms by which variables in the persuasion setting can influence attitude change are: (a) affect the amount of information processing; (b) bias the thoughts that are generated or (c) one’s confidence in those thoughts (or other structural features); (d) serve as persuasive arguments or evidence or (e) affect attitudes by serving as (...) simple cues and heuristics. By grouping the persuasion processes into meaningful categories, the authors aim to provide a useful guide to organize and facilitate access to key findings in this literature. They also describe a theoretical framework to understand the circumstances for which the different processes are more likely to influence our judgments, such as when variables precede or follow thought-generation, and when the extent of thinking is relatively low, medium, or high. (shrink)

In this article, the authors review a contemporary social psychological perspective on persuasion with an emphasis on explicating the psychological processes that underlie successful attitude change. Those mechanisms by which variables in the persuasion setting can influence attitude change are: affect the amount of information processing; bias the thoughts that are generated or one’s confidence in those thoughts ; serve as persuasive arguments or evidence or affect attitudes by serving as simple cues and heuristics. By grouping the (...) class='Hi'>persuasion processes into meaningful categories, the authors aim to provide a useful guide to organize and facilitate access to key findings in this literature. They also describe a theoretical framework to understand the circumstances for which the different processes are more likely to influence our judgments, such as when variables precede or follow thought-generation, and when the extent of thinking is relatively low, medium, or high. (shrink)

This editor’s introduction to the issue recalls the main methodological approaches to persuasion, rhetoric and propaganda in social psychology. It summarizes the classical theories issued from Hovland’s Yale Communication Program in experimental social psychology, like dissonance, attitude changes, inoculation approach, elaboration likelihood model. Yet there are, today, competing perspectives on persuasion, which turn attention to the meaning of persuasion in modern complex societies, in technology and the media. These perspectives place emphasis not on changes of (...) attitudes, but on communication, social influence and group processes. It is shown that the collection of articles in this issue brings out these diverse approaches in social psychology. Broadly, it encompasses social psychological studies based on the research of attitudes and attitude changes on the one hand, and those based on the studies of influence and communication on the other. (shrink)

Political figures engage rhetoric and exalted speech to excite the imagination, stir up the emotions, and prompt their listeners to embrace and act on an ideological perspective. However, there is more to excellent public oratory than eloquence. Rational persuasion is also a key component, emphasizing facts, evidence, and reasoning. Hume acknowledges that rational persuasion alone is not terribly effective in the public arena. His corpus contains many references to eloquence. Dispassionate delivery of evidence does not have the psychological (...) impact of eloquent delivery. What explains the difference? My aim in this paper is to use Hume’s theory of belief and “the feeling of conviction” to explain his analysis of effective oratory. Furthermore, I point to the abuses of eloquence in the political arena. Given these abuses, I ask why Hume considers eloquence a virtue. Although eloquence is immediately agreeable to us (one category of virtue for Hume), it can have detrimental, even deadly, consequences. Does this make it vicious in certain cases, since it has disutility, and given that usefulness to the public is another category of virtue for Hume? I suggest that skilled and elegant oratory is pleasing, but such oratory, when used for inhumane ends, could undermine the pleasure of the oratory experience itself. (shrink)

Political persuasion can express moral respect. In this article, however, I rely on two psychological assumptions to argue that political persuasion is generally prima facie disrespectful: (1) that we maintain our political beliefs largely for non-epistemic, personal reasons and (2) that our political beliefs are connected to our epistemic esteem. Given those assumptions, a persuader can either ignore the relevant personal reasons, explicitly address them, or implicitly address them. Ignoring those reasons, I argue, constitutes prima facie insensitivity. Explicitly (...) addressing them constitutes a form of prima facie incivility. Finally, implicitly addressing them covertly treats those personal reasons as psychological puppet strings, constituting prima facie objectionable manipulation. This prima facie insensitivity, incivility, and manipulation are each prima facie failures of respect, either for the persuadee’s rationality or for their agency. Political persuasion can sometimes be all-things-considered justified, but these moral hazards can produce reasonable guilt, resentment, and blowback. (shrink)

This article discusses some core theorems of Aristotle's account of persuasion as it is set out in the Rhetoric. It is the declared ambition of Rhetoric I and II to develop a technê, or art, of rhetoric, and the central tool of this technê is, as it were, the introduction of three technical means of persuasion: êthos, pathos, and logos. Probably the best point to start with is two claims that Aristotle eventually makes in the course of his (...) work on rhetoric, the first of which consists in saying that proofs and arguments are central to persuasion. The second claim states that proofs and arguments, however central and important they may be, are not sufficient to persuade. The article examines the relation between these two claims in order to elucidate certain assumptions that Aristotle seems to make concerning the moral psychology of persuasion. (shrink)

Psychological studies on fictional persuasion demonstrate that being engaged with fiction systematically affects our beliefs about the real world, in ways that seem insensitive to the truth. This threatens to undermine the widely accepted view that beliefs are essentially regulated in ways that tend to ensure their truth, and may tempt various non-doxastic interpretations of the belief-seeming attitudes we form as a result of engaging with fiction. I evaluate this threat, and argue that it is benign. Even if the (...) relevant attitudes are best seen as genuine beliefs, as I think they often are, their lack of appropriate sensitivity to the truth does not undermine the essential tie between belief and truth. To this end, I shall consider what I take to be the three most plausible models of the cognitive mechanisms underlying fictional persuasion, and argue that on none of these models does fictional persuasion undermine the essential truth-tie. (shrink)

Jeffrey J. Maciejewski’s Thomas Aquinas on Persuasion: Action, Ends, and Natural Rhetoric reveals why human nature is dependent on an internally constituted form of persuasive discourse to bring about human action. This book puts forth that use of rhetorical discourse is natural to the human person and makes possible the fullest apprehension of human goods.

This paper argues that one can empirically test, via positivist methods, the post-modern attack on positivist epistemologies: Postmodern perspectives hold Knowledge and Truth to be intersubjective, consensus-driven social constructions. But traditional scientific approaches to knowledge, exemplified here by the cognitive social psychology of persuasion, seem oblivious to this and continue to detach the study of attitudes, beliefs, and emotions from that of knowledge, facts, and reason. Abandoning these artificial distinctions in both epistemology and method would enable this social (...) psychology, reconstituted as a Sociology of Persuasion, to contribute greatly to illuminating the processes of Truth and Knowledge construction in social interaction. Moreover, this would facilitate academic engagement in civic discourse. (shrink)

Narrative representations can change our moral actions and thoughts, for better or for worse. In this article, I develop a theory of fictions' capacity for moral education and moral corruption that is fully sensitive to the diversity of fictions. Specifically, I argue that the way a fiction influences our moral actions and thoughts importantly depends on its genre. This theory promises new insights into practical ethical debates over pornography and media violence.

This text aims to provide a contribution to the analysis of beliefs and, through the elaboration of the notion of good reasons, to make a significant contribution to the theory of rationality. It examines the main theories that have been used in the social sciences and psychology for the explanation of beliefs. The author develops a particular model which enables him to show that people often have good reasons to believe in false ideas. The central idea of this model (...) is that people often draw controversial conclusions from valid arguments because they introduce implicit statements which they do not perceive, since they treat them - with good reasons - as self-evident. Hence they can hold doubtful, or even false, conclusions and regard them as solidly grounded. Boudon shows that this model can be used to reinterpret many findings from the sociology of religion and the sociology of knowledge, as well as from cognitive psychology. (shrink)

Every day, millions of people use mobile phones, play video games and surf the Internet. It is thus important to determine how technologies like these change what people think and how they behave. This is a central issue in the study of persuasive technologies. ‘Persuasive technologies’—henceforth ‘PTs’—are digital technologies, such as mobile apps, video games and virtual reality systems, that are deployed for the explicit purpose of changing attitudes and/or behaviours, without using coercion, deception or extreme forms of psychological manipulation (...) (such as hypnosis or indoctrination), and without exerting a direct (not psychologically mediated) physical effect on the brain. Typically PTs employ strategies such as prompting, information provision and encouragement... (shrink)

Decades of research have investigated the complex role of source credibility in attitude persuasion. Current theories of persuasion predict that when messages are thoughtfully scrutinized, argument strength will tend to have a greater effect on attitudes than source credibility. Source credibility can affect highly elaborated attitudes, however, when individuals evaluate material that elicits low attitude extremity. A recently proposed model called the guru effect predicts that source credibility can also cause attitudinal change by biasing the interpretation of pragmatically (...) ambiguous material. The present studies integrate models of explanatory pragmatics and persuasion in order to empirically assess these hypotheses. Experiment 1 found that text difficulty and attitude neutrality reflect independent persuasion variables. Experiment 2 found that higher source credibility causes more favorable attitudes toward messages eliciting low attitude extremity. Text difficulty was not found to have a significant effect on attitudes. These results confirm the predictions of prior social cognition research but no do not support the guru effect model. The implications of these studies for pragmatics and persuasion research as well as the value of interdisciplinary research between these fields are discussed. (shrink)

This paper aims to show that propaganda and persuasion are underlined by two forms of communication, one aiming at a monologue, and the other aiming at a dialogue, which in practice do often coexist, with one or the other prevailing at a particular time. In order to understand propaganda or persuasion, we need to study them as part of the systems (e.g. institutions, organizations, communication) to which they belong, rather than treat them as decontextualized phenomena. Both propaganda and (...) persuasion involve conscious and unconscious communicative processes. Nevertheless, the majority of social psychology experiments still assume that the experimenter should deal with phenomena only at a conscious level. In dialogical communication, however, latent and unconscious thought, inner dialogue, and ‘the depth of consciousness’, are presupposed to be unavoidable aspects of communication, whether it is concerned with influence processes, persuasion or social representations. They all are established through cultural-historical processes and determine symbolic meanings of social communication of the present and future. (shrink)

Persuasive design draws on our basic psychological makeup to build products that make our engagement with them habitual. It uses variable rewards, creates Fear of Missing Out, and leverages social approval to incrementally increase and maintain user engagement. Social media and networking platforms, video games, and slot machines are all examples of persuasive technologies. Recent attention has focused on the dangers of PD: It can deceptively prod users into forming habits that help the company’s bottom line but not the user’s (...) wellbeing. But PD is not inherently immoral. We can take advantage of our psychological biases to make beneficial changes in ways that enhance our agency rather than limit it. Knowing that a tool is persuasively designed is a consideration in favor of using it when we are trying to break bad habits, such as smoking. How are we to conceptually distinguish between ethical and unethical uses of PD? In this paper, I argue that unethical uses of PD betray or erode our trust. Annette Baier offers a moral test for trust: If gaining knowledge about what other parties do with our trust in them would lead us to stop trusting, then that trusting relationship is immoral. I apply this test to the case of PD. Using trust as a litmus test for ferreting out unethical PD has several advantages, one of which is that it reveals how the harm of unethical PD extends beyond the individual to her wider social network. I close the paper by investigating these cascading effects. (shrink)

This study analyzes the relation between cognitive and affective components of theory of mind in school-aged children and persuasion abilities. One-hundred forty-three normotypical school children aged 6 to 12 were administered cognitive and affective ToM tasks and one persuasion production task. A set of regression models showed that only the affective ToM component can predict both the persuasion total scores and all its indicators' scores. Children with a greater ability to attribute emotional mental states do not only (...) produce a wider variety of persuasive arguments but also arguments focused on the persuadee and those with mental-related content. Both Hidden Emotion and Belief-Emotion tasks have been predictive of persuasion total scores. This study provides data on specific contribution of cognitive ToM and affective ToM on indicators of variety and quality of persuasive arguments independently. (shrink)

In Politics, Money, and Persuasion, distinguished philosopher John Russon offers a new framework for interpreting Plato's The Republic. For Russon, Plato's work is about the distinctive nature of what it is to be a human being and, correspondingly, what is distinctive about the nature of human society. Russon focuses on the realities of our everyday experience to come to profoundly insightful assessments of our human realities: the nature of the city, the nature of knowledge, and the nature of human (...) psychology. Russon's argument concentrates on the ambivalence of logos, which includes reflections on politics and philosophy and their place in human life, how humans have shaped the environment, our interactions with money, the economy, and taking account, and the pursuit of the good in social and political systems. Politics, Money, and Persuasion offers a deeply personal but also practical kind of philosophical reading of Plato's classic text. It emphasizes the tight connection between the life of city and the life of the soul, demonstrating both the crucial role that human cognitive excellence and psychological health play in political and social life. (shrink)

In this article we take the use of examples as a means to explore the processes of persuasion and consensus-construction involved in the legitimation of popular management knowledge. Examples, as concrete instances or events used to substantiate a wider argument, have been variedly regarded in different research traditions. Classical logic and rhetoric have considered them an inferior form of argument, useful for pedagogic or public debate but inadequate for higher forms of thought. This spirit still permeates much psychological research (...) on communication, where the great persuasive import of examples has been contrasted with more scientific and formal resources for argumentation. Considered in this light, the contingent and episodic nature of examples seems to make them cognitively inferior to explicit statements of general rules. However, various strands of research on the nature of scientific knowledge have shown that implicit forms of knowledge are an integral part of scientific expertise. Examples may thus be more central to disciplinary thought than the conventional normative view seems to allow. In this spirit, we explore the use of examples in a hotly contested field, that of popular discourse on business and management. The profusion of examples in this kind of writing has been often noted, and almost as often criticized. We seek to explore more fully how these examples are deployed, examining the discursive devices that mark examples within the development of the text, their function as rhetorical moves, and their role in presenting arguments that are never otherwise made explicit. (shrink)

An argument that makes use of a generalization activates the prototype for the category used in the generalization. We conducted two experiments that investigated how the activation of the prototype affects the persuasiveness of the argument. The results of the experiments suggest that the features of the prototype overshadow and partly overwrite the actual facts of the case. The case is, to some extent, judged as if it had the features of the prototype instead of the features it actually has. (...) This prototype effect increases the persuasiveness of the argument in situations where the audience finds the judgment more warranted for the prototype than for the actual case, but decreases persuasiveness in situations where the audience finds the judgment less warranted for the prototype than for the actual case. (shrink)

Humans face many game problems that are too large for the whole game tree to be used in their deliberations about action, and very little is understood about how they cope in such scenarios. However, when a human player’s chosen strategy is conditioned on her limited perspective of how the game might progress, then it should be possible to manipulate her into changing her planned move by mentioning a possible outcome of an alternative move. This paper demonstrates that human players (...) can be manipulated this way: in the game The Settlers of Catan, where negotiation is only a small part of what one must do to win the game thereby generating uncertainty about which outcomes to the negotiation are good and which are bad, the likelihood that a player accepts a trade offer that deviates from their declared preferred strategy is higher if it is accompanied by a description of what that trade offer can lead to. (shrink)

This article blends psychological and social factors in the explanation of science, and defends the compatibility of a psychosocial picture with an epistemic picture. It examines three variants of the 'political' approach to interpersonal persuasion advocated by Latour and others. In each case an 'epistemic' or mixed account is more promising and empirically better supported. Psychological research on motivated reasoning shows the epistemic limits of interest-driven belief. Against social constructivism, the paper defends the viability of a truth-based standard, and (...) reports how truth-possession can be promoted even when scientific work is motivated by political/professional considerations. (shrink)

This paper addresses a question concerning psycho­logical continuity, i.e., which features preserve the same psychological subject over time; this is not the same question as the one concerning the necessary and sufficient conditions for personal identity. Marc Slors defends an account of psychological continuity that adds two features to Derek Parfit’s Relation R, namely narrativity and embodiment. Slors’s account is a significant improvement on Parfit’s, but still lacks an explicit acknowledgment of a third feature that I call relationality. Because they (...) are usually regarded as cases of radical discontinuity, I start my discussion from the experiences of psychological disruption undergone by victims of severe violence and trauma. As it turns out, the challenges we encounter in granting continuity to the experiences of violence and trauma victims are germane to those we encounter in granting continuity to the experiences of subjects in non-traumatic contexts. What is missing in the most popular accounts of psychological continuity is an explicit acknowledgment of the links that tie our psychological lives to other subjects. A more persuasive notion of psychological continuity is not only embodied and narrative, as is Slors’s notion, but also explicitly relational. (shrink)

En De Oratore y otros escritos, Cicerón critica la retórica de los estoicos. Afirma que su elocuencia es “confusa, oscura, árida y cortada” y que sus tratados de retórica sirven más “para aprender a callar” que para aprender a hablar persuasivamente. ¿Qué decían los estoicos de la retórica para que Cicerón tenga sus preceptos en tan baja estima? En este trabajo exploro el problema, con miras a entender los fundamentos psicológicos y epistemológicos de la concepción estoica de la retórica y (...) contrastarlos con los de la retórica ciceroniana. En mi opinión, la disputa reza, más que sobre cuestiones de estilo, sobre la validez de la convicción que se produce por vías alternas a la argumentación racional o lógica . Dicha convicción es indeseable para los estoicos; para Cicerón, necesaria y conveniente.In De Oratore and other works, Cicero criticizes the rhetoric of the stoics. He claims that their eloquence is “obscure, dry and excessively brief” and their treatises on rhetoric are more useful to “learn how to be silent” than to learn how to speak persuasively . What did the stoics say about rhetoric so that Cicero holds their precepts in such low esteem? In this paper I attempt to clarify the psychological and epistemological presupposition that underlie the Stoic conception of rhetoric, in order to compare them with those behind Ciceronian rhetoric. In my opinion, rather than a controversy on matters of style, the dispute concerns the validity of a conviction gained through means other than rational or logical argument . Such conviction is undesirable for the stoics; for Cicero, it is rather necessary and convenient. (shrink)

We tested the plausibility of a persuasion model to understand the effects of messages framed in terms of gain, non-loss, loss, and non-gain, and related to the physical, mental and social consequences of doing physical activity at home during the lockdown restrictions. 272 Italian participants responded to a questionnaire on their attitude and intention at Time 1, frequency of past behavior, and self-efficacy related to exercising at home. Then, participants were randomly assigned to four different message conditions: gain messages (...) focused on the positive outcomes associated with doing physical activity at home; non-loss messages focused on the avoided negative outcomes associated with doing physical activity at home; loss messages focused on the negative outcomes associated with not doing physical activity at home; non-gain messages focused on the missed positive outcomes associated with not doing physical activity at home. After reading the messages, participants answered a series of questions regarding their perception of threat and fear, their evaluation of the messages, and their attitude and intention toward exercising at home at Time 2. Using multigroup structural equation modeling, we compared message conditions, and tested whether the effects of the messages on attitude and intention at Time 2 were mediated by message-induced threat, message-induced fear, and message evaluation. Results showed that the perception of the messages as not threatening was the key point to activate a positive evaluation of the recommendation. The highest persuasive effect was observed in the case of the non-loss frame, which did not threaten the receivers, triggered a moderated fear and, in turn, activated a positive evaluation of the recommendation, as well as higher attitude and intention to do home-based physical activity at Time 2. Overall, these results advance our comprehension of the effects of message framing on receivers' attitudes and intentions toward home-based physical activity. (shrink)

In the last decades Human-Computer Interaction (HCI) has started to focus attention on “persuasive technologies” having the goal of changing users’ behavior and attitudes according to a predefined direction. In this talk we show how some of the techniques employed in such technologies trigger some well known cognitive biases by adopting a strategy relying on logical fallacies (i.e. forms of reasoning which are logically invalid but psychologically persuasive). In particular, we will show how the mechanisms reducible to logical fallacies are (...) used to design web and mobile interfaces in domains ranging from the e-commerce to the jihadist propaganda. The final part of the talk will be devoted to point out the potential ethical dangers related to the misuse of these techniques in the design of persuasive technologies. (shrink)

This book presents a lively and accessible way to use the ancient figure of Socrates to teach modern psychology that avoids the didactic lecture and sterile textbook. In the online age, is a living teacher even needed? What can college students learn face-to-face from a teacher they cannot learn anywhere else? The answer is what most teachers already seek to do: help students think critically, clearly define concepts, logically reason from premises to conclusions, engage in thoughtful and persuasive communication, (...) and actively engage the franchise of democratic citizenship. But achieving these outcomes requires an intimate, interpersonal learning community. This book presents a plan for using the ancient figure of Socrates and his Method to realize humane learning outcomes in the context of psychology. (shrink)

In a recent article in Argumentation, O’Keefe (Argumentation 21:151–163, 2007) observed that the well-known ‘framing effects’ in the social psychological literature on persuasion are akin to traditional fallacies of argumentation and reasoning and could be exploited for persuasive success in a way that conflicts with principles of responsible advocacy. Positively framed messages (“if you take aspirin, your heart will be more healthy”) differ in persuasive effect from negative frames (“if you do not take aspirin, your heart will be less (...) healthy”), despite containing ‘equivalent’ content. This poses a potential problem, because people might be unduly (and unsuspectingly) influenced by mere presentational differences. By drawing on recent cognitive psychological work on framing effects in choice and decision making paradigms, however, we show that establishing whether two arguments are substantively equivalent—and hence, whether there is any normative requirement for them to be equally persuasive—is a difficult task. Even arguments that are logically equivalent may not be information equivalent. The normative implications of this for both speakers and listeners are discussed. (shrink)

The stereotype content model defines warmth and competence as basic dimensions of social judgment, with warmth often dominating perceptions; it also states that many group-related stereotypes are ambivalent, featuring high levels on one dimension and low levels on the other. Persuasion theories feature both direct and indirect source effects. Combining both the approaches, we studied the persuasiveness of ambivalently stereotyped sources. Participants read persuasive arguments attributed to groups stereotyped as either low in competence but high in warmth or vice (...) versa. In Study 1, high competence/low warmth sources were more persuasive than low competence/high warmth sources. In Study 2, this pattern replicated when an accuracy motive had been induced, whereas it reversed when a connectedness motive had been induced. These source effects were direct, that is, independent of message processing. We discuss our findings in terms of the persuasiveness of warmth vs. competence of the source as being dependent on recipient motivation; we also consider theoretical implications and perspectives for future research. (shrink)

Much psychological research on argumentation focuses on persuasion and pragmatics. However, one strand investigates how average people understand the nature of knowledge and knowing, and how these epistemological orientations underlie skilled argumentation. The research reviewed addresses the question whether the normative emphasis of the philosophical epistemological approach to argumentation matches psychological findings. The empirical research reviewed concerns the relationship between personal episte- mological understanding and three aspects of argument: argument construction, identification of informal reasoning fallacies, and orientation toward explanation (...) or evidence. Findings suggest that people develop an epistemological approach toward argumentation in which beliefs about knowledge justification requirements are related with skilled argumentation. (shrink)

Mental or computer simulation of cause and effect of certain behaviors is a recognized approach to changing one’s attitude or triggering an action. Meanwhile, psychology research results suggest that frequency of simulation may affect the corresponding persuasiveness. This paper argues that with always-on sensing and data-driven visualization technologies, interactive tangible systems can be designed to simulate hypothetical outcomes of real-life behaviors in everyday contexts, which repeatedly stimulate users’ imagination of behavioral consequences and thereby behavioral intentions. To investigate the effect, (...) a working prototype of Incingarette, including a smart ashtray in connection with a digital picture frame, was built. When the ashtray is used for smoking, the digital picture is incrementally covered by virtual dust. Field trials involved participants in five daily smoking sessions. Post-session surveys show increasingly stronger perceived causality between smoking and the simulated outcomes, increasingly more vivid mental imagery of consequences, and increasingly intense intention to reduce smoking. Results suggest that repeatedly presenting simulated outcomes cognitively linked to real-life behaviors can increase behavioral intentions. (shrink)

This study is set forth to explore whether the susceptibility to persuasion—as articulated by Cialdini’s persuasion strategies—could vary with culture and acculturation. We examined individuals from the Arabic culture and their susceptibility to persuasion, according to the following strategies: reciprocity, commitment, liking, scarcity, consensus, and authority. The study involved 1,315 Arab Muslims between 18 and 60 years old. The respondents were recruited from among residents of the Arab region, immigrant Arabs in non-Arabic Muslim countries, immigrant Arabs in (...) East Asian countries, and immigrant Arabs in Western countries. Respondents completed an online Qualtrics survey. Controlling for socio-demographic variables, our results indicated that susceptibility to the strategies differed significantly among Arab Muslims in the Arab region, with reciprocity being the highest and authority the lowest prevailing strategies. The same pattern of susceptibility emerged among immigrant Arab Muslims, regardless of their host country and the acculturation mode they endorse. These findings suggest that there is a consistent persuasion susceptibility pattern in the Arabic Muslim culture that does not seem to be modified by immigration and acculturation modes. Our findings are contrasted with the scarce research on cross-cultural differences in susceptibility to Cialdini’s persuasion strategies. (shrink)

In two experimental studies we explore to what extent the general effects of positive and negative framing also apply to positive and negative persuasion. Our results reveal that negative persuasion induces substantially higher levels of skepticism and awareness of being subjected to a persuasion attempt. Furthermore, we demonstrate that in positive persuasion, more claims lead to stronger persuasion, while in negative persuasion, the numerosity of claims carries no significant effect. We interpret this finding along (...) the lines of a satiety-model of persuasion. Finally, using diluted, or low strength claims in a persuasion attempt, we reveal a significant interaction between dispositional reactance and dilution of claims on persuasion knowledge. The interaction states that diluted claims increase the awareness of being subjected to a persuasion attempt, but only for those with a high dispositional level of reactance. (shrink)

Narrative persuasion, i.e. the impact of narratives on beliefs, behaviors and attitudes, and the mechanisms underpinning endorsement of conspiracy theories have both drawn substantial attention from social scientists. Yet, to date these two fields have evolved separately, and to our knowledge no study has empirically examined the impact of conspiracy narratives on real-world conspiracy beliefs. In a first study, we exposed a group of participants (n = 37) to an X-Files episode before asking them to fill in a questionnaire (...) related to their narrative experience and conspiracy beliefs. A control group (n = 41) had to answer the conspiracy beliefs items before watching the episode. Based on past findings of both the aforementioned lines of research, we hypothesized that the experimental group would show greater endorsement of conspiracy beliefs, an effect expected to be mediated by identification to the episodes’ characters. We furthermore hypothesized that identification would be associated with cognitive elaboration of the narrative information. The first two hypotheses were disproved since no narrative persuasion effect was observed. In a second study, we sought to replicate these results in a larger sample (n = 166). No persuasive effect was found in the new data and a bayesian meta-analysis of the two studies strongly supports the absence of a positive effect of exposure to narrative material on endorsement of conspiracy theories. In both studies, a significant relation between conspiracy mentality and enjoyment was observed. In the second study, this relation was fully mediated by two dimensions of perceived realism, i.e., plausibility and narrative consistency. We discuss our results, based on theoretical models of narrative persuasion and compare our studies with previous narrative persuasion studies. Implications of these results for future research are also discussed. (shrink)

This article reflects on the problem of false belief produced by the integrated psychological and algorithmic landscape humans now inhabit. Following the work of scholars such as Lee McIntyre (Post-Truth, MIT Press, 2018) or Cailin O’Connor and James Weatherall (The Misinformation Age: How False Beliefs Spread, Yale University Press, 2019) it combines recent discussions of fake news, post-truth, and science denialism across the disciplines of political science, computer science, sociology, psychology, and the history and philosophy of science that variously (...) address the ineffectiveness, in a digital era, of countering individual falsehoods with facts. Truth and falsehood, it argues, rather than being seen as properties or conditions attached to individual instances of content, should now be seen as collective, performative, and above all persuasive phenomena. They should be practically evaluated as networked systems and mechanisms of sharing in which individually targeted actions are combining with structural tendencies (both human and mechanical) in unprecedented ways. For example, the persuasive agency of apparent consensus (clicks, likes, bots, trolls) is newly important in a fractured environment that only appears to be, but is no longer ‘public’; the control of narratives, labels, and associations is a live, time-sensitive issue, a continuous contest, or ongoing cusp. Taking a social approach to truth yields observations of new relevance; from how current strategies of negative cohesion, blame, and enemy-creation depend crucially on binary ways of constructing the world, to how the offer of identity/community powerfully cooperates with the structural tendencies of algorithm-driven advertiser platforms towards polarisation. Remedies for these machine-learned and psychological tendencies lie in end-user education. So the Arts and Humanities, whether via comparisons with previous historical periods, or via principles of critical thinking and active reading, offer crucial resources to help counter what since 1997 silicon valley executives and scholars have called ‘persuasive technology’ (Fogg in Persuasive Technology: Using Computers to Change What we Think and Do, Morgan Kaufmann, 2003; Hamari et al. (eds) in Persuasive Technology, Springer International Publishing, 2014; Harris in How a Handful of Tech Companies Control Billions of Minds Every Day, 2017; Lanier in Who Owns the Future? Simon & Schuster, 2014 and Ten Arguments for Deleting your Social Media Accounts Right Now, Picador, 2019). The article proposes a paradigm shift in public understandings of this new social environment: from a culture of discovery, where what matters is what exists or is in fact the case, to a culture of iteration, where what matters is what gets repeated. (shrink)

Plato’s account of pleasure in Republic IX has been treated as an ill-conceived and deeply flawed account that Plato thankfully retracted and replaced in the Philebus. I am convinced, however, that this received view of the Republic’s account is false. In this paper, I will not concern myself with whether, or in what way, Plato’s account of pleasure in the Republic falls short of what we find in the Philebus, but will rather focus on the merits of the former. My (...) concern will be further narrowed down to the first half of the third proof: the proof involves two criteria for the evaluation of pleasures, the criteria of purity and of truth, both of which yield the result that the philosopher’s pleasures are the most pleasant (because it turns out that only those pleasures are pure and only they are true). I will be addressing the criterion of purity, which is based on a psychological/phenomenological account of pleasure and pain. This account has been harshly criticized as full of ambiguity and confusion, as I explain in detail below. I believe, however, that these criticisms result from misunderstanding, and failing to appreciate the complexity of, Plato’s account. In this paper, I will offer an interpretation of Plato’s psychological account of pleasure and pain in Republic IX, showing that this account is, contrary to its detractors, both interesting and persuasive on many points. (shrink)

We present a theory of sequential information processing in persuasion. It extends assumptions of the heuristic-systematic model, in particular the idea that information encountered early in a persuasion situation may affect the processing of subsequent information. SIP also builds on the abstraction from content-related dichotomies in accord with the parametric unimodel of social judgment. SIP features one constitutional axiom and three main postulates: Persuasion is the sequential processing of information that is relevant to judgment formation. Inferences drawn (...) from initial information may bias the processing of subsequent information if they are either activated rules or valence expectations that are relevant to the subsequent information. Inferences drawn from initial information are resistant to change. Thus, the interpretation of subsequent information is assimilated to inferences drawn from the initial information. Or, if assimilation is impossible, contrast effects occur. The overall effect of a persuasion attempt corresponds to the recipient’s judgment at the moment the processing of information is terminated. We illustrate how our predictions for assimilation and contrast effects may be tested by presenting results from an experiment in which we presented exactly the same arguments but varied the processing sequence. We discuss theoretical and applied implications of sequence effects for persuasion phenomena, as well as challenges for further research developing and testing the theory. (shrink)

This 1996 book presents an alternative theory of the will - of our capacity for decision making. The book argues that taking a decision to act is something we do, and do freely - as much an action as the actions which our decisions explain - and that our freedom of action depends on this capacity for free decision-making. But decision-making is no ordinary action. Decisions to act also have a special executive function, that of ensuring the rationality of the (...) further actions which they explain. This executive function makes decision-making an action importantly unlike any other, with its own distinctive rationality. Pink's highly persuasive study uses this theory of the will to provide accounts of freedom, action and rational choice. The author argues that, in a tradition that runs from Hobbes to Davidson and Frankfurt, Anglo-American philosophy has misrepresented the common-sense psychology of our freedom and action - a psychology which this book now presents and defends. (shrink)

The first part of this paper looks into the question of Lucretius’ philosophical sources and whether he draws almost exclusively from Epicurus himself or also from later Epicurean texts. I argue that such debates are inconclusive and likely will remain so, even if additional Epicurean texts are discovered, and that even if we were able to ascertain Lucretius’ philosophical sources, doing so would add little to our understanding of the De Rerum Natura. The second part of the paper turns to (...) a consideration of what Lucretius does with his philosophical sources. The arguments within the De Rerum Natura are not original. Nonetheless, the way Lucretius presents these arguments establishes him as a distinctive philosopher. Lucretius deploys non-argumentative methods of persuasion such as appealing to emotions, redeploying powerful cultural tropes, and ridicule. These methods of persuasion do not undercut or displace reasoned argumentation. Instead, they complement it. Lucretius’ use of these methods is rooted in his understanding of human psychology, that we have been culturally conditioned to have empty desires, false beliefs, and destructive emotions, ones that are often subconscious. Effective persuasion must take into account the biases, stereotypes, and other psychological factors that hinder people from accepting Epicurus’ healing gospel. (shrink)

It is commonly argued that a serious right to life is grounded only in actual, relatively advanced psychological capacities a being has acquired. The moral permissibility of abortion is frequently argued for on these grounds. Increasingly it is being argued that such accounts also entail the permissibility of infanticide, with several proponents of these theories accepting this consequence. We show, however, that these accounts imply the permissibility of even more unpalatable acts than infanticide performed on infants: organ harvesting, live experimentation, (...) sexual interference, and discriminatory killing. The stronger intuitions against the permissibility of these ‘pre-personal acts’ allow us to re-establish a comprehensive and persuasive reductio against psychological accounts of persons. (shrink)

In his youth, John Stuart Mill followed his father’s philosophy of persuasion but, in 1830, Mill adopted a new philosophy of persuasion, trying to lead people incrementally towards the truth from their original stand-points rather than engage them antagonistically. Understanding this change helps us understand apparent contradictions in Mill’s cannon, as he disguises some of his more radical ideas in order to bring his audience to re-assess and authentically change their opinions. It also suggests a way of re-assessing (...) the relationship between Mill’s public and private works, to which we should look if we are attempting to understand his thought. (shrink)