The paper explores the role of the media in influencing public opinion from an inferential-pragmatic perspective. It presents preliminary results of the study focused on representation of Russia in Western newspapers. Drawing on Critical Discourse Analysis (Fairclough 1995,2001; van Dijk 2009) and media linguistics (Fowler 1991, Richardson 2007, among others) the study centres around the linguistic means of construing ambiguity/uncertainty, viewed as a strategy of persuasion. We mostly focus on the semantics of certain groups of words and other textual (...) features such as indefinite pronouns, epistemic modality, passive voice, present perfect tense, interrogative headlines and some other tools used in media texts to construe ambiguity which, in its turn, arguably aims at influencing public opinion. We also look at presupposition, information structure, evaluation and transitivity. Though we have limited our study to the English language sources (The Guardian, The Telegraph, The Independent, The Washington Post, The Wall Street Journal, the Chicago Tribune, news websites of the BBC, Reuters, Express, Politico and Fox News, among others), we are not suggesting that linguistic ambiguity is a feature of Western, rather than Russian, or other languages' media. (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)

This study investigated patient preferences for various types of physician persuasion strategies. Four types of persuasion strategies were utilized which involved combination of high and low levels of affectivity and information. In addition, patient variables, receiver apprehension and health beliefs were introduced to predict preference choices by patients. Results indicated that patients are influenced in their decision-making (preferences) by the type of persuasive strategy employed. Further, patients with different characteristics and predispositions prefer different persuasive strategies. (...) The results of this study suggest that the success of physician persuasiveness is dependent upon the type of strategy used and the type of patient being persuaded. (shrink)

This study is a socio-pragmatic analysis of persuasive strategies used by the participants in “al-ittijāh al-muʿākis”, “The Opposite Direction”, on the Al-­Jazeera TV channel. An ethnographic approach was adopted in the research; the analysis focused on the use of politeness strategies and face-saving and face-­threatening interactions in order to find out their persuasive factors. I observe that religious citations, prophetic sayings, proverbs, and metaphor are used predominantly by the participants in communicating various political issues. I argue that the (...) persuasiveness of these rhetorical strategies stems from their aesthetic influence in establishing moral credibility and in evoking emotional responses. I also argue that these rhetorical strategies are speech acts that indirectly provoke responses and/or aim at saving the speakers’ and/or addressees’ face. The study concludes that persuasiveness is facilitated in part by transferring socio-pragmatic meanings through the use of some politeness and figurative devices such as honorific modes, metaphors and proverbs. (shrink)

The author analyses, with semiotic tools, the behaviour of a dog that she observed in Trieste, along the famous promenade called “Barcola”. The animal had been playing with its masters on the seashore and then brought back onto the avenue ready to go home. The dog repeatedly tried, with different strategies, to convince its masters to return to shore and continue their play. The tripling of the trials that is so typical of fairy tales was observed to have been (...) enacted: exactly three times, the dog reproduced the sequence of running towards the parapet, glancing over the sea with guile, running towards its masters, jumping and imploring in front of them, renouncing and walking in a backward position with a lolling head. It is argued that this behaviour demonstrates a highly structured semantic, narrative and communicative competence. This study aims at connecting Semiotics and the ecological approach to cognition that takes into account not only strictly cognitive activities but a wider spectrum of strategies through which an animal develops the adaptive behaviour requested by specific environmental conditions. (shrink)

This study provides a critical discourse analysis of letters of complaint by Jordanian university students. It aims to investigate the rhetorical pattern in these letters and explore the main strategies students use to express their dissatisfaction about certain issues and persuade the addressee to take action. To this end, permissions were obtained to collect data from two universities in Jordan: Jordan University of Science and Technology and World University of Islamic Studies and Education. The data were analyzed both qualitatively (...) and quantitatively through two analytic frameworks within critical discourse analysis : genre analysis to investigate the rhetorical pattern of complaint letters, and discursive analysis to investigate the main strategies of persuasion. These strategies were then categorized according to Aristotle’s means of persuasion: ‘ethos’, ‘logos’ and ‘pathos’. The analysis showed that written complaint was a distinctive genre with distinctive moves. It also revealed that persuasion by means of pathos was more prevalent than the other two types. Socio-cultural values have been shown to be so powerful in Jordanian society even in neutral situations such as academic context. This study will hopefully contribute to the fields of genre analysis and CDA in cross-cultural communication. (shrink)

The formulation of moral issues surrounding consumer advertising tends to focus on the capacity to persuade or inform, and how these capabilities may be used to distort or fulfill needs and desires. Discussion of these issues abstracts from widespread advertising and marketing practices, by assuming that all advertising is mass advertising, broadcast indiscriminately over the entire market population. This assumption directs attention away from important issues stemming from actual advertising strategies, which involve campaigns designed for and conveyed to particular (...) customer groups or segments within broader product market. Several cases are outlined to illustrate the class of practices considered to be important and usually ignored, and issues that they raise for moral appraisal are suggested. (shrink)

Il s’agit de montrer que Gorgias avait conçu une opposition structurelle entre une persuasion bonne et une persuasion mauvaise et trompeuse. Il a souvent paru difficile de concilier sa prétention à dire la vérité au sujet d’Hélène et sa description, au sein du même texte, du discours comme indissociable d’une persuasion explicitement dite trompeuse. L’ Éloge d’Hélène serait-il lui-même trompeur, sa vérité ne serait-elle en réalité qu’une δόξα parmi d’autres, puisque le discours faillirait à dire ce qui (...) est? Au contraire, Gorgias évoque « quelque mauvaise persuasion », suggérant que la persuasion, ambivalente, peut aussi être bonne ou neutre : il parlerait principalement d’une persuasion mauvaise associée à la tromperie pour démontrer l’innocence d’Hélène qui l’a subie. Cette persuasion trompeuse fonctionnerait parce que ses victimes méconnaîtraient les faits passés, présents et futurs. Toutefois, le texte suggère que certains individus puissent les connaître. Gorgias en ferait partie : il se présente en opposition avec les poètes, qui estiment détenir leur savoir des Muses mais diffusent des discours mensongers, et, loin de transmettre comme eux un discours acquis d’avance, il a recours au raisonnement, λογισμός, seul moyen d’accéder à une connaissance des événements. Il reste cependant comme les poètes tributaire de la tradition. (shrink)

The purpose of the current research was to examine strategies of persuasion used by Arabic-speaking and Hebrew-speaking boys and girls to determine the relative contributions of culture and gender in determining communication styles. Children were asked to write a letter to a male or female peer asking for a gender-stereotyped or a gender-neutral gift. Four meta-categories were identified: formality, self-focus, other-focus, and gift-focus. For each meta-category except gift-focus, there were significant main effects and interactions. Language group was significant (...) for formality and other-focus but not for self-focus. Importantly, there were several interactions between participant gender, target gender, and gender-stereotypy of gift, but these did not interact with language group. The results were discussed in the context of children’s socialization to the ethos of musayara and dugri in Arabic-speaking and Hebrew-speaking culture. (shrink)

On his famous walk to Vincennes to visit the imprisoned Diderot, Rousseau had what he called an “illumination”—the realization that man was naturally good but becomes corrupted by the influence of society—a fundamental change in Rousseau’s perspective that would animate all of his subsequent works. At that moment, Rousseau “saw” something he had hitherto not seen, and he made it his mission to help his readers share that vision through an array of rhetorical and literary techniques. In Rousseau’s Reader, John (...) T. Scott looks at the different strategies Rousseau used to engage and persuade the readers of his major philosophical works, including the Social Contract, Discourse on Inequality, and Emile. Considering choice of genre; textual structure; frontispieces and illustrations; shifting authorial and narrative voice; addresses to readers that alternately invite and challenge; apostrophe, metaphor, and other literary devices; and, of course, paradox, Scott explores how the form of Rousseau’s writing relates to the content of his thought and vice versa. Through this skillful interplay of form and content, Rousseau engages in a profoundly transformative dialogue with his readers. While most political philosophers have focused, understandably, on Rousseau’s ideas, Scott shows convincingly that the way he conveyed them is also of vital importance, especially given Rousseau’s enduring interest in education. Giving readers the key to Rousseau’s style, Scott offers fresh and original insights into the relationship between the substance of his thought and his literary and rhetorical techniques, which enhance our understanding of Rousseau’s project and the audiences he intended to reach. (shrink)

Science communication has gained high importance in the current knowledge and risk society. Nevertheless, there is still a lack of qualitative studies on how non-experts and experts engage in opinionated scientific debates and which linguistic devices they use to gain influence on other people’s attitudes toward a scientific issue. In our study, we examine dialogical modes of science communication (i.e. weblogs) used by bloggers and audiences to engage into opinionated discourse about scientific endeavors. As those exchanges easily lead to controversies (...) between different points of views, stances and attitudes, we focus from a rhetorically-driven linguistic perspective on devices to persuade the other participants and readers and to control the discourse. Hence, we ask which linguistic instruments are used to gain influence on influence. The aim of our study is to get deeper insights into the persuasive strategies mainly used in those forms of external science communication. (shrink)

Permanentemente intentamos persuadir a alguien: vender un producto, conseguir empleo, lograr un descuento. De esta manera, el documento pretende determinar cuáles son esas cualidades de una persona capaz de persuadir. Inicialmente y como un primer valor agregado se ha considera el tema incluso desde la perspectiva divina, hecho instrumento de confrontación con otros autores con el objetivo de enriquecer el tema. Como un segundo valor agregado, al final se hace un ejercicio práctico a través del cual se hacen evidentes las (...) cualidades encontradas. (shrink)

Persuasive social robots can influence human behavior through giving advice. The current study investigates whether references to prior discourse and signals of empathy make an advice-giving robot an even more effective persuader and whether participants follow the robot’s advice and drink even more water when the robot additionally uses these strategies. We recruited students and university staff for a lab-study in which three different robot personalities on the same robot type presented health-related information. In one condition, the robot gave (...) advice and referred to something mentioned earlier in the conversation (i.e., to dialog history), in another condition, the robot gave advice and used empathic signals, and in the third condition, the robot gave advice only. Our results show that participants drank significantly more when the advice-giving robot also used the persuasive strategies of empathy and references to dialog history than when the robot only gave advice. This study shows that both strategies increase the persuasiveness of the robot and makes it more influential. (shrink)

Science communication has gained high importance in the current knowledge and risk society. Nevertheless, there is still a lack of qualitative studies on how non-experts and experts engage in opinionated scientific debates and which linguistic devices they use to gain influence on other people’s attitudes toward a scientific issue.In our study, we examine dialogical modes of science communication (i.e. weblogs) used by bloggers and audiences to engage into opinionated discourse about scientific endeavors. As those exchanges easily lead to controversies between (...) different points of views, stances and attitudes, we focus from a rhetorically-driven linguistic perspective on devices to persuade the other participants and readers and to control the discourse. Hence, we ask which linguistic instruments are used to gain influence on influence. The aim of our study is to get deeper insights into the persuasive strategies mainly used in those forms of external science communication. (shrink)

It is argued that persuasive advertising overrides the autonomy of consumers, in that it manipulates them without their knowledge and for no good reason. Such advertising causes desires in such a way that a necessary condition of autonomy — the possibility of decision — is removed. Four notions central to autonomous action are discussed — autonomous desire, rational desire and choice, free choice, and control or manipulation — following the strategy of Robert Arrington in a recent paper in this journal. (...) Replies are made to Arrington's arguments in favour of advertising. It is also claimed that the argument developed by Philip Nelson, which concludes that even if persuasive advertising does override autonomy, it is still in the interests of consumers to be subjected to it, is seriously mistaken. Finally, some caveats concerning informative advertising are presented. (shrink)

The paper first presents a short survey of ancient and modern logical, rhetorical and argumentative approaches (e.g. Aristotle, Quintilian, Quine, Anscombre and Ducrot) studying the properties of paradoxical utterances. This survey is followed by a tentative definition of paradoxes as seemingly contradictory utterances triggering conversational implicatures in the sense of Grice. A specific group of paradoxes, namely, persuasive paradoxes, is further characterized by the specific implicatures which they trigger: the implicatures of persuasive paradoxes serve the interest of the (political) speaker (...) because they either convey a sharp criticism of the political opponent(s) or praise the political activities of the speaker in a highly effective way.The second part of the paper takes a corpus of about 80 paradoxical utterances from Cicero's speeches to show how they are used 1. for a devastating criticism of Cicero's political enemies, 2. a milder form of criticism in the case of his friends, when their political activities have failed, 3. a praise of successful policies of Cicero and his political friends and 4. a defense of unsuccessful activities started by Cicero and his friends. (shrink)

This article takes a linguistic perspective of argumentation, as proposed by Marion Carel and Oswald Ducrot with the “Théorie des blocs sémantiques” (SBT: Semantic Block Theory). This theory argues that the meaning of a linguistic entity is determined by a collection of discourses that this entity calls to mind. Describing the meaning of a word, a syntagm or an utterance amounts to specifying the argumentative linkages (“enchaînements argumentatifs”) allowed by these entities. We propose a semantic and argumentative analysis of syntagms (...) mujer fácil , femme facile [easy woman] and hombre fácil , homme facile [easy man] that, in Romance languages in particular, hold different meanings: both hombre fácil/homme facile describe a man’s character or nature, whereas mujer fácil/femme facile, in their most common usage, imply a certain sexual behavior. We will compare the argumentative linkages that make up the meaning of mujer fácil/femme facile with those of other expressions that are part of the same semantic block. Also, this analysis will connect the proposed description to certain proverbial discourse about women, and it will call attention to the role that these expressions can play in a persuasive strategy. (shrink)

This paper presents a model of persuasion in terms of goals and beliefs. Among the various ways to influence people, that is, to raise or lower the likelihood for them to pursue some goal, ranging from threat to suggestion, persuasion is viewed as a case of communicative non-coercive goal hooking. A persuader leads a persuadee to pursue some goal out of a free choice, i.e., by convincing him/her that the proposed goal is useful for some other goal that (...) the persuadee already has. It is argued that the Aristotelian persuasive strategies of logos, ethos and pathos (rational argumentation, the speaker¿s credibility and reliability, and the appeal to emotion) are always present in every persuasive discourse, and that they are exploited to raise the value of the goal proposed and to strengthen the believability of the link between it and the persuadee¿s previous goals. The paper proposes an analysis of discourse in terms of a hierarchy of goals as a tool to single out these strategies within the discourse structure. By applying this model to different kinds of persuasive messages (political discourse, advertising, dialogues in the health domain), it shows how, in the fragments presented, this kind of analysis allows to clarify the relationships between the persuader¿s and the persuadee¿s goals and to elucidate how much and how directly the persuader appeals to logos, ethos and pathos in his/her discourse. (shrink)

ABSTRACT This article examines the discursive practices of coercive persuasion deployed by Nigeria’s Minister of Information and Communications to justify the rebranding Nigeria campaign as a policy designed for value reorientation of the citizenry in the wake of the country’s image crisis both domestically and internationally. Sampling data from select addresses and interviews of the country’s chief image maker during the campaign, the study analyses some discourse structures and strategies in the public discourse, drawing theoretical insights from van (...) Dijk’s Critical Epistemic Discourse Analysis to re-examine and re-interpret meaning in relation to knowledge claims in the organised persuasive communication. The article demonstrates that there is artful management of information and construction of knowledge in the persuasive discourse largely to present an institutional version of reality in re/telling Nigeria’s national identity narratives. The study concludes that the rhetorical means of controlling the discourse and managing the minds of the audience typify leadership practices of knowledge construction to achieve policy dominance given certain norms and conventions of nation branding practices. (shrink)

The study describes a method created for the analysis of persuasive strategies, called rhetorical heuristics, which can be applied in speeches where the argument focuses primarily on questions of fact. First, the author explains how the concept emerged from the study of classical oratory. Then the theoretical background of rhetorical heuristics is outlined through briefly discussing relevant aspects of the psychology of decision-making. Finally, an exposition of how one could find these persuasive strategies introduces rhetorical heuristics in more (...) detail. (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)

In lieu of an abstract, here is a brief excerpt of the content:Reviewed by:Peaceful Persuasion: The Geopolitics of Nonviolent RhetoricSarah E. DempseyPeaceful Persuasion: The Geopolitics of Nonviolent Rhetoric. Ellen W. Gorsevski. Albany: State University of New York Press, 2004.pp. 262. $55.00, hardcover.The overriding emphasis on violence, militarization, and retribution within current geopolitical contexts demands that we acquire greater understandings of nonviolent communicative practices. In Peaceful Persuasion, author Ellen Gorsevski, Professor of English and Communication at Oregon State University, (...) argues that nonviolent rhetoric tends to be ignored by scholars—that its methods, strategies, and impacts are often passed over and that nonviolence is often framed as hopelessly utopian, unrealistic, and ineffective. Gorsevski situates her study of nonviolent rhetoric less within its humanistic and religious inheritance, drawing instead on a contrast with existing models of rhetoric. As a strategy for rhetorical and political action, Gorsevski takes nonviolence to be instructive of new ways to reconfigure both rhetorical studies and social movement strategy.It is important to note that Gorsevski's need to study peaceful means of relating to others is driven as much by a love of rhetorical theory as by a passion for translating an understanding of nonviolent rhetoric into strategies for activists. As such, this book provides a solid introduction to rhetorical theory, including an appendix on the connection between rhetoric and nonviolence that details what activists have to gain from each. In addition, instructors will find useful a chapter on the specifics of incorporating nonviolence into speech communication classrooms.Peaceful Persuasion's greatest contribution to rhetorical studies is the careful drawing out of the many ways that a rhetorical take on nonviolence has become increasingly necessary. To make this solid case, Gorsevski draws on four very diverse case studies of nonviolent rhetoric. In a move that is both surprising and refreshing, Gorsevski's case studies do more than provide exemplars of how critics may read nonviolence as a powerful rhetorical strategy; each helps to further delineate the key characteristics of what has been, until now, a relatively undefined area of rhetorical action.Gorsevski's gift to her readers is the ability to demonstrate the rich subtleties of nonviolence through very different contexts. The case studies [End Page 89] draw from such different sources that at first seem disorienting. Upon reflection, it becomes clearer that they greatly complicate our notions of nonviolence, redressing the disservices of previous bleary analyses that configured nonviolence only by its lack of violence rather than according to its fruitful range of seemingly contradictory strategies. The cavernous distances each study crosses illuminate the multiplicity of forms, meanings, and strategies that nonviolence may take. As such, any definition of nonviolence that I may provide in this short review does a serious disservice to the depth that Gorsevski creates through her sometimes disjointed case studies.The case studies serve at least dual purposes, as each provides an analysis that extends our understandings of nonviolence in action as it also offers instructive mini-lessons for the further development of rhetorical studies. In the first case study, Gorsevski provides a contextualized analysis of critics' interpretations of the film The Spitfire Grill, which she shows to be reflective of the "predominantly accepting orientation that rhetoric and film critics hold for the idea that humans are characterized by "innate aggression" and violence" (68). For Gorsevski, this study demonstrates that nonviolence as a lens can be applied to a range of texts just as well as any other approach to rhetoric. Gorsevski moves her analysis of nonviolent rhetoric into the geopolitical realm for her study of President of Macedonia Kiro Gligorov's historic first speech before the United Nations. She takes his speech as evidence of the usefulness of pragmatic nonviolence, which entails "noncooperation or defiance of political adversaries in order to decry a perceived injustice" (72). Gligorov's speech illustrates that nonviolence and violence are best seen less as equivalent than, rather, as operating on a sliding scale. For Gorsevski, successful use of pragmatic nonviolence may even include a measure of violence as long as it serves to reduce the escalation of further strife.Next Gorsevski explores the visual rhetoric of the gendered body of Burmese activist and Nobel Peace Prize winner Aung San Suu Kyi to show... (shrink)

In the last decade Human-Computer Interaction (HCI) has started to focus attention on forms of persuasive interaction where computer technologies have the goal of changing users behavior and attitudes according to a predefined direction. In this work, we hypothesize a strong connection between logical fallacies (forms of reasoning which are logically invalid but cognitively effective) and some common persuasion strategies adopted within web technologies. With the aim of empirically evaluating our hypothesis, we carried out a pilot study on (...) a sample of 150 e-commerce websites. (shrink)

The objective of this paper is to show how methods rooted in formal logic may be used to analyze socially important processes of persuasion. A formal approach to the theory of persuasion enables us to thoroughly research issues crucial in everyday life such as: how we argue, why we quarrel, where we are efficient in persuasion, when do we win a negotiation, how we influence others’ decisions, and the kinds of argumentative strategies that are apt to (...) yield more accurate beliefs for all parties involved.I concentrate on three aspects of persuasion practice: nature, success and cognitive value of argumentation process. From a logical perspective, I understand argumentation as reasoning which, after initiation through the opponent’s disagreement, is deployed by the proponent in order to persuade the audience to believe his thesis. Furthermore, I attempt to determine the ways in which we succeed in persuading others. Lastly, I try to specify when an argument is cognitively valuable and when it is reliable, in the sense that it helps us to track the truth. In order to analyze these matters, I investigate argumentation on two independent levels. The subjective level of people’s beliefs is the essential foundation of all persuasion -- every time we aim to make the audience believe our opinions and /or change their decisions. The second level is the objective field of truthfulness, where we consider whether a given argumentation will lead us to true or false conclusions. (shrink)

The objective of this paper is to show how methods rooted in formal logic may be used to analyze socially important processes of persuasion. A formal approach to the theory of persuasion enables us to thoroughly research issues crucial in everyday life such as: how we argue, why we quarrel, where we are efficient in persuasion, when do we win a negotiation, how we influence others’ decisions, and the kinds of argumentative strategies that are apt to (...) yield more accurate beliefs for all parties involved.I concentrate on three aspects of persuasion practice: nature, success and cognitive value of argumentation process. From a logical perspective, I understand argumentation as reasoning which, after initiation through the opponent’s disagreement, is deployed by the proponent in order to persuade the audience to believe his thesis. Furthermore, I attempt to determine the ways in which we succeed in persuading others. Lastly, I try to specify when an argument is cognitively valuable and when it is reliable, in the sense that it helps us to track the truth. In order to analyze these matters, I investigate argumentation on two independent levels. The subjective level of people’s beliefs is the essential foundation of all persuasion -- every time we aim to make the audience believe our opinions and /or change their decisions. The second level is the objective field of truthfulness, where we consider whether a given argumentation will lead us to true or false conclusions. (shrink)

Persuasive technologies can adopt several strategies to change the attitudes and behaviors of their users. In this work we present some empirical results stemming from the hypothesis - firstly formulated in [3] - that there is a strong connection between some well known cognitive biases reducible to fallacious argumentative schemata and some of the most common persuasion strategies adopted within digital technologies. In particular, we will report how both framing and fallacious-reducible mechanisms are nowadays used to design (...) web and mobile technologies in domains ranging from e-commerce [4] and news recommendations [1] to the jihadist propaganda. We will also show how and to what extent such persuasive strategies have an impact on nudging the choices of the users in digital environments. (shrink)

A paradigm case of demanding involves making utterances designed to influence addressees to accede.1 It would be incoherent to say, "I demand that you do x, but I am not saying that you ought to do x," or "I demand that you do x, although I am fully aware that you cannot do x." The extraordinary nature of demanding may be gleaned from anomalous utterances such as "employees may demand time off by notifying scheduling managers at least one month in (...) advance" and "faculty members may demand an extension of the tenure clock in writing to the provost." Demanding is less anomalous in protest rhetoric and in fact an important strategy for marginalized groups who are "criticized for not handling conflicts and controversies... (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)

Multimodal Critical Discourse Analysis (MCDA) as a sub-discipline of Critical Discourse Analysis (CDA) emerged from the availability of social semiotic frameworks describing multimodal meaning making. However, weaknesses of these frameworks have raised concerns and prompted recent methodological reflections in MCDA. Inspired by these reflections, this paper critically assesses MCDA research on advertising persuasion and identifies a lack of attention in studies to account for the social and ideological impact of advertising. This shortcoming is argued to be attributable to the (...) weak empirical grounding of social semiotic frameworks which in turn is rooted in a ‘discursive gap’ (Bateman, Citation2019, p. 300) in multimodality as a discipline. The authors then propose methodological solutions involving eye tracking experiments and higher order data analytics which can strengthen the empirical basis of theoretical assumptions made in MCDA research on advertising. Drawing on methodological guidance for empirical multimodal research, the authors discuss specific issues in realizing this proposal, focusing on a strategy addressing operationalization challenges in experimental design and the affordance of a data cluster algorithm that calculates the common viewing path of a group of viewers. (shrink)

Persuasive technologies can adopt several strategies to change the attitudes and behaviors of their users. In this work I synthesize the lessons learned from three empirical case studies on automated persuasion that have been carried out in the last decade in the contexts of: persuasive news recommendations, social robotics, and e-commerce, respectively. In particular, such studies have assessed, in the technological domain, the effects of nudging techniques relying on well known persuasive argumentation schemas and on framing strategies. (...) In discussing the main findings, I will argue that the obtained persuasive effects are due to the fact that such techniques leverage on cognitive mechanisms that refer to the “system 1” types of automatic processes hypothesized in the context of the dual process theory of reasoning. As a consequence of this state of affairs, any automated persuasive systems (used for ethical purposes: e.g. suggesting good health habits) should be able to re-use these types of system 1 strategies in order to gradually take the users in an argumentation territory where system 2 processes can take place. -/- . (shrink)

Savulescu argues that it may be ethically acceptable for governments to require citizens be vaccinated against COVID-19. He also recommends that governments consider providing monetary or in-kind incentives to citizens to increase vaccination rates. In this response, we argue against mandatory vaccination and vaccine incentivisation, and instead suggest that targeted public health messaging and a greater responsiveness to the concerns of vaccine-hesitant individuals would be the best strategy to address low vaccination rates.

Persuasion is an important and yet complex aspect of human intelligence. When undertaken through dialogue, the deployment of good arguments, and therefore counterarguments, clearly has a significant effect on the ability to be successful in persuasion. Two key dimensions for determining whether an argument is “good” in a particular dialogue are the degree to which the intended audience believes the argument and counterarguments, and the impact that the argument has on the concerns of the intended audience. In this (...) paper, we present a framework for modelling persuadees in terms of their beliefs and concerns, and for harnessing these models in optimizing the choice of move in persuasion dialogues. Our approach is based on the Monte Carlo Tree Search which allows optimization in real-time. We provide empirical results of a study with human participants that compares an automated persuasion system based on this technology with a baseline system that does not take the beliefs and concerns into account in its strategy. (shrink)

A review of advertisement studies shows that there has been little attempt to examine infomercials in terms of rhetorical appeals and persuasive strategies. Therefore, this study sought to contribute to the existing literature by exploring the persuasive elements of Apple infomercials through Aristotle’s modes of persuasion to reveal the most frequent persuasive language features and structures and to study how such elements were utilized to promote the products and services of the company. A top-down approach based on Aristotle’s (...) modes of persuasion was adopted to identify the rhetorical appeals of logos, ethos and pathos as well as the promotional tokens and patterns in the text. The descriptive findings provided evidence to demonstrate that although all the rhetorical proofs were employed in the corpus, emotional appeal was the most dominant. The findings of this research open new horizons for further studies on infomercials in general and persuasive rhetoric in specific. (shrink)

This article explores the differences between two strategies of persuasion. The first strategy, called drawing things together, is Actor-Network Theory's classic analysis of how modern science has gained tremendous persuasive powers through systematic inscription and centralized accumulation of information traces. The second strategy, called drawing contrasts together, is derived from the author's empirical analysis of the rhetorics and materialities of a Scandinavian New Economy firm. The persuasive powers of this firm, it is argued, are based on its ability (...) to evoke and articulate a series of pointed contrasts between the attractive working life within the firm and the ordinary and problematic work life elsewhere. The article argues that both persuasive strategies work in a pragmatic sense. But where “drawing things together” enacts a relatively stable and knowable world, the persuasive strategy of “drawing contrasts together” depends on, and enacts, a world of dramatic epochal changes. (shrink)

This paper is as much about surveillance as about persuasive technologies (PTs). With regard to PTs it raises the question about the ethical limits of persuasion. It will be argued that even some forms of self-imposed persuasive soft surveillance technologies may be considered unethical. Therefore, the ethical evaluation of surveillance technologies should not be limited to privacy issues. While it will also be argued that PTs may become instrumental in pre-commitment strategies, it will also be demonstrated that the (...) use of persuasive surveillance technologies in order to influence the users to become more compliant, to get their consent more easily or making it harder to opt out of the system does give rise to ethical issues. (shrink)

In this article, I further analyze the notion of the effectiveness of argumentative strategies, introduced in Jovičić, 2001. The most relevant achievements of the theories of reasonable discussion and the theories of persuasion are called to mind with the aim of explaining the mechanism of the argumentative effectiveness. As a result, a procedure for evaluating the effectiveness of argumentative strategies is suggested.

The opaque use of data collection methods on the WWW has given rise to privacy concerns among Internet users. Privacy policies on websites may ease these concerns, if they communicate clearly and unequivocally when, how and for what purpose data are collected, used or shared. This paper examines privacy policies from a linguistic angle to determine whether the language of these documents is adequate for communicating data-handling practices in a manner that enables informed consent on the part of the user. (...) The findings highlight that corporate privacy policies obfuscate, enhance and mitigate unethical data handling practices and use persuasive appeals to increase companies’ trustworthiness. The communicative strategies identified provide starting points for redesigning existing privacy statements with a view to communicating data handling practices in a more transparent and responsible manner, laying the groundwork for informed consent. (shrink)

How does propaganda differ from the legitimate persuasive practices that animate a healthy democracy? The question is especially salient as digital technologies facilitate new modes of political persuasion and the public square saturates with information factual and fabricated alike. In answer, we propose a typology based on the rhetorical strategies that propaganda and its legitimate counterpart each employ. We argue that the point of contrast between the phenomena turns on two key features: whether the rhetorical strategy sufficiently engages (...) our deliberative capacities, and whether it runs counter to our epistemic interests. While in practice the boundary between the concepts is not always sharp, the account identifies a set of conceptual tools that help better frame and come to grips with propaganda and legitimate political persuasion in an information-dense and increasingly complex media landscape. (shrink)

In lieu of an abstract, here is a brief excerpt of the content:Proof and Persuasion in the Philosophical Debate about AbortionChris KaposyPhilosophers involved in debating the abortion issue often assume that the arguments they provide can offer decisive resolution.1 Arguments on the prolife side of the debate, for example, usually imply that it is rationally mandatory to view the fetus as having a right to life, or full moral standing.2 Such an account assumes that philosophical argument can compel the (...) reader to see the fetus in a certain way and that dissent risks irrationality.I wish to question this image of the use of philosophical argument in the abortion debate. I focus on the question of fetal moral standing, which is one of the subproblems in the debate. I am especially concerned with prolife arguments for fetal moral standing, since the prolife side must argue for a position that is compulsory. The prochoice side, in contrast, typically holds that people are entitled to believe what they want about the fetus’s moral standing.My position is that philosophical arguments should be understood as tools for persuasion in the abortion debate rather than as a method for discovering decisive proofs about the morality of abortion. I argue that because any one position on the moral standing of fetuses cannot be established decisively, law and policy should favour the prochoice position. In support of these conclusions, I present two common argumentative strategies used to suggest that the prolife view of the fetus is rationally [End Page 139] mandatory, and I illustrate why arguments involving these strategies do not compel us to view the fetus as having full moral standing.Framing the IssueIn order to show that abortion is wrong (in cases in which it is considered wrong), one must first establish that fetuses have full moral standing.3 It is a serious moral wrong to take the life of someone with full moral standing—this is part of what it means to have this status. The possessor of full moral standing is entitled to have his or her life protected. If abortion is wrong, then the fetus must have full moral standing, because without such standing, killing a fetus could be justified by the pregnant woman’s strong interest in ending an unwanted pregnancy. Those arguing against the moral permissibility of abortion must show that it is mandatory (in some way) to view the fetus as having full moral standing. There are a range of positions one could take with regard to the fetus’s status, from viewing the fetus as an incipient organism with no moral standing to seeing the fetus as gaining moral standing as the pregnancy progresses. But if it is mandatory to view the fetus as having full moral standing, all other positions must then be mistaken, incorrect, or somehow unjustified.This paper analyzes why philosophers opposed to abortion think it is mandatory to attribute full moral standing to fetuses. There are two popular argumentative strategies offering different accounts of the source of this obligation. The first strategy suggests that fetal full moral standing derives from morally relevant facts about the fetus. According to this line of argument, we are rationally obligated to view the fetus as having full moral standing because we cannot deny (without courting irrationality) that there are properties, characteristics, or attributes of the fetus that entitle it to this status.The second strategy is to claim that the fetus has full moral standing because this position is most consistent with our intuitions in cases unrelated to abortion. Philosophers taking this approach are fond of analogies comparing fetuses to comatose adults or to people at the end of life, for example. This strategy of appealing to your interlocutor’s sense of consistency I call the “shared-value” strategy.The two strategies map very well onto the distinction some have made between argumentum ad rem and argumentum ad hominem. The philosopher of rhetoric Henry Johnstone Jr. draws this distinction in very clear terms, and others in the history of philosophy make note of the difference [End Page 140] between these two types of arguments as well.4 The appeal to the facts (or argumentum ad rem) seeks to establish the truth of its... (shrink)

Cet article étudie les moyens d’argumentation dans les lettres familières rédigées par les apprenants sinophones du français langue étrangère de niveau B2. Les lettres sont contrastées à celles des francophones et des sinophones natifs représentant un groupe de contrôle. Les résultats montrent certains contrastes entre les groupes des natifs. Quant aux apprenants, on voit qu’ils utilisent en partie les mêmes stratégies argumentatives que les francophones, mais on atteste également des influences de leur langue maternelle dans le choix des procédés persuasifs.

The main goal of this study is to develop a conceptual framework meant (a) to present the essential traits of persuasion, (b) to explain resistance to persuasion (mainly when the persuader tries to shape, reinforce, or change an attitudinal response), and (c) to provide a feasible strategy to overcome the coping behaviors associated with resistance to persuasion. Defined as the communication process in which “someone makes other people believe or decide to do something, especially by giving them (...) reasons why they should do it, or asking them many times to do it”, persuasion ensures a noncoercive social control by shaping, reinforcing, or changing target audience’s cognitions, feelings, attitudes, beliefs, and behaviors. Persuasion involves volitional behaviors (that are inextricably intertwined with spontaneous, impulsive, mindless, or compulsive behaviors) and a significant cognitive load. Even if persuasion does not elicit negative feelings like various shortcuts to compliance (coercion, bribery, deception, manipulation of the dominant instincts, etc.), it generates ipso facto resistance to persuasion. Public relations specialists and other communication professionals can reduce or cope with resistance to persuasion by creating a low-pressure persuasion context, using evidential reasons, and following evidential rules. (shrink)

This article discusses the discursive strategies used in some newspaper campaign advertisements for Nigeria’s 2011 elections with a view to unveiling the socio-political motifs and messages of the adverts. Data for the study comprised 60 full-page newspaper election campaign adverts of the two strongest political parties in the country: the People’s Democratic Party and Action Congress of Nigeria published between February and April 2011, a period that can be referred to as the peak period of electioneering campaigns for the (...) 2011 elections in Nigeria. The data gathered were analysed using the analytical tools of critical discourse analysis, with emphasis on Fairclough’s discourse as a social practice approach to the theory. Findings reveal that the text producers employed discursive strategies such as the metaphorization of party symbols, the use of deictic pronouns for inclusion and exclusion, deployment of rhetorical questions for persuasion, identification with the youth culture, employment of historical allusions, giving appeal to good luck, and negative other representation. In addition, the packaging of the information, graphological foregrounding, imagery, repetition and lexical choice reveal the intent of the campaign advertiser to persuade, appeal to sentiments, legitimize and delegitimize their positions in the discourse. (shrink)