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)

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)

Persuasive technologies are interactive systems designed to change and shape users’ behaviours towards specific goals. By discussing the case of screen-time management applications, this paper explores how persuasive systems transform self-awareness and the self’s cognitive architecture. Drawing on the notion of tectonoetic awareness, I will illustrate how artefacts enable the transition from the temporal bounded experience characterizing first-person perspective (noetic awareness) to the ability of reflecting on oneself from a third person and temporally extended perspective (autonoetic awareness). I (...) will argue that persuasive systems make possible new modalities of self-recognition and self-projection while they simultaneously affect the sense of agency by interfering with users’ actions and intentions. (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)

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)

This paper studies the relation between persuasive argumentation and the speaker’s epistemic attitude. Dung-style abstract argumentation and dynamic epistemic logic provide the necessary tools to characterize the notion of persuasion. Within abstract argumentation, persuasive argumentation has been previously studied from a game-theoretic perspective. These approaches are blind to the fact that, in real-life situations, the epistemic attitude of the speaker determines which set of arguments will be disclosed by her in the context of a persuasive dialogue. This (...) work is a first step to fill this gap. For this purpose we extend one of the logics of Schwarzentruber et al. with dynamic operators, designed to capture communicative phenomena. A complete axiomatization for the new logic via reduction axioms is provided. Within the new framework, a distinction between actual persuasion and persuasion from the speaker’s perspective is made. Finally, we explore the relationship between the two notions. (shrink)

The emphasis in most process-oriented models of argumentation is placed heavily upon analysis of dialogue. The current work puts forward an account which examines the argumentation involved in persuasive monologue, drawing upon commitment-based theories of dialogue. The various differences between monologue and dialogue are discussed, with particular reference to the possibility of designing a monologue game in which commitments are dynamically incurred and updated as the monologue is created. Finally, the computational advantages of adopting such an approach are explored (...) in the context of an existing architecture for the generation of natural language arguments. (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)

Most of the contemporary literature regarding teleology or design in nature assumes that we human beings make some sort of tacit inference when we form "design beliefs" person is causally relevant to the occurrence of some event). It is often held that this inference occurs so quickly that we are unaware of the inferential process. Attempts to reconstruct this inference have met with varying degrees of success, but none of them seem to match the strength with which ordinary (...) design beliefs are held. This dissertation therefore offers a challenge to this "inferential model" of design belief formation by arguing that in many ordinary cases we do not infer to design beliefs at all. Rather, human design beliefs often form spontaneously and properly whenever certain conditions are met, and receive some measure of positive epistemic status just in virtue of their proper and spontaneous formation. This alternative model is called a "Reidian" model because it is analogous to Thomas Reid's account of sense perception. The Reidian model offers the dialectical advantage of shifting the burden of proof from the one arguing for design to the one who claims to have a suitable "defeater" belief. It also better matches our introspective judgments about design beliefs and resolves some puzzling problems that have been noted in recent literature on design inferences. ;The Reidian model can also generate some reasonably persuasive design arguments from the deliverances of the natural sciences , but it does not sanction the inclusion of design hypotheses within the content of the natural sciences. It is also argued that none of the "defeater" propositions one might consider carries enough epistemic "weight" to defeat design beliefs that form according to the model. The resulting Reidian design arguments also have the advantage that they do not require the rejection of the Darwinian paradigm. However, it is also noted that the Reidian model presents several occasions for dialectical impasse between disputants about design in nature. (shrink)

In some cases of disagreement, particularly in ethics and law, it is impossible to provide any conclusive demonstration. The role of argument in such cases is to persuade rather than to prove. Drawing on ideas ofPerelrnan, we argue that persuasion in such cases relies on a recognition that the strength of such arguments will vary according to their audience, and depends on the comparative weight that the audiences gives to the social values that it advances. To model this, we introduce (...) the notion of Value-based Argumentation Frameworks (VAFs), an extension of Argumentation Frameworks as originally introduced by Dung. We then describe a dialogue game based on VAFs, designed to model persuasive argumentation, which we illustrate with a widely discussed ethical problem. (shrink)

Design for Values (DfV) philosophies are a series of design approaches that aim to incorporate human values into the early phases of technological design to direct innovation into beneficial outcomes. The difficulty and necessity of directing advantageous futures for transformative technologies through the application and adoption of value-based design approaches are apparent. However, questions of whose values to design are of critical importance. DfV philosophies typically aim to enrol the stakeholders who may be affected by (...) the emergence of such a technology. However, regardless of which design approach is adopted, all enrolled stakeholders are human ones who propose human values. Contemporary scholarship on metahumanisms, particularly those on posthumanism, have decentred the human from its traditionally privileged position among other forms of life. Arguments that the humanist position is not (and has never been) tenable are persuasive. As such, scholarship has begun to provide a more encompassing ontology for the investigation of nonhuman values. Given the potentially transformative nature of future technologies as relates to the earth and its many assemblages, it is clear that the value investigations of these design approaches fail to account for all relevant stakeholders (i.e., nonhuman animals). This paper has two primary objectives: (1) to argue for the cogency of a posthuman ethics in the design of technologies; and (2) to describe how existing DfV approaches can begin to envision principled and methodological ways of incorporating non-human values into design. To do this, the paper provides a rudimentary outline of what constitutes DfV approaches. It then takes up a unique design approach called Value Sensitive Design (VSD) as an illustrative example. Out of all the other DfV frameworks, VSD most clearly illustrates a principled approach to the integration of values in design. (shrink)

Persuasive technologies for health‐related behaviour change give rise to ethical concerns. As of yet, no study has explicitly attended to ethical concerns arising with the design and use of these technologies for vulnerable people. This is striking because these technologies are designed to help people change their attitudes or behaviours, which is particularly valuable for vulnerable people. Vulnerability is a complex concept that is both an ontological condition of our humanity and highly context‐specific. Using the Mackenzie, Rogers and (...) Dodds’ taxonomy of vulnerability, this paper identifies (a) the wrongs or harms to which a person is vulnerable, (b) the source of this vulnerability, and (c) the safeguards needed in response. Two ethical concerns with the design of persuasive technology for vulnerable people are discussed: the concerns of taking into account users' interests and their autonomy. (shrink)

How to model relevance in argumentation is an important problem for informal logic. Dialectical relcvance is determined by the use of an argument for some purpose in different types of dialogue, according to the ncw dialectic. A central type of dialogue is persuasion dialogue in which one participant uses rational argumentation to try to get the other participant to accept a designated proposition. In this paper, a method for judging relevance in persuasion dialogue is presented. The method is based on (...) using the technique of argument diagramming. (shrink)

In lieu of an abstract, here is a brief excerpt of the content:Proof and Persuasion in Black Athena:: The Case of K. O. MüllerJosine H. BlokNon tali auxilio.Virgil, Aeneid II, 521When in 1824 the German classical scholar Karl Otfried Müller (1797–1840) set down to write a review of Champollion’s first Letter to M. Dacier (1822), he was profoundly interested. 1 For several years he had been working on Egypt, and as he told his parents in 1820, “I have come to (...) love Egyptian antiquity so much, that, if I were not constricted by the schedule of my classes, I would have set myself to the decipherment of the hieroglyphs, which I would not deem impossible by the clues I have found.” 2 During the same years (1820–25) that he wrote his early books on ancient Greece, he [End Page 705] reviewed sixteen studies on Egypt alone. 3 In his review of the Letter, then, he wanted to draw “the attention of [the] readers to this, certainly not unfounded, discovery,” 4 though he feared the author was inclined to jump to conclusions. But in August 1824 he reviewed Champollion’s more complete publication of his findings of the same year and, recalling his previous anxiety, commented:Now, however, the reading of the present work has totally convinced me, that the usage of hieroglyphs to indicate sounds is as ancient as this writing system itself. [... This discovery should also mean that...] the history of Egyptian religion and state will be reconstructed and expanded. 5From that moment he sided unequivocally with Champollion, politely but clearly reminding German colleagues who still stumbled on with decipherments of their own, that this would not do. 6With these facts in mind, Martin Bernal’s rendering in his Black Athena, volume I, is bound to surprise: “[U]nlike Humboldt, Niebuhr and Bunsen [Müller] disregarded the sensational scholarly developments between 1815 and 1830. There is no indication that he paid any attention to Champollion’s decipherment” (316). The contradiction between Bernal’s statements and the sources on Müller’s life and work turns out not to be an incidental error but part of a larger pattern. To understand this pattern and its objectives, let me first summarize Bernal’s argument and my own.In his challenging book Bernal argues that the ancient Greek world was founded on the colonization of Greece by Phoenicians and Egyptians in the second millennium bc. 7 The material which is to prove his thesis is offered in volume II, though volume I includes a summary. In this first volume Bernal observes that from late antiquity until the eighteenth century, awareness of the Afroasiatic roots of ancient civilization had been retained as the heritage of ancient Greece itself. Hence Bernal labels this perception underlying Western classical scholarship of the early modern period the “Ancient Model.” By or soon after the 1820s, however, it was replaced by the “Aryan Model,” which took Greek civilization to be partly autochthonous and partly [End Page 706] shaped by invasions coming from the North. To reveal that the fall of the Ancient Model was not the result of internal developments in classical scholarship but of externalist influences, notably the belief in progress, the defense of Christianity, Romanticism, and most importantly racism, is the core theme of volume I. Bernal sustains his argument by contending that historical source criticism was not really or entirely an internal development but created to serve the external ends, and by presenting Müller as the embodiment of Romanticist racism, who was responsible for overthrowing the Ancient Model and inaugurating its Aryan successor. Hence, by thus designating Müller as the axis around which the overall turn of classical scholarship revolved, he wants to prove that the fall of the Ancient Model was unjustified in terms of scholarship but only occurred due to dishonorable ideologies.Through a limited number of representative issues I want to argue that Bernal’s rendering of Müller and the context of his work is untenable in the light of the source material and that Bernal’s explanation of the fall of the Ancient Model is untenable as well. My aim is not just to clear Müller’s name... (shrink)

In lieu of an abstract, here is a brief excerpt of the content:The Power of PersuasionG. Bennett HumphreyA long white coat, the title of doctor, a practiced professional persona and an appointment to the staff of a prestigious university medical center allows the physician to be a persuader of clinical decisions affecting patient management. When this power of persuasion is used to encourage patient compliance with a therapeutic regimen that might be curative for a fatal disease, there is justification for (...) trying to influence the patient to make choices resulting in a positive outcome. But when a physician is asking permission to enter the patient into a research protocol where the primary goal of the study is the hope of advancing knowledge, then much thought needs to be given to the potential abuse of this power of persuasion.In the 1960s, I found myself having to think about recruiting children into research protocols. I had just finished two years of residency in internal medicine and wanted to pursue a career in academic medicine. My primary interest was in laboratory research. To strengthen my training in research, I had competed for a position as clinical fellow in a western university. The fellowship program was designed to expose young physicians to both clinical and laboratory research. The first year was spent on one of the clinical research wards and the second year in a research laboratory. The program was open to residents from surgery, medicine and pediatrics but because there was a shortage of pediatricians in the program, I was required to work on the children’s leukemia ward for one year.The learning curve was steep during the first few months. Naturally, the faculty in pediatrics and the medical literature gave me a technical education in the use of protocols for therapeutic treatment of leukemia. For example, the first protocol used was designated as Phase III, and the goal was to try to cure the patient. A remission could be achieved in over 90 percent of children but the disease recurred. The median duration of these remissions in the mid–1960s was one year. A relapse was followed by progressive disease and death in a matter of weeks, but a new drug of unknown efficacy could be administered. This was a Phase II protocol, and while there was a chance of prolonging life for a month or so, the primary goal was the identification of drugs anti–leukemic activity.The pediatric leukemia ward experience for me as a fellow was unusual. There was more to learn than the treatment of leukemia. To my surprise, the children and their mothers gave me insight into the care of pediatric patients. Each month, the patients were admitted for five days of intravenous chemotherapy. The first day was traumatic with venipunctures, bone marrow aspirations and the establishment of an IV for the daily infusion of drugs. The remaining four days were for social rounds: listening to the children who liked to talk; talking with the ones who liked to listen; putting puzzles together with some toddlers; responding to a request to listen to the heart of a much loved teddy bear; exchanging jokes and riddles; stories about school, the family dog, or a favorite friend; enjoying the banter of the adolescents; and not invading the privacy of a few who didn’t like me, the ward or the therapy. These children were sharing their childhood with me and it took couple of months for me to recognize I was bonding with these little patients. I observed and listened to the mothers caring for their children and stood in awe of the resources that they brought to bear on having children with a fatal disease. A feeling of mutual respect and trust developed between these mothers and me. For an internist, these experiences were profound and very different from my experience treating adults.A professor, an internationally known researcher in the field of leukemia, was in charge of the ward. Formal rounds were conducted on Tuesday mornings when the result of the bone marrow aspirates and the toxicity of the chemotherapy were reviewed. The day–to–day responsibility for [End Page 101] treatment and informing the mothers on the remission status on Mondays was my responsibility... (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)

This article discusses a particular example of the intelligent design argument, which is one of the theistic arguments put forward to prove the existence of God. The intelligent design argument, in contrast to evolutionary theory, is central to the debate between religion and science. In this context, the problem that the article deals with is the validity and persuasiveness of William A. Dembski's design argument based on spatial regularities. Both historical and contemporary versions of design arguments (...) mainly focus on spatial regularities. However, with the widespread acceptance of evolutionary theory in scientific and philosophical circles, design arguments based on spatial regularities have been severely criticized. The article aims to examine a contemporary example of design arguments based on spatial regularities, and to determine whether it maintains its strength against the objections originating from the theory of evolution. Literature review, one of the qualitative data collection methods, was used in the study, and the data were philosophically evaluated in terms of consistency and defensibility. This subject, which has a very comprehensive place in the debates in the context of philosophy of religion, science and religion, is limited to Dembski's proof and objections to him. As a result of this study, it will be argued that Dembski's design argument based on spatial regularities is not convincing enough in the face of criticisms originating from the theory of evolution. (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)

It has been posited that persuasive cues impart Evolution Wars communications with persuasive force extending beyond the merits of their communicated arguments. Additionally, it has been observed that the array of cues displayed throughout proevolutionist materials is exceeded in both the number and nuance of Darwin-skeptic persuasion techniques. This study reassesses these findings by exploring how persuasive cues in the Evolution Wars are being articulated with reference to the Cultural Cognition Thesis and Moral Foundations Theory. Observations of (...) Institute for Creation Research, Answers in Genesis, and the Center for Science and Culture media are reevaluated. These findings are juxtaposed with data pertaining to Richard Dawkins Foundation for Reason and Science, National Center for Science Education, and BioLogos Foundation broadcasts. The outcomes reveal how values claims and morally charged language are concentrated within the works of antievolutionists and New Atheist media makers, who collectively promote some manner of religion-science conflict. (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)

Commercial genetic testing offered over the internet, known as direct-to-consumer genetic testing (DTC GT), currently is under ethical attack. A common critique aims at the limited validation of the tests as well as the risk of psycho-social stress or adaption of incorrect behavior by users triggered by misleading health information. Here, we examine in detail the specific role of advertising communication of DTC GT companies from a medical ethical perspective. Our argumentative analysis departs from the starting point that DTC GT (...) operates at the intersection of two different contexts: medicine on the one hand and the market on the other. Both fields differ strongly with regard to their standards of communication practices and the underlying normative assumptions regarding autonomy and responsibility. Following a short review of the ethical contexts of medical and commercial communication, we provide case examples for persuasive messages of DTC GT websites and briefly analyze their design with a multi-modal approach to illustrate some of their problematic implications. We observe three main aspects in DTC GT advertising communication: (1) the use of material suggesting medical professional legitimacy as a trust-establishing tool, (2) the suggestion of empowerment as a benefit of using DTC GT services and (3) the narrative of responsibility as a persuasive appeal to a moral self-conception. While strengthening and respecting the autonomy of a patient is the focus in medical communication, specifically genetic counselling, persuasive communication is the normal mode in marketing of consumer goods, presuming an autonomous, rational, independent consumer. This creates tension in the context of DTC GT regarding the expectation and normative assessment of communication strategies. Our analysis can even the ground for a better understanding of ethical problems associated with intersections of medical and commercial communication and point to perspectives of analysis of DTC GT advertising. (shrink)

Prior research on ethics codes has suggested, but rarely tested, the effects of code design alternatives on the impact of codes. This study considers whether the presence of explanatory rationales and descriptions of sanctions in ethics codes affects recipients'' responses to a code. Theories of organizational justice and persuasive communication support an expectation that rationales and sanctions will be positively related to code recipients'' recall of code content and perceptions of organizational justice. Content recall is an obvious precondition (...) of code compliance; justice perceptions have multiple implications for the attitudes and actions of organizational members. Results show that explanatory rationales are associated with a statistically significant increase in perceptions of organizational procedural justice, but that rationales and sanctions generally show no relationship to distributive justice perceptions and accurate content recall. These results suggest that common prescriptions regarding ethics code design are of uncertain value apart from further research which unearths the relationships among the intended and perceived purposes of codes, the organizational settings in which they are applied, and a wide variety of code designs. (shrink)

This pilot study examined the idea that use of a mobile technology can have positive consequences for both individual users and, indirectly, society. The augmented reality (AR) application used here is defined as a persuasive technology because it is intended to modify users’ attitudes or behaviours. The application was designed for personal use although it can generate indirect benefits for users’ communities as well as for users themselves. The application was tested on a small sample in a controlled setting (...) in order to observe how it was used and to evaluate its efficacy as a source of information and tool for persuasion. The results showed that opinions of the AR device were generally positive; moreover, participants admitted that it improved their awareness of environmental issues. The strengths of this research are that it shows how the use of persuasive technologies can have collective benefits and demonstrates their informational power. (shrink)

Beyond Reference and Designation: On Interactive Implications of the Pronoun I in English Using English-language material the paper aims to elaborate a theoretical model for the study of personal pronouns which could account for those uses of pronouns that go beyond their typical deictic function of indicating speech-event participants. The proposed analysis focuses on the following two usage types of the pronoun I: I say, there are lots of places to see there; I tell you, John is the one to (...) rely on. It is argued that despite idiomatic boundedness of the pronoun I in the expressions I say and I tell you the pronoun does contribute to the pragmatic effects of the utterances in and, namely, the effects of attention seeking and persuasion respectively. It is assumed that these effects could be attributed to interactive implications of the pronoun I that typically emerge in situations of dialogic discourse. To account for interactive orientedness of the first-person pronoun the paper puts forward two interrelated hypotheses. First, it is supposed that the first-person pronoun functions as a sign which is indexed to four regular contexts: referential context, perceptual context, the context of the speaker's subjective experiences, the context of interaction. Second, it is hypothesized that interactive implications of the pronoun I are introduced into oral discourse due to the interplay of two or more of the postulated contexts. Both hypotheses are further substantiated with reference to examples of oral discourse drawn from English-language fiction. (shrink)

Despite widespread discussion of the impact of corporate social responsibility activities on consumer perceptions, little research has examined how consumers cope with CSR-based crisis response messages as a bolstering strategy. To fill this gap, we propose a framework integrating situational crisis communication theory with the persuasion knowledge model, applying the model to an experiment with a 2 × 2 × 2 between-subjects factorial design. In Study 1, we found interaction effects between CSR motives and crisis type on word-of-mouth intention (...) and purchase intention. In addition, inferences about CSR motives interacted with perceptions about CSR history on purchase intention. In Study 2, we replicated study 1 and found that crisis responsibility mediated the main effect of crisis type on behavioral intentions, but neither the main effect of CSR motives and CSR history nor the interactions effects among those variables were mediated by crisis responsibility. Our results indicate that consumer inferences from a company’s CSR-based crisis communications play a significant role in increasing consumer behavioral intentions in two situations: when a crisis is accidental and when a CSR history is short. Ethical and theoretical implications are discussed. (shrink)

In lieu of an abstract, here is a brief excerpt of the content:Commentary on “Towards a Design-Based Analysis of Emotional Episodes”Margaret A. Boden (bio)The theoretical work of Wright, Sloman, and Beaudoin is a significant contribution to our understanding of the nature and function of emotions, and potentially also to therapeutic method. Their message that emotions, as controlling and scheduling mechanisms, are essential to any complex intelligent system (that is: one with multiple and potentially conflicting motives, and situated in a (...) changing and unfriendly world) is important. It encourages cognitive psychologists to regard emotions as a central aspect of intelligence, not to sideline (or even to forget) them, as is too often done. In addition, it shows—at least in general outline—how emotions might be understood in computational terms.Critics of computational psychology too often assume that emotions and motivation must lie outside its scope. This is not so, although it is true that relatively little computational work has been done in this area. Interestingly, the very early days of AI saw a comparatively high proportion of models of multiple goal-seeking, affective processes, and even personality (see, for example, the papers in Tomkins and Messick 1963). But, inevitably, these were so crude as to be almost useless in illuminating the nature of emotion and motivation. As AI-workers and their psychologist colleagues found to their cost, it is difficult enough to model the pursuit of one goal, never mind the pursuit of several mutually conflicting goals. Accordingly, personality and emotion soon faded from the scene as preferred topics of computational research—but not before I too had argued that they could, in principle, be so addressed (Boden 1965; 1972).I suggested—in the sketchiest terms—that the concepts of William McDougall’s personality theory could be interpreted in a computational fashion (Boden 1965; 1972). His concept of sentiment, for example, marks what Wright et al. call “goal-sets,” and his master sentiment of self-regard relates to the descriptive and normative aspects of the self-image to which they draw our attention. He even described emotions as (conscious) control mechanisms, enabling the subject to monitor the incipient excitement of distinct types of motivation, and (sometimes) to adjust behavior so as to facilitate or inhibit the otherwise-inevitable response. What the target-authors have done is to put subtle and sophisticated computational flesh onto these minimalist theoretical bones.McDougall himself, of course, will be turning in his grave. He saw affect as partly conscious (as well as dispositional), and argued that consciousness—and purposive behavior too—cannot possibly [End Page 135] be given a mechanistic, or physicalist, explanation. Despite Wright et al.’s persuasive anti-reductionist remarks about the necessity for highly abstract (psychological) levels of explanation, he would not have accepted that such explanations could be computationally grounded. He even insisted that the neurophysiological ground of goal-seeking behavior involved a special sort of energy, or horme, intrinsically directed to specific ends. Presumably, no professional reader today would agree with McDougall on that point. But many may agree with him about consciousness. And many more will insist that consciousness is a crucial aspect—perhaps the crucial aspect—of emotion. Such critics will doubtless point out that our three authors explicitly “factor out,” or refuse to discuss, consciousness as such.Wright et al.’s rhetorical reserve on this point is defensible on two counts. First, even though emotions do involve conscious sensations, the dispositional and control aspects of affect are at least as important. Indeed, it is evident from the quotations from individuals reacting to bereavement that people often describe the phenomenology of grief in terms of these sorts of factors, rather than in a “purely qualitative” fashion (whatever that might be). Even so, these dispositional aspects of emotion are often overlooked, or regarded as less significant than the conscious phenomenology. And second, theoretical psychologists in general sideline consciousness: either they ignore it entirely, or they take it for granted philosophically and ask about the conditions under which it appears or disappears. They are well advised to do so, since we do not yet understand this concept (more accurately: this mixed bag of related concepts) at the philosophical level. Even a journal whose title has “Philosophy” as its leading... (shrink)

Companies faced with a crisis sometimes blame others in their communications, when they feel that responsibility for the negative event lies elsewhere. Research has argued that stakeholders often react negatively to this type of message, because they perceive them as an unfair attempt to deny responsibility. In four experiments, examining blame directed at an employee and a supplier, we complement existing research by demonstrating that blame-giving messages can be persuasive in certain circumstances. Blame-giving communications can improve perceptions of firm (...) ethicality more than apologies or an absence of corporate communication. This effect, in turn, reduces negative word-of-mouth intentions. The study identifies several boundary conditions for this effect. For blame-giving to be effective, a credible third party needs to identify who is responsible for wrongdoing, and the company needs to use vivid communication with detailed information about the culprit. Furthermore, blame-giving can backfire: when stakeholders doubt the company’s honesty, this type of messaging is seen as manipulative. The study contributes to a developing research stream on the relative effectiveness of different types of crisis communications by demonstrating that, in certain circumstances, blame-giving messages are more persuasive than apologies. Moreover, our analysis offers guidelines on how to design these messages to make them acceptable to stakeholders. (shrink)

In lieu of an abstract, here is a brief excerpt of the content:Commentary on “Towards a Design-Based Analysis of Emotional Episodes”Cristiano Castelfranchi (bio) and Maria Miceli (bio)Keywordsgrief, suffering, attachment, agent architectureThis paper is significant in many respects: its approach (the design-based analysis); its proposed architecture; its description of grief; and its self-control/perturbance theory. We would offer some remarks on each of these aspects.AI: Back to the FutureAfter some years of crisis, AI seems now to have recovered its original (...) challenging attitude and its identity. In particular all the original ambitions of AI have been renewed under the label of “autonomous agents” (see, for example, Russell and Norvig 1995; Wooldridge and Jennings 1995). This paper and its authors are good representatives of this challenging attitude. Of course, the AI appearing at century’s end is different from, say, the AI of the 1980s. AI systems and models are now conceived for reasoning and acting in open unpredictable worlds, with limited and uncertain knowledge, in real time, with bounded (both cognitive and material) resources, with hybrid architectures, interfering—either co-operatively or competitively—with other systems. The new password for the AI of the 1990s is interaction (Bobrow 1991): interaction with an evolving environment; among several, distributed and heterogeneous artificial systems in a network; with human users; and among humans through computers.This renewed AI, however different though it is in some ways, can be understood as returning to its original aim of modeling “intelligence”: not only static and isolated sub-functions of intelligence but the integrated and pragmatic functioning of autonomous agent architectures as against algorithms. Our renewed AI, based on architectures, can again have important exchanges with other (psychological and social) sciences. This paper is a good example of the fruitful cross-fertilization of ideas which may result from such exchanges. It was indeed just this which originally gave rise to cognitive science.The ArchitectureThe proposed architecture, although quite speculative, and—as the authors themselves emphasize—very much a first sketch, is directly relevant to this new AI. In fact, recent research efforts in the agent-architecture domain are focused exactly on the problem of “goal dynamics” [End Page 129] or “motive processing,” which is the core of this architecture, and on the problem of integrating reactivity and deliberation. Compared with current AI architectures (for example, BDI systems) it is important to note that this “motive-processing” architecture is not yet formalized or implemented to the same extent. On the other hand, it is more interesting from a psychological point of view, and is already able to give us some important insights into human emotions, in particular those emotions (like grief) that involve all or total loss of control of management processes.The Report-Based Analysis of GriefThe report-based description of grief provides a persuasive and rich basis for both modeling and discussing the model. The relevant features of this emotion are well characterized with reference to the self-control problem and motive-processing (though, as we shall see, to use grief as an example of those emotions that involve all or total loss of control of thought processes may provide a partially distorted view of grief itself). In particular, we would stress the relevance of the “intrusive” character of grief-related contents; the rejection of certain beliefs due to the psychic pain they cause; the coping strategies people describe; and the second order motivations related to the control of the emotional state. We believe that psychological models especially of these aspects are usually less specific and explanatory.Let us now try to synthesize some criticisms one could advance of this analysis. We will first address two core notions of the model—perturbance and self-control—and then consider more specifically the treatment of grief.PerturbanceThis notion is potentially very interesting, unless it is reduced to an information processing perspective (e.g., perturbance of attentive processes). An information processing perspective is much more limited than a motive-processing one—at least in the limitative sense of the term, as it is generally used in the psychology of cognitive processes—and is in our view insufficient for understanding human emotions and their role. This limiting interpretation of perturbance fails... (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)

It is unclear how an argumentative environment would select for better reasoning given three general findings. First, argument rationality typically fails to persuade poor reasoners. Second, reasoned argumentation competes with more persuasive and less rational arguments for limited cognitive resources. Third, those poor at reasoning fail to distinguish between valid and invalid arguments. Reasoning, therefore, is poorly designed for argument.

Strengthen your understanding of the persuasive mechanisms used by terrorist groups and how they are effective in order to defeat them. Weaponized Words applies existing theories of persuasion to domains unique to this digital era, such as social media, YouTube, websites, and message boards to name but a few. Terrorists deploy a range of communication methods and harness reliable communication theories to create strategic messages that persuade peaceful individuals to join their groups and engage in violence. While explaining how (...) they accomplish this, the book lays out a blueprint for developing counter-messages perfectly designed to conquer such violent extremism and terrorism. Using this basis in persuasion theory, a socio-scientific approach is generated to fight terrorist propaganda and the damage it causes. (shrink)

Working in Germany between the two world wars, John Heartfield developed an innovative method of appropriating and reusing photographs to powerful political effect. As a pioneer of modern photomontage, he sliced up mass media photos with his iconic scissors and then reassembled the fragments into compositions that utterly transformed the meaning of the originals. In John Heartfield and the Agitated Image, Andrés Mario Zervigón explores this crucial period in the life and work of a brilliant, radical artist whose desire to (...) disclose the truth obscured by the mainstream press and imperial propaganda made him a de facto prosecutor of Germany’s visual culture. Zervigón charts the evolution of Heartfield’s photomontage from an act of antiwar resistance into a formalized and widely disseminated political art in the Weimar Republic. Appearing on everything from campaign posters to book covers, the photomonteur’s notorious pictures challenged well-worn assumption and correspondingly walked a dangerous tightrope over the political, social, and cultural cauldron that was interwar Germany. Zervigón explains how Heartfield’s engagement with montage arose from a broadly-shared dissatisfaction with photography’s capacity to represent the modern world. The result was likely the most important combination of avant-garde art and politics in the twentieth century. A rare look at Heartfield’s early and middle years as an artist and designer, this book provides a new understanding of photography’s role at this critical juncture in history. (shrink)

A persuasive argument that theism is a Humean “natural belief” relies on the assertion that belief in intelligent design is caused by “Cleanthes’s propensity,” introduced in Hume’s Dialogues—a universal propensity to believe in a designer triggered by the observation of apparent telos in nature. But Hume neverclaims in his own voice that religious belief is founded on anything like Cleanthes’s propensity. Instead, in the Natural History, he argues that the belief in invisible intelligent power is caused by the (...) psychological propensity to anthropomorphize triggered by the observation of disorder. I argue that religious belief is among theHumean natural beliefs only if this propensity is relevantly similar to the propensity responsible for inductive beliefs—the paradigmatic case of natural belief. Evidence from the Natural History and Treatise confirm that this is not the case. I conclude that belief in intelligent design is not, for Hume, a natural belief. (shrink)

Value-sensitive design theorists propose that a range of values that should inform how future social robots are engineered. This article explores a new value: digital well-being, and proposes that the next generation of social robots should be designed to facilitate this value in those who use or come into contact with these machines. To do this, I explore how the morphology of social robots is closely connected to digital well-being. I argue that a key decision is whether social robots (...) are designed as embodied or disembodied. After exploring the merits of both approaches, I conclude that, on balance, there are persuasive reasons why disembodied social robots may well fare better with respect to the value of digital well-being. (shrink)

This study extended the scope of previous findings in human–computer interaction research within the computers are social actors paradigm by showing that online users attribute perceptions of moral qualities to Websites and, further, that differential perceptions of morality affected the extent of persuasion. In an experiment (N = 138) that manipulated four morality conditions (universalist, relativist, egotistic, control) across worldview, a measured independent variable, users were asked to evaluate a Web site designed to aid them in making ethical decisions. Web (...) sites offered four different types of ethical advice as participants contemplated cases involving ethical quandaries. Perceptions of the Web sites’ moral qualities varied depending on the type of advice given. Further, the Web sites’ perceived morality and participants’ worldview predicted credibility, persuasiveness, and attitudes toward the Web sites. (shrink)

Fincher & Thornhill's (F&T's) parasite-stress theory of sociality is supported largely by correlational evidence; its persuasiveness would increase significantly via lab and natural experiments and demonstrations of its mediating role. How the theory is linked to other approaches to group differences in psychological differences and to production and dissemination of cultural ideas and practices, need further clarification. So does the theory's view on the possible reduction of negative group interactions.

My aim is to suggest that there is a case for using a randomised consent design in some neonatal trials. As an example I use the trials of extracorporeal membrane oxygenation (ECMO) in neonates suffering pulmonary hypertension. In some trials the process of obtaining consent has the potential to harm the subject, for example, by disappointing those who end in the control group and by creating additional anxiety at times of acute illness. An example of such were the trials (...) of extracorporeal membrane oxygenation (ECMO) in neonates suffering pulmonary hypertension. Pre-randomised consent could avoid or lessen these harms. However, a number of ethical objections are made to these research designs. They involve denial of information, using people, denial of choice, and "overselling" of allocated treatment. Furthermore, they are the wrong response; better communication might be the answer, for example. I argue that these objections are not completely persuasive. However, they are enough to suggest caution in the use of such designs. (shrink)

Gives two pared-down versions of the argument from design, which may prove more persuasive as to a Creator, discusses briefly the mathematics underpinning disbelief and nonbelief and its misuse and some proper uses, moves to why the full argument is needed anyway, viz., to demonstrate Providence, offers a theory as to how miracles (open and hidden) occur, viz. the replacement of any particular mathematics underlying a natural law (save logic) by its most appropriate nonstandard variant. -/- Note: This (...) is an extended abstract; there are no present plans to complete it. (shrink)

PurposeHelping Autism‐diagnosed teenagers navigate and develop socially is an EU research project in progress. The aim of HANDS is to investigate the potential of persuasive technology as a tool to help young people diagnosed, to whatever degree, as autistic. The HANDS project set out to develop mobile ICT solutions to help young people with autism become more fully integrated into society and the purpose of this paper is to present an overview of the design behind the HANDS toolset. (...) class='Hi'>Design/methodology/approachThe topic of credibility is approached from an analytical, as well as an ethical, angle in order to address issues of credibility in relation to designing assistive technological tools. In addition, the authors set out to explore possible ways in which credibility can be evaluated. The paper presents a preliminary method for the evaluation of credibility; but which requires further refinement, as well as empirical support in order to inform us about issues of system credibility. Therefore, the suggested method reflects a working hypothesis which may serve as a springboard for further investigation.FindingsThe authors propose a preliminary method which reveals the necessity of certain preconditions requisite for evaluating the credibility of a system; and, in this way, seek to establish an ethically sound evaluation procedure for analysing credibility, by combining quantitative and qualitative assessments of system credibility.Research limitations/implicationsFurther investigation of the evaluation process is needed to develop a standard for resolving the credibility of a system. Naturally, such a standard would serve not only as a tool for measuring credibility but also as a didactic tool for scaffolding a pedagogic dialogue between teacher and learner. It becomes important, therefore, to undertake the task of developing this standard in collaboration with the teachers in the HANDS project.Originality/valueThe paper discusses credibility issues and ethical concerns with a view to designing mobile solutions for autism‐diagnosed teenagers. The ideas expressed and developed herein are applicable to many assistive, technological tools available to persons with special needs. (shrink)

The prevalence of negative representations of Alzheimer’s disease reinforces the stigma and negative attitudes toward this dementia. To mitigate these negative views, campaigns have been launched by several organizations. This study aims to explore the effect of framing in AD campaigns on attitude change. For this purpose, several posters were designed with framed messages defining dementia and 189 participants were shown the posters. In order to analyze the effect of the different frames, a repeated-measures design was used, in which (...) attitudes toward dementia were measured three times. The impact of the campaign and the emotions it produced were recorded as well as the effects of the participants’ experience with AD and the importance they attached to it. Posters with unity-framed messages produced a positive and lasting change in attitudes toward dementia and higher levels of happiness, while dualism-framed messages had a greater impact and produced feelings of sadness, anger, and fear but did not change the audience’s attitude. Although more research is needed on persuasion in campaigns, the findings can serve to guide the design of AD campaigns. (shrink)

At the outset of this discussion, I undertook to present an argument from design which would follow Swinburne's example in making use of a priori judgments, while avoiding some of the objections which have been posed in response to his treatment of these issues. So we need to ask: how does this approach to the question of design compare with Swinburne's?Swinburne argues that a chaotic world is a priori more likely than an ordered world: this consideration provides one (...) central reason, on his account, for giving an explanation of some sort for the world's regularity. The other central argument he advances for this claim is the argument from analogy (in terms of the coins) which we noted earlier. The approach I have taken offers an alternative route to this same conclusion. In particular, it substitutes the simpler a priori judgments recorded in (i) and (ii) for the rather difficult and contentious claim that chaos is a priori more likely than order. In place of this claim, I have offered the judgment that order, or recurrence, is more likely given the activity of a common source or common kind of source than otherwise: this proposal does not commit us to a view either way on the question of whether order is a priori likely per se. Moreover, in place of Swinburne's analogical argument, I have offered an a priori approach, with the advantages I have noted.Given that recurrence is to be explained, we might ask: why offer an explanation in terms of design? On this point, Swinburne argues, for instance, that no other explanation of temporal regularity is even possible a priori. Again, the a priori principles which I have used, in (iv) and (v), may be less ambitious, but at the same time more persuasive. In support of this same idea, Swinburne also cites various ideas to do with the predictive power of the idea of design. I have tried to bring out the role of this sort of consideration in terms of my principle (v). Principle (iv) has no place in Swinburne's account, in view of his reliance on the principle of simplicity as a measure of prior probability.Lastly, we may ask: if we are to cite a designer, are there reasons for attributing to this agent more powers than are needed for the production of the effect to be explained? On this point, Swinburne cites the principle of simplicity. Again, my approach avoids what has proved to be a relatively controversial judgment about the nature of a priori probabilities, offering in place of the principle of simplicity the less ambitious principle recorded in (iii). At this point, I have moreover inverted the logical sequence of Swinburne's argument: it seems to me that, in the ways I have indicated, it is helpful to consider the extent of the powers of the source of recurrence before addressing the question of design.In these various ways, I hope I have made good my undertaking to present an argument which avoids some of the controversy surrounding the particular measures of a priori probability which figure in Swinburne's argument. Moreover, I hope that this approach provides an indication of how a priori judgments may function in a relatively unproblematic way within an argument from design, in so far as (i)–(v) are all rather modest proposals. In sum, the argument I have presented is distinguished by its explicit use of the a priori judgments recorded in (i)–(v), by its attempt to buttress in this fashion analogical forms of argument, and by the logical role it gives to the idea that the source of regularity possesses more powers than are required for the production of this effect.Lastly, we might ask: how persuasive is this argument? Of course, the cogency of the idea of design depends upon the balance of debate in other areas of the philosophy of religion, especially upon our ability to provide some account of the existence of evil. In this paper, I have been concerned to argue simply that recurrence by kind provides evidence for design: I have not addressed the question of whether other features of the world provide good evidence against the idea of (benevolent) design. However, if we confine our attention to this one phenomenon, there is it seems to me good evidence for the idea of design, (i) and (ii) suggest that recurrence surely calls for some explanation; (iii), together with the existence in nature of statistical irregularities, suggests that whatever provides this explanation could have brought about other effects besides; and design seems the only clear explanation of why this effect should have been brought about, if (as I have argued) analogies drawn from vegetable and animal reproduction fail, and if we cannot explain the effect satisfactorily by reference to the conditions of observation. Moreover, I have argued that there are reasons for supposing that the probability a priori of design is relatively high in relation to the probability a priori of any rival hypothesis of equivalent predictive power. In brief, this is because the design hypothesis (unlike the hypothesis of theism) can cite an agent of relatively indeterminate power in order to account for the phenomenon to be explained. In this regard, it is less ‘precisely defined’ than any rival hypothesis of equivalent predictive power. If all of this is so, then as philosophers from early times have supposed, temporal regularity provides the basis for a powerful argument in favour of design. It remains true, of course, that its import can be judged in full only when we have taken into account the relevance of other phenomena, many of which are apparently less favourable to the idea of design. (shrink)

The Internet has been identified in human enhancement scholarship as a powerful cognitive enhancement technology. It offers instant access to almost any type of information, along with the ability to share that information with others. The aim of this paper is to critically assess the enhancement potential of the Internet. We argue that unconditional access to information does not lead to cognitive enhancement. The Internet is not a simple, uniform technology, either in its composition, or in its use. We will (...) look into why the Internet as an informational resource currently fails to enhance cognition. We analyze some of the phenomena that emerge from vast, continual fluxes of information–information overload, misinformation and persuasive design—and show how they could negatively impact users’ cognition. Methods for mitigating these negative impacts are then advanced: individual empowerment, better collaborative systems for sorting and categorizing information, and the use of artificial intelligence assistants that could guide users through the informational space of today’s Internet. (shrink)