I fattori della comunicazione persuasiva

• Authors: Tymosiewicz Piotr

Title variants

EN

The factors of persuasive communication

PL

Charakterystyka wybranych elementów komunikacji perswazyjnej

• Languages of publication: IT

Abstracts

IT

La persuasione probabilmente era presente fin dal primo scambio comunicativo tra gli esseri umani, in quanto l’uomo è sempre stato interessato a cambiare le idee e le opinioni degli altri e a convincere gli altri a comportarsi in un certo modo più che in un altro. Perciò i processi persuasivi costituiscono uno degli argomenti chiave della psicologia sociale. In questo campo si sono svolte tante ricerche che si sono focalizzate su vari fattori della persuasione. Nella nostra analisi in questo articolo abbiamo preso in considerazione tre di questi fattori: il messaggio, la fonte e il ricevente.

EN

Persuasion may have been present in the earliest communication exchanges between people, as humans have always been interested in influencing the thoughts, beliefs and behaviors of others. Therefore, persuasive processes are one of the key issues in social psychology. In this area, there have been many studies focused on various variables relating to persuasive communication. In this article, we focus on the analysis of selected elements of persuasion, namely the message, the source and the recipient.

PL

Perswazja mogła być obecna już w pierwszych wymianach komunikacyjnych pomiędzy ludźmi, jako że człowiek był od zawsze zainteresowany wpływaniem na myśli, przekonania i zachowania innych osób. Dlatego też procesy perswazyjne stanowią jedno z kluczowych zagadnień w psychologii społecznej. W tym obszarze przeprowadzono wiele badań skoncentrowanych na różnych zmiennych odnoszących się do komunikacji perswazyjnej. W niniejszym artykule skupiliśmy się na analizie wybranych elementów perswazji, a mianowicie na treści komunikatu perswazyjnego, źródle oraz odbiorcy tego komunikatu.

Keywords

IT

comunicazione persuasiva; influenza sociale; psicologia della persuasione

EN

persuasive communication; social impact; psychology of persuasion

PL

komunikacja perswazyjna; wpływ społeczny; psychologia perswazji

• Publisher: Wyższe Seminarium Duchowne im. św. Jana Pawła II Diecezji Siedleckiej
• Journal: Teologiczne Studia Siedleckie
• Year: 2023
• Issue: Teologiczne Studia Siedleckie XX
• Pages: 261-285

Dates

published

2023-12-12

Contributors

author

Tymosiewicz Piotr

• AWF Biała Podlaska

• https://orcid.org/0000-0003-1655-983X

References

• Allen, M. (1991). Meta’analysis comparing the persuasiveness of one’sided and two’sided messages. Western Journal of Speech Communication 4 (55), 390-404.
• Anolli, L. (2002). Psicologia della comunicazione. Bologna: Il Mulino.
• Bornstein, R. F. (1989). Exposure and affect: Overview and meta-analysis of research, 1968-1987. Psychological Bulletin 2 (106), 265-289.
• Bostrom, R. N. (1990). La persuasione. Torino: Nuova ERI.
• Cacioppo, J. T., Petty, R. E., Sidera, J. A. (1982). The effects of a salient self-schema on the evaluation of proattitudinal editorials: top-down versus bottom-up message processing. Journal of Experimental Social Psychology 4 (18), 324-338.
• Cavazza, N. (2009). Comunicazione e persuasione. Bologna: Il Mulino.
• Cavazza, N. (2006). La persuasione. Bologna: Il Mulino.
• Chaiken, S. (1980). Heuristic versus systematic information processing and the use of source versus message cues in persuasion. Journal of Personality and Social Psychology 5 (39), 752-766.
• Fisher, J. D., Rytthing, M., Heslin, R. (1976). Hands touching hands: affective and evacuative effects of an interpersonal touch. Sociometry 4 (39), 416-421.
• Guéguen, N., Fischer-Lokou, J. (2003). Another evaluation of touch and helping behavior. Psychological Reports 1 (92), 62-64.
• Hewstone, M., Stroebe, W. (2002). Introduzione alla psicologia sociale. Bologna: Il Mulino.
• Hornik, J. (1992). Effects of physical contact of customers’ shopping time and behavior. Marketing Letters 1 (3), 49-55.
• Hovland, C. I. (1938). Experimental studies in rote learning theory. II. Reminiscence with varying speeds of syllable presentation. Journal of Experimental Psychology 4 (22), 338-353.
• Hovland, C. I., Weiss, W. (1951). The influence of source credibility and communication effectiveness. The Public Opinion Quarterly 4 (15), 635-650.
• Hovland, C. I., Lumsdaine, A. A., Sheffield, F. D. (1949). Experiments on mass communication. Princeton: Princeton University Press.
• Janis, I. L., Feshbach, S. (1953). Effects of fear-arousing communications. The Journal of Abnormal and Social Psychology 1 (48), 78-92.
• Mazen, R., Leventhal, H. (1972). The influence of communicator-recipient similarity upon the beliefs and behavior of pregnant women. Journal of Experimental Social Psychology 4 (8), 289-302.
• Miller, N., Campbell, D. T. (1959). Recency and primacy in persuasion as a function of the riming of speeches and measurement. Journal of Abnormal and Social Psychology 1 (59), 1-9.
• Moscovici, S., Doms, M. (1982). Compliance and conversion in a situation of sensory deprivation. Basic and applied social psychology 2 (3), 81-94.
• Mucchi Faina, A. (1996). L’influenza sociale. Bologna: Il Mulino.
• Nisbett, R. E., Ross, L. (1980). Human inference: Strategies and shortcomings of social judgment. Englewood Cliffs: Prentice Hall.
• Petty, R. E., Wells, G. L., Heesacker, M., Brock, T. C., Cacioppo, J. T. (1983). The effects of recipient posture on persuasion: a cognitive response analysis. Personality and Social Psychology Bulletin 2 (9), 209-222.
• Pratkanis, A. R., Aronson E. (2003). L’età della propaganda. Usi e abusi quotidiani della persuasione. Bologna: Il Mulino.
• Sherif, M., Hovland, C. I. (1961). Social judgment: assimilation and contrast effects in communication and attitude change. Yale: Yale University Press.
• Vannoni, D. (2007). Manuale di psicologia della comunicazione persuasiva. Torino: UTET.
• Zajonc, R. B. (1968). Attitudinal effects of mere exposure. Journal of Personality and Social Psychology 9, nr 9, 1-27.

Identifiers

DOI

10.5281/zenodo.10343849