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1

Czy grozi nam potop? Wpływ huśtawki emocji na uległość wobec komunikatów perswazyjnych

100%
Gusztyła K.
Psychologia Społeczna
|
2007
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vol. 2
|
issue 1(3)
42-51
EN
Two studies investigated connections between the emotional see – saw and the effectiveness of persuasion. In both experiments a sudden interruption of emotion influenced compliance towards attempts to direct opinions. Experiment 1 showed an interesting example of an opposing effect of the emotional see- saw. In the case when subjects were presented with convincing arguments that the greenhouse effect would have negative consequences on the environment, a sudden withdrawal of the source of emotion increased the certainty that pro – ecological actions should be undertaken. In the second condition, the subjects were expected to express their own opinions about climate warming. In this case the emotional see – saw reduced the above certainty. Experiment 2 proved that the emotional see – saw increased the acceptance of persuasive arguments only when they came from a high reliability source.
2

DIALOGUE AS A PERIPHERAL CUE IN ELABORATION LIKELIHOOD MODEL OF PERSUASION

100%
Kalecinska-Adamczyk E.
Psychological Studies
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2007
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vol. 45
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issue 4
29-39
EN
The study aimed at evaluating of a dialogue as a technique of persuasion.The natural experiments were provided. According to the Elaboration Likelihood Model of Persuasion the way of persuasive communication (dialogue vs monologue) and kinds of the objects of persuasion were manipulated to observe the effects on peripheral attitudes changes and compliance. In two experiments, the dialogue technique appeared to be more effective than monologue one. Particularly, in groups of disadvantaged objects, the difference in attitudes was extremely evident: In dialogue conditions the attitudes were more favorable towards the 'suspicious' objects and more congruent with agitators' opinions than in monologue conditions. The rule of friendship is likely to be the potential mechanism of the observed efficiency of the dialogue.
3

MECHANISMS OF INDIRECT PERSUASION IN MEDIA RELATIONS TEXTS

100%
Sujkowska-Sobisz K.
Stylistyka
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2005
|
vol. 14
533-548
EN
The authoress considers functions of media relations texts. It is proved that, in spite of their authors' declarations, a persuasive function is dominating in such texts. Mechanisms of indirect persuasion were described by using methods offered by cognitive linguistic and given by R. Langacker, G. Lakoff and M. Johnson. The authors of the media relation texts deliberately use the following language metaphors: THE INSTITUTION IS A WINNER, THE INSTITUTION IS A FRIEND, THE INSTITUTION IS A MAN, THE INSTITUTION'S ACTIVITY IS SPORTS COMPETITION, THE INSTITUTION'S ACTIVITY IS WAR.
4

Perswazja i manipulacja w kontekście procesu wywierania wpływu w grupie

100%
Winkler R.
Zeszyty Naukowe Uniwersytetu Ekonomicznego w Krakowie
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2011
|
issue 871
167-180
EN
The paper looks at the issues of persuasion and manipulation. The first aim of the paper was to distinguish persuasion from manipulation, in terms of both their similarities and differences. The phenomenon of persuasion is appropriate in cooperation, while manipulation is more appropriate in competitive settings. The second part of the paper discusses the typology of persuasion and manipulation techniques.
5

STRONG ARGUMENTATIVE ORIENTATION OF THE MESSAGE MAKES THE COGNITIVE CLOSURE EASIER: THE CASE FOR A PERSUASIVE HEALTH COMMUNICATION

88%
Coppola V., Girandola F., Camus O.
Studia Psychologica
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2020
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vol. 62
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issue 1
5 – 22
EN
The rationale of this study is that scalar adverbs are likely to act as a convenient means to achieve cognitive closure because they stress the argumentative orientation of the message. Based on this assumption, an experiment shows that the introduction of scalar adverbs in the message decreases the extent of its cognitive elaboration and increases its perceived quality and effectiveness for people high in need for closure, but not for people low in need for closure, for whom the outcomes are reversed with regard to perceived quality and persuasiveness of the message. To what extent such outcomes are likely to be affected by some variables traditionally studied in the persuasion literature is addressed in the discussion.
6

TWO ROUTES TO PERSUASION OR JUST ONE ROUTE? CHANGE OF ATTITUDES TOWARD THE EUROPEAN PARLIAMENT ELECTIONS

88%
Ziaja J., Plaskocinski A., Kossowska M.
Psychological Studies
|
2007
|
vol. 45
|
issue 3
81-91
EN
Current research on persuasion is dominated by two dual-process theories: the elaboration likelihood model and the heuristic-systematic model. According to them, persuasion can be accomplished via two distinct routes. Lately, there has appeared an alternative approach - the unimodel, which views persuasion phenomena in terms of a single process. The aim of the experiment was an attempt to verify both models. The experimental design included all the variables recognized as important from the perspective of both approaches (involvement, source expertise, source information length, argument quality, argument length, evidence appearance order). The research concerned attitudes toward the European Parliament election and was carried out in two stages. In the first stage, attitudes toward the elections were measured. In the target experiment, the key manipulations were made and the attitudes and the involvement were measured. The analyses showed, that low involvement subjects were influenced by argument strength, when the arguments were easy to elaborate. The results provide a support for the unimodel's notions.
7
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THE CREATION OF 'FORMATIVE PARAPHRASES' IN THE TEXTS OF ADVERTISEMENTS (IN THE CONTEXT OF REMARKS ABOUT THE WORD FORMATION OF NON-STANDARD LANGUAGES) (Polish title - below)

88%
Rogowska-Cybulska E.
Slavia Meridionalis
|
2009
|
vol. 9
38-46
EN
(Title in Polish - 'O kreowaniu 'parafraz slowotwórczych' w tekstach reklam (w kontekscie uwag o slowotwórstwie jezyków niestandardowych'). The article concerns the ways of understanding the terms of 'non-standard languages' and 'non-standard word formation'. It also concerns one of the non-standard formative means used as a persuasive tool in the texts of advertisements which is the usage of formative paraphrases in the neighbourhood of derivatives or the words created as derivatives. The formative paraphrases created for the needs of advertisements differ mainly from the standard formative paraphrases in the following ways: 1) the choice of improper basic word for a paraphrased word, 2) the lack of concord in the number of formative themes which appear in the paraphrased word and the number of basic words used in its paraphrase, 3) the improper selection of genus proximum.
8

IDEOLOGICKO-PERSUAZÍVNE PREJAVY V PUBLICISTICKÝCH TITULKOCH DENNÍKA PRAVDA V 60. ROKOCH 20. STOROČIA

75%
Molnárová P.
Slovenská reč (Slovak Language)
|
2020
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vol. 85
|
issue 2
191 – 211
EN
The contemporary newspaper headlines in the form of an individual part of the journalistic text fulfil, in addition to the basic information and orientation functions, also the function of evaluation, persuasion or manipulation. Tendencies of the latter result shape up the political and ideological context. In the 1960’s, the manifestations of ideology were reflected in the overlap with the linguistic sphere, creating a specific form of the language of socialism. The extra lingual overlap of ideology into language was applied in connection with formal shape and semantics of newspaper headlines in a nationwide political press of Communist Party in Slovakia. The aim of the paper is to identify, analyse and interpret the persuasive and ideologically determined elements in the analytical journalism in Pravda newspaper in the years 1961 – 1970. The research focuses both on a typographic depiction of headlines and of the occurrence, application and function of language in a lexical, semantic and stylistic level.
9
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Kontrowersje wokół reklamy. Próba podsumowania społecznej krytyki tego zjawiska

75%
Duda A.
Roczniki Nauk Społecznych
|
2011
|
vol. 3(39)
177-193
EN
Advertising is criticized from many angles, offering a variety of arguments and referring them to different contexts. However, it turns out that this fragmented and chaotic debate is concentrated on conclusions that have been formulated many times in the past, or on rather trivial statements that do not contribute much to the relation between the world of business and its „environment” on the one hand and consumers on the other. The basic meaning of advertisements should not arouse any controversies. Advertising promotes the ideology of consumption. It creates the desired patterns of behavior and of images that are available along with the purchase of a product in any drugstore or supermarket. One also can have no doubts about the fact that advertising does work. It is also able to instruct the consumer in such a way that he forgets where he got the information from. Advertising does work, although it does not control our behavior so closely as its most severe critics say.
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