叙事传输的说服机制

叙事传输是人们沉浸在故事情景中的独特心理过程,也是故事信息特有的说服机制.叙事传输会使决策者产生与现实世界脱离的感觉,体验到强烈的情绪,然后对故事产生认同,改变态度.本文在界定叙事加工、叙事传输等理论概念基础上,重点比较叙事传输与分析加工的差异,认为两者在信息内容组织、作用途径、判断逻辑、认知努力及问题距离上都有区别.进一步研究叙事传输与分析加工、自我控制、情景决策等理论领域的关系具有重要价值.     

Implicit Theories of Persuasion

This research explores whether individuals have implicit theories of persuasion. The first study sought to understand how persuasive strategies are cognitively represented. Using multidimensional scaling, two dimensions were identified. The first dimension distinguishes the types of tactics used to bring about attitude change. The second dimension differentiated the social acceptability of the persuasive strategies. The second stage of this research explored the nature of people's implicit theories of persuasion. Experiment 1 demonstrated that implicit theories of persuasion are sensitive to the operation of multiple goals in a situation. Experiment 2 found that implicit theories of persuasion reflect the audience's familiarity with the topic. In Experiment 3, implicit theories were demonstrated to be sensitive to the topic-relevant knowledge of the communicator.     

Argumentation as Rational Persuasion

I argue that argumentation is not to be identified with (attempted) rational persuasion, because although rational persuasion appears to consist of arguments, some uses of arguments are not attempts at rational persuasion. However, the use of arguments in argumentative communication to try to persuade is one kind of attempt at rational persuasion. What makes it rational is that its informing ideal is to persuade on the basis of adequate grounds, grounds that make it reasonable and rational to accept the claim at issue.     

Negotiation, Persuasion and Argument

Argument is often taken to deal with conflicting opinion or belief, while negotiation deals with conflicting goals or interests. It is widely accepted that argument ought to comply with some principles or norms. On the other hand, negotiation and bargaining involve concession exchange and tactical use of power, which may be contrasted with attempts to convince others through argument. However, there are cases where it is difficult to draw a clear distinction between bargaining and argument: notably cases where negotiators persuade others through `framing' and cases where the aims of negotiation have to do with public assertion and acceptance. Those cases suggest that the distinction between negotiation and argument is not absolute, and this raises the question whether rules about what is acceptable in argument and rules about what is acceptable in negotiation can all be viewed as instances of more general common norms about human interaction.     

Socratic Persuasion in the Crito

Socrates does not use the Laws' Speech in the Crito principally to persuade Crito to accept his coming execution. It is used instead to persuade Crito to examine and work on his inadequate view of justice. Crito's view of justice fails to coordinate one's duties to friends and those to the law. The Laws' Speech accomplishes this persuasive goal by accompanying Crito’s earlier speech. Both start from the same view of justice, one that Crito accepts, but reach opposing conclusions. Crito cannot judge between the two appealing speeches. His understanding of justice is too confused for him to decide well how to help Socrates. His need to explain what happened the morning he visited Socrates will prompt him and others to examine this indeterminate view of justice. Socrates foregoes direct refutation because Crito will not abide that usual way of interrogation. Engaging in short question-and-answer conversation is not the only way to bring a person to aporia and the intention to examine oneself. Socrates does not here undermine his assertions in the Apology about his ignorance, lack of interest in teaching, constant philosophizing, and his belief that what he does is question, examine, and test those he talks to.     

Argument,Inference, and Persuasion

This paper distinguishes between two types of persuasive force arguments can have in terms of two different connections between arguments and inferences. First, borrowing from Pinto (in Argument, inference, and dialectic, Kluwer Academic Pub, Dordrecht, 2001), an arguer's invitation to inference directly persuades an addressee if the addressee performs an inference that the arguer invites. This raises the question of how invited inferences are determined by an invitation to inference. Second, borrowing from Sorenson (J Philos 88:245–266, 1991), an arguer's invitation to inference indirectly persuades an addressee if the addressee performs an inference guided by the argument even though it is uninvited. This raises the question of how an invitation to inference can guide inferences that the arguer does not use the argument to invite. Focusing on belief-inducing inference, the primary aims here are (i) to clarify what is necessary for an addressee's belief-inducing inference to be invited by an argument used as an instrument of persuasion; and (ii) to highlight the capacity of arguments to guide such inferences. The paper moves beyond Pinto's (2001) discussion by using Boghossian's (Philos Stud 169:1–18, 2014) Taking Condition in service of (i) and (ii) in way that illustrates how epistemically bad arguments can rationally persuade addressees of their conclusions.

     

Persuasion via facts in political discussion

A theoretical model for analysing persuasive attempts in discussions with special emphasis on exchanges of political opinions where alleged facts play a salient role, is outlined. It is suggested that alleged facts put forward in a discussion can be categorized according to the degree of correspondence between the participants' judgments. A discussion which revolves around the validity of facts is characterized as an interactive sequence of mutual attempts to either transfer facts or obstruct the transfer of facts, to a category consisting of commonly accepted, reliable and relevant information. The model is applied to the politically delicate controversy over the causes for the stranding of a Soviet submarine near a Swedish naval base in 1981. The contending sides were shown to be extremely unwilling to accept facts introduced in the debate by each other, as both reliable and relevant. Results are discussed by reference to the role of preexisting beliefs in considerations of factual information. © 1997 John Wiley & Sons, Ltd.     

Persuasion Strategies Applied in Psychosocial Rehabilitation

Theoretically one of the most important questions in applied psychology is how people influence and control each other. What theoretical concepts can be used to explain these influences? Learning theory explanations have been popular in psychology, but other alternatives are also possible. In this article, rehabilitation is analysed through interactional persuasion strategies. Six strategies are proposed: coercion, threat, offer, guidance, appeal and appreciation. Each strategy corresponds to a specific atmosphere, and arouses either compatible or incompatible reactions from the target of a specific strategy. In the present model the major component of the persuasion strategy is the choice it provides. Choice depends on the amount of information and sense of personal control it provides. In order to attain specific rehabilitation objectives certain persuasion strategies are applied. Coercion, threat and offer are used for behavioural objectives and guidance; appeal and appreciation for cognitive-experiential objectives. In the last part of the article, various rehabilitation programmes are described by persuasion strategies.     

Construal Level Theory of Mobile Persuasion

This article introduces the construal level theory of mobile persuasion. Concepts associated with both construal level theory and mobile technology are articulated through a literature review and synthesized into a series of assumptions that relate specifically to persuasive communication. Eight theoretical propositions are proposed, introducing three message functions: shifting construal level orientation, bridging construal level perception of choice, and traversing psychological distance to choice. We argue that conceptual relationships between the affordances of mobile technology and construal level theory make mobile devices particularly suited to test and implement these propositions. Message success and message resistance are discussed through this framework. We specify the potential to use construal level theory in effective mobile health interventions and propose a research agenda to further apply construal level theory to the process of communication.     

How Sweetness Plays Sweetly in Persuasion

Three experiments explored how sweetness metaphors affect individuals’ attitudes. The results indicated that sweetness metaphors led to positive responses to the target advertisement and the advertised product, both when the sweetness was actually experienced (Experiment 1) and when the sweetness experience was imagined (Experiment 2 and 3). In Experiment 1, participants who directly experienced a sweet taste evaluated a mineral water advertisement more positively than those who did not experience a sweet taste. Experiment 2 showed that an imagined sweet taste generated favorable attitudes toward the same targets as in Experiment 1. Results of Experiment 3, which used advertisements of various product categories, were similar to those of the previous two experiments, where both direct experience and mental imagination of sweetness were advantageous for forming favorable attitudes.     

Moral Persuasion and the Diversity of Fictions

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

阈下说服的存在证据与争议

通过阈下刺激或者信息的呈现, 试图引导个体采用某种观点、态度或者行为的过程被称为阈下说服。已有的研究从不同视角考察了阈下说服的效果, 对阈下说服的存在与否有着较大的争议。出现争议的原因可能与觉知、阈下语义激活、当前动机以及习惯有关。最近的研究聚焦于探究当前动机在阈下说服研究中所起到的关键作用。未来应当继续尝试其它途径, 促进语义激活; 丰富动机种类, 探讨引发动机的方法; 关注机体变量, 探索新机制。     

Nonverbal Behaviors,Persuasion, and Credibility

This study examined the relationships among nonverbal behaviors, dimensions of source credibility, and speaker persuasiveness in a public speaking context. Relevant nonverbal literature was organized according to a Brunswikian lens model. Nonverbal behavioral composites, grouped according to their likely proximal percepts, were hypothesized to significantly affect both credibility and persuasiveness. A sample of 60 speakers gave videotaped speeches that were judged on credibility and persuasiveness by classmates. Pairs of trained raters coded 22 vocalic, kinesic, and proxemic nonverbal behaviors evidenced in the tapes. Results confirmed numerous associations between nonverbal behaviors and attributions of credibility and persuasiveness. Greater perceived competence and composure were associated with greater vocal and facial pleasantness, with greater facial expressiveness contributing to competence perceptions. Greater sociability was associated with more kinesic/proxemic immediacy, dominance, and relaxation and with vocal pleasantness. Most of these same cues also enhanced character judgments. No cues were related to dynamism judgments. Greater perceived persuasiveness correlated with greater vocal pleasantness (especially fluency and pitch variety), kinesic/proxemic immediacy, facial expressiveness, and kinesic relaxation (especially high random movement but little tension). All five dimensions of credibility related to persuasiveness. Advantages of analyzing nonverbal cues according to proximal percepts are discussed.     

Children,Object Value,and Persuasion

We argue that, contrary to standard views of development, children understand the world in terms of hidden, nonobvious structure. We review research showing that early in childhood, items are not understood strictly in terms of the features that present themselves in the immediate “here‐and‐now,” but rather are thought to have a hidden reality. We illustrate with two related but distinct examples: category essentialism, and attention to object history. We discuss the implications of each of these capacities for how children determine object value. Across a broad range of object types (natural and artifactual, real and virtual, durable and consumable), an item is evaluated very differently, depending on inferred qualities and context. In this way, children's early‐emerging conceptual frameworks influence how objects attain both psychological and monetary value, and may have important implications for which messages children find most persuasive.     

Persuasion and the structure of affect.

Participants viewed eight PSAs, providing data on their cognitive and emotional responses to each, as well as judgments of the perceived effectiveness of the messages. They also responded to Carver and White's (1994) BIS/BAS scales designed to measure individual differences in the behavioral inhibition and behavioral activation systems. Consistent with dual‐systems theories of affect, the BIS scales predicted arousal of negative emotions, while BAS was associated with the elicitation of positive emotions. However, when predicting perceived message effectiveness, the positive affects showed variation in the sign and magnitude of the coefficients, as did the negative affects. This latter finding supports a discrete‐emotions perspective. Knowledge that the two affect structures are appropriate to different conceptual domains (i.e., elicitation vs. effect) should enable researchers to formulate more precise questions regarding the role of affect in persuasion.