Who wants privacy protection,and what do they want?

As privacy controversies have become more salient since the early 1980s, one response by policy makers has been to try to encourage consumers to demand privacy protection, by expecting goods and services to be designed with privacy‐enhancing technologies (PETs) embedded in them. But what scope is there for this? Conventional approaches to understanding consumer demand for privacy protection have not been very helpful in providing robust accounts of when consumers will want which kinds of protection. This paper offers a neo‐Durkheimian institutionalist theoretical account of the roots of consumer preferences for privacy and services with PETs in particular, which yields testable hypotheses for future research. It grounds preferences in risk perceptions, shows how distinct styles of risk perceptions are the result of distinct types of situation in social organisation, and derives typical demand curves for each of these types, before exploring the extent of mobility of preferences predicted by the theory, which in turn provides the basis for understanding the scope for persuading consumers to demand privacy‐respecting services of different types. Rooted in the sociology of knowledge and in anthropological approaches, the argument represents a challenge to psychometric, naïve empiricist and postmodernist accounts, and it offers a distinct research agenda. Copyright © 2002 Henry Stewart Publications Ltd.     

Logic and Rhetoric in Legal Argumentation: Some Medieval Perspectives

While the formal treatment of arguments in the late medieval modi arguendi owes much to dialectic, this does not remove the substance and function of the argumentative modes discussed from the realm of rhetoric. These works, designed to teach law students skills in legal argumentation, remain importantly focused on persuasive features of argumentation which have traditionally been strongly associated with a rhetorical approach, particularly in efforts to differentiate from it dialectic as a more strictly scientific and logical form of reasoning. This also sheds some light on the relative roles logic and rhetoric play in the legal discourse of our own time. In their approach to persuasive legal discourse, the modi arguendi stand between the argumentative rhetorics of Antiquity and the rhetoricized dialectics of the Renaissance, and by linking the minute technicalities of professionalized law with broad general considerations of justice, utility, nature, and emotion, they mediate between the modem trend towards atomized field-specific rhetorics and the classical idea of a unified civic rhetoric.     

Manipulations in argumentation

In public and political practice, argumentation involves verbal manipulations, which have not been sufficiently studied in modern argumentation theory. This paper proposes to analyse such manipulations as speech acts, by means of the pragmadialectical theory of argumentation.     

The Dark Triad at work: How toxic employees get their way

Toxic employees have come under serious investigation lately. In this study (N = 419) we examined the role the Dark Triad traits, as measures of being a toxic employee, play in predicting tactics of workplace manipulation and how the Dark Triad might mediate sex differences in the adoption of hard (e.g., threats) and soft tactics (e.g., offering compliments). Psychopathy and Machiavellianism were correlated with adopting hard tactics whereas Machiavellianism and narcissism were correlated with adopting soft tactics. The Dark Triad composite fully mediated the sex differences in the adoption of hard tactics but not soft tactics. The Dark Triad may facilitate the adoption of numerous tactics of influence independently but collectively may lead men more than women to adopt an aggressive or forceful style of interpersonal influence at the workplace.     

The risky side of inspirational appeals in personal selling: when do customers infer ulterior salesperson motives?

In personal selling, the inspirational appeal (IA) is a widely promoted tactic that aims at stimulating customers' values and ideals, thereby evoking emotions and arousing their enthusiasm for a product. However, whether IAs in fact improve or undermine salespeople's success in sales talks remains controversial. Therefore, this study examines consequences and key contingencies of IAs in customer–salesperson interactions in a retailing context, using multisource data from several retailing industries for three quantitative studies, comprising a total sample of 590 customer and 174 salesperson responses. Drawing on the Multiple Inferences Model (MIM), the authors show that an IA is likely to drive the customer's inference that the salesperson holds ulterior motives. IAs seem to be particularly detrimental for salespeople with a lack of customer orientation. Beyond expanding research on influence tactics and the ambivalent role of IAs in retailing interactions, these findings can guide practitioners about when to refrain from using an IA.     

Personality Dispositions and Political Preferences Across Hard and Easy Issues

A wealth of theoretical and empirical work suggests that conservative orientations in the mass public are meaningfully associated with personality dispositions related to needs for certainty and security. Recent empirical research, however, suggests that (1) associations between these needs and economic conservatism are substantially weaker than associations with conservative identifications and social conservatism, and (2) political sophistication plays an important role in moderating the translation of needs into political preferences within the economic domain. The present article extends this work by offering a theoretical model of the heterogeneous translation of personality dispositions into political preferences across issues and issue domains. We argue that these needs structure preferences directly for highly symbolic issues like those in the social domain, but they structure preferences indirectly through partisanship for difficult issues like those in the economic domain. We test this theory utilizing a national survey experiment in the United States and explore its broader implications for both the literature on the psychological determinants of political ideology and for debates over the “culture war” in the United States.     

The Interaction Concept in Scientific Discourse and in the Analysis of Variance

The article discusses the meaning of the interaction concept in scientific discourse and in the analysis of variance and the correspondence between the two. Reasons and examples are given to show that the correspondence is poor. It is recommended that the researcher pay more attention to substantive interactions, of which one way is by using assessment means that are sensitive to the such interactions.     

Color Associations of Male and Female Fourth-Grade School Children

Four groups (two male and two female) were asked to respond to a number of concepts with the first color that came to mind. Results led to the following conclusions: (a) We replicated Byrnes' (1983) findings that indicated that there is a definite color association among children to stimuli; (b) there was no significant difference between the responses of the male children and those of the female children; (c) two opposing findings concerning the perceived valence of colors were both supported by the data; and (d) we found mat emotionally loaded stimuli evoked similar responses from males and females, whereas neutral stimuli elicited different responses.     

Rhyme as reason in commercial and social advertising

This study investigated the rhyme‐as‐reason effect on new artificially created advertising slogans. Rhymes and non‐rhymes were in Experiment 1 and 2 compared in a between‐subjects design and in Experiment 3 in a within‐subjects design. The quality of the form and content of the slogans was always evaluated by separate groups. In Experiment 1, we found a strong preference for rhyming slogans as opposed to their non‐rhyming counterparts. Rhymes were rated as more likeable, more original, easier to remember, more suitable for campaigns, more persuasive and more trustworthy. In Experiment 2, social advertising messages were evaluated favorably in both rhyming and non‐rhyming versions. However, when participants directly compared rhymes and non‐rhymes on the same scale (Experiment 3), the difference between commercial and social advertising disappeared and for all slogans rhymes were clearly preferred to non‐rhymes in terms of both form and content. A detailed analysis revealed that the rhymes scoring high on formal aspects were also favored in the questionnaire investigating content aspects.