Dissertations / Theses on the topic 'Persuasion'
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Breen, James. "The persuasive advocate? Persuasion in legal advocacy and the role of the audience in determining persuasion." Thesis, Breen, James (2012) The persuasive advocate? Persuasion in legal advocacy and the role of the audience in determining persuasion. Honours thesis, Murdoch University, 2012. https://researchrepository.murdoch.edu.au/id/eprint/41595/.
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This paper argues that the beliefs, attitudes and behaviour of the audience determine the effect of any persuasive communication. As a result of this, legal advocates must inquire into the beliefs, attitudes and behaviour of judges and juries (amongst other audiences) and must reject traditional ideas of persuasion being a quality inherent in a legal advocate.
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Koch, Eric Charles. "The use of persuasion expertise to interpret marketers' persuasion attempts /." view abstract or download file of text, 2001. http://wwwlib.umi.com/cr/uoregon/fullcit?p3024520.
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Thesis (Ph. D.)--University of Oregon, 2001.Typescript. Includes vita and abstract. Includes bibliographical references (leaves 140-145). Also available for download via the World Wide Web; free to University of Oregon users.
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Duteil-Mougel, Carine. "Persuasion et textualité : propositions pour l'analyse sémantique et rhétorique de textes persuasifs." Toulouse 2, 2004. http://www.theses.fr/2004TOU20059.
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L'objectif de cette thèse est de proposer des concepts pour permettre l'analyse des textes à visée persuasive. D'un point de vue global, ce travail s'inscrit dans le cadre théorique et épistémologique de la Sémantique interprétative. Sémantique et Rhétorique sont étroitement associées car il s'agit d'articuler les problématiques du sens textuel (Sémantique interprétative) et de la persuasion (Rhétorique). Nous considérons qu'il est possible de réinvestir les différentes parties de la Rhétorique au sein d'une conception sémantique des productions textuelles. Nous proposons d'intégrer à la Sémantique interprétative, des concepts produits par la Rhétorique en les adaptant et en les articulant aux concepts de la Sémantique interprétative. L'étude porte sur des textes relevant de deux discours persuasifs contemporains : le discours publicitaire et le discours politique. Il s'agit de repérer et d'analyser, au sein de ces textes, des procédés sémantico-rhétoriquesThe aim of this thesis is to establish a number of concept needed for the analysis of persuasive texts. The issue of persuasion is placed within the theorical and epistemological framework of Interpretative Semantics. Semantics and Rhetoric are closely associated, since we seek to articulate questions of meaning Interpretative Semantics) with those of persuasion (Rhetoric). We consider that it is possible to recast the different aspects of Rhetoric within a semantic conception of textual products. We attempt to integrate the concepts issuing from Rhetoric into Interpretative Semantics, by adapting them to and articulating them with the concepts associated with text semantics. The study deals with advertising and political texts. Through close analysis of these texts, the relevant persuasive strategies and procedures are pinpointed
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Gilbert, Henry T. "Persuasion detection in conversation." Thesis, Monterey, California : Naval Postgraduate School, 2010. http://edocs.nps.edu/npspubs/scholarly/theses/2010/Mar/10Mar%5FGilbert.pdf.
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Thesis (M.S. in Computer Science)--Naval Postgraduate School, March 2010.Thesis Advisor(s): Martell, Craig. Second Reader: Anand, Pranav. "March 2010." Description based on title screen as viewed on April 26, 2010. Author(s) subject terms: Persuasion, Persuasion Detection, Hostage Negotiations, Cialdini, Cohen, Cohen's Kappa. Includes bibliographical references (p. 73-75). Also available in print.
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Wahi, Shalini. "Young children's persuasion strategies." Thesis, University of Oxford, 1998. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.268102.
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Khantadze, Davit. "Essays on Bayesian persuasion." Thesis, University of Warwick, 2017. http://wrap.warwick.ac.uk/104204/.
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Chapter 1 reviews the literature about the bayesian persuasion. It first describes two main approaches to bayesian persuasion: concavification approach and information design approach. Next I consider some extensions to the basic model of bayesian persuasion, like competition between different senders, privately informed receiver and dynamic bayesian persuasion. Some other contributions reviewed include costly bayesian persuasion and bayesian persuasion when receiver’s optimal action is only a function of an expected state. Chapter 2 deals with two-dimensional bayesian persuasion. In this chapter I investigate a model when the receiver has to make two decisions. I am interested in optimal signal structures for the sender. I describe the upper bound of sender’s payoff in terms of his payoff when only marginal distributions of two dimensions are known. Completely characterise optimal simultaneous and sequential signal structures, when each dimension has binary states. This approach extends concavification approach to bigger state space, than explored in previous contributions to bayesian persuasion. Finally I characterise optimal sequential signal structure when there are three states for each dimension. In chapter 3 I investigate together with my co-author the effect of absence of common knowledge on the outcomes of coordination games in a laboratory experiment. In our experiment, around 76% of the subjects have chosen the payoff-dominant equilibrium strategy despite the absence of common knowledge. However, 9% of the players had first-order beliefs that lead to coordination failure and another 9% exhibited coordination failure due to higher-order beliefs.
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Kotze, Klaus. "BRICS: strategies of persuasion." Doctoral thesis, Faculty of Law, 2018. http://hdl.handle.net/11427/30014.
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This dissertation explores the strategic communications of the BRICS (Brazil, Russia, India, China and South Africa) intergovernmental platform. BRICS is a recent addition to the growing array of international organisations. Though BRICS consists of significant emerging and re-emerging states, it remains poorly perceived and obscure. Previous analyses that have examined BRICS as an aggregation of its member states or distinguished it simply as a slogan designed by Goldman Sachs have failed to discern it for the rhetorical, strategic entity that it is. This dissertation focuses on BRICS’ essence and intent, its strategic communications. It analyses BRICS’ narrative and scenario, examining its rhetorical appeals, its strategies and tactics of persuasion. The study employs a critical rhetorical analysis to explore publically available primary documentation emanating from high-level BRICS meetings. Three analytical chapters assess this corpus, conceptually distinguished as programmatic (Memoranda of Understanding, agreements and treaties), organic (summit Declarations) and opportunistic (Statements) documents. This analysis expediently takes from disciplines and schools of thought to qualitatively and inductively assess strategic style and agency. It applies theoretical and conceptual tools to examine claims that emerge from the texts. BRICS’ documents present organisational strategy and articulate its appeals. These are rhetorically explored to discern BRICS, per se. BRICS’ rhetoric motions towards its aims. Its strategic means, ways and ends are closely assessed. The dissertation finds that BRICS is an informal intergovernmental regime towards engendering reform inside of the normative international order. Its claims indirectly shape global governance according to its interests. BRICS is a process-driven advocacy mechanism that brings states together as nodes in a state-centric intergovernmental style. It rhetorically steers towards its aspired outcomes without taking considerable action. It does so to avoid responsibility. It rhetorically performs the principles and norms of the legitimate international order under the United Nations, in order to substantiate its form of multilateralism; to actualise reform while maintaining structure. By employing its principles and norms, BRICS embodies and therefore territorialises the multilateral order. BRICS’ strategic communications develop an alternative narrative towards steering international cooperation and exchange. Its articulation of the international order confronts dictated hegemonic conceptions, asserting that no unilateral interpretation holds an absolute truth. Sovereign states are not circumscribed by other states but only by legitimate international law and order. In doing so BRICS pursues international recognition for its member states, disrupts what it perceives to be hegemonic inertia and redefines global governance. BRICS illustrates a significant modality to assess the contemporary international order and the recent developments in global power. Its indirect form, a procedural and fluid platform for extra-Western sovereign states to pursue influence and execute wills, proposes the evolution of international power in the 21st century. BRICS actively employs a hybrid (both-and) strategy to lead toward a reformed global order based on a greater balance of powers (multipolarity). The development of BRICS and BRICS Plus presents compelling cases for further, critical studies.
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Bal, Charles. "Émotions et persuasion : proposition d'un modèle affectif de persuasion par le parrainage sportif." Paris 1, 2010. http://www.theses.fr/2010PA010007.
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Au cours des trente dernières années, le parrainage sportif s'est imposé comme un outil privilégié auprès de firmes désireuses d'apporter un supplément d'âme à leur communication. Bien qu'il ait été décrit comme un mode de persuasion de nature fondamentalement affective, l'essentiel des connaissances accumulées en parrainage l'ont été au moyen de théories et variables d'inspiration cognitive. Nous proposons un modèle affectif de persuasion par le parrainage, plaçant les réactions émotionnelles du spectateur au coeur de la communication. Nous testons ce modèle à l'occasion de deux événements sportifs similaires - les tournois de tennis de Roland Garros et de l'Open d'Australie - pour huit marques sponsors. Les données collectées soutiennent l'idée d'une universalité des réactions émotionnelles des spectateurs d'événements sportifs et confirment leurs effets sur les retombées mémorielles, attitudinales et comportementales du parrainage.
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de, Aquino Carlsson Alissa. "Persuasion in social media : A study of Instagram influencers' usage of persuasive speech acts." Thesis, Linnéuniversitetet, Institutionen för språk (SPR), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-69900.
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The purpose of this study is to investigate how different fitness Instagram influencers use persuasive speech acts in their marketing posts. Another aim is to look at the similarities and differences between the influencers’ use of linguistic strategies and speech acts. A study was conducted on 200 Instagram posts from four different fitness influencers. A total of 638 speech acts were coded using a typology by John Searle (1979). The typology consists of the speech acts representatives, directives, commissives, expressives and declaratives. Two speech acts were also added by the researchers; inquires and quotations. Furthermore, the speech acts were also coded for sentence forms (declarative, imperative and interrogative) and also whether they were direct or indirect speech acts. The study also discusses the different aspects of online communication and how these might affect someone’s marketing decisions. This shows that the language someone uses online might affect his or her online identity. There was also a comparison of the results to identify similarities and differences among the selected influencers. The results show a variation of usage of Searle’s (1979) speech acts. All speech acts were used at least once but directives showed the highest frequency among all influencers since they would often command or request their followers to perform a certain action. Another result was that many of the speech acts had a certain sentence structure but a different intention or function, namely, they were indirect speech acts. The intention and function of these speech acts were often to persuade the audience and were therefore persuasive speech acts.
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Freeney, Donal. "Usability versus Persuasion in an Application Interface Design : A study of the relationship between Usability & Persuasion in a smart-phone application designed to help optimise domestic energy use and reduce CO² emission." Thesis, Mälardalens högskola, Akademin för innovation, design och teknik, 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-26288.
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This thesis explores the relationship between usability and persuasion in the design of the interface for a smart-phone application. Using a usability study of an I-phone app combined with interviews with users and the designers, the roles of usability and persuasion in the design of the app and their influence on each other as design goals is discussed from both the users’ and designers’ perspectives. The application’s purpose is to support behavior change in users by giving them feedback on their electricity use in order to encourage them to switch their pattern of usage to reduce CO² emissions. This thesis should be of interest to interaction designers faced with the challenge of designing interfaces that are simultaneously both user-friendly and persuasive. While it is generally accepted that usability has a positive effect on the potential of a design to be persuasive little is known about the effects, if any, of persuasion on usability. This thesis proposes that the relationship between these two design principles is more complex than is generally assumed and that in certain situations they may even be traded off against one another. This trade-off could be useful for designers framing design challenges involving usability and persuasion.
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Fenicio, Alessandro. "Ingénierie de l'Interaction Homme-Machine et Persuasion Technologique : étude du concept de Chemin Persuasif." Thesis, Université Grenoble Alpes (ComUE), 2019. http://www.theses.fr/2019GREAM035/document.
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Les défis sociétaux sont une préoccupation internationale, avec des incantations quotidiennes au changement : “Fumer tue”, “Boire ou conduire, il faut choisir”, “Manger cinq fruits et légumes par jour”, etc. Toutefois, ces campagnes publicitaires restent à effet limité.Les technologies persuasives sont explorées depuis une quinzaine d’années pour mobiliser le numérique sur ces difficultés de changement de comportement. Les dispositifs et applications de monitoring se multiplient avec des succès commerciaux comme les bracelets ou les montres d’activités physiques. Toutefois l’incitation au changement reste limitée malgré le potentiel du numérique pour des stratégies personnalisées. La difficulté tient à l'interdisciplinarité inhérente au domaine : concevoir des systèmes interactifs persuasifs requiert de maîtriser les fondamentaux et les avancées en psychologie cognitive et sociale, ce qui rend l’exercice extrêmement ambitieux.Cette thèse contribue à l’ingénierie des systèmes interactifs persuasifs. Elle traite du processus de changement de comportement. Elle propose le concept de chemin persuasif pour stimuler l’utilisateur dans son changement de comportement. Le chemin persuasif est une succession d’événements incitant l’utilisateur à cheminer d’une certaine façon dans son ensemble de comportements possibles. Cet ensemble est modélisé en une machine à états explicitant l’ensemble des comportements et des transitions possibles entre comportements. Les transitions sont déclenchées en contexte, lorsque les déterminants des comportements correspondants sont satisfaits dans le contexte courant de l’utilisateur. Une architecture persuasive est proposée pour opérer les machines à état et chemins persuasifs. Le formalisme des machines à état permet aussi la caractérisation et la comparaison des processus de changement de la littérature.Une méthode de conception est proposée pour concevoir, étape par étape, la machine à états et le chemin persuasif. Les étapes procèdent, pas à pas, à des choix de conception rendant le système petit à petit réalité dépendant, problème dépendant, domaine dépendant, tâche dépendant et contexte dépendant. Cette conception progressive est structurante et permet une révision des choix de conception selon la performance observée de la persuasion.Les contributions conceptuelles (concepts et méthode de conception) sont illustrées sur deux cas d’étude complémentaires : d’une part, CRegrette, une application visant à stopper un comportement (fumer) ; d’autre part, Mhikes, une application visant à renforcer un comportement (marcher). Une implémentation complète de Mhikes (concepts et architecture) est détaillée pour démontrer la faisabilité technique des propositions. Sa maturité technologique a permis un déploiement de l’application en grandeur réelle et une évaluation expérimentale des contributions.Les résultats d’évaluation confirment la pertinence des modèles et de l’architecture pour placer des sondes logicielles permettant (1) d’identifier les rôles joués par les utilisateurs, 2) d’en suivre les éventuels changements et 3) d’émettre des notifications personnalisées. Les notifications s’avèrent plus performantes que les campagnes de communication aujourd’hui pratiquées par l’entreprise Mhikes. Toutefois le changement de rôle reste difficile, avec des transitions extra-rôles plus difficiles à franchir que les transitions intra-rôle.In fine, la thèse livre un ensemble complet de méthode, modèles et outils pour l’ingénierie des systèmes interactifs persuasifs. Plus largement, cet ensemble peut servir à d’autres communautés pour progresser dans la compression de l’humain en situation d’interactionSocietal challenges are an international concern. Daily advertising campaigns rise attention of people to make them change: "Smoking kills", "Drinking or driving, choose", "Eating five fruits and vegetables a day", etc. However, these campaigns have limited effect.Persuasive technologies have been explored for fifteen years to orient technology on the difficulty of changing behavior. Monitoring devices such as bracelets or watches of physical activities and applications are multiplying obtaining commercial successes. However, despite the potential capabilities of technology of delivering personalized strategies, the incentive to change remains limited. The difficulty lies in the multidisciplinarity of the field: designing persuasive interactive systems requires mastering the fundamental concepts and the advances in cognitive and social psychology, which makes the persuasive practice extremely ambitious.This thesis contributes to the engineering of persuasive interactive systems. It deals with the process of behavior change and proposes the concept of persuasive path to stimulate users in their behavior change. The persuasive path is a succession of events designed to pave the progression of the user toward the change among the set of possible behaviors. This set is modeled with state machines describing all the possible transitions between behaviors. Transitions between behaviors are triggered when the determinants of the corresponding behaviors are satisfied in the current user's context. A persuasive architecture is proposed to orchestrate the state machines and the persuasive paths. The formalism of state machines also allows the characterization and comparison of change processes in the literature.An incremental design method is proposed to design, step by step, the state machine and the persuasive path. The steps proceed in order to actuate design choices that make the system little by little more dependent: problem dependent, domain dependent, task dependent and context dependent. This structuring progressive conception allows a revision of the design choices according to the observed performance of the persuasion.The conceptual contributions (concepts and design method): CRegrette, an application aimed at stopping behavior (smoking); on the other hand, Mhikes, an application aimed at reinforcing behavior (walking). A complete implementation of Mhikes (concepts and architecture) is made available to show the technical feasibility of the approach. The technological maturity of this approach allow the deployment of the application at real scale and an experimental evaluation of the contributions.The evaluation results confirms the relevance of the models and of the architecture, allowing the introduction of software probes (1) to identify the roles endorsed by users, 2) to follow the possible changes and 3) to produce personalized notifications. The notifications resulted more efficient than the communication campaigns operated by Mhikes. However, the role changes remains complex, with extra-transitions that are more difficult to actuate than intra-transitions.In conclusion, the thesis delivers a complete set of methods, models and tools for the engineering of persuasive interactive systems. More broadly, this set can be used by other communities to progress in the compression of human interaction
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Moschetta, Massimiliano. "Carlo Michelstaedter Persuasion and rhetoric /." unrestricted, 2007. http://etd.gsu.edu/theses/available/etd-12132007-082309/.
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Thesis (M.A.)--Georgia State University, 2007.Title from file title page. Louis A. Ruprecht, Jr., committee chair; Angelo Restivo, Melissa Merritt, Christopher White, committee members. Electronic text (56 p.) : digital, PDF file. Description based on contents viewed Feb. 6, 2008. Includes bibliographical references (p. 54-56).
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Loy, Jessica. "Photomontage : the art of persuasion /." Online version of thesis, 1989. http://hdl.handle.net/1850/11479.
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Fenton, Don. "The way of Parmenides--persuasion /." Title page, contents and introduction only, 1985. http://web4.library.adelaide.edu.au/theses/09AR/09arf342.pdf.
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Thompson, R. "Narrative persuasion : what's the story?" Thesis, Cardiff University, 2008. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.508159.
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Hurst, Mary. "Byron and the 'Catholic Persuasion'." Thesis, University of Liverpool, 2005. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.433018.
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Yang, Yushi. "Design: Encouraging Sustainability Through Persuasion." Thesis, Virginia Tech, 2013. http://hdl.handle.net/10919/76895.
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The thesis proposes a mobile app design along with an innovative business plan aiming to encourage sustainable purchasing. To uncover the limitations in current design practices, firstly, represented examples of sustainable design were reviewed. Then, in an attempt to bridge the gap between sustainability and design commercialization, the techniques of persuasion were studied. It is to figure out how to incorporate hot triggers into computational technologies. As an outcome of the study, the final deliverable is a social networking application that provides sustainable product reviews.
Instead of following a traditional sustainable design framework, the final deliverable focuses on creating an efficient supply-and-demand circulation for sustainable products. It delivers a unique corporate proposition showing how the system works, gaining modest profits while promoting sustainable development. Based on an online survey and the user study, the value of the proposed idea was validated. Also, the usability and functionality of the app were improved based on participant feedback.Master of Science
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Handley, Ian M. "Source Mere Exposure and Persuasion." Ohio University / OhioLINK, 2003. http://rave.ohiolink.edu/etdc/view?acc_num=ohiou1070460213.
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Hadjinikolis, Christos. "Persuasion dialogues & opponent modelling." Thesis, King's College London (University of London), 2015. http://kclpure.kcl.ac.uk/portal/en/theses/persuasion-dialogues--opponent-modelling(5bc92fbb-0a78-4484-832f-50f63d827766).html.
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This thesis orients around argumentative characterisations of logical non-monotonic reasoning, focusing on the arbitration between conflicting claims. These characterisations are studied in terms of ar- gumentation systems. In this context, groups of inference patterns, composed of arguments for and against a claim, are produced and evaluated for the purpose of testing the acceptability of that claim. The objective of this thesis is to investigate the generalisation of argumentation systems to communicative (dialogical) interactions, in which the reasoning process is distributed among opposing agents. Under this scope a variety of issues arise such as the form of these dialectics, the development of protocols concerned with different forms of argument evaluation, strategy development for decision making, and modelling of opponent knowledge used in strategy development. This thesis makes two main contributions to the study of dialogues. The first is the provision of a dialogue framework for structured argumentation. Through this framework it is shown that the structural form of arguments needs to be taken into account when strategising, since it may have considerable impact on the outcome of a game. It is also shown that not accounting for the structural form of arguments may compromise the soundness of argument evaluation results. The second is the provision of a modelling formalism which defines how information possibly known to an opponent can be built, updated and maintained in the form of an opponent model. Part of the proposed modelling methodology relies on statistical inference and can find practical application both within the broad area of artificial intelligence and multi-agent systems as well as in other areas.
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Yip, Elaine Yuet Ling. "Language persuasion in Hong Kong." HKBU Institutional Repository, 1994. http://repository.hkbu.edu.hk/etd_ra/24.
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Sarnoff, Tamar Jill. "METAPHOR, COGNITIVE ELABORATION AND PERSUASION." Diss., The University of Arizona, 2009. http://hdl.handle.net/10150/194626.
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Metaphors have long been a subject of interest to philosophers, scholars and researchers. Recent insights into the nature and function of metaphor have spurred new interest in the persuasive effects of metaphor. To date, research on the relation between metaphors and attitudes has produced mixed findings. This paper argues that there are several limitations in previous models and designs and this work attempted to resolve several of them. The rationale for the study is based on the Elaboration Likelihood Model (ELM) of persuasion, which argues that cognitive elaboration is a strong predictor of attitudes. Researchers have posited that metaphors should evoke more cognitive elaboration than literal counterparts. This paper reports the results of a study that tested the relationship between metaphors, cognitive elaboration, and attitudes. Participants were exposed to one of 72 message conditions and responded to a set of psychological and attitude scales. Many of the hypotheses were not supported, including tests of the amount of cognitive effort that subjects reported and results related to attitude change by metaphor type. Results indicated that attitudes were stable across time, which is consistent with the ELM.
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Ayouni, Dit Houimel Mohamed Mehdi. "Information certifiable : révélation et persuasion." Thesis, Cergy-Pontoise, 2016. http://www.theses.fr/2016CERG0875/document.
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Dans de nombreuses situations, les décideurs sont amenés à choisir une action ou une politique sans être parfaitement informés. De plus, il est parfois difficile ou coûteux d'acquérir directement les informations manquantes. Dans ce cas, ils peuvent solliciter l'aide des institutions ou individus informés. Ces derniers peuvent essayer d'influencer la décision en leur faveur en cachant ou en ne présentant qu'une partie de l'information. Par exemple, les employeurs s'appuient sur l'information présentée par les demandeurs d'emploi, les autorités financières utilisent les rapports des entreprises pour les évaluer et les élus consultent les experts avant de proposer une loi. Dans ces exemples, au moins certaines informations sont certifiables ou vérifiables. En d'autres termes, la partie informée peut prouver certaines déclarations en présentant des preuves ou le décideur peut vérifier l'exactitude de ces déclarations. Puisque la vérification peut être coûteuse ou prenante, le décideur ne peut souvent vérifier qu'une partie de l'information reçue. Ces contraintes déterminent la quantité d'information qui peut être vérifiée avant la prise de décision. Les deux premiers chapitres portent sur des modèles adaptés aux situations où le décideur doit évaluer une déclaration ou répondre à une demande faite par une personne ou une institution. Dans le troisième chapitre, je considère un cadre légèrement différent où le décideur consulte des agents informés avant de choisir une action.Dans le premier chapitre, j'étudie un modèle où les préférences de l'agent informé sont indépendantes de l'état. En communication unilatérale, seul l'agent envoie un message au décideur. En communication bilatérale, les deux échangent des messages. Je compare ces deux mécanismes en supposant que la même quantité de preuves peut être présentée dans les deux cas. Dans le mécanisme canonique de communication bilatérale, après avoir reçu une déclaration de la part de l'agent, le décideur lui demande de présenter une preuve en particulier. La décision dépend seulement de sa capacité à présenter la preuve demandée. Le résultat principal de ce chapitre stipule que la communication bilatérale améliore le résultat si la certification de l'information est limitée de manière à empêcher le décideur d'atteindre son optimum en communication unilatérale.Le deuxième chapitre, qui résulte d'un travail joint avec Frédéric Koessler (CNRS, École d’Économie de Paris), étudie l'implémentation en présence d'agents averses à l'ambiguïté. Nous montrons que si une règle d'allocation peut être implémentée avec une certification illimitée, elle peut également être implémentée avec une certification limitée d'information si le décideur peut utiliser des mécanismes de communication ambigus et si les agents sont averses à l'ambiguïté au sens du maxmin. L'implication inverse est vraie s'il ya un seul agent et une action de punition.Dans le troisième chapitre, j'étudie un modèle avec deux types d'agents informés. Un type veut maximiser l'action du décideur tandis que l'autre veut la minimiser. Dans ce cas, il peut y avoir besoin de consulter plus d'un agent. J'étudie la consultation séquentielle et j'examine son impact sur la révélation d'information. À l'équilibre, le décideur continue de consulter des agents informés tant que son incertitude est suffisamment élevée. Les agents minoritaires - en termes de préférences - peuvent influencer le décideur en cachant l'information lorsqu'elle est défavorable car il anticipe, à juste titre, que la majorité est davantage susceptible de le faire. En outre, la menace de consultation séquentielle peut être utilisée afin d'extraire des informations plus précises tout en consultant un seul agentIn many situations, decision makers do not observe all relevant information which undermines their ability to choose the best action or policy. Moreover, it can be difficult or costly to directly acquire the missing information. In such cases, the decision maker may acquire information from privately informed parties with potentially different objectives. The issue is that they may try to influence the outcome in their favor either by withholding or selectively reporting information. For instance, employers rely on information presented by job applicants, financial authorities use firms' reports to evaluate them and elected representatives seek expert advice before selecting policies. In these examples, at least some information is certifiable or verifiable. In other words, the informed party can prove certain statements by presenting hard evidence or the decision maker can verify the accuracy of received claims and documents. Since verification can be costly or time consuming, the decision maker might be able to only partially check the claim. These constraints determine the amount of information that can be verified before the decision is made. The first two chapters focus on models that best describe settings where the decision maker has to evaluate a claim or respond to a request made by an individual or institution. In the third chapter, I consider a slightly different framework where the decision maker seeks advice by consulting informed agents.In the first chapter, I study the basic framework where the informed agent's preferences over the decision maker's actions are independent of the state. In unilateral communication, only the agent sends a message to the decision maker. In bilateral communication, both exchange messages sequentially. I study and compare these two types of mechanisms under the constraint that the agent can present the same amount of certifiable information in both cases. In the canonical bilateral communication mechanism, after receiving a claim from the agent, the decision maker asks him to certify a certain event and bases her decision on his ability to do so. The main result of this chapter essentially states that if information certification is limited and the limitation prevents the decision maker from achieving her first-best in unilateral communication then she strictly benefits from bilateral communication.In the second chapter, which results from a joint work with Frédéric Koessler (CNRS, Paris School of Economics), we study implementation in the presence of ambiguity aversion. We show that if an allocation rule can be implemented with unlimited information certification, then it can also be implemented with limited information certification if the designer can use ambiguous communication mechanisms, and if agents are averse to ambiguity in the sense of maxmin expected utility. The reverse implication is true if there is a single agent and a worst outcome.In the third chapter, I study a setting with two types of informed agents. One type prefers higher actions while the other prefers lower actions. The decision maker ignores the informed agent's preferences. In this case, it might not be sufficient to consult one agent. I study sequential consultation of more than one informed agent and examine its impact on information revelation. It is shown that in equilibrium the decision maker may consult more than one agent and that she continues to seek advice as long as her uncertainty is high enough. Learning on the equilibrium path happens through both revelation and withholding of information. It is possible for agents of the minority - in terms of preferences - to influence the decision maker by withholding information so that she chooses their favorite outcome when she should not. Moreover, sequential consultation can be used as a threat to extract more precise information while consulting only one agent
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Bergamini, Corinne <1995>. "Linguistic techniques of mass persuasion." Master's Degree Thesis, Università Ca' Foscari Venezia, 2020. http://hdl.handle.net/10579/18443.
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This study explores and describes the characteristics of language in a persuasive situation. To this end, two specific panoramas were delineated and compared, which are respectively the language of advertising and the political language. In particular, the linguistic techniques of persuasion in advertising and politics have been meticulously outlined, stating their characteristics, weaknesses and strengths. In this respect, a large number of peer-reviewed linguistics journals, psychology of language and psycholinguistics books, sociology articles, and treaties about language of the masses were analyzed, compared, and cited. The study also revealed that language affects consumer behavior because of the linguistic strategies advertisers use to persuade the audience. Furthermore, in the 21st century, research has demonstrated the omnipresence of penetrative propaganda, which is omnipresent in the world of politics. It has also been studied that propaganda has been not only used by politicians, but also abused. Every aspect of this study has been written with the intention of giving examples related to the present day. The theory is, in fact, accompanied by practical models. This has been rendered possible by describing the advertising policies of some brands and talking about the political campaigns of some prominent figures in the nowadays scenario. To conclude, a study on what persuasive language is has been included. This is been presented with worksheets and examples of didactic units. These contain an analysis of persuasive language through visual text, cartoons and photographs; persuasive writing activities; texts of case studies about persuasion.
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Borges, Simone de Sousa. "Gamification design in computer-supported collaborative learning: towards an approach for tailoring influence principles to player roles." Universidade de São Paulo, 2017. http://www.teses.usp.br/teses/disponiveis/55/55134/tde-30012018-165553/.
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Gamification is a term that refers to the use of game design elements in contexts other than video games. In these contexts, the primary goal of gamification is not playful, but rather to motivate users to perform tasks or change behaviors. It is also the goal of gamification, captivate users and influence them to persist in the use of the gamified system. In recent years, we have witnessed a growing interest in gamification and its application in learning environments, especially online. In learning contexts, motivating students to follow up on teaching tasks is an important role for teachers and intelligent educational systems. However, ill-designed gamification interventions can become a distraction capable of interfering on the teaching-learning process. Despite this, most studies in the area remain focused on the potential benefits of gamification and less on investigating systematized solutions to achieve these benefits. Our contribution to the solution of the problem is based on the use of persuasion profiles that take into account the students player roles. We conduct systematic mappings of the literature to gather information about gamification in education, and how group formation in collaborative learning environments. As a result, we created two conceptual frameworks. One framework to help understand and classify group formation in the context of computer-supported collaborative learning, and other to support the definition of player roles in collaborative learning environments. Also, in a preliminary study (N = 481), we adapted and validated for Brazilian Portuguese speakers a scale to measure users susceptibility to persuasion. In another study (N = 149) we developed a theoretical model to map persuasive strategies and different roles of players to support the elaboration of persuasion profiles. Finally, to verify the feasibility of our model, in another study (N = 18) we elaborated prototypes of user interfaces and analyzed the perceived persuasiveness of the interfaces for different players roles and their susceptibility to persuasion. Results show that less motivated students were more likely to accept the suggestions of the prototypes, whereas users with above-average motivation (among observed students) reacted negatively to influence attempts by showing low agreement rates for the requirements of the prototypes. We also observed in the three studies (N = 648) that the number of individuals susceptible to the principle of authority were the lowest, compared to the other influence principles. Few research initiatives have been investigating the development of tailored gamified. One of the reasons for such deficiency is the difficulty of creating computational models based on learners psychological traits (e.g., psychological needs, susceptibility to persuasion, and learner and player roles). However, more worrisome than the ineffectiveness of gamification models based on one-size-fits-all is the risk of designing counterproductive models that could backfire, since the appropriate strategy to motivate an individual may end up discouraging others. Thus, evidence suggest that gamification design could benefit of influence principles, although tailored solutions should be designed to minimize the risks of selecting counter-tailored and ill-defined persuasive strategies.Gamificação é um termo que se refere ao uso de elementos do projeto de jogos em contextos que não são jogos. Nestes contextos, o objetivo primário da gamificação não é lúdico, mas sim o de motivar os usuários a realizarem tarefas ou alterarem comportamentos. Também é objetivo da gamificação, cativar usuários e influenciá-los a persistirem na utilização do sistema gamificado. Nos últimos anos, testemunhamos um crescente interesse em gamificação e sua aplicação em ambientes de aprendizagem, especialmente online. No contexto da aprendizagem, motivar os estudantes a dar seguimento as tarefas pedagógicas é um papel importante dos professores e dos ambientes educacionais inteligentes. Por essa razão, as tecnologias persuasivas como a gamificação têm sido usadas também em ambientes de aprendizagem colaborativa para aumentar o engajamento dos estudantes e para reduzir o sentimento de obrigação na execução de tarefas pedagógicas. Contudo, quando mal utilizada, a gamificação pode se tornar uma distração capaz de interferir no processo de ensino-aprendizagem. Entretanto, a maioria dos estudos na área continuam focados nos potenciais benefícios da gamificação e menos em investigar soluções sistematizadas para se atingir os benefícios. Nossa contribuição para a solução do problema é baseada no uso de perfis de persuasão que levam em consideração o papel de jogador do estudante. Nós conduzimos mapeamentos sistemáticos da literatura para obter informação sobre gamificação em educação e como são formados grupos de estudantes em ambientes de aprendizagem colaborativa. Como resultado nós criamos dois arcabouços conceituais. Um arcabouço para ajudar a compreender e classificar a formação de grupos no contexto da aprendizagem colaborativa com suporte computacional, e outro para apoiar a definição de papéis de jogadores em ambientes colaborativos. Em um estudo preliminar (N=481), adaptamos e validamos para o português brasileiro uma escala para medir a susceptibilidade à persuasão dos usuários. Em outro estudo (N=149) desenvolvemos um modelo teórico para mapear estratégias persuasivas e diferentes papéis de jogadores para apoiar a elaboração de perfis de persuasão. Para verificar a viabilidade de nosso modelo, em outro estudo (N=18) elaboramos protótipos de interfaces do usuário. Analisamos a capacidade de influenciar das interfaces comparando papéis de jogadores e susceptibilidade a princípios de influência. Os resultados mostram que os estudantes menos motivados eram mais susceptíveis a aceitar as sugestões do protótipo, enquanto usuários com índices de motivação acima da média (dentre estudantes observados), tendiam a reagir negativamente às tentativas de influenciá-los, apresentando índices menores de concordância para com as solicitações do protótipo gamificado. Observamos ainda nos três estudos conduzidos (N=648), comparado aos outros princípios de influência, o número de indivíduos suscetíveis ao princípio de autoridade eram os menores. Poucas iniciativas de pesquisa vêm investigando como desenvolver sistemas de gamificados que se adaptam aos papéis de jogadores. Parte desta deficiência pode ser explicada devido à complexidade no projeto e desenvolvimento destes sistemas. Entretanto como evidenciado, além da ineficácia dos modelos de gamificação baseados em uma solução para todos, o maior risco observado está no uso de modelos contraproducentes, uma vez que a estratégia apropriada para motivar um indivíduo, pode acabar desmotivando outros (backfire effect).
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Malloch, Valerie Ann. "Persuasion : a historical-comparative study of the role of persuasion within the judicial decision-making process." Thesis, University of Glasgow, 2002. http://theses.gla.ac.uk/2970/.
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Legal theory has failed to fully explore the rhetorical in the judicial decision and, in doing so, has misunderstood the key role played by reasons that seek to legitimate and justify while expressing emotion and commitment. This thesis sets out to understand why legal theory has failed to do so and what role rhetoric plays in the judicial decision. Three legal theorists, Chaim Perelman, Bernard Jackson and Neil MacCormick are used to show that it is seeking to be philosophically acceptable that has led legal theorists to avoid the emotional and character-based aspects of the judicial decision. Two historical studies, of the Talmud and Aristotle's Ars Rhetorica, demonstrate that rhetoric can be seen as closely related to the limits of authority in the system and the character and identity of the decision-maker. These insights are then applied to the common law, exemplified by six cases from the law of negligence. This highlights the importance of the commitment of judges to their own sense of role and the way limitations on reasoning help to create this sense. The thesis concludes by considering the relationship between philosophy and judgement and argues that they can be seen as different forms of understanding and that there are strong ethical reasons for rejecting attempts to see either as a paradigm for all understanding.
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Déléant, Laura. "Persuasion et attention : étude oculométrique des éléments persuasifs sur internet pour promouvoir les attitudes et comportements pro environnementaux." Thesis, Université de Lorraine, 2020. http://www.theses.fr/2020LORR0108.
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Ces dernières années, la diffusion des technologies de l’information et de la communication (TIC) a conduit l’implémentation des techniques de persuasion à ces supports. Ces technologies sont appelées « technologies persuasives » pour faire référence aux TICs utilisées pour changer les attitudes et les comportements (Fogg, 2003). Ce champ d’études a conduit le domaine des interactions humain machine (IHM) et la psychologie sociale à se rencontrer. Notre projet s’inscrit dans cette dynamique. Nos travaux s’intéressent à l’impact de l’exposition régulière des internautes aux techniques de persuasion sur le processus d’influence. Nous avons délimité notre terrain d’étude aux sites web engagés pour l’environnement. Dans notre première étude, nous avons identifié les éléments persuasifs du site WWF lors d’inspections menées par des utilisateurs ayant différents niveaux de familiarité des techniques de persuasion. Les résultats mettent en lumière la cohérence des inspections, quel que soit le niveau de familiarité des techniques persuasives des participants. Notre seconde étude s’intéresse à l’impact persuasif des éléments identifiés lors de la première étude. Pour cela, cette seconde étude évalue les dimensions attractive, vivide (Nisbett & Ross, 1980) et persuasive des éléments du site WWF. Pour cela nous avons étudié (1) l’attractivité des éléments identifiés comme persuasifs ou non (étude 1) à l’aide des durées et nombres de fixations, (2) à l’impact de ces éléments sur les attitudes éco environnementale, les intentions comportementales favorables à l’environnement ainsi que (3) l’effet de la vividité des messages sur leur mémorisation et attractivité. Les résultats de cette seconde étude mettent en évidence des attitudes et intentions comportementales favorables des participants suite à la visite de WWF. Les éléments persuasifs n’attirent pourtant pas plus l’attention des utilisateurs que les éléments peu persuasifsIn recent years, the spread of information and communication technologies (ICT) has led to the implementation of persuasion techniques to these materials. These technologies are called "persuasive technologies" to refer to the ICTs used to change attitudes and behaviors (Fogg, 2003). Persuasive technologies field has led the domain of human machine interactions (HMI) and social psychology to meet. Our project is part of this dynamic. Our work is interested in the impact of regular exposure of Internet users to persuasion techniques on the influence process. We have delimited our study area to websites committed to the environment. In our first study, we identified the persuasive elements of the WWF site during inspections by users with different levels of familiarity with persuasion techniques. The results highlight the consistency of the inspections, regardless of the level of familiarity of the participants' persuasive techniques. Our second study is concerned with the persuasive impact of the elements identified during the first study. For this, this second study assesses the attractive, vividity (Nisbett & Ross, 1980) and persuasive dimensions of the elements of the WWF site. For this we studied (1) the attractiveness of the elements identified as persuasive or not (study 1) using the durations and numbers of fixations, (2) the impact of these elements on eco-environmental attitudes, behavioral intentions favorable to the environment as well as (3) the effect of the vividness of the messages on their memorization and attractiveness. The results of this second study highlight participants' favorable attitudes and behavioral intentions following the WWF visit. The persuasive elements, however, do not attract the attention of users more than the unconvincing elements
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DeHaven, Brett Marie. "Principles of Persuasion for Nonprofit Fundraisers." University of Akron / OhioLINK, 2010. http://rave.ohiolink.edu/etdc/view?acc_num=akron1289836279.
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Hyman, Jarrod D. "Communicator attractiveness versus similarity in persuasion." College Park, Md. : University of Maryland, 2003. http://hdl.handle.net/1903/130.
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Thesis (M.A.) -- University of Maryland, College Park, 2003.Thesis research directed by: Psychology. Title from t.p. of PDF. Includes bibliographical references. Published by UMI Dissertation Services, Ann Arbor, Mich. Also available in paper.
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Vourvopoulos, Matina Suzanne. "Reexamining argumentativeness and resistance to persuasion." Master's thesis, University of Central Florida, 1995. http://digital.library.ucf.edu/cdm/ref/collection/RTD/id/52542.
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University of Central Florida College of Arts and Sciences ThesisA recently developed receiver characteristic, argumentativeness, was examined for its relations to attitude change and information processing in persuasive communication. Generally thought to be a flowed personality trait, argumentativeness is currently being regarded in communication studies as a beneficial personality trait that correlates with other qualities such as high grade point average, dynamism in speech, achievement orientation, competitiveness and leadership behavior. This study examined the effect of argumentativeness on persuasion. It was predicted that high argumentatives would be more resistant to persuasion, yet the findings show that, with a strong message, high argumentatives are more likely to be persuaded by the message. The number of thoughts generated by high argumentatives contrary to the message was predicted to be higher than low argumentatives, when presented with a strong argument the high argumentatives were more accepting of the message and produced fewer thoughts against the message. A comparison of argumentativeness between males and females was also undertaken. This research indicated that, although a higher percentage of men were argumentative than women, the difference was not significant. Implications of the study and suggestions for future research were discussed.
M.A.
Masters
Arts and Sciences
Communication
45 p.
vi, 45 leaves, bound : ill. ; 28 cm.
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Moorosi, Mabitle. "Persuasion in selected Sesotho drama texts." Thesis, Stellenbosch : University of Stellenbosch, 2009. http://hdl.handle.net/10019.1/1456.
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Thesis (DLitt (African Languages))--University of Stellenbosch, 2009.ENGLISH ABSTRACT: This study examined persuasion in selected drama texts from the literary period 1981 to 2006. The selection was organised through the examination of two such texts in each of the following three periods: • 1981–1989: Le ka nketsang and Mpowane • 1990–1999: Bana ba khomo tsa batho and Tsiketsing sa qomatsi • 2000–2006: Ha le fahloe habeli and Leholimo la phetloa Since persuasion is a relatively new topic in literature, particularly in African languages, the study examined the persuasion strategies used in the selected texts. These strategies either entail persuasion applied purely as an upfront aspect for changing the targets’ attitudes, behaviours, beliefs or opinions or entail certain situations during which the persuaders, as literary characters, employ another type (or types) of persuasion – coercion, manipulation or propaganda – in order to change the targets. The main thrust of this thesis was the persuasive tactics or techniques that might be applied by literary characters in an attempt to stimulate change in other literary characters. The study also examined whether additional persuasive interactions are employed to motivate change in others and whether counter-persuasive actions are employed to resist the proposed change. Chapter One introduces the aspect of persuasion as propounded by persuasion practitioners and experts and gives the framework of the study as a whole. Chapter Two initiates the literature review on the goals-plans-action (GPA) model as part of the psychological theories on persuasive messages produced by various interactants. This model presupposes reasons for persuaders to create certain plans for achieving their goals. Chapter Three is concerned with Le ka nketsang and Mpowane as the selected 1981 to 1989 drama texts. Chapter Four concentrates on Bana ba khomo tsa batho and Tsiketsing sa qomatsi from the 1990 to 1999 literary period. Chapter Five deals with the literary period 2000 to 2006 and analyses the two drama texts Ha le fahloe habeli and Leholimo la phetloa. Chapter Six draws a conclusion from the findings on persuasive strategies and makes observations, per chapter, on the persuasive attempts from each literary period.
AFRIKAANSE OPSOMMING: Hierdie studie het oorreding in geselekteerde dramatekste uit die letterkundige tydperk 1981 tot 2006 ondersoek. Die seleksie is georganiseer deur twee sodanige tekste in elk van die onderstaande drie tydperke te ondersoek: • 1981–1989: Le ka nketsang en Mpowane • 1990–1999: Bana ba khomo tsa batho en Tsiketsing sa qomatsi • 2000–2006: Ha le fahloe habeli en Leholimo la phetloa Aangesien oorreding relatief nuwe onderwerp in die letterkunde is, in die besonder in Afrikatale, het die studie ondersoek ingestel na die oorredingstrategieë wat in die geselekteerde tekste gebruik is. Hierdie strategieë behels óf oorreding wat toegepas word suiwer as spontane aspek vir verandering van die houdings, gedrag, oortuigings of menings van die teikens, óf dit behels sekere situasies waartydens die oorreders, as letterkundige karakters, ander soort (of soorte) oorreding – dwang, manipulering of propaganda – gebruik ten einde die teikens te verander. Die belangrikste dryfkrag van hierdie tesis was die oorredende taktieke of tegnieke wat deur letterkundige karakters toegepas kan word in poging om verandering in ander letterkundige karakters aan te moedig. Die studie het ook nagegaan of addisionele oorredende interaksies ingespan word om verandering in ander te motiveer en of teen-oorredende optrede gebruik word om weerstand te bied teen die voorgestelde verandering. Hoofstuk Een stel die aspek van oorreding bekend soos dit by oorredingspraktisyns en deskundiges aangebied word, en gee die raamwerk van die studie as geheel. Hoofstuk Twee onderneem die literatuurstudie oor die doelstellings-planne-optrede (DPO)-model as deel van die sielkundige teorieë oor oorredende boodskappe soos gelewer deur verskeie persone wat in interaksie tree. Hierdie model voorveronderstel redes vir oorreders om sekere planne te ontwikkel vir die bereiking van hulle doelstellings. Hoofstuk Drie word gewy aan Le ka nketsang en Mpowane as die geselekteerde dramatekste uit die tydperk 1981 tot 1989. Hoofstuk Vier konsentreer op Bana ba khomo tsa batho en Tsiketsing sa qomatsi uit die tydperk 1990 tot 1999. Hoofstuk Vyf dek die letterkundige tydperk 2000 tot 2006, en analiseer die twee dramatekste Ha le fahloe habeli en Leholimo la phetloa. Hoofstuk Ses kom tot gevolgtrekking na aanleiding van die bevindings oor oorredende strategieë en maak waarnemings, per hoofstuk, oor die oorredende pogings van elke letterkundige tydperk.
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Lima, de Franca Doria Maria Violante. "Self-persuasion strategies to resist temptation." Thesis, Cardiff University, 2005. http://orca.cf.ac.uk/55596/.
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The main aim of this thesis is to understand how people use cognition to resist tempting objects, and behaviours. Applying the Epistemic and Teleologic Model of Deliberate Self-Persuasion to temptation, the impact of motivation on the use of self- persuasion strategies was explored. Four experimental studies were conducted in three diverse contexts: teenagers' consumption of beverages, restrained eaters' consumption of chocolate, and dating students' attraction to alternative partners. Overall, the pattern of results indicated that motivated people use epistemic self- persuasion strategies to derogate the tempting object as a way to resist temptation. This process of deliberate self-persuasion had effects on subsequent evaluation and behaviour towards the tempting object, in particular by the creation of new negative information regarding that object. Discussion focuses on relevant theoretical and practical implications in the domains of attitude-change, cognitive therapy, and social intervention.
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Bromberg, Marcel. "Contrat de communication : persuasion et langage." Paris 8, 1999. http://www.theses.fr/1999PA081545.
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Le travail comprend deux parties d'egale importance, articulees chacune par une souspartie historique et theorique du champ aborde et une sous-partie experimentale, composee de six experiences pour la premiere, et de cinq experiences pour la seconde. Ces deux parties ont pour objet de verifier la pertinence du modele de contrat de communication a rendre compte du fait que tout sujet social se structure dans un triple rapport : 1) a ses antecedents, 2) a la situation sociale globale et specifique d'interlocution, 3) a la structure de l'objet-langue qu'il s'approprie. Dans la premiere partie, sont exposes successivement les paradigmes les plus structurants du champ de la communication sociale a visee persuasive, les evolutions de ce paradigme dans une perspective critique. La partie experimentale a pour objet d'expliciter les relations existant entre les modes d'action langagiers d'un acteur social reel et ses attitudes a l'egard d'un objet thematique donne, ses representations de la situation d'interaction communicative, des jeux et des enjeux eventuels. La deuxieme partie fait l'objet d'une interrogation quant aux liens existants entre le sujet social et le langage. Deux approches, psychosociologiques et semantico-linguistiques de cette problematique sont abordees. Les travaux experimentaux qui font suite, ont pour objet de preciser, dans le prolongement des theories semantico-linguistiques, les determinations reciproques des structures cognitives et semantiques des processus mis en jeu dans la comprehension des predications et l'analyse des representations conceptuelles d'action, d'evenement, de processus et d'etat. En conclusion, les fondements d'une psycho-socio-pragmatique sociale de la communication sont a rechercher dans l'etude de la relation entre les parametres d'une communication contractualisee, les strategies des sujets qu'elle determine, et les jeux communicatifs qu'elle autorise.
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Rouwette, Etiënne Antonio Joseph Alfonso. "Group model building as mutual persuasion." Nijmegen : Wolf Legal publ, 2003. http://catalogue.bnf.fr/ark:/12148/cb401431908.
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Proefschrift--Managementwetenschappen--Nijmegen--Katholieke universiteit, 2003.Mention parallèle de titre ou de responsabilité : Group model building als wederzijdse overreding / door Etiënne Antonio Joseph Alfonso Rouwette. Résumé en néerlandais. Bibliogr. p. 252-264.
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Naczaj, Dimitri. "Aspects graphiques de la persuasion technologique : étude des messages persuasifs sur internet pour le recyclage des déchets électroniques." Thesis, Aix-Marseille, 2018. http://www.theses.fr/2018AIXM0619/document.
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Cette thèse comprend trois expériences et deux prétests (N = 1135) dans lesquelles sont étudiés trois aspects fondamentaux du design statique des messages sur internet : son format (infographie, audio ou texte), sa couleur et sa typographie, sur la thématique du recyclage des déchets électroniques (études 1 et 2) puis à propos de la migration humaine (étude 3).L’étude des aspects graphiques est pertinente si l’on veut augmenter la force persuasive d’un message. Le format joue un rôle prépondérant (étude 1a), permettant à la fois de changer les attitudes, mais aussi d’ancrer ce changement dans le temps. Les couleurs, par contre, ne semblent pas faire varier la force persuasive du message ou amener les lecteurs à agir en faveur du recyclage (étude 1b). La typographie ne semble pas non plus jouer de rôle dans la dynamique persuasive, qu’elle soit jugée lisible ou peu lisible (étude 2). Des pistes théoriques concernant la personnalité des typographies et leur cohérence avec le contexte sont développées.L’analyse des composantes de l’ELM a révélé, dans chaque étude, le fort lien entre l’attitude des individus et leur sentiment de responsabilité personnelle envers la thématique abordée ainsi que leurs connaissances a priori. Nous avons également vu que les leviers de persuasion ne sont pas systématiquement les mêmes selon le besoin de cognition.Globalement, nous suggérons que les messages persuasifs doivent adopter un format permettant une analyse centrale à faible coût cognitif, utilisant une couleur principale et une typographie toutes deux lisibles et cohérentes avec la thématique développée, avec un argumentaire qui renforce le sentiment de responsabilité des lecteursThis thesis includes three experiments and two pre-tests (N = 1135) in which three fundamental aspects of static message design on the Internet are studied: its format (infographics, audio or text), its colour and typography, on the theme of electronic waste recycling (studies 1 and 2) and then on human migration (study 3).The study of graphic aspects is relevant if we want to increase the persuasive power of a message. The format plays a major role (study 1a), making it possible to change attitudes and to anchor this change over time. Colours, on the other hand, do not seem to vary the persuasive force of the message or to lead readers to act in favour of recycling (study 1b). Nor does typography seem to play a role in the persuasive dynamic, whether it is considered legible or difficult to read (study 2). Theoretical approaches regarding the personality of typographies and their coherence with the context are developed.The analysis of the components of the ELM revealed, in each study, the strong link between the attitude of individuals and their sense of personal responsibility towards the theme addressed as well as their a priori knowledge. We have also seen that the levers of persuasion are not systematically the same according to the need for cognition.We suggest that persuasive messages should adopt a format that allows for central analysis at low cognitive cost, using a main colour and typography that are both readable and consistent with the theme developed, with arguments that reinforce readers' sense of responsibility
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Madsen, J. K. "Prolegomena to a theory and model of spoken persuasion : a Subjective-Probabilistic Interactive Model of Persuasion (SPIMP)." Thesis, University College London (University of London), 2013. http://discovery.ucl.ac.uk/1416833/.
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Various disciplines such as rhetoric, marketing, and psychology have explored persuasion as a social and argumentative phenomenon. The present thesis is predominantly based in cognitive psychology and investigates the psychological processes the persuadee undergoes when faced with a persuasive attempt. The exploration concludes with the development of a concrete model for describing persuasion processing, namely The Subjective-Probabilistic Interactive Model of Persuasion (SPIMP). In addition to cognitive psychology, the thesis relies on conceptual developments and empirical data from disciplines such as rhetoric, economics, and philosophy. The core model of the SPIMP relies on two central persuasive elements: content strength and source credibility. These elements are approached from a subjective perspective in which the persuadee estimates the probabilistic likelihood of how strong the content and how credible the source is. The elements, however, are embedded in a larger psychological framework such that the subjective estimations are contextual and social rather than solipsistic. The psychological framework relies on internal and external influences, the scope of cognition, and the framework for cognition. The SPIMP departs significantly from previous models of persuasion in a number of ways. For instance, the latter are dual-processing models whereas the SPIMP is an integrated single-process approach. Further, the normative stances differ since the previous models seemingly rely on a logicist framework whereas SPIMP relies on a probabilistic. The development of a new core model of persuasion processing constitutes a novel contribution. Further, the theoretical and psychological framework surrounding the elements of the model provides a novel framework for conceptualising persuasion processing from the perspective of the persuadee. Finally, given the multitude of disciplines connected to persuasion, the thesis provides a definition for use in future studies, which differentiates persuasion from argumentation, communicated information updating, and influence.
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Lasky, Benjamin M. "Powerful and powerless language : an examination of its role as a peripheral cue." Virtual Press, 1996. http://liblink.bsu.edu/uhtbin/catkey/1020188.
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The purpose of this research was to examine the role of language in persuasion. In other words, are some language styles or variations more persuasive than others? Specifically, powerful and powerless language were studied. Powerless language contains hedges, hesitations, and tag questions. Powerful language does not contain these markers. The study involved having students listen to a message advocating comprehensive examinations for college seniors. Half the students participated in a simultaneous exercise while listening to the message to distract them from the central merits of the arguments. The remaining half simply listened to the message. Students then filled out questionnaires designed to measure their perceptions of the message and speaker. Regardless of whether subjects were distracted or not, those that heard the powerful language message were more positive towards the speaker than those that heard the powerless language message.Department of Psychological Science
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McKevitt, Steven. "The persuasion industries in the UK and the inculcation of persuasion within British society from 1969 to 1997." Thesis, University of Sheffield, 2017. http://etheses.whiterose.ac.uk/18632/.
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Cairns, Jill Kyla. "Sociocultural persuasion in advertising: Considerations for translators." Thesis, University of Ottawa (Canada), 1998. http://hdl.handle.net/10393/4170.
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This thesis discusses how sociocultural meaning is layered into the rhetorical structure of advertising and illustrates how an ad's meaning achieves its goal of persuading consumers to buy a specific product. Its aim is to deepen translators' understanding of the advertising genre and elaborate a theoretical base that can help them make decisions about composing the translation specifically for the target culture. The key elements of translating advertising, namely the importance of its persuasive function, its cultural groundwork, and its communicative unity, are determined through a survey of translation literature. The recurrence of communicative variables such as the addresser-addressee relationship, intention, and purpose is furthered in an investigation of the rhetorical structure of print advertisements. A framework that describes the layering of ideologemes, values, and beliefs in persuasive language, through stereotypes and cliches, is proposed to improve translators' understanding of advertisements. This framework is then applied to four in-depth analyses of ads and their translations. Observations include translators' misunderstanding of the rhetorical importance of the textual and visual unity in ads and the importance of cliches as pivotal logical devices and carriers of sociocultural meaning.
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Cairns, Jill. "Sociocultural persuasion in advertising, considerations for translators." Thesis, National Library of Canada = Bibliothèque nationale du Canada, 1998. http://www.collectionscanada.ca/obj/s4/f2/dsk2/tape15/PQDD_0003/MQ36671.pdf.
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Bao, Sonia Y. "The Principles of Persuasion in Executive Leadership." Scholarship @ Claremont, 2010. http://scholarship.claremont.edu/cmc_theses/25.
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Persuasion is becoming increasingly prevalent and important for executives in the business world, especially in light of the current economic situation and the shifting dynamic in organizational management. As a result, it is worth examining the scientific process behind persuasion and how applying these findings will produce more effective executive leaders. This paper will dive into the realm of persuasion in the work place by first drawing upon the history between persuasion and rhetoric, how these historical thought processes have influenced the persuasion we know and understand today, as well as examine how certain techniques can make persuasion most effective, to not only produce more influential leaders, but also passionate and motivated organizations as a whole. Specifically, it will look into how becoming a persuasive leader is like putting together a jigsaw puzzle of the four main principles of effective persuasion: establishing credibility, framing the argument, providing compelling evidence, and connecting emotionally.
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Gqwede, Eunice Nolungisa. "A pragmatic analysis of persuasion in isiXhosa." Thesis, Stellenbosch : University of Stellenbosch, 2005. http://hdl.handle.net/10019.1/3069.
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Thesis (MA (African Languages))--University of Stellenbosch, 2005.This study has the main goal of investigating the speech act of persuasion in isiXhosa. The main aim of the investigation is to examine the characteristics of persuasion in remedial interchanges based on the isiXhosa pragmatics. The study is concerned with the strategies people use when persuading targets, how message sources seek compliance, how targets resist and / or comply and how influence interactions are structured and what constraints on conversation need to be taken into account.
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Pessoa, Nadja Paulino. "Deontic modality and persuasion in advertising discourse." Universidade Federal do CearÃ, 2007. http://www.teses.ufc.br/tde_busca/arquivo.php?codArquivo=467.
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Conselho Nacional de Desenvolvimento CientÃfico e TecnolÃgicoFundaÃÃo Cearense de Apoio ao Desenvolvimento Cientifico e TecnolÃgico
This works aims to analyze the use of deontic modal markers in advertising discourse, taking into account the linguistic expressions, the semantic values and the possible sense effects obtained in the construction of persuasion. Therefore, we have tried to establish relationships between the type of deontic target, the type of deontic source, the ascribed deontic values (obligation â permission â prohibition), the speakerâs position in the ascribing of deontic values, the types of deontic modal markers, as well as markers of mitigation and assertiveness that play a role in the argumentativeness of the advertising discourse. For data analysis, the functionalist perspective has been adopted in an attempt to integrate syntactic, semantic and pragmatic-discursive components. Furthermore, to bear in mind that the clausal structure is organized in layers enables the analysis of modality in different levels of acting, as well as allows for observation of the relationships between other categories as mood, time and aspect. In order to evaluate the manifestation of deontic modality, we have made use of 144 advertising texts that were published in national magazines. This corpus was built from the written language database Literatura de Propaganda (LP) available at the Lexicographic Studies Center of the Linguistics Department of Faculdade de CiÃncias e Letras da UNESP de Araraquara. The data analysis revealed that external obligation is the most ascribed deontic value in this type of discourse. As to the deontic target, the majority of the ascribed values converge on the individual. Furthermore, it has been verified that a non-specification of the deontic source is highly common, once it conveys objectivity to the utterance, thus constituting a means of lesser commitment. Opting for the speakerâs exclusion from the ascribing of the deontic values was the most relevant feature, for speakers frequently establish obligations, permissions and prohibitions among themselves. Therefore, as predicted, the deontic modality helps to achieve the reader-consumerâs persuasion.
Este trabalho tem por objetivo analisar o uso dos modalizadores deÃnticos no discurso publicitÃrio, considerando os meios lingÃÃsticos, os valores semÃnticos e os possÃveis efeitos de sentido obtidos na construÃÃo da persuasÃo. Dessa forma, procuramos estabelecer relaÃÃes entre o tipo de alvo deÃntico, o tipo de fonte deÃntica, os valores instaurados (obrigaÃÃo â permissÃo - proibiÃÃo), a posiÃÃo do enunciador na incidÃncia dos valores deÃnticos, os tipos de modalizadores deÃnticos, bem como as marcas de mitigaÃÃo e asseveraÃÃo que auxiliam na argumentatividade do discurso publicitÃrio. Para a anÃlise dos dados, adotamos o enfoque teÃrico funcionalista, na tentativa de integrar os componentes sintÃticos, semÃnticos e pragmÃtico-discursivos. AlÃm disso, a consideraÃÃo de que a estrutura frasal està organizada em camadas possibilita analisar a modalidade em diversos nÃveis de atuaÃÃo, bem como permite observar as relaÃÃes entre outras categorias como modo, tempo e aspecto. Para o exame da manifestaÃÃo da modalidade dÃontica, utilizamos 144 anÃncios publicitÃrios impressos, veiculados em revistas nacionais. Este corpus foi montado a partir da Literatura de Propaganda (LP) do Banco de Dados de lÃngua escrita, armazenado no Centro de Estudos LexicogrÃficos do Departamento de LingÃÃstica da Faculdade de CiÃncias e Letras da UNESP de Araraquara. A anÃlise dos dados revelou-nos que a obrigaÃÃo externa à o valor deÃntico mais instaurado nesse tipo de discurso. Quanto ao alvo deÃntico, constatamos que a maior parte dos valores instaurados incide sobre o indivÃduo. Verificamos, ainda, uma alta freqÃÃncia da nÃo-especificaÃÃo da fonte deÃntica, uma vez que isto confere objetividade ao enunciado, o que constitui um recurso de menor comprometimento. A opÃÃo por um posicionamento de exclusÃo do enunciador da incidÃncia dos valores instaurados foi a que adquiriu maior relevo, uma vez que, em grande parte, os falantes instauram obrigaÃÃes, permissÃes ou proibiÃÃes sobre os outros. Sendo assim, a modalidade deÃntica se presta à persuasÃo do leitor-consumidor como prevÃamos.
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Rodrigues, Da Rocha Sandra Lucia. "Logos, Writing and Persuasion in Thucydides' History." Thesis, Royal Holloway, University of London, 2008. https://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.499315.
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Fonseca, Ricardo Jorge Rodrigues Moita da. "Familiarity, challenge and processing of persuasion messages." Doctoral thesis, ISPA - Instituto Universitário das Ciências Psicológicas, Sociais e da Vida, 2012. http://hdl.handle.net/10400.12/1746.
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Tese apresentada para cumprimento dos requisitos necessários à obtenção do grau de Doutor em Psicologia na área de especialização de Psicologia Social realizada sob a orientação de Teresa Garcia-Marques e co-orientação de James BlascovichThis thesis investigates the relationship between an experience of familiarity and a motivational state of challenge with how information is processed in a persuasion context. Previous research on social cognition has suggested that familiarity not only impacts a wide range of cognitive processes, but also regulates the activation of a more analytic information-processing mode, an assumption of the Familiarity of As a Regulation Mechanism model (Garcia-Marques, 1999; Garcia-Marques et al., 2010). On a different field, research on the Biopsychosocial model of challenge and threat (Blascovich et al., 1993, 1999) has suggested that familiarity influences the activation of a motivational state of challenge. These two approaches suggest, therefore, that an experience of familiarity is able to influence both cognitive and motivational processes features. The overlap between the assumptions underlying both approaches is here explored being suggested the possibility that they might be closely related. For example, both approaches assume that an experience of familiarity signals individuals with necessary resources available and accessible in memory to deal with the situation. In this thesis, we have explored the relationship between these two approaches developing four experiments that could simultaneously inform about information-processing modes and assess the cardiovascular responses that typically map the motivational state. Experiment 1 showed the expected association of familiarity with non-analytical processing and at the same time the exhibition of a challenge type of cardiovascular responses. Interestingly these two effects that were activated by the same source, familiarity, did not seem to be related. Neither the observed cardiovascular indexes explained why individuals engaged in less analytic processing, nor did this processing mode was associated with the cardiovascular indexes. To continue exploring the relationship between these two effects, experiment 2 tested if the motivational state of challenge could promote less analytic processing by itself. Although the manipulation of motivational challenge did in fact influence how information was processed and was associated with the correspondent cardiovascular pattern of challenge, once again, the cardiovascular indexes were not related with the cognitive effect. The subsequent studies were designed to directly test the observed independence of both processes. We hypothesized that this observed dissociation could be in some way related with the fact that both processes depend on different levels of task-engagement. Experiment 3 replicates experiment 2 by manipulating the motivational state of challenge and adding to it a manipulation of task-engagement (presence versus absence of an observer). Results revealed that the two previously observed effects were only found in the task-engagement condition (i.e. in the presence of the observer). In experiment 4, we went back to the original study of the experience of familiarity and thus replicated experiment 1, adding to it the same manipulation of task-engagement. Results revealed that although the motivational effects disappeared in the low engagement condition (i.e. those who were alone), the cognitive impact was always observed regardless of the task-engagement level. To our view, these results are suggesting that the two effects here approached – the cognitive and motivational impact of familiarity, are related indeed. However, they are related under specific conditions, for example, the degree with which individuals are engaged with the task. As such, we claim that their co-occurrence does not mean that they are part of the same process. This assumption is discussed and a set of new experiments is proposed to further support it.
Fundação para a Ciência e Tecnologia
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Ramchurn, Sarvapali Dyanand. "Multi-agent negotiation using trust and persuasion." Thesis, University of Southampton, 2004. https://eprints.soton.ac.uk/260200/.
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In this thesis, we propose a panoply of tools and techniques to manage inter-agent dependencies in open, distributed multi-agent systems that have significant degrees of uncertainty. In particular, we focus on situations in which agents are involved in repeated interactions where they need to negotiate to resolve conflicts that may arise between them. To this end, we endow agents with decision making models that exploit the notion of trust and use persuasive techniques during the negotiation process to reduce the level of uncertainty and achieve better deals in the long run. Firstly, we develop and evaluate a new trust model (called CREDIT) that allows agents to measure the degree of trust they should place in their opponents. This model reduces the uncertainty that agents have about their opponents' reliability. Thus, over repeated interactions, CREDIT enables agents to model their opponents' reliability using probabilistic techniques and a fuzzy reasoning mechanism that allows the combination of measures based on reputation (indirect interactions) and confidence (direct interactions). In so doing, CREDIT takes a wider range of behaviour-influencing factors into account than existing models, including the norms of the agents and the institution within which transactions occur. We then explore a novel application of trust models by showing how the measures developed in CREDIT ca be applied negotiations in multiple encounters. Specifically we show that agents that use CREDIT are able to avoid unreliable agents, both during the selection of interaction partners and during the negotiation process itself by using trust to adjust their negotiation stance. Also, we empirically show that agents are able to reach good deals with agents that are unreliable to some degree (rather than completely unreliable) and with those that try to strategically exploit their opponent. Secondly, having applied CREDIT to negotiations, we further extend the application of trust to reduce uncertainty about the reliability of agents in mechanism design (where the honesty of agents is elicited by the protocol). Thus, we develop \acf{tbmd} that allows agents using a trust model (such as CREDIT) to reach efficient agreements that choose the most reliable agents in the long run. In particular, we show that our mechanism enforces truth-telling from the agents (i.e. it is incentive compatible), both about their perceived reliability of their opponent and their valuations for the goods to be traded. In proving the latter properties, our trust-based mechanism is shown to be the first reputation mechanism that implements individual rationality, incentive compatibility, and efficiency. Our trust-based mechanism is also empirically evaluated and shown to be better than other comparable models in reaching the outcome that maximises all the negotiating agents' utilities and in choosing the most reliable agents in the long run. Thirdly, having explored ways to reduce uncertainties about reliability and honesty, we use persuasive negotiation techniques to tackle issues associated with uncertainties that agents have about the preferences and the space of possible agreements. To this end, we propose a novel protocol and reasoning mechanism that agents can use to generate and evaluate persuasive elements, such as promises of future rewards, to support the offers they make during negotiation. These persuasive elements aim to make offers more attractive over multiple encounters given the absence of information about an opponent's discount factors or exact payoffs. Specifically, we empirically demonstrate that agents are able to achieve a larger number of agreements and a higher expected utility over repeated encounters when they are given the capability to give or ask for rewards. Moreover, we develop a novel strategy using this protocol and show that it outperforms existing state of the art heuristic negotiation models. Finally, the applicability of persuasive negotiation and CREDIT is exemplified through a practical implementation in a pervasive computing environment. In this context, the negotiation mechanism is implemented in an instant messaging platform (JABBER) and used to resolve conflicts between group and individual preferences that arise in a meeting room scenario. In particular, we show how persuasive negotiation and trust permit a flexible management of interruptions by allowing intrusions to happen at appropriate times during the meeting while still managing to satisfy the preferences of all parties present.
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Jenkins, Ryan Daniel. "THE THIN LINE BETWEEN PROPAGANDA AND PERSUASION." OpenSIUC, 2013. https://opensiuc.lib.siu.edu/theses/1322.
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In this paper, I discuss the line that divides propaganda and persuasion in relation to my thesis work, The Thin Line Between Propaganda and Persuasion. My intention is to show how easily images can transfer between propaganda and persuasion. I analyze this division between propaganda and persuasion by discussing propaganda as one-way communication process and persuasion as a two-way communication process. Then I discuss my relationship to photography, graffiti, and how my own work furthers the conversation of propaganda and persuasion in relation to other artists. In the next section, I contextualize my use of the database in parallel to news media photographs. Following this section I write about the construction of The Thin Line Between Propaganda and Persuasion. I conclude with the importance of analyzing image databases in context to propaganda and persuasion and it's relevance to my thesis work.
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Midjord, Rune <1978>. "Essays on persuasion games with hard evidence." Doctoral thesis, Università Ca' Foscari Venezia, 2010. http://hdl.handle.net/10579/948.
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The thesis consists of three chapters. In the first chapter we study a communicationgame played by three agents with conflicting and state independent preferences. Each possible outcome of the game uniquely corresponds to a state of the world. The objective is to construct an outcome function(mechanism) that provides the agents with incentives to take actions so that the "true" outcome is implemented. Without any hard evidence in the model communication is worthless. However, if let the agents receive evidence to prove the state with infinitesimal probability we are able to induce truthful implementation in every equilibrium. The model resembles a situation of competition among advocates and our main result demonstrates wide possibilities (and economic intuition) for information aggregation within the adversarial procedure. In the second chapter we consider a trial game between a defendant and a judge and focus on the effects of the defendant’s right to remain silent. We provide a rationale for why there is no rule against adverse inference from silence in civil procedure. The third chapter relates to corporate governance. We show that, at the initial selling of shares, a controlling founder may have adverse incentives in terms of signaling low expropriation of outside shareholders.La tesi si compone di tre capitoli. Nel primo capitolo studiamo un gioco di comunicazione interpretato da tre agenti in conflitto con il pay-off e lo stato indipendente. Ogni possibile esito del gioco corrisponde univocamente ad uno stato del mondo. L’obiettivo e quello di costruire una funzione di risultato (meccanismo) che fornisce gli agenti, con incentivi a prendere azioni in modo che il "vero" risultato e attuato. Senza alcuna prova concreta nella comunicazione modello e privo di valore. Tuttavia, se lasciare che gli agenti ricevere le prove per dimostrare lo stato, con una probabilita infinitesimale siamo in grado di indurre l’attuazione veritiera in ogni equilibrio. Il modello assomiglia ad una situazione di concorrenza tra gli avvocati e il nostro principale risultato dimostra ampie possibilita di aggregazione delle informazioni nell’ambito della procedura di contraddittorio. Nel secondo capitolo si considera una partita di prova tra un imputato e un giudice e si concentrano sugli effetti del diritto del convenuto di rimanere in silenzio. Forniamo una giustificazione del motivo per cui non esiste alcuna norma contro inferenza negativi dal silenzio in procedura civile. Il terzo capitolo riguarda la corporate governance. Si dimostra che, al di vendita iniziale di parti, uno dei fondatori di controllo possono avere gli incentivi negativi in termini di segnalazione espropriazione basso al di fuori degli azionisti.
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Katea, Haider. "Understanding discursive persuasion in American and Iraqi call to arms discourse : discursive strategies as instruments of persuasive politics." Thesis, Bangor University, 2018. https://research.bangor.ac.uk/portal/en/theses/understanding-discursive-persuasion-in-american-and-iraqi-call-to-arms-discourse(5cc3c6c4-bfb3-4c8b-8e15-ccd6c8bf3ec6).html.
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'Call to arms' is the battlefield for the conflict for power and legitimacy between different ideologies, with language playing a vital role. Nowadays, the most recent examples are the speeches of various political figures on the War on Terror, due to the rising threat of terrorism worldwide. Analysing 'call to arms', the War on Terror, in different genres has received considerable academic interests in the last decade. However, most of these academic endeavours present themselves to understand the dynamics of such discursive constructs and strategies used either by western, American in particular or European discourse producers. It is against this backdrop that this thesis investigates the American and Iraqi 'call to arms' discourse instantiated in highly formalised institutional genre. The study presents a critical analysis of how persuasion has been produced and discursively realised in two different socio-political discourses. The study examines four specific speeches: two by American Presidents, namely, George W Bush and Barack Obama, and the remaining two were delivered by two Iraqi Prime Ministers, Nouri Al-Maliki and Haider Al-Abadi. The thesis incorporates some of the widely applied CDA (Critical Discourse Analysis) analytical categories used in the DHA (Discourse-Historical Approach), including referential, predicational, perspectivization, argumentative strategies (Topoi) and the strategies of intensification and mitigation (Resigil & Wodak, 2001), and legitimation studies from Van Leeuwen (2007) and Reyes (2011), along with some elements from the socio-semantic approach of van Leeuwen on the representation of social actors (van Leeuwen, 1996). The thesis emphasises specific linguistic ways in which language represents an instrument of control and a manifestation of symbolic power in discourse of war. It first develops an analytical approach that derives from Critical Discourse Analysis (CDA) and legitimisation studies to account for how 'call to arms' can be produced and discursively realised in situ. This particular work expands, and further proposes, some key discursive constructs and strategies of persuasion political figures employ in the discourse of going to war. The analysis of the data demonstrates that the American 'call to arms' rhetoric is not dissimilar to the Iraqi 'call to arms' rhetoric.
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Cloer, Eddie. "Profiles in evangelistic persuasion a descriptive analysis of the persuasion techniques of seven preachers of the Churches of Christ /." Theological Research Exchange Network (TREN), 1991. http://www.tren.com.
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Pinto, Fabiana dos Anjos. "Do humor da crônica à crônica de humor." Universidade do Estado do Rio de Janeiro, 2013. http://www.bdtd.uerj.br/tde_busca/arquivo.php?codArquivo=6009.
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Com base no pressuposto de que o humor é um fenômeno regularmente presente em crônicas, esta tese pretende investigar as origens dessa relação. Por que motivo leitores diversos, estudiosos das Letras e do Jornalismo são categóricos nessa associação? Além disso, se o humor constitui traço marcante do gênero, como se caracterizam as estratégias que o possibilitam? Para que essas questões sejam respondidas, apresentamos a trajetória do fenômeno humorístico nas crônicas anteriores e posteriores à chegada da imprensa no Brasil. Ademais, com corpus oriundo do jornal O Globo, trabalhamos com a teoria semiolinguística do discurso, especificamente com o contrato de comunicação e com os modos de organização do texto. Nosso objetivo geral, em suma, é verificar até que ponto procedimentos discursivos vários podem explicar o funcionamento do humor em crônicas jornalísticas contemporâneas, contribuindo para que elas se tornem um ícone de sedução dos cadernos dos jornais, transmutando-se em colunas de entretenimentoBased on the presupposition that humor is a phenomenon that is usually present in chronicles, this thesis aims at investigating the origins of such relation. Why are diverse readers, language and journalism students categorical when it comes to this association? Moreover, if humor is a remarkable feature of the genre, how are the strategies that enable it characterized? In order to answer these inquiries, we present the trajectory of the humorous phenomena in chronicles prior and subsequent to the arrival of the Press in Brazil. Besides, we have worked with the semiolinguistic theory of the discourse with a corpus taken from O Globo a Brazilian newspaper. The corpus stems specifically from the communication contract and the modes of discursive-textual organization. Our main aim, in summary, is to investigate to what extent various discoursive procedures can explain the operation of humor in contemporary journalistic chronicles, contributing to their becoming of an icon of seduction in the different sections of newspapers, which eventually lead them to turn into entertainment columns