In this article di$erences between rational, policy-based, and rationalized voting are discussed, and it is argued that these forms of electoral decision making are not properly analyzed in existing electoral studies. Policy voting, persuasion, and projection are then redefined as three possible ways of restoring balance among imbalanced triads of political beliefs and attitudes. With the help ...

The current work explored the properties of groups that lead them to be persuasive and the processes through which such persuasion occurs. Because more entitative groups induce greater levels of information processing, their arguments should receive greater elaboration, leading to persuasion when members of groups present strong (vs. weak) counter attitudinal arguments. Experiment 1 explored th...

The objective of persuasive technology researches is to develop persuasive systems that are able to change or reshape human behavior. Persuasive technology has quickly found a wide range of applications in many fields of research and development like marketing, health, safety and environment. The key element in designing successful persuasive systems is the improvement of the persuasion process...

This chapter reviews empirical and theoretical developments in research on social influence and message-based persuasion. The review emphasizes research published during the period from 1996-1998. Across these literatures, three central motives have been identified that generate attitude change and resistance. These involve concerns with the self, with others and the rewards/punishments they ca...

Coercive persuasion and thought reform are alternate names for programs of social influence capable of producing substantial behavior and attitude change through the use of coercive tactics, persuasion, and/or interpersonal and group-based influence manipulations (Schein 1961; Lifton 1961). Such programs have also been labeled "brainwashing" (Hunter 1951), a term more often used in the media th...

This paper studies an extended Bayesian Persuasion model in which multiple senders persuade one Receiver sequentially and the subsequent players can always observe previous signaling rules and their realizations. In the spirit of Harris (1985), I develop the recursive concavification method to characterize the Subgame Perfect Equilibrium, which summarizes the multiplicity of possible strategic ...

This paper studies a Bayesian Persuasion model in which multiple senders sequentially persuade one Receiver. Players can always observe signaling rules of prior players and their realizations. I develop a recursive concavification method to characterize the set of SPEa. I prove the existence of a special type of equilibrium, called the Silent Equilibrium, where at most one sender designs a nont...

While research suggests that advertisers can affect a particular belief intended to be changed (the intended belief) either directly by mentioning it or indirectly by mentioning other beliefs associated with it, the consequences of the two approaches are not deafly understood. Also, relatively little attention has been paid to visual elements that are not equivalent, but related, to verbal cont...

Although the construct of mindfulness has seen diverging definitions in the field of psychology (Gethin, 2011), general themes among these definitions are relevant to attitudes and persuasion. One of these accounts of mindfulness, representing a more Western approach, is that provided by Langer (1989; Langer & Moldoveanu, 2000). In this account, mindfulness is seen as bringing one’s full resour...

This paper studies the persuasive impacts of non-informative communication on the beliefs and behaviors of households. We do so in the context of the Papal visit to Brazil in October 1991, in which there were recurring fertility-related messages of persuasion in Papal speeches. We use Catholic household’s potential exposure to such messages to understand how persuasive messages shift their fert...