Research on omission neglect has demonstrated that consumers are insensitive to many different types of missing, unmentioned, and unknown information. However, there is no prior research examining the role that vividness plays in omission detection and persuasion. The present research distinguishes between vividness in imagery and vividness of verbal information and shows that vividness in imag...

When and why do people advocate on behalf of their attitudes? Past research suggests that attitude certainty is one important determinant. The current research seeks to provide more nuanced insight into this relationship by (a) exploring the unique roles of attitude clarity and attitude correctness, and (b) mapping clarity and correctness onto different forms of advocacy (sharing intentions and...

Developing appropriate intervention strategies for cancer-related communications depends on understanding the basic mechanisms underlying persuasion. By examining the psychological processes through which attitudes change, cancer researchers can understand and predict further changes in behavior and maximize the chances of designing effective research and interventions. In the present article, ...

In this paper we discuss several different perspectives on persuasion and behavior change and consider how they may be used to inform the design of serious games and other digital media for sustainability. These perspectives include the classic “information deficit” model of persuasion, as well as two more recent perspectives: “procedural rhetoric”, and “emergent dialogue”. We discuss how these...

In 2007 a new form of persuasion emerged: mass interpersonal persuasion (MIP). The advances in online social networks now allow individuals to change attitudes and behaviors on a mass scale. MIP has six components: persuasive experience, automated structure, social distribution, rapid cycle, huge social graph, and measured impact. Before the launch of Facebook Platform, these six components had...

this article is part of a much broader study of persuasive techniques in television news in iran. as a very important part of irib news irinn has been chosen for this study. if we assume that one of the most influential television news, the power of persuasion to influence the audience is very important. it seemed that choosing the highest hypothetical level of news and deconstructing it would ...

How many positive claims should be used to produce the most positive impression of a product or service? This article posits that in settings where consumers know that the message source has a persuasion motive, the optimal number of positive claims is three. More claims are better until the fourth claim, at which time consumers’ persuasion knowledge causes them to see all the claims with skept...

In legal system, there are mainly two kinds of burdens of proof; one is a burden of persuasion and the other is a burden of production. These burdens have usually been formalized by an argumentation between a plaintiff/prosecutor and a defendant. In the previous work, we formalized a burden of persuasion from a different point of view; a decision making by a judge. If a burden of persuasion is ...

The issue of trust is important in recommender systems. These systems are typically described in terms of perceived reliability of the recommender coupled with a content quality perspective. However, most studies do not address the complete user context and psychological environment of a recommender system. This environment and context are described here by three primary areas of consideration,...