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Persuasive Communication (persuasive + communication)

Distribution by Scientific Domains

Psychology	71%
Business, Economics, Finance and Accounting	28%

Selected Abstracts

Reducing Inappropriate Bicycle Parking Through Persuasive Communication

JOURNAL OF APPLIED SOCIAL PSYCHOLOGY, Issue 6 2005
Satoshi Fujii
In this study, the effectiveness of persuasive communication in reducing inappropriate bicycle parking was investigated. We hypothesized that persuasive communication aimed at promoting behavioral intention with respect to reducing the frequency of inappropriate bicycle parking would not actually achieve its objective, but that persuasive communication aimed at promoting implementation intention, as well as behavioral intention, would be successful. We conducted a field experiment using 99 participants who were daily bicycle users. They were randomly assigned to a control group and to 3 experimental groups. The results indicated that participants in the with-advice group and planning group had stronger implementation intentions, and thus reduced their incidence of inappropriate bicycle parking, than did the control and the without-advice groups. However, there were no differences in behavioral intention. [source]

Tailoring visual images to fit: Value creation in persuasive messages

EUROPEAN JOURNAL OF SOCIAL PSYCHOLOGY, Issue 2 2010
Lucia Mannetti
The present studies aimed to extend Regulatory Fit Theory in the domain of persuasive communication by (a) using printed advertisement images without any verbal claim, instead of purely or mostly verbal messages; (b) selecting the images to fit the distinct orientations of regulatory mode rather than regulatory focus; and (c) priming regulatory mode orientation instead of relying on chronic prevalence of either locomotion or assessment orientation. We found that recipients primed with a locomotion orientation experienced fit, and were more persuaded, when exposed to "dynamic" versus "static" visual images; conversely, recipients primed with an assessment orientation experienced fit and were more persuaded when exposed to "static" versus "dynamic" images. Our findings show that the experience of fit can be induced by visual messages, resulting in positive effects in terms of attitude toward product advertisement and estimated price of advertised products. Copyright © 2010 John Wiley & Sons, Ltd. [source]

Majority versus minority influence: when, not whether, source status instigates heuristic or systematic processing

EUROPEAN JOURNAL OF SOCIAL PSYCHOLOGY, Issue 3 2003
Robin Martin
Two experiments investigated the extent of message processing of a persuasive communication proposed by either a numerical majority or minority. Both experiments crossed source status (majority versus minority) with message quality (strong versus weak arguments) to determine which source condition is associated with systematic processing. The first experiment showed a reliable difference between strong and weak messages, indicating systematic processing had occurred, for a minority irrespective of message direction (pro- versus counter-attitudinal), but not for a majority. The second experiment showed that message outcome moderates when a majority or a minority leads to systematic processing. When the message argued for a negative personal outcome, there was systematic processing only for the majority source; but when the message did not argue for a negative personal outcome, there was systematic processing only for the minority source. Thus one key moderator of whether a majority or minority source leads to message processing is whether the topic induces defensive processing motivated by self-interest. Copyright © 2002 John Wiley & Sons, Ltd. [source]

Persuasive constraint and expert versus non-expert influence in intention to quit smoking

EUROPEAN JOURNAL OF SOCIAL PSYCHOLOGY, Issue 2 2002
Juan Manuel Falomir-Pichastor
In a 2,×,2 design, after listing important personal reasons for smoking, 70 smokers were randomly told either that they had sufficient reasons for smoking (low internal constraint to change) or that they did not have sufficient reasons (high internal constraint to change) and were exposed to an anti-smoking message from a source with either expert (high external constraint to change) or non-expert (low external constraint to change) status. The main dependent variable was change in intention to give up smoking. The analyses revealed the predicted interaction between external and internal constraint: High internal constraint increased non-expert influence but not expert influence. Supplementary analysis showed that, when internal constraint was high, non-expert influence was related to the perceived quality of the message whereas when internal constraint was low, expert influence was related to the source's perceived motivation to inform, i.e. rather than to convince. These results were predicted on the basis of the link that targets establish in social influence settings between constraints to change that are internal (i.e. related to their personal beliefs, feelings or attitudes) and those that are external (i.e. related to the characteristics of the persuasive communication such as the status of the source). Copyright © 2002 John Wiley & Sons, Ltd. [source]

Mediated communication of ,sustainable consumption' in the alternative media: a case study exploring a message framing strategy

INTERNATIONAL JOURNAL OF CONSUMER STUDIES, Issue 2 2009
Komathi Kolandai-Matchett
Abstract In view of previous effects of mediated communication on public knowledge, perceptions and concern about sustainability problems, this case study explores a message framing strategy for improving the effectiveness of mediated communication of the somewhat neglected topic of sustainable consumption. It describes how an information campaign on sustainable consumption was strategically framed, employing theories on effective and persuasive communication, and implemented through a community news medium in Christchurch, New Zealand. The resultant impacts of the campaign (significant increases in understanding of sustainable consumption and in the number of parents expressing concern over advertising effects on their children's material desires) were indicative of the potentials of employing strategic message framing for improving mediated communication about sustainability. The study also illustrates the potentials for engaging alternative media in such communication. This paper argues that further steps to develop message framing strategies for mediated communication of sustainable consumption is necessary, as this appears to be a largely neglected area in communication and consumer studies, and concludes with an overview of aspects that may be considered in future communication and other initiatives promoting sustainable consumption as a means for achieving sustainability. [source]

Reducing Inappropriate Bicycle Parking Through Persuasive Communication

A Framework for Promoting Retirement Savings

JOURNAL OF CONSUMER AFFAIRS, Issue 2 2008
JOSH WIENER
This article identifies the constructs that influence an individual's intention to save for retirement and discusses how and when these factors can be changed by an agent trying to induce an individual to enroll in a retirement plan, increase his or her contribution to a plan, or purchase a particular retirement product. A broad array of psychological theories is used to develop a series of persuasive communications that can encourage a person to save. In addition, the persuasive communication approach is placed in the broader context of all efforts used to promote retirement savings. [source]