Mental or computer simulation of cause and effect of certain behaviors is a recognized approach to changing one’s attitude or triggering an action. Meanwhile, psychology research results suggest that frequency of simulation may affect the corresponding persuasiveness. This paper argues that with always-on sensing and data-driven visualization technologies, interactive tangible systems can be designed to simulate hypothetical outcomes of real-life behaviors in everyday contexts, which repeatedly stimulate users’ imagination of behavioral consequences and thereby behavioral intentions. To investigate the effect, a (...) working prototype of Incingarette, including a smart ashtray in connection with a digital picture frame, was built. When the ashtray is used for smoking, the digital picture is incrementally covered by virtual dust. Field trials involved participants in five daily smoking sessions. Post-session surveys show increasingly stronger perceived causality between smoking and the simulated outcomes, increasingly more vivid mental imagery of consequences, and increasingly intense intention to reduce smoking. Results suggest that repeatedly presenting simulated outcomes cognitively linked to real-life behaviors can increase behavioral intentions. (shrink)

This essay offers a start on sorting out the relationships of argumentation and persuasion by identifying two systematic ways in which definitions of argumentation differ, namely, their descriptions of the ends and of the means involved in argumentative discourse. Against that backdrop, the traditional “conviction-persuasion” distinction is reassessed. The essay argues that the traditional distinction correctly recognizes the difference between the end of influencing attitudes and that of influencing behavior—but that it misanalyzes the means of achieving the latter (by focusing (...) on emotional arousal) and that it mistakenly contrasts “rational” and “emotional” means of influence. The larger conclusion is that understanding the relationships of the phenomena of argumentation and persuasion will require close attention to characterizations of communicative ends and means. (shrink)

This paper revisits the different notions of influence, persuasion and influencebound subjects. It illustrates and critiques the dominant prevailing concept of influence and its effects, which, though diversely denominated and presented through various theories, always comes down to reaffirming the relationship of dominance and the possibility of the nullification of the subject within the relationship with the other. With this aim, it studies the classical theories of interpersonal influence and brings to attention some of the bodies of (...) information which have been systematically neglected or set aside, particularly concerning suggestion, possession, mesmerism and somnambulism. (shrink)

Social influence and persuasion are not synonyms. This paper traces back the different approaches and distinctions constituting the two concepts and argues that the two research traditions focused respectively on social influence in group processes and on individual attitude change through persuasive communication, could be re-examined from a different vantage point, casting a new light on the continuities between them.

This paper identifies and critiques a tendency for public health risk communication to be ‘sneakily’ persuasive. First, I describe how trends in the social and health sciences have facilitated an approach to public health risk communication which focuses on achieving behaviour change directly, rather than informing people's decisions about their health behaviour. I then consider existing discussions of the merits of informing versus persuading in public health communication, which largely endorse persuasive approaches. I suggest such accounts are unsatisfying (...) insofar as their definitions of persuasion often fail to recognise its directional nature and the distorting effect this has on the total picture of the evidence. I re-characterise persuasion as directional influence aimed at achieving a particular outcome in the recipient and acknowledge that persuasive influence may also be manipulative. I then contrast this with (non-directional) information provision. I suggest that much persuasive public health risk communication is ‘sneaky’: it appears to be informative, but in fact presents a distorted picture of the evidence (in accordance with my characterisation of persuasion). I argue that such sneakily persuasive public health risk communication is unethical on the basis that it fails to adhere to the norms of cooperative communication. (shrink)

In contemporary paternalism literature, persuasion is commonly not considered paternalistic. Moreover, paternalism is typically understood to be problematic either because it is seen as coercive, or because of the insult of the paternalist considering herself superior. In this paper, I argue that doctors who persuade patients act paternalistically. Specifically, I argue that trying to persuade a patient (here understood as aiming for the patient to consent to a certain treatment, although he prefers not to) should be differentiated from trying to (...) convince him (here understood as aiming for the patient to want the treatment) and recommending (the doctor merely providing her professional opinion). These three forms of influence are illustrated by summaries of video-recorded hospital encounters. While convincing and recommending are generally not paternalistic, I argue that persuasion is what I call communicative paternalism and that it is problematic for two reasons. First, the patient’s preferences are dismissed as unimportant. Second, the patient might wind up undergoing treatment against his preferences. This does not mean that persuasion always should be avoided, but it should not be undertaken lightly, and doctors should be aware of the fine line between non-paternalism and paternalism. The fact that my analysis of paternalism differs from traditional accounts does not imply that I deem these to be wrong, but rather that paternalism should be considered as a more multi-faceted concept than previous accounts allow for. (shrink)

Science communication has gained high importance in the current knowledge and risk society. Nevertheless, there is still a lack of qualitative studies on how non-experts and experts engage in opinionated scientific debates and which linguistic devices they use to gain influence on other people’s attitudes toward a scientific issue.In our study, we examine dialogical modes of science communication (i.e. weblogs) used by bloggers and audiences to engage into opinionated discourse about scientific endeavors. As those exchanges easily lead to controversies (...) between different points of views, stances and attitudes, we focus from a rhetorically-driven linguistic perspective on devices to persuade the other participants and readers and to control the discourse. Hence, we ask which linguistic instruments are used to gain influence on influence. The aim of our study is to get deeper insights into the persuasive strategies mainly used in those forms of external science communication. (shrink)

This article approaches the relationship of normative argumentation studies and descriptive persuasion effects research by pointing to several empirical findings that raise questions or puzzles about normatively-proper argumentative conduct. These findings indicate some complications in the analysis of normatively desirable argumentative conduct – including some ways in which practical persuasive success may not be entirely compatible with normatively-desirable advocacy practices.

In lieu of an abstract, here is a brief excerpt of the content:BOOK REVIEWS 353 proportionalism that Finnis's theological argument exploits. In this regard, there is no moral theory, good or bad, which overreaches so far as proportionalism does. Princeton University Princeton, New Jersey ROBERT P. GEORGE Faithful Persuasion: In Aid of a Rhetoric of Christian Theology. By DAVID S. CUNNINGHAM. Notre Dame: University of Notre Dame Press, 1991. Pp. xvii + 312. $29.95 (cloth) ; $16.95 (paper). The relation between (...) words and the Word has always been of in· terest in Christian theology. Earlier in this century a school of writers approached " the Bible as literature " with a view to bringing Scripture into a more persuasive relation with literature at large, but their insistence on the rigorous exclusion of dogmatic elements from literary scrutiny impoverished their work. A later set of procedures and perspectives on rhetoric and language in their relation to reality was bet· ter able to allow the utterances of a text's speakers their own integrity, whether sacred or secular. In any case, a thematic interpretation of the founding texts of Christianity, influenced by Aristotle's Rhetoricwhere form is a means for persuasively communicating an idea-content -had long predominated in ecclesial usage, germane as it was to the didactic concerns of the Church. An alternative tradition, more indebted to Aristotle's Poetics, where form, content, and functions are treated as factors making for the indissoluble whole which is the literary work, has been less conspicuous-though its offer of initiation into the " world " of the sacred writers gives it great exegetical potential. The text's "word " should be encountered at the level of its own patterned imagery and wrought design. In the appreciation of the Gospels this has become in recent decades a commonplace. However, as the T. S. Eliot scholar Helen Gardner warned, one should not so react against the older approach as to treat the biblical text as the product of a disembodied imagination, rather than a human being writing a work that might make his readers "wise unto salvation." David S. Cunningham's Faithful Persuasion extends this discussion of the propriety or impropriety of a rhetorical approach to Scripture to the discourse of Christian theology as a whole. The intent is a laudable one but its execution vitiated, to my mind, by the excessive concessions to scepticism from which the author sets out. Because his theological epistemology, aware of the limitations of the propositions in which we assert the truths of faith, will grant those assertions no more than a 354 BOOK REVIEWS (continuously) revisable character, he falls back on an account of theology as rhetoric so as to make the best of a bad job. For persuasion is what we use when we know demonstration is hopeless. As a result, Professor Cunningham's study, which could most usefully have "placed" a variety of theologies of past, present, and, prospectively, future on the spectrum of (onto-) logic, poetic, and rhetoric, concludes instead that theology must regard itself as rhetorical or perish! This inevitably narrows the several services theologies of different kinds can perform for the Church. Imagine how biblical studies would be reduced were the exegete only to treat his text as paraenesis, and never as history or as a symbolic world. Nonetheless, on the way from its (as I find) unsatisfactory startingpoint and to its depressing conclusion, Faithful Persuasion has worthwhile points to make about a number of authors (of various periods) and topics, though it might have made them more persuasively (its author's key term) had the intended audience (middle-brow or academic?) been more clearly viewed in advance. AIDAN NICHOLS, O.P. Blackfriars Cambridge, England Church and Culture: German Catholic Theology, 1860-1914. By THOMAS FRANKLIN O'MEARA, O.P. Notre Dame/London: University of Notre Dame Press, 1991. Pp. x + 260. $35.95 (cloth). " In 1925, Baden's Kultusminister, a Protestant, began an address to the Gorresgesellschaft in Heidelberg by describing this era: ' Brave men like Hertling, Schell, Julius Bachem, and Carl Muth, shook the German Catholic world in order to lead it out of its fortress, to lead it again into the midst of the life and activity of the entire people, even when this seemed at... (shrink)

Companies faced with a crisis sometimes blame others in their communications, when they feel that responsibility for the negative event lies elsewhere. Research has argued that stakeholders often react negatively to this type of message, because they perceive them as an unfair attempt to deny responsibility. In four experiments, examining blame directed at an employee and a supplier, we complement existing research by demonstrating that blame-giving messages can be persuasive in certain circumstances. Blame-giving communications can improve perceptions of firm (...) ethicality more than apologies or an absence of corporate communication. This effect, in turn, reduces negative word-of-mouth intentions. The study identifies several boundary conditions for this effect. For blame-giving to be effective, a credible third party needs to identify who is responsible for wrongdoing, and the company needs to use vivid communication with detailed information about the culprit. Furthermore, blame-giving can backfire: when stakeholders doubt the company’s honesty, this type of messaging is seen as manipulative. The study contributes to a developing research stream on the relative effectiveness of different types of crisis communications by demonstrating that, in certain circumstances, blame-giving messages are more persuasive than apologies. Moreover, our analysis offers guidelines on how to design these messages to make them acceptable to stakeholders. (shrink)

The paper explores the role of the media in influencing public opinion from an inferential-pragmatic perspective. It presents preliminary results of the study focused on representation of Russia in Western newspapers. Drawing on Critical Discourse Analysis (Fairclough 1995,2001; van Dijk 2009) and media linguistics (Fowler 1991, Richardson 2007, among others) the study centres around the linguistic means of construing ambiguity/uncertainty, viewed as a strategy of persuasion. We mostly focus on the semantics of certain groups of words and other textual features (...) such as indefinite pronouns, epistemic modality, passive voice, present perfect tense, interrogative headlines and some other tools used in media texts to construe ambiguity which, in its turn, arguably aims at influencing public opinion. We also look at presupposition, information structure, evaluation and transitivity. Though we have limited our study to the English language sources (The Guardian, The Telegraph, The Independent, The Washington Post, The Wall Street Journal, the Chicago Tribune, news websites of the BBC, Reuters, Express, Politico and Fox News, among others), we are not suggesting that linguistic ambiguity is a feature of Western, rather than Russian, or other languages' media. (shrink)

In lieu of an abstract, here is a brief excerpt of the content:Reviewed by:Saving Persuasion: A Defense of Rhetoric and JudgmentJames Arnt AuneSaving Persuasion: A Defense of Rhetoric and Judgment. Bryan Garsten. Cambridge, Mass: Harvard University Press, 2006. Pp. xii + 276. $45.00, hardcover.Something of what rhetoricians perennially run up against in modern political philosophy is illustrated by a recent article by Jürgen Habermas in Communication Theory. In a searing indictment of contemporary democracy and the mass media, Habermas writes, "Issues (...) of political discourse become assimilated into and absorbed by the modes and contents of entertainment. Besides personalization, the dramatization of events, the simplification of complex matters, and the vivid polarization of conflicts promote civic privatism and a mood of antipolitics" (2006, 422). Any historian of political communication in the Western democracies since the early nineteenth century is bound to be puzzled by this observation, for the emergence of mass democracy in the United States and England, at least, was characterized by intense popular participation in politics, precisely because political campaigns were heavily personalized, dramatized, simplified, and polarized. At the beginning of the article, Habermas praises Aristotle's Politics for its union of normative theorizing and empirical research, forgetting apparently that Aristotle also wrote a normative and empirical Rhetoric.That Habermas distrusts persuasion is obvious, but what is less clear is how the rhetoriphobia he shares with virtually every modern and contemporary philosopher came about. Bryan Garsten's book—the most important work on rhetoric and political philosophy since Ronald Beiner's Political Judgment—makes the startlingly original argument that the anti-rhetorical stance not only is grounded in a suspicion of private judgment, but that it can be traced back to Hobbes's, Rousseau's, and Kant's fear of the persuasive power of post-Reformation religious enthusiasm. Garsten not only provides provocative rereadings of these three fathers of modern liberalism but also extends our understanding of rhetorical and political judgment in Aristotle and Cicero. His analysis of the problems of persuasion and democracy in the twentieth century, while somewhat less satisfying, includes cogent criticisms of Rawls, Habermas, and theorists of deliberative democracy from what might be called a Ciceronian-Madisonian republican stance. [End Page 94]Saving Persuasion began as a doctoral dissertation in Government at Harvard, under the direction of Harvey Mansfield—after Allan Bloom, perhaps the most influential and controversial of the disciples of Leo Strauss. Although Garsten's book displays both the virtues and vices of Straussianism, it would be unfair to dismiss it as a neoconservative manifesto for rhetoric. (An enthusiastic review of the book appeared in the neoconservative Weekly Standard in February 2007, illustrating the curious fact that the Right "gets" rhetoric in ways that liberals and leftists do not (Deneen 2007).) Currently an assistant professor of political science at Yale, Garsten also received an MA from Cambridge in political theory and intellectual history. His book reveals the influence of Quentin Skinner and the Cambridge School of political theory, whose insistence on reading political philosophy in its historical context is the antithesis of the Straussian rejection of historicism. Garsten thus combines the Straussian emphasis on close reading with the contextual-rhetorical perspective of Skinner; this unique synthesis enables Garsten to solve some ongoing problems in textual interpretation (especially the relationship between Academic skepticism and Stoic natural law theory in Cicero) while developing interesting causal arguments about the rise of the public sphere in the eighteenth century, the decline of interest in rhetoric by liberal political theorists, and the pathologies of contemporary democratic politics.The book is divided into two main parts, following an introduction in which Garsten lays out his central thesis: "[A] politics of persuasion—in which people try to change one another's minds by appealing not only to reason but also to passions and sometimes even prejudices—is a mode of politics worth defending. Persuasion is worthwhile because it requires us to pay attention to our fellow citizens and to display a certain respect for their points of view and their judgments" (3). Persuasion rightly understood cannot be reduced either to manipulation or pandering. Rather, persuasion is inextricably linked to judgment, a human faculty threatened by modernity. Judgment is "the mental activity of responding to particular situations" by... (shrink)

ArgumentAs the deficit model's failure leaves scientists searching for more effective communicative approaches, science communication scholars have begun promoting narrative as a potent persuasive tool. Narratives can help the public make choices by setting out a scientific issue's contexts, establishing the stakes involved, and offering potential solutions. However, employing narrative for persuasion risks embracing the same top-down communication approach underlying deficit model thinking. This essay explores the parallels between movie censorship and the current use of narrative to influence (...) public opinion by examining how the Hays Office and the Catholic Legion of Decency responded to science in movies. I argue that deploying narratives solely as public relations exercises demonstrates the same mistrust of audiences that provided the foundation of movie censorship. But the history of movie censorship reveals the dangers of using narrative to remove the public's agency and to coerce them towards a preferred position rather than fostering their ability to come to their own conclusions. (shrink)

The purpose of this exploratory study is to determine whether the phenomenon of influencers has led to a shift towards the spectacularisation of politics on Instagram and its reach among young people. Sixty key political influencers in Spain were identified through social listening, influencer analysis tools, expert consultations and social media searches. A detailed profile analysis focusing on performance metrics and audience demographics was conducted and triangulated with content analysis of 600 posts. The results show that these political influencers have (...) a combined total of 6,287,149 followers, primarily under the age of 35, and have high interaction rates (3.9%). These influencers are also young, with 68% under 35, predominantly male (65%), and well educated. Their content is mainly political information blended with entertainment, addressing current political issues through the reel format. This study represents the first mapping of Spanish political influencers and highlights their potential impact on young people and deliberative democracy on social networks. (shrink)

ABSTRACTMetaphors pervade discussions of critical issues and influence how people reason about these domains. For instance, when crime is a beast people are more likely to suggest enforcement-oriented approaches to crime-reduction ; reading that crime is a virus, on the other hand, leads people to suggest systemic reforms for the affected community. In the current study, we find that extending metaphoric language into the descriptions of policy interventions bolstered the persuasive influence of metaphoric frames for important issues. (...) That is, in response to a crime virus people were even more likely to endorse social reforms that were described as “treatments,” while in response to a crime beast people were even more likely to endorse “attacking” the problem with harsh enforcement tactics. Of note, people were not simply drawn to extensions of previously instantiated metaphors: when extended metaphors were paired with a conceptually incongruent policy intervention (e... (shrink)

Narrative representations can change our moral actions and thoughts, for better or for worse. In this article, I develop a theory of fictions' capacity for moral education and moral corruption that is fully sensitive to the diversity of fictions. Specifically, I argue that the way a fiction influences our moral actions and thoughts importantly depends on its genre. This theory promises new insights into practical ethical debates over pornography and media violence.

This editor’s introduction to the issue recalls the main methodological approaches to persuasion, rhetoric and propaganda in social psychology. It summarizes the classical theories issued from Hovland’s Yale Communication Program in experimental social psychology, like dissonance, attitude changes, inoculation approach, elaboration likelihood model. Yet there are, today, competing perspectives on persuasion, which turn attention to the meaning of persuasion in modern complex societies, in technology and the media. These perspectives place emphasis not on changes of attitudes, but on communication, social (...) influence and group processes. It is shown that the collection of articles in this issue brings out these diverse approaches in social psychology. Broadly, it encompasses social psychological studies based on the research of attitudes and attitude changes on the one hand, and those based on the studies of influence and communication on the other. (shrink)

In lieu of an abstract, here is a brief excerpt of the content:The Power of PersuasionG. Bennett HumphreyA long white coat, the title of doctor, a practiced professional persona and an appointment to the staff of a prestigious university medical center allows the physician to be a persuader of clinical decisions affecting patient management. When this power of persuasion is used to encourage patient compliance with a therapeutic regimen that might be curative for a fatal disease, there is justification for (...) trying to influence the patient to make choices resulting in a positive outcome. But when a physician is asking permission to enter the patient into a research protocol where the primary goal of the study is the hope of advancing knowledge, then much thought needs to be given to the potential abuse of this power of persuasion.In the 1960s, I found myself having to think about recruiting children into research protocols. I had just finished two years of residency in internal medicine and wanted to pursue a career in academic medicine. My primary interest was in laboratory research. To strengthen my training in research, I had competed for a position as clinical fellow in a western university. The fellowship program was designed to expose young physicians to both clinical and laboratory research. The first year was spent on one of the clinical research wards and the second year in a research laboratory. The program was open to residents from surgery, medicine and pediatrics but because there was a shortage of pediatricians in the program, I was required to work on the children’s leukemia ward for one year.The learning curve was steep during the first few months. Naturally, the faculty in pediatrics and the medical literature gave me a technical education in the use of protocols for therapeutic treatment of leukemia. For example, the first protocol used was designated as Phase III, and the goal was to try to cure the patient. A remission could be achieved in over 90 percent of children but the disease recurred. The median duration of these remissions in the mid–1960s was one year. A relapse was followed by progressive disease and death in a matter of weeks, but a new drug of unknown efficacy could be administered. This was a Phase II protocol, and while there was a chance of prolonging life for a month or so, the primary goal was the identification of drugs anti–leukemic activity.The pediatric leukemia ward experience for me as a fellow was unusual. There was more to learn than the treatment of leukemia. To my surprise, the children and their mothers gave me insight into the care of pediatric patients. Each month, the patients were admitted for five days of intravenous chemotherapy. The first day was traumatic with venipunctures, bone marrow aspirations and the establishment of an IV for the daily infusion of drugs. The remaining four days were for social rounds: listening to the children who liked to talk; talking with the ones who liked to listen; putting puzzles together with some toddlers; responding to a request to listen to the heart of a much loved teddy bear; exchanging jokes and riddles; stories about school, the family dog, or a favorite friend; enjoying the banter of the adolescents; and not invading the privacy of a few who didn’t like me, the ward or the therapy. These children were sharing their childhood with me and it took couple of months for me to recognize I was bonding with these little patients. I observed and listened to the mothers caring for their children and stood in awe of the resources that they brought to bear on having children with a fatal disease. A feeling of mutual respect and trust developed between these mothers and me. For an internist, these experiences were profound and very different from my experience treating adults.A professor, an internationally known researcher in the field of leukemia, was in charge of the ward. Formal rounds were conducted on Tuesday mornings when the result of the bone marrow aspirates and the toxicity of the chemotherapy were reviewed. The day–to–day responsibility for [End Page 101] treatment and informing the mothers on the remission status on Mondays was my responsibility... (shrink)

In this article, we argue that rational persuasion can be a _pro tanto_ wrong and that online platforms possess features that are especially conducive to this wrong. We begin by setting out an account of rational persuasion. This consists of four jointly sufficient conditions for rational persuasion and is intended to capture the core, uncontroversial cases of such persuasion. We then discuss a series of wrong-making features which are present in methods of influence commonly thought of as _pro tanto_ (...) wrong, such as manipulation and paternalism. It is next shown that these wrong-making features are also present in a range of cases that are, by the jointly sufficient conditions already established, rational persuasion, and so some forms of rational persuasion are _pro tanto_ wrong, including in some ways that have not previously been remarked upon. Finally, we demonstrate that online settings possess a number of features that are especially conducive to wrongful rational persuasion. (shrink)

A paradigm case of demanding involves making utterances designed to influence addressees to accede.1 It would be incoherent to say, "I demand that you do x, but I am not saying that you ought to do x," or "I demand that you do x, although I am fully aware that you cannot do x." The extraordinary nature of demanding may be gleaned from anomalous utterances such as "employees may demand time off by notifying scheduling managers at least one month (...) in advance" and "faculty members may demand an extension of the tenure clock in writing to the provost." Demanding is less anomalous in protest rhetoric and in fact an important strategy for marginalized groups who are "criticized for not handling conflicts and controversies... (shrink)

Health communication researchers and practitioners continue to debate about the types of influence that are appropriate in health promotion. A widely held assumption is that health campaigns and communicators should respect the autonomy of their audiences, and that the most appropriate way to do so is to persuade them by means of truthful substantive information. This approach to ethical persuasion, though, suffers from certain blind spots. To account for circumstances when respecting autonomy might take a back seat to other (...) ethical considerations, a comprehensive framework for the ethics of health communication needs to acknowledge types of communication that aim to do something other than provide substantive information (disclosive and directive communication), and subjective circumstances when people are not motivated to process information or make active choices (low processing motivation and decision aversion). (shrink)

Both in his preoccupation with practical ethics and in the positions that he took, Thomas of Chobham generally resembled other theologians who studied in Paris at the end of the twelfth and the beginning of the thirteenth century. On first consideration, however, his statements concerning married women appear quite eccentric. Thomas argued in his Manual for Confessors that women should employ persuasion, feminine enticements, and even deceit in their attempts to influence and correct the moral and economic behavior of (...) their husbands. (shrink)

Two experiments are reported which investigate the factors that influence how persuaded mathematicians are by visual arguments. We demonstrate that if a visual argument is accompanied by a passage of text which describes the image, both research-active mathematicians and successful undergraduate mathematics students perceive it to be significantly more persuasive than if no text is given. We suggest that mathematicians’ epistemological concerns about supporting a claim using visual images are less prominent when the image is described in words. (...) Finally we suggest that empirical studies can make a useful contribution to our understanding of mathematical practice. (shrink)

The development of personal technologies has recently shifted from devices that seek to capture user attention to those that aim to improve user well-being. Digital wellness technologies use the same attractive qualities of other persuasive apps to motivate users towards behaviors that are personally and socially valuable, such as exercise, wealth-management, and meaningful communication. While these aims are certainly an improvement over the market-driven motivations of earlier technologies, they retain their predecessors’ focus on influencing user behavior as a primary (...) metric of success. Digital wellness technologies are still persuasive technologies, and they do not evade concerns over whether their influence on users is ethically justified. In this paper, we describe several ethical frameworks with which to assess the justification of digital wellness technologies’ influence on users. We propose that while some technologies help users to complete tasks and satisfy immediate preferences, other technologies encourage users to reflect on the values underlying their habits and teach them to evaluate their lives’ competing demands. While the former approach to digital wellness technology is not unethical, we propose that the latter approach is more likely to lead to skillful user engagement with technology. (shrink)

Previous studies have shown that identification and self-referencing can both function as mechanisms of narrative persuasion. However, it is not yet clear whether they are compatible and can work together in bringing about persuasive effects of narratives, or not. Therefore, this study examines both identification and self-referencing and studies their relation and effects. A 2x2 between-subjects experiment was conducted among 185 student participants, with the factors ‘perspective’ (1st vs. 3rd person) to influence identification and ‘similarity’ (young student protagonist (...) vs. older working protagonist) to influence self-referencing. Results showed that identification mediated indirect effects of perspective on story-consistent belief and self-referencing mediated indirect effects of similarity on story-consistent belief. Moreover, identification and self-referencing serially mediated indirect effects on story-consistent belief. These results indicate that identification and self-referencing are compatible processes which can work together as mechanisms of narrative persuasion. (shrink)

Media argumentation is a powerful force in our lives. From political speeches to television commercials to war propaganda, it can effectively mobilize political action, influence the public, and market products. This book presents a new and systematic way of thinking about the influence of mass media in our lives, showing the intersection of media sources with argumentation theory, informal logic, computational theory, and theories of persuasion. Using a variety of case studies that represent arguments that typically occur in (...) the mass media, Douglas Walton demonstrates how tools recently developed in argumentation theory can be usefully applied to the identification, analysis, and evaluation of media arguments. He draws upon the most recent developments in artificial intelligence, including dialogical theories of argument, which he developed, as well as speech act theory. Each chapter presents solutions to problems central to understanding, analyzing, and criticizing media argumentation. (shrink)

In this article, the authors review a contemporary social psychological perspective on persuasion with an emphasis on explicating the psychological processes that underlie successful attitude change. Those mechanisms by which variables in the persuasion setting can influence attitude change are: affect the amount of information processing; bias the thoughts that are generated or one’s confidence in those thoughts ; serve as persuasive arguments or evidence or affect attitudes by serving as simple cues and heuristics. By grouping the persuasion (...) processes into meaningful categories, the authors aim to provide a useful guide to organize and facilitate access to key findings in this literature. They also describe a theoretical framework to understand the circumstances for which the different processes are more likely to influence our judgments, such as when variables precede or follow thought-generation, and when the extent of thinking is relatively low, medium, or high. (shrink)

This article addresses the issue of linguistic phenomena which, as a legacy of the centuries-old tradition of the Roman Empire, are rooted in Polish jurisdictional texts. The study focused on foreign-language expressions and short texts in Latin, used in judicial decisions. The aim of the study was to determine the function of Latinisms as foreign-language expressions in judicial decisions and how their use influences the communicativeness and persuasiveness of argumentation. During the analysis, it was noticed that Latinisms in jurisdictional texts (...) are used on four levels, including: legal maxims, terminology equivalence, linguistic ornaments and the description of taboo phenomena. On the basis of the identified categories, efforts were made to determine the extent to which Latin strengthens or weakens the power of persuasion of judicial decisions. (shrink)

Retailers like to use different colors to present the sale price and original price when they are presenting a promotion price. How does the inconsistent color presentation of the prices influence consumers’ purchase likelihood? The extant research does not consider this question. This article will address this question. Drawing on incongruence theory and the persuasion knowledge model, this article proposes that when the color of the sale price is inconsistent with that of the original price, consumers show less preference (...) for the sale price. The reason is that consumers perceive the price as being less trustworthy, which leads to a lower purchase likelihood. Furthermore, this effect is affected by the brand awareness of products. Specifically, when products are less-known brands, the inconsistent colors of the sale price and original price will lead to a lower purchase likelihood. In contrast, when products are well-known brands, the inconsistent colors of the sale price and original price will lead to a high purchase likelihood. In this article, four studies are used to verify these hypotheses, and implications of theory and practice of the present research are discussed. (shrink)

In a recent article in Argumentation, O’Keefe (Argumentation 21:151–163, 2007) observed that the well-known ‘framing effects’ in the social psychological literature on persuasion are akin to traditional fallacies of argumentation and reasoning and could be exploited for persuasive success in a way that conflicts with principles of responsible advocacy. Positively framed messages (“if you take aspirin, your heart will be more healthy”) differ in persuasive effect from negative frames (“if you do not take aspirin, your heart will be (...) less healthy”), despite containing ‘equivalent’ content. This poses a potential problem, because people might be unduly (and unsuspectingly) influenced by mere presentational differences. By drawing on recent cognitive psychological work on framing effects in choice and decision making paradigms, however, we show that establishing whether two arguments are substantively equivalent—and hence, whether there is any normative requirement for them to be equally persuasive—is a difficult task. Even arguments that are logically equivalent may not be information equivalent. The normative implications of this for both speakers and listeners are discussed. (shrink)

This paper aims to show that propaganda and persuasion are underlined by two forms of communication, one aiming at a monologue, and the other aiming at a dialogue, which in practice do often coexist, with one or the other prevailing at a particular time. In order to understand propaganda or persuasion, we need to study them as part of the systems (e.g. institutions, organizations, communication) to which they belong, rather than treat them as decontextualized phenomena. Both propaganda and persuasion involve (...) conscious and unconscious communicative processes. Nevertheless, the majority of social psychology experiments still assume that the experimenter should deal with phenomena only at a conscious level. In dialogical communication, however, latent and unconscious thought, inner dialogue, and ‘the depth of consciousness’, are presupposed to be unavoidable aspects of communication, whether it is concerned with influence processes, persuasion or social representations. They all are established through cultural-historical processes and determine symbolic meanings of social communication of the present and future. (shrink)

We reconstruct the text, that is, we analyse the development of the discussion between Malthus and Ricardo both in the correspondence and in published works, paying special attention to (a) the use of methodological statements, (b) some pragmatic features of the controversy, (c) considerations pertaining to the meta-level of the controversy (assessments of the status of the controversy, of ways of solving it, etc.); then, we reconstruct the co-text, that is, unpublished papers by each opponent that were not made available (...) to the other, records of exchanges between each of these and third parties, etc.; thirdly, we describe the essential features of the context, focusing on events that influenced the course of the controversy; (iv) we draw lessons from our case study on the role of co-text and context, on pragmatic and semantic interpretation, and on "casts of mind”. (shrink)

The objective of this paper is to show how methods rooted in formal logic may be used to analyze socially important processes of persuasion. A formal approach to the theory of persuasion enables us to thoroughly research issues crucial in everyday life such as: how we argue, why we quarrel, where we are efficient in persuasion, when do we win a negotiation, how we influence others’ decisions, and the kinds of argumentative strategies that are apt to yield more accurate (...) beliefs for all parties involved.I concentrate on three aspects of persuasion practice: nature, success and cognitive value of argumentation process. From a logical perspective, I understand argumentation as reasoning which, after initiation through the opponent’s disagreement, is deployed by the proponent in order to persuade the audience to believe his thesis. Furthermore, I attempt to determine the ways in which we succeed in persuading others. Lastly, I try to specify when an argument is cognitively valuable and when it is reliable, in the sense that it helps us to track the truth. In order to analyze these matters, I investigate argumentation on two independent levels. The subjective level of people’s beliefs is the essential foundation of all persuasion -- every time we aim to make the audience believe our opinions and /or change their decisions. The second level is the objective field of truthfulness, where we consider whether a given argumentation will lead us to true or false conclusions. (shrink)

In lieu of an abstract, here is a brief excerpt of the content:Reviewed by:Persuasion and RhetoricThomas M. ConleyPersuasion and Rhetoric. Carlo Michelstaedter. Translated with an introduction and commentary by Russell Scott Valentino, Cinzia Sartini Blum, and David J. Depew : New Haven: Yale University Press, 2004. Pp. 178. $32.50, hardcover.Readers of this book will not find much in it about the "persuasion" and "rhetoric" they might expect to read about in this journal. Nor will they find in it the Appendici (...) Critiche that appear in the original text, Michelstaedter's thesis entitled I concetti di persuasione e rettorica [sic] in Platone e Aristotele, which he submitted to the Faculty of Letters in Florence in 1910. But the version printed here by the editors (hereafter "VBD," as there is no indication of who did what) will no doubt appeal to those who dislike Plato and Aristotle, have the idea that something better can be found in the Presocratics, and claim allegiance to such philosophers as Schopenhauer, Nietzsche, and the Heidegger of Being and Time; for this is a book about the problem of attaining a sort of existential "authenticity" and not, in my view, "one of the most trenchant and influential studies in modern rhetoric," as the liner notes claim. To be sure, Persuasione e rettorica has been the subject of decades of contentious scholarship in Italy. But most of that scholarship (and that displayed in the headnotes provided by VBD) concerns the sources of Michelstaedter's ideas and his true debt to the likes of Parmenides and Heraclitus, both of whom figure significantly in his worldview."Persuasione"—and I use the Italian here to avoid confusion—might best be understood to mean a sort of self-possession, being at one with oneself and with the world, or what I called before "authenticity." Michelstaedter himself never makes an effort to define it, for to do that would be to turn it into the sort of abstraction that Michelstaedter opposes. Defining things, as we learn from the Appendici, is the sort of thing philosophers like Aristotle and Hegel do in an act of bad faith or delusion. "Persuasione" is, by contrast, something lived, not understood—or, more precisely, it is a state to which true philosophers (Parmenides and Socrates, for instance) aspire with the full understanding that, like the limit approached asymptotically by an hyperbola (see 48, 109), it can never be attained. That understanding was replaced by the false consciousness represented by the "rettorica" taught by the Sophists and Plato (along with his disciple, Aristotle), and continues to the present day. This account is hinted at in the "Historical Example" allegory of the present text (77–84); but is more fully "documented" in a section of the long Appendix 2, "Note alla triste historia" (107–56 in the 1972 Raschini edition), entitled "La decadenza" (129–35). [End Page 170]"Rettorica," then, is the name Michelstaedter gives to the whole range of ingenious linguistic devices we use to convince ourselves that we are satisfied, fulfilled, secure in our selves and in the world—i.e., "persuaded"—when we are only suffering from a delusion created by language itself. It is rettorica that gives rise to "commonplaces" that masquerade as true understanding, to the impostures of "science" in the name of "objectivity" (see 89–95), to technology and machines, to "education" (110–11, 148–52), and indeed to every manifestation of bourgeois ideology (see the "dialogue" at 104–6, for instance). Rettorica is a kind of hypocrisy, deception, and (self-) flattery; an instrument of "the community of the wicked" (100, 143), a collection of "ornaments of the darkness" (e.g., 137, 139).The problem we face in acknowledging all this is, of course, that the attempt to articulate it has to be done in language; and language, by its very nature in all its semantic and syntactic elements (the point of Appendix 1, Raschini, 103–6), subverts true "persuasione." How can one "speak truth to authenticity," so to speak, when one begins by "giving a name to" its contrary, "rettorica"?"Trenchant," in any event, is hardly the right term to describe Persuasion and Rhetoric. "Mordant" or "plangent" might be closer to the mark. And as for its influence on "modern rhetoric... (shrink)

In the near future, robots will function in social roles and attempt to influence the user’s behavior and / or thinking. The current contribution analyses how to influence robot influence: Persuasive robots can be personalized to make them more effective. We present an overview of (1) the user characteristics to which persuasive robots can be personalized, (2) considering the specific current situation of a user; and (3) the robot characteristics that can be personalized. Thereby, we (...) give an overview of how the persuasive robot’s physical appearance, behavior, (perceived) cognition and affect can be influenced to characteristics of the user (personalized) in order to make the robot more persuasive and thereby to understand better how the persuasive power of an embodied artificial social entity can be influenced. (shrink)

In lieu of an abstract, here is a brief excerpt of the content:Journal of the History of Ideas 61.1 (2000) 1-17 [Access article in PDF] The Influence of Folk Meteorology in the Anaximander Fragment Cameron Shelley * Introduction No scholars doubt that the pre-Socratic philosophers, especially the Milesians, were concerned with meteorology. Their works abound with accounts of wind, rain, thunder, lightning, meteorites, waterspouts, whirlwinds, and so on. Through examination of the fragments of the pre-Socratics, we can trace this (...) interest in meteorology from each philosopher to his predecessors right back to Anaxi-mander. 1 Thales might at first seem to be the most obvious candidate as the man who introduced meteorology into philosophy, but Kirk et al. argue persuasively that Thales was more interested in near-eastern mythology. 2 Thus, we must take Anaximander, Thales's protégé, to be the philosopher who made meteorology a topic of philosophical interest.This situation leaves us with an obvious question: where did Anaximander come by his interest and ideas about meteorology if not from Thales? Modern scholarship unanimously points to the Greek mythological tradition of Anaxi-mander's time as recorded primarily by Homer and Hesiod. Gilbert confidently asserts that any inquiry into the origin of Greek meteorology must begin with the stories recorded by these poets, and modern scholars generally echo this opinion. 3 Kahn notes that in classical Athens the Milesian-style, non-mythological accounts of meteorology were treated as direct challenges to the Olympic religion, [End Page 1] as demonstrated by Aristophanes in The Clouds. 4 But to conclude on this basis that Anaximander himself saw his project as the construction of theories by the removal of deities from myths is to mistake the result for the cause. Kirk et al. simply point to Kahn's account and speculate that Anaximander was influenced by Greek legends about Phaethon and Deucalion. 5 None of these scholars consider alternative possible sources of Anaximander's meteorological ideas, so that support for mythology as the source derives largely from the lack of a rival. But there is an alternative, namely, folk meteorology.Folk meteorology may be described as the body of folk wisdom concerning the nature and prediction of weather patterns. It typically comes in the form of pithy statements or jingles such as "Red sky at night, shepherd's delight; red sky in morning, shepherd's warning." 6 Folk meteorology has been almost completely neglected even by folklore scholars, so it is not surprising that it has escaped the attention of philosophers and classical scholars as well. However, an examination of folk beliefs about meteorology reveals significant similarities with some of the philosophical beliefs attributed to Anaximander, most notably, and surprisingly, regarding the concept of justice (dikê) implicit in Anaximander's famous fragment.The purpose of this paper is to construct and defend a case for the influence of folk meteorology on Anaximander, particularly on the concept of justice in the Anaximander fragment. The case begins on familiar ground, with the fragment itself and arguments against attempts to trace influences on it to non-meteorological sources, and continues with some evidence of the universality of folk meteorology across cultures and the character of balance as a folk-meteorological concept, which is then applied to the Anaximander fragment as a means of explicating what Anaximander meant there by justice. The suitability of balance for this purpose is taken as evidence that Anaximander was influenced by folk meteorology. Thus, this inquiry identifies a plausible origin of one of Anaximander's central philosophical ideas, an origin which has so far remained completely unexplored by scholars of ancient Greek philosophy. The Fragment of Anaximander Anaximander is famous among Greek scholars for the central role he gave to the concept of justice (dikê) in his natural philosophy. The one fragment of his writings, quoted by Simplicius in his Commentary on Aristotle's Physics (24.18-21), records Anaximander's view on the effect of justice in the physical world: [End Page 2] The things that are perish into the things out of which they come to be, according to necessity, for they pay penalty and retribution... (shrink)

In lieu of an abstract, here is a brief excerpt of the content:Proof and Persuasion in Black Athena:: The Case of K. O. MüllerJosine H. BlokNon tali auxilio.Virgil, Aeneid II, 521When in 1824 the German classical scholar Karl Otfried Müller (1797–1840) set down to write a review of Champollion’s first Letter to M. Dacier (1822), he was profoundly interested. 1 For several years he had been working on Egypt, and as he told his parents in 1820, “I have come to (...) love Egyptian antiquity so much, that, if I were not constricted by the schedule of my classes, I would have set myself to the decipherment of the hieroglyphs, which I would not deem impossible by the clues I have found.” 2 During the same years (1820–25) that he wrote his early books on ancient Greece, he [End Page 705] reviewed sixteen studies on Egypt alone. 3 In his review of the Letter, then, he wanted to draw “the attention of [the] readers to this, certainly not unfounded, discovery,” 4 though he feared the author was inclined to jump to conclusions. But in August 1824 he reviewed Champollion’s more complete publication of his findings of the same year and, recalling his previous anxiety, commented:Now, however, the reading of the present work has totally convinced me, that the usage of hieroglyphs to indicate sounds is as ancient as this writing system itself. [... This discovery should also mean that...] the history of Egyptian religion and state will be reconstructed and expanded. 5From that moment he sided unequivocally with Champollion, politely but clearly reminding German colleagues who still stumbled on with decipherments of their own, that this would not do. 6With these facts in mind, Martin Bernal’s rendering in his Black Athena, volume I, is bound to surprise: “[U]nlike Humboldt, Niebuhr and Bunsen [Müller] disregarded the sensational scholarly developments between 1815 and 1830. There is no indication that he paid any attention to Champollion’s decipherment” (316). The contradiction between Bernal’s statements and the sources on Müller’s life and work turns out not to be an incidental error but part of a larger pattern. To understand this pattern and its objectives, let me first summarize Bernal’s argument and my own.In his challenging book Bernal argues that the ancient Greek world was founded on the colonization of Greece by Phoenicians and Egyptians in the second millennium bc. 7 The material which is to prove his thesis is offered in volume II, though volume I includes a summary. In this first volume Bernal observes that from late antiquity until the eighteenth century, awareness of the Afroasiatic roots of ancient civilization had been retained as the heritage of ancient Greece itself. Hence Bernal labels this perception underlying Western classical scholarship of the early modern period the “Ancient Model.” By or soon after the 1820s, however, it was replaced by the “Aryan Model,” which took Greek civilization to be partly autochthonous and partly [End Page 706] shaped by invasions coming from the North. To reveal that the fall of the Ancient Model was not the result of internal developments in classical scholarship but of externalist influences, notably the belief in progress, the defense of Christianity, Romanticism, and most importantly racism, is the core theme of volume I. Bernal sustains his argument by contending that historical source criticism was not really or entirely an internal development but created to serve the external ends, and by presenting Müller as the embodiment of Romanticist racism, who was responsible for overthrowing the Ancient Model and inaugurating its Aryan successor. Hence, by thus designating Müller as the axis around which the overall turn of classical scholarship revolved, he wants to prove that the fall of the Ancient Model was unjustified in terms of scholarship but only occurred due to dishonorable ideologies.Through a limited number of representative issues I want to argue that Bernal’s rendering of Müller and the context of his work is untenable in the light of the source material and that Bernal’s explanation of the fall of the Ancient Model is untenable as well. My aim is not just to clear Müller’s name... (shrink)

Is it true that all formative influence is unethical, and that we ought to avoid influencing children (and indeed anyone at all)? There are more or less defensible versions of this doctrine, and we shall follow some of the strands of argument that lead to this conclusion. It seems that in maintaining that all influence is immoral, one commits oneself to the idea that children have innate teleologies, that these may be frustrated, and that to frustrate a child’s (...) innate teleology would be to wrong them. First we consider a strong view of innate teleology exemplified in the writing of Plato. However, even those who favour such a view can approve of those formative influences which lead people to better realise their innate teleology. Next we consider a weaker version of the doctrine, one claiming that we ought to broaden the possibilities available to those that we influence, and never to narrow them. This seems too permissive a strategy, however. Finally Foss and Griffin’s worry about a desire for control and domination being embedded in persuasion is explored together with their proposed alternative strategy of ‘invitational rhetoric’. Ultimately, this paper argues that we often have good reason to encourage certain formative outcomes and discourage others. (shrink)

The study aims to conduct a conceptual analysis of the terms persuasion, advocacy, propaganda, and propagation within the field of political science in Azerbaijan. Each term is examined individually to explore their usage areas and specific functions, highlighting the differences and similarities. In this context, propaganda is defined as the systematic and biased communication activity that manipulates the beliefs, attitudes, and behaviors of masses to serve the interests of a particular political subject. Propagation refers to verbal or written activities aimed (...) at disseminating and deepening any theory, idea, or knowledge among the masses. Agitation involves verbal or written activities aimed at influencing and motivating people to perform a specific task and exerting political influence over large populations. Persuasion, on the other hand, is the activity of influencing an individual's will and psyche to accept a certain idea, belief, or emotion. The article demonstrates that propaganda encompasses a broader and more complex scope, integrating the components of persuasion, propagation, and agitation. Consequently, in the field of political science in Azerbaijan, each of these terms has its unique functions and areas of usage. However, propaganda is a more comprehensive term that includes these concepts and combines manipulative strategies and methods to influence masses. Therefore, it is crucial to accurately and conceptually articulate the term propaganda in the field of political science in Azerbaijan. This is essential for expressing complex political technologies and ensuring the proper use of the term propaganda in international academic and practical applications. (shrink)

This paper presents a model of persuasion in terms of goals and beliefs. Among the various ways to influence people, that is, to raise or lower the likelihood for them to pursue some goal, ranging from threat to suggestion, persuasion is viewed as a case of communicative non-coercive goal hooking. A persuader leads a persuadee to pursue some goal out of a free choice, i.e., by convincing him/her that the proposed goal is useful for some other goal that the (...) persuadee already has. It is argued that the Aristotelian persuasive strategies of logos, ethos and pathos (rational argumentation, the speaker¿s credibility and reliability, and the appeal to emotion) are always present in every persuasive discourse, and that they are exploited to raise the value of the goal proposed and to strengthen the believability of the link between it and the persuadee¿s previous goals. The paper proposes an analysis of discourse in terms of a hierarchy of goals as a tool to single out these strategies within the discourse structure. By applying this model to different kinds of persuasive messages (political discourse, advertising, dialogues in the health domain), it shows how, in the fragments presented, this kind of analysis allows to clarify the relationships between the persuader¿s and the persuadee¿s goals and to elucidate how much and how directly the persuader appeals to logos, ethos and pathos in his/her discourse. (shrink)

Privacy and surveillance scholars increasingly worry that data collectors can use the information they gather about our behaviors, preferences, interests, incomes, and so on to manipulate us. Yet what it means, exactly, to manipulate someone, and how we might systematically distinguish cases of manipulation from other forms of influence—such as persuasion and coercion—has not been thoroughly enough explored in light of the unprecedented capacities that information technologies and digital media enable. In this paper, we develop a definition of manipulation (...) that addresses these enhanced capacities, investigate how information technologies facilitate manipulative practices, and describe the harms—to individuals and to social institutions—that flow from such practices. -/- We use the term “online manipulation” to highlight the particular class of manipulative practices enabled by a broad range of information technologies. We argue that at its core, manipulation is hidden influence—the covert subversion of another person’s decision-making power. We argue that information technology, for a number of reasons, makes engaging in manipulative practices significantly easier, and it makes the effects of such practices potentially more deeply debilitating. And we argue that by subverting another person’s decision-making power, manipulation undermines his or her autonomy. Given that respect for individual autonomy is a bedrock principle of liberal democracy, the threat of online manipulation is a cause for grave concern. (shrink)

This paper is as much about surveillance as about persuasive technologies (PTs). With regard to PTs it raises the question about the ethical limits of persuasion. It will be argued that even some forms of self-imposed persuasive soft surveillance technologies may be considered unethical. Therefore, the ethical evaluation of surveillance technologies should not be limited to privacy issues. While it will also be argued that PTs may become instrumental in pre-commitment strategies, it will also be demonstrated that the (...) use of persuasive surveillance technologies in order to influence the users to become more compliant, to get their consent more easily or making it harder to opt out of the system does give rise to ethical issues. (shrink)

Cet article étudie les moyens d’argumentation dans les lettres familières rédigées par les apprenants sinophones du français langue étrangère de niveau B2. Les lettres sont contrastées à celles des francophones et des sinophones natifs représentant un groupe de contrôle. Les résultats montrent certains contrastes entre les groupes des natifs. Quant aux apprenants, on voit qu’ils utilisent en partie les mêmes stratégies argumentatives que les francophones, mais on atteste également des influences de leur langue maternelle dans le choix des procédés persuasifs.

The research in Human Computer Interaction (HCI) has nowadays extended its attention to the study of persuasive technologies. Following this line of research, in this paper we focus on websites and mobile applications in the e-commerce domain. In particular, we take them as an evident example of persuasive technologies. Starting from the hypothesis that there is a strong connection between logical fallacies, i.e., forms of reasoning which are logically invalid but psychologically persuasive, and some common persuasion strategies (...) adopted within these technological artifacts, we carried out a survey on a sample of 175 websites and 101 mobile applications. This survey was aimed at empirically evaluating the significance of this connection by detecting the use of persuasion techniques, based on logical fallacies, in existing websites and mobile apps. In addition, with the goal of assessing the effectiveness of different fallacy-based persuasion techniques, we performed an empirical evaluation where participants interacted with a persuasive (fallacy-based) and with a non-persuasive version of an e-commerce website. Our results show that fallacy-based persuasion strategies are extensively used in existing digital artifacts, and that they are actually effective in influencing users’ behavior, with strategies based on visual salience manipulation (accent fallacy) being both the most popular and the most effective ones. (shrink)

When moral or religious teachings have public and political effects, analysis usually focuses on the message, but attention to the manner in which the teachings are communicated is equally important in understanding their power to influence the course of events. Oscar Romero's particular style of moral discourse was remarkably effective for three reasons: First, his moral reasoning resonated with Salvadoran identity. It was intelligible within those reigning assumptions about national history and territory that could actually move a public to (...) action. Second, his moral judgments were timely. Romero sought to discern what was possible for the Salvadoran public at a given moment. Third, Romero had integrity as a public figure. He lived in such a way that his life, and especially his death, became an exemplary embodiment of the larger religious narrative that both grounded his ethics and gave meaning to the nation. (shrink)

In attempting to influence the moral views of others, activists sometimes employ pictures as tools of moral persuasion. In such cases, a viewer is confronted with an actual instance of the practice whose morality is at issue and invited to draw a general moral conclusion in response. This paper explores some of the philosophical issues that arise in connection with the use of pictures as tools of moral persuasion, with special attention to the roles of acquaintance and conversion in (...) the moral domain. Against concerns that relying on pictures will tend to bias or distort one’s moral judgment, the paper offers a qualified defense of the use of pictures. It then considers some implications for (i) the characterization of wide reflective equilibrium, (ii) the concept of a moral expert, and (iii) our attitudes towards our moral convictions. (shrink)