Browsing by Subject "Persuasion"
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Item Appeals to reason : negotiating rhetorical responsibility and dialectical constraints in church-state separation discourse(2014-05) Battistelli, Todd Joseph; Roberts-Miller, Patricia, 1959-This dissertation explores how argumentation theory can supplement models of responsible persuasion in rhetoric and writing studies. In particular, it demonstrates how reasoning as envisioned in the pragma-dialectical approach of argumentation can provide an alternative to exclusionary, unethical operations of reason. Despite longstanding work with models of argument from Aristotle to Stephen Toulmin, rhetoric and writing has paid little attention to the potential uses of dialectical argumentation theory. Such theory deserves greater consideration given its ability to meet the ethical demands voiced by rhetorical critiques of traditional ways of arguing. Critiques of reason demonstrate how the abstractions necessary for logical certainty exist in tension with the inherent ambiguity of human arguments. In attempting to strip away that ambiguity, some discussants unfairly exclude relevant details from others and may exclude entire populations who should be included in a fair deliberation. Goals of understanding and inclusion unite the variety of calls for new ways of arguing made in rhetoric and writing under titles of Rogerian, non-agonistic, listening, and invitational rhetorics. Nevertheless, as Chaïm Perelman and Lucie Olbrechts-Tyteca describe, even as our arguments involve irresolvable ambiguities, they must also function as stable and coherent viewpoints such that our interlocutors can hold us accountable to agreement or disagreement. In this way, we responsibly argue questions of ethics, politics and law. Though no final resolution of ambiguity is possible in such questions, we can reason together for a better understanding of each other's positions and craft pragmatic policies to deal with our disagreements. In order to explore the disciplinary questions about the relationship between rhetoric and argumentation, the dissertation examines a series of case studies drawn from judicial disputes over church-state separation in the United States. In examining problematic rhetoric of these disputes, the dissertation builds an understanding of responsible reason informed by dialectical argumentation and demonstrates its utility for both critical and pedagogical applications.Item Consumer psychology in a virtual store : the impact of automatic priming and assimilation/contrast effect on shoppers’ perceptions and behaviors(2012-08) Yoo, Seung Chul 1976-; Drumwright, Minette E.; Close, Angeline G; Williams, Jerome D; Peña, Jorge F; Atkinson, Lucy; Falbo, ToniThe goal of this dissertation is to understand unconscious effects in a 3D virtual store by examining how environmental cues in a store prime consumers and change their perceptions and behaviors automatically. By replicating and extending Bargh’s (1996) priming study, it was hypothesized and confirmed that age stereotypical avatars activate stereotype related concepts and influence shoppers’ walking speed as well as their choice of a product in a 3D virtual store setting. Further, the study proved that priming through elderly avatars can positively affect participants’ intentions to donate and to volunteer for a charity organization. The results supported the predictions of an automatic priming effect and an assimilation/contrast effect with important qualifications related to preexisting prejudices. The findings of this dissertation provide directions for future research and practical insights for online retailers and marketers of nonprofit organizations that will help them design and use virtual environments to maximize marketing outcomes.Item Persuasion strategies for litigators and negotiators : what’s the difference?(2013-12) Ahmed, Jessica Amber; McGlone, Matthew S., 1966-Persuasion scholars have documented the use of compliance-gaining messages in both negotiation and negotiation. The extant research offers suggestions for litigators and negotiators, but fails to compare the methods of persuasion in the two circumstances in order to advise attorneys and clients which communication messages to employ in the different contexts. The present study explores differences in use of 7 common compliance-gaining message strategies (“It's Up To You”, “This Is The Way Things Are”, “Equity”, “Benefit (Other)”, “Bargaining”, and “Cooperation”; Kellerman, 2004) in separate negotiation and litigation cases. Findings indicate that “This Is The Way Things Are” messages were more frequent in litigation than negotiation, but “Cooperation” messages were more common in negotiation than litigation. No other significant differences in strategy frequency across the different contexts were found. These results indicate that some differences exist between the messages used in negotiation and litigation and that future research should investigate what other messages may be used differently in the two contexts.Item The influence of gender and power on persuation: a study of pharmaceutical sales representatives' interaction with medical personnel(Texas Tech University, 2000-12) Meadows, Amanda R.Sex and gender research attempts to answer two questions: (1) Are there any differences between men and women? and (2) If so, why do these differences exist (Lips, 1997)? Answering these questions not only contributes to further understanding of the sexes, but also helps identify how we, as citizens, can produce competent communication, that is communication that is both effective in achieving goals and appropriate to the persons present and the situation (Spitzberg & Cupach, 1984). The medical context presents many opportunities to observe and analyze the influences gender and power may have on how messages are constructed and perceived. Health professionals often work in small groups called health care teams in order to reap the benefits of "people . . . working together for a goal" (Kreps & Thornton, 1984). The Health care teams may include physicians, nurses, receptionists, patients, pharmacists, and pharmaceutical sales representatives- all team members working to provide quality patient care. In ths office setting, the physician is often regarded as the group leader and source of medical knowledge. Concurrently, nurses and receptionists perform the role of a "gatekeeper" (pp.131-132). Along with their other medical responsibilities, nurses and receptionists facilitate interaction between some group members while blocking interaction between other members. In order to maintain a positive socio-emotional climate in the group, they must monitor the communication in order to avoid any negative influences on the communication process.Item The Influence of Persuasion Knowledge on Visual Attention to Product Placements(2013-05) Gibby, Hannah; Cummins, Robert G.; Farnall, OlanThe practice of placing brands and branded products into the content of media programming is a costly endeavor. With high dollar-amounts at stake, it is important for marketers and advertisers seeking a maximum return on their investments to understand just exactly how effective their placements are. Given an understanding of placement costs, it would appear advantageous to examine if attention is being paid to placements as well as factors determining their effectiveness to audiences. This study used eye tracking to evaluate the influence of a viewer’s knowledge of persuasive intent (i.e., persuasion knowledge) on audiences’ attention towards integrated products within television programming. Results indicated no significant main effect of persuasion knowledge on visual attention.