Presuasion Part 2 Language What are some ways that language affects persuasion Metaphor exercise Why does language affect persuasion Why do I harp on you writing simply in relation to this chapter ID: 764556
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Pre-suasion Part 2
Language What are some ways that language affects persuasion? Metaphor exercise Why does language affect persuasion? Why do I harp on you writing simply (in relation to this chapter)?
Making ads less complex, yet more creative and persuasive: the effects of conventional metaphors and irony in print advertising Complex tropes vs. conventional tropes Novel metaphors Become conventional with use Are more persuasive when moderately complex Conventional MetaphorsSimplify abstract concepts into something more concreteCan affect people’s evaluations of a politician, product, or ideaMetaphor vs. Irony165 Participants (Mage = 33.71, SDage = 15.22, Rangeage = 17-70)2 x 2 x 4 designParticipants each viewed four advertisementsLiteral, conventional metaphor, irony, metaphor and irony Burgers, C., Konijn , E. A., Steen, G. J., & Iepsma , M. A. R. (2015). Making ads less complex, yet more creative and persuasive: The effects of conventional metaphors and irony in print advertising . International Journal of Advertising: The Review of Marketing Communications , 34 , 515–532. Retrieved from https ://login.proxy.lib.uni.edu/login?url=http://search.ebscohost.com/login.aspx?direct=true&db=psyh&AN=2016-28297-007&site=ehost-live
Making ads less complex, yet more creative and persuasive: the effects of conventional metaphors and irony in print advertising Results Ads with conventional metaphors seen as less complex ( F (1, 151) = 44.89, p < 0.001, ηp2 = 0.23) and more creative (F(1, 151) = 15.65, p < 0.001, ηp2 = 0.09)Ads with conventional metaphors resulted in a better brand attitude (F(1, 151) = 20.09, p < 0.001, ηp2 = 0.12) and higher purchase intention (F(1, 151) = 9.32, p < 0.01, ηp2 = 0.06) What about metaphors do you think makes them so persuasive? Is it just that they can help make abstract or complicated things less complex, or is it something more?How do you think conventional metaphors affect persuasion outside sales and advertising? Burgers, C., Konijn , E. A., Steen, G. J., & Iepsma , M. A. R. (2015). Making ads less complex, yet more creative and persuasive: The effects of conventional metaphors and irony in print advertising . International Journal of Advertising: The Review of Marketing Communications , 34 , 515–532. Retrieved from https ://login.proxy.lib.uni.edu/login?url=http://search.ebscohost.com/login.aspx?direct=true&db=psyh&AN=2016-28297-007&site=ehost-live
“Persuasive geographies” What are some examples of this effect? How can you make yourself happier and more effective ? https:// www.cnbc.com/id/25708262
Stereotype Susceptibility: Identity Salience and Shifts in Quantitative Performance 46 Asian-American Participants Independent Variable Female-identity-salient condition ( n = 14)Asian-identity salient condition (n = 16)Control condition (n = 16)Dependent VariableAccuracy on math testShih, M., Pittinsky, T. L., & Ambady, N. (1999). Stereotype susceptibility: Identity salience and shifts in quantitative performance. Psychological science, 10, 80-83. Retrieved from https://journals.sagepub.com/doi/pdf/10.1111/1467-9280.00111
Stereotype Susceptibility: Identity Salience and Shifts in Quantitative Performance Results 54% correct (of attempted) in Asian-identity salient condition 49% correct (of attempted) in control condition 43% correct (of attempted) in female-identity-salient condition Above pattern significant (t(43) = 1.86, p < .05, r = .27)Significantly higher scores in the Asian-identity-salient condition than in the female-identity-salient condition (t(29) = 2.02, p < .05, r = .35)Do you notice anything suspicious about this study that Cialdini didn’t metion ? Why is it important to consider stereotypes when trying to persuade people (other than avoiding offense)? Shih, M., Pittinsky , T. L., & Ambady , N. (1999). Stereotype susceptibility: Identity salience and shifts in quantitative performance. Psychological science , 10 , 80-83 . Retrieved from https://journals.sagepub.com/doi/pdf/10.1111/1467-9280.00111
The phenomenon Cialdini mentions from p. 129-131 concerning women taking math exams is basically stereotype threat. Cialdini gives examples of how to help women test better in mathematics, but how else could you use pre-suasion techniques to get more women into STEM?
Associations How broad is the accessibility effect? Why are if/then plans helpful? How can you reduce the effects of automatic pre-suasion on itself? How does cognitive load affect persuasion?
Cialdini compares advertisments to Pavlov’s dogs (p. 137). Do you think this is an accurate comparison? Is it really that simple?