• Title/Summary/Keyword: Persuasion Approach

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Effects of Persuader and Persuasion Message of Bicycle Exploration Journey (자전거 탐방여행의 설득원과 설득메시지의 효과)

  • Park, Joung-Koo
    • Journal of the Korean Institute of Landscape Architecture
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    • v.37 no.5
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    • pp.13-23
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    • 2009
  • This study investigated the effects of thae persuader and the persuasion message in order to reduce carbon dioxide emissions and activate the exploration journey using bicycles, a form of green transportation, in this green society age. Furthermore, the effects that predictive variables related to the implementation of an infrastructure for bicycles have on the intentions toward an exploration journey using bicycles were examined. The questionnaire survey was administered to 257 respondents for 9 days from March 14 to March 22, 2009. Since Gyeongju has a number of cultural relics that people can look at in one day, Gyeongju is ideal for examining a variety of tourist opinions about exploring cultural relics using bicycles. In conclusion, it was found that the 'persuader' and 'persuasion message' enhanced the desire for bicycle exploration journeys from 'will use a bicycle if possible' to 'want to use a bicycle'. In accordance with two-way ANOVA results on the desire for bicycle exploration journeys by persuader and persuasion message, the persuasion approach emphasizing health effects and geared toward bicycle enthusiasts was significantly effective. Furthermore, the most effective approach was the persuasion strategy emphasizing the 'citizens' and 'health', and 'citizens' and 'eco-friendly' among the effects created by connection of persuader and persuasion message.

The Effects of Time Monitoring and Goal Orientation on Persuasion (시간 모니터링과 목표지향이 설득에 미치는 영향)

  • Min, Dongwon
    • Journal of Digital Convergence
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    • v.18 no.8
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    • pp.103-109
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    • 2020
  • The aim of this research is to investigate the effect of how individuals monitor the time in their life on persuasion and the moderating role of goal orientation and types of persuasive message in the relationship between time monitoring and persuasion. By controlling participants' time horizon perspectives (THPs), an experiment using a 2 (THP: limited vs. expansive) × 3 (goal orientation: approach vs. avoidance vs. control) × 2 (message type: emotional vs. knowledge-related) between-subjects design was conducted.. Results showed that when participants with limited THP, those who oriented avoidance goals were more favorable to knowledge-related messages, whereas those who oriented approach goals preferred emotional messages. Participants with expansive THP were more persuaded by knowledge-related messages, regardless of pursuing goal types.

User's Willingness to Donate to a Personal Broadcasting Creator From a Rhetorical View (수사학적 관점에서의 인터넷 개인방송 크리에이터에 대한 이용자의 기부의사에 관한 연구)

  • Moon, Yunji
    • The Journal of Information Systems
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    • v.28 no.3
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    • pp.83-104
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    • 2019
  • Purpose Recently, Internet personal broadcasting has been widely spreaded as a new media type by replacing traditional legacy media such as TV. Considering this phenomenon, this study aims to explore the effect of Aristoteles' persuasion factors on Internet personal broadcasting from a rhetorical view. The reason why users watch the Internet personal broadcasting is that they are persuaded by creator's expertness, empathy, or content usefulness. These factors can be regarded as persuasion factors. Therefore, with Aristoteles' rhetorical persuasion factors composed of ethos, pathos, and logos, this paper tries to investigate how persuasion factors affect user's emotional\ attachment and voluntary donation intention. Design/methodology/approach This paper proposes a model of the relationships among three rhetorical factors, user's emotional attachment, and donation intention. Specifically, ethos is regarded as creator's expertness and trustworthiness, and pathos refers to creator's empathy and social interaction. Last, logos refers to content usefulness and credibility. For testing a hypothetical research model, this study collected 468 surveys and empirically tested hypotheses using a structural equation model. Findings This study investigated how rhetorical factors (ethos, pathos, and logos) and emotional attachment further influence user's donation intention. The findings suggest that rhetorical factors of ethos and pathos enhances emotional attachment, followed by donation intention. Contrary to an expectation, however, logos was not significantly related to emotional attachment. Creators of Internet personal media and MCN providers should focus on the different effects of rhetorical factors and pay attention to the role of emotional attachment to encourage user donation.

Knowledge and Diffusion of Knowledge for Nursing Care of Patients with Diabetes Mellitus among Clinical Nurses (우리나라 임상간호사의 당뇨병 지식 및 지식 확산도 조사연구)

  • Hong, Myeong Hee;Yoo, Joo Wha;Kim, Soon Ai;Lee, Jeong Rim;Roh, Na Ri;Park, Jeong Eun;Gu, Mee Ock
    • Journal of Korean Clinical Nursing Research
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    • v.15 no.3
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    • pp.61-74
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    • 2009
  • Purpose: In order to increase the quality of nursing care for patients with diabetes mellitus, it is important for clinical nurses to accept changes in diabetes knowledge and correct their approach immediately. This approach will also contribute to effective nursing practice. Methods: The study was designed to investigate the level of knowledge and diffusion of knowledge for nursing care of patients with diabetes mellitus among clinical nurses. It was conducted with nurses from 29 general hospitals in Korea from November 3 to December 5, 2008. The questionnaire consisted of 129 items and it was sent to the participants by mail. Of the 1,060 questionnaires returned, only 930 were valid for use in the statistical analysis. Results: 1) The average score for clinical nurses' knowledge of diabetes mellitus was 0.67 out of 1.0. 2) The level of persuasion of knowledge for nursing care of patients with diabetes mellitus averaged 0.64 out of 1.0 3) The level of practical application of knowledge for nursing care of patients with diabetes mellitus averaged 1.05 out of 2.0, indicating that they applied their knowledge 'sometimes'. 4) The level of diffusion of knowledge for nursing care of patients with diabetes mellitus was 2.37 out of 4.0 and level was estimated as the stage of 'persuasion'. 5) There were significant differences in nursing knowledge of diabetes mellitus, according to experience in practical education for diabetes mellitus. Conclusion: The results indicate that nurses with a lower level of knowledge of diabetes mellitus have a lower level of persuasion of knowledge for nursing care of patients with diabetes mellitus and lower practical application. To improve the level of nurses' knowledge of diabetes mellitus, practical training programs are needed for areas in which knowledge level is low, such as 'diagnosis and management of diabetes mellitus', 'oral diabetes medication', and 'glucose control in special conditions'.

Destinations analytics with massive tourist-generated content: Applying the Communication-Persuasion Paradigm

  • Hlee, Sun-Young;Ham, Ju-Yeon;Chung, Nam-Ho
    • The Journal of Information Systems
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    • v.27 no.3
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    • pp.203-225
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    • 2018
  • Purpose This study investigated the impact of review language style (affective vs. cognitive) on review helpfulness and the moderating effects of the types of attractions in the relationships between the review language and its helpfulness. Design/methodology/approach This study investigates the impact of review language style (affective vs. cognitive) on review helpfulness and the moderating effects of the types of attractions in the relationships between the review language and its helpfulness. This study selected two hedonic and utilitarian attractions (Hedonic: Brandenburg Gate, Utilitarian: Peragamon Museum) located in Berlin. A total of 3,320 reviews was collected from TripAdvisor. We divided online reviews posted for these places into reviews with more affective language and with more cognitive language by using the LIWC. Then, we investigated the impact of language effect on review helpfulness across the attraction type. Findings The findings suggest that peers tend to judge more helpful toward cognitive language in attraction reviews regardless of attraction type. This study found that peers tend to perceive more helpful toward cognitive review in utilitarian attractions. Even though there was an interaction effect between review language and attraction type, in hedonic attractions, the influence of cognitive language was reduced, but still cognitive reviews would get more helpful votes.

Determining Leadership Styles to Support Civil Servant Relocation: A Case Study of Indonesia's New Capital Plan

  • IRAWANTO, Dodi Wirawan;NOVIANTI, Khusnul Rofida;FANANI, Lutfi
    • The Journal of Asian Finance, Economics and Business
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    • v.10 no.1
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    • pp.233-242
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    • 2023
  • This study intends to investigate the impact of leadership style on civil servants' (in 4 ministries representatives of the Indonesian government) readiness to change and relocate to the future capital of Indonesia (Ibu Kota Nusantara / IKN). The quantitative approach was used from the data survey from 62 high-level civil servant representatives using a questionnaire. The collected data was analyzed using the SPSS software and exploratory factor analysis (EFA). The findings also indicated that, out of the 12 indicators of leadership style measured in this study, persuasion and integration leadership style should be considered crucial and important factors in shaping supportive behavior in the context of readiness for change. Making the relocation process successful requires avoiding the type of initiation structure leadership style. The finding of this study reveals that to choose the best leaders, the Indonesian government is urged to use these two criteria (persuasion and integration leadership style), especially for those in charge of facilitating the relocation process to IKN. Additionally, to demonstrate their confidence and make full use of their resources, leaders who are in command must be able to anticipate that the relocation of civil servants would go smoothly with less risk.

The Vehicle and Driver of China's Cultural Diplomacy: Global Vision Vs. Localised Practice

  • Liu, Xin
    • Journal of Contemporary Eastern Asia
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    • v.17 no.1
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    • pp.130-151
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    • 2018
  • China's cultural diplomacy is mostly understood as an endeavour to build and project soft power, which draws on three sources of 'culture, political values and foreign policy' according to Nye. This paper focuses on the debates about the vehicle and agents of China's cultural diplomacy. It starts with a theoretical discussion of the competing views in the Chinese context, and develops an argument that the vehicle of China's cultural diplomacy tries to project soft power on two wheels of culture and political values, to serve the purpose of reshaping China's image away from being the 'cultural other' and 'ideological other' respectively. However, the state-led approach to driving this vehicle is generating some side effects with its sponsorship, censorship and presence in the driver's seat. Then the paper analyses the inherent tensions existing in practice both between the two sources of building soft power and between the two means of doing so, attraction and persuasion, with empirical evidence through a comparative case study of the Confucius Institutes in the US and South Korea. The finding shows that China's attempt at reshaping its image as an Eastern cultural contestant is often disrupted by its authoritarian political values, and the state-led persuasion is often reducing China's cultural attraction. Following this, the paper finishes with some recommendations regarding evolving the cultural diplomacy approach from a vertical one that is government-centred to a horizontal one that is network-based with multiple agents, and localising its practice by engaging the target audiences as stakeholders.

An Longitudinal Analysis of Changing Beliefs on the Use in IT Educatee by Elaboration Likelihood Model (정교화 가능성 모형에 의한 IT 피교육자 신용 믿음 변화의 종단분석)

  • Lee, Woong-Kyu
    • Asia pacific journal of information systems
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    • v.18 no.3
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    • pp.147-165
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    • 2008
  • IT education can be summarized as persuading the educatee to accept IT. The persuasion is made by delivering the messages for how-to-use and where-to-use to the educatee, which leads formulation of a belief structure for using IT. Therefore, message based persuasion theory, as well as IT acceptance theories such as technology acceptance model(TAM), would play a very important role for explaining IT education. According to elaboration likelihood model(ELM) that has been considered as one of the most influential persuasion theories, people change attitude or perception by two routes, central route and peripheral route. In central route, people would think critically about issue-related arguments in an informational message. In peripheral route, subjects rely on cues regarding the target behavior with less cognitive efforts. Moreover, such persuasion process is not a one-shot program but continuous repetition with feedbacks, which leads to changing a belief structure for using IT. An educatee would get more knowledge and experiences of using IT as following an education program, and be more dependent on a central route than a peripheral route. Such change would reformulate a belief structure which is different from the intial one. The objectives of this study are the following two: First, an identification of the relationship between ELM and belief structures for using IT. Especially, we analyze the effects of message interpretation through both of central and peripheral routes on perceived usefulness which is an important explaining variable in TAM and perceived use control which have perceived ease of use and perceived controllability as sub-dimensions. Second, a longitudinal analysis of the above effects. In other words, change of the relationship between interpretation of message delivered by IT education and beliefs of IT using is analyzed longitudinally. For achievement of our objectives, we suggest a research model, which is constructed as three-layered. While first layer has a dependent variable, use intention, second one has perceived usefulness and perceived use control that has two sub-concepts, perceived ease of use and perceived controllability. Finally, third one is related with two routes in ELM, source credibility and argument quality which are operationalization of peripheral route and central route respectively. By these variables, we suggest five hypotheses. In addition to relationship among variables, we suggest two additional hypotheses, moderation effects of time in the relationships between perceived usefulness and two routes. That is, source credibility's influence on perceived usefulness is decreased as time flows, and argument quality's influence is increased. For validation of it, our research model is tested empirically. With measurements which have been validated in the other studies, we survey students in an Excel class two times for longitudinal analysis. Data Analysis is done by partial least square(PLS), which is known as an appropriate approach for multi-group comparison analysis with a small sized sample as like this study. In result. all hypotheses are statistically supported. One of theoretical contributions in this study is an analysis of IT education based on ELM and TAM which are considered as important theories in psychology and IS theories respectively. A longitudinal analysis by comparison between two surveys based on PLS is also considered as a methodological contribution. In practice, finding the importance of peripheral route in early stage of IT education should be notable.

Adopting Production System in Cognitive Psychology to Improve the Extraction Process of Persuasive Design Characteristics for Healthcare-related Applications

  • Zhang, Chao;Wan, Lili
    • The Journal of Information Systems
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    • v.27 no.3
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    • pp.25-42
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    • 2018
  • Purpose The purpose of this study focused on adopting production systems in cognitive psychology to improve the extraction process of persuasive design characteristics for healthcare-related mobile applications. Design/Methodology/Approach A research approach with four stages was developed. We developed and updated the evaluation guideline for persuasive design characteristics (PDC). We tried to summarize and analyze each of 28 PDC and prepared related production rules. Verification process for both guideline approach and production system approach were performed. Top one hundred apps from both medical category and health and Fitness category were selected and evaluated by two approaches. By comparing the results of the two approaches, we tried to explain the improvement and reliability of introducing the production system in the PDC extraction process. Findings Based on the updated guideline for healthcare-related mobile applications, a production system in cognitive psychology was developed. By comparing the PDC extraction results by two approaches, production system showed a better improvement for evaluation precision and efficiency for decision-making process. The findings of this study can be used for researchers and app developers to apply production system to analyze, evaluate, and develop better healthcare-related apps with persuasion.

Values in Mathematics Education: Its Conative Nature, and How It Can Be Developed

  • Seah, Wee Tiong
    • Research in Mathematical Education
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    • v.22 no.2
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    • pp.99-121
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    • 2019
  • This article looks back and also looks forward at the values aspect of school mathematics teaching and learning. Looking back, it draws on existing academic knowledge to explain why the values construct has been regarded in recent writings as a conative variable, that is, associated with willingness and motivation. The discussion highlights the tripartite model of the human mind which was first conceptualised in the eighteenth century, emphasising the intertwined and mutually enabling processes of cognition, affect, and conation. The article also discusses what we already know about the nature of values, which suggests that values are both consistent and malleable. The trend in mathematics educational research into values over the last three decades or so is outlined. These allow for an updated definition of values in mathematics education to be offered in this article. Considering the categories of values that might be found in mathematics classrooms, an argument is also made for more attention to be paid to general educational values. After all, the potential of the values construct in mathematics education research extends beyond student understanding of and performance in mathematics, to realising an ethical mathematics education which is important for thriveability in the Fourth Industrial Revolution. Looking ahead, then, this article outlines a 4-step values development approach for implementation in the classroom, involving Justifying, Essaying, Declaring, and Identifying. With an acronym of JEDI, this novel approach has been informed by the theories of 'saying is believing', self-persuasion, insufficient justification, and abstract construals.