• Title/Summary/Keyword: psychology of persuasion

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Case study on the user interface design based on the psychology of persuasion (설득의 심리에 근거한 사용자 인터페이스디자인 사례연구 -온라인 쇼핑몰을 중심으로-)

  • Park, Jinhee
    • Journal of Digital Convergence
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    • v.12 no.9
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    • pp.369-378
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    • 2014
  • The information processing capabilities of contemporary people have reached its limit as the daily life in an information society calls for prompt judgment and decisions while being overwhelmed with information. We no longer make optimal decisions after analyzing all necessary data and information and instead make automatic decisions based on just a handful of important information. Such a phenomenon can be observed not just in daily life but also on the internet. People believe they are making a rational choice when selecting and purchasing a product online, but in fact subconscious thoughts and behavior triggered immediately by certain parts of the brain without our knowing are what makes the decision. Therefore, this study seeks to investigate the cases of various UX designs where the persuasion method based on Cialdini's psychology of persuasion is applied and to suggest a direction for a more effective user interface design based on the findings.

Evaluate Role of Negative Emotions effect in Advertising

  • Khorvash, Mahdi
    • East Asian Journal of Business Economics (EAJBE)
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    • v.2 no.2
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    • pp.53-57
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    • 2014
  • Persuasive emotion advertising has great effect on attention and motivation. The using of negative emotions has been an interest in consumer psychology and advertising. This is because emotions place impact on consumers, attention and decision making. Emotions are also believed to cretin evoke brand name from memory. This paper presents the evidence for the impact of negative emotions by comparing then greater with positive emotions advertising.

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.

Condom negotiation strategies of Korean college students: Interactive perspective of Sexual-risk behavior (한국대학생들의 콘돔협상전략 탐색: 콘돔연구에서 협응적 관점의 제안)

  • Taekyun Hur;Ja Ee Cho
    • Korean Journal of Culture and Social Issue
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    • v.13 no.1
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    • pp.43-61
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    • 2007
  • Most previous research on safer sex and condom use has been mainly focused on individual's dispositional factors such as attitudes, perceived control, intention, and etc. However, a few researchers recently started to propose that condom use is not a matter of individual behavioral decision but a product of serious interactive negotiation processes and condom negotiation would be the proximal key-determinant of condom use behaviors. The present research categorized condom-negotiation strategies and preferences of Korean college students and examined relationship between the strategies and other sex-related concepts. 186 participants' strategies on a free-response questions of condom negotiation revealed 7 types of persuasion strategies for condom use; Pregnancy risk, responsibility, care for partner, withholding sex, sexual disease, direct request, and sexual satisfaction (in order of preference). 6 types of persuasion strategies for condom avoid were abstracted: Pregnancy free, Sexual satisfaction, responsibility, direct request, unfaith toward condom, and withholding sex (in order of preference). The effects of gender, sexual experience, and culture were found and discussed in their implications for sexual education,

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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.

Exploring framing effect and repetition effect of the persuasive message on moral decision making in conflict of interest (이익충돌 상황에서 설득 메시지의 프레이밍 및 반복에 따른 도덕적 의사결정 탐색)

  • Saeyeon Seong;Kyong-mee Chung
    • Korean Journal of Culture and Social Issue
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    • v.24 no.4
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    • pp.541-562
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    • 2018
  • Conflict of interest (COI) is one of the dominant circumstantial factors of moral corruption across various fields. Several management strategies have been proposed to prevent self-interested decision making in COIs. Among these strategies, message persuasion has been considered as a practical and effective approach. Prior studies have found that framing and repetition are two of the major factors in the persuasion effect of message. However, their effect on moral decision making in COI has not been well explored. The purpose of this study was to compare the differential effects of positively framed message and negatively framed message, and secondly, to investigate how the effectiveness of persuasive message changes through repetitive exposures. A total of 63 participants were randomly assigned to one of 3 framing conditions: positive framing, negative framing, and no-message condition. Prior to the on-line experiment involving a consultation task, differently framed persuasive message were presented to the participants. This process was repeated four times in a row. The results showed that participants with positive-framing message were less likely to provide self-interested consultation than participants in the no-message condition. Also, a U-shaped quadric relation between repetition and self-interest consultation was found. Implications and limitations are further discussed.

Semiology as a Way of Expression for Message-focused on the advertising design- (메시지 표현방법으로서의 기호-광고 디자인을 중심으로-)

  • 박영희
    • Archives of design research
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    • no.18
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    • pp.113-121
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    • 1996
  • Persuasion is one of the attractive channels to enhance the relation between markerters and consumers and deliver the true communication on products to the consumers. This arctic tried to examine the symbolic meaning system as a way of maximizing the visual communicational effect of persuasion, the efforts of marketers who are trying to utilize the psychology of the mass that consume the symbol rather than products and the symbol system as a mean of propaganda were analyzed as well. People in modern age, in general, place more value on the emotional assoessibility than the efficiency of the product, As a result, the ways of expression of propaganda approaching the mass are in the process of gradual change, which was another theme this article tried to explore. Ames sied that the human preoeption has a tendency to perceive things in some organized pattern, which can be applied to even untransparable and meaningless image. Human beings don't perceive what there is but what, thery believe there to be, and his peroeption are channelized by the opportunity of the past, his peroeption are channelized by the opportunity of the past, his experience of the environment, and the history of learning. To say another word, people not only recognize the objective form but also accept the inside meaning of the visual object. Their reponse to the visual object, therefore, include personal cognition, judgment, and attitued. The communication in visual design reveals the culture, society, and art in a complex symbol, and make synthetic cultural interpretation possible. It's pretty attractive, effective, and reasonable method to use symbolic meaning system as a way of persuasion. It is because communication means whole process from receiving and delivering the information and message to making common meaning system, to measuring the effect of the behavior change.

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The Effect of Hallmark of the Environment Friendly Agricultural Products on the Consumer Value and Purchase Intention - Centering around the Moderating Effect of Regulatory Focus and Construal Level (친환경농산물의 인증마크가 소비자가치와 구매의도에 미치는 영향 - 조절초점과 해석수준의 조절효과를 중심으로)

  • Lee, Seung-Hee;Han, Sang-Bak;Do, Hyeon-Ok;Seo, Kyeong-Do
    • Journal of Digital Convergence
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    • v.9 no.4
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    • pp.143-156
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    • 2011
  • To accomplish these purposes, First, this research divided hallmark of the environment friendly agricultural products into organic products and pesticide-free products and participants are classified as having promotion or prevention regulatory focus. In addition, consumer value type is categorized into value of social psychology and functional value. Second, construal level divided into high and low on the relationships between the consumer value and purchase intention. The main factors of the consumer value such as value of social psychology and functional value were found from the previous studies. This study is meaningful that the fit of regulatory focus between hallmark of organic products and pesticide-free products in environment friendly agricultural products. The regulatory relevance could moderate the level of persuasion knowledge activation. Also, This research is meaningful that the fit of construal level theory between Consumer value and purchase intention by person's psychological personality. The construal level relevance could moderate the level of marketing activation.

A Review of the Traditional Concepts of Psychologic Therapy in Oriental Medicine-specially about Ii-Gyeung-Byun-Qi(移精變氣療法) Therapy- (이정변기료법(移精變氣療法)에 관한 현대적 의미의 이해 -임상사례를 중심으로-)

  • Min Sang-Joon;Kim Tae-Heon;Kang Hyung-Won;Lyu Yeoung-Su
    • Journal of Oriental Neuropsychiatry
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    • v.12 no.1
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    • pp.3-10
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    • 2001
  • Psychology and esters medicine are congenital therapeutic partners. they are closer in concept and practice to each other than either is to the principles of western science and medicine. Estern medicine, like most psychotherapies, is concerned with an individual's unique physical and emotional state. The aim of this study is to review Ii-Geug-Byun-Qi(移精變氣療法) therapy which is one of the psychotherapies in estern medicine. We studied few representative books which are about in estern medicine and also studied some clinical case reports on psychotherapies by estern medicine therapy, specially about Ii-Geug-Byun-Qi(移精變氣療法) therapy. Generally we understood Chukyoo(祝由) is the eldest psychological therapy which is based on Shamanism and controlled by Shaman as a doctor. and it is similar to simple psychoanalysis in western medicine. The psychologic therapy of Ii-Geug-Byun-Qi (移精變氣療法) is typical estem medicine psychologic therapy since the principle of estern medice had built like Hwang-Chi-Nei-Ching(黃帝內經). The meaning. of Ii-Geug-Byun-Qi(移精變氣療法) therapy is holistic psychologic therapy which are based on the harmony of mind and body. The practical method of Ii-Geug-Byun-Qi(移精變氣療法) are to refresh patient's emotional condition, like ventilaltion. The second healing method of Ii-Geug-Byun-Qi(移精變氣療法) is persuasion by dialogue. The third method is to clear patient's doubt by explainning of some qutestions. Therefore, the indication of Ii-Geug-Byun-Qi(移精變氣療法) therapy are psychosomatic disease or psychogenic problems. In conclusion, I suggest that the Ii-Geug-Byun-Qi(移精變氣療法) therapy could be powerfully adopt to prevent or treat lots of disease which is related with mind and body induced by stressor.

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Mental Health In LGBTs Resulting From Family Rejection: Consensual Qualitative Research (가족의 거부로 인한 성소수자의 정신건강에 관한 연구: 합의적 질적 연구(CQR))

  • Kim, Jin Yi
    • Korean Journal of Culture and Social Issue
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    • v.23 no.4
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    • pp.605-634
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    • 2017
  • The purpose of this study was to investigate families' responses and attitudes and the experiences of Korean LGBT individuals after revealing their sexual identity and sexual orientation and to determine how families' attitudes affected the mental health of these individuals. For this purpose, in-depth interviews were performed with 12 male and female LGBT participants, ranging from 19-30 years of age, who resided in Seoul and metropolitan areas, and reported coming out to or being outed by their families. One-to-one interviews were carried out using semi-structured questions, and the data from the interviews were analyzed using consensual qualitative research (CQR). Most of the families had very negative responses and attitudes to the participants coming out and exhibited rejection or avoidant attitudes; only a few of the families responded with receptive attitudes. As a result, the LGBT participants reacted with friction and coping behaviors, such as persuasion, participation in professional counseling, abandonment or avoidance, and running away from home. Most of the effects of the families' attitudes on the participants were negative psychological effects, such as anger, sadness, a sense of alienation, depression, anxiety, fear, trauma, helplessness, lowered self-esteem, alcohol dependence, and suicidal ideation and attempt, while receptive attitudes provided a sense of stability. For all participants, they reported that they were more likely to be hurt by their families' negative attitudes than by social attitudes. This study is significant because it provides framework for specifying families' attitudes and LGBT individuals' experiences after coming out in Korean society. It also outlines LGBT individuals' coping behaviors, psychological difficulties, and the process of coming out and provides suggestions for individuals to overcome. The results are expected to help counselors create practical strategies to better understand LGBT individuals and the psychological difficulties they may experience and provide proper interventions while counseling both the individual and the family.