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Results for “Persuasive Communication”

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At least 37 records · Page 2Linked to original sources
PubMed2002

Inhibited power motivation and persuasive communication: a lens model analysis.

The authors tested the hypothesis that after motive arousal, individuals with an inhibited power motive (IPM) would excel at a persuasive task and explored the behavioral strategies IPM individuals use to that purpose. Sixty-eight participants presented their point of view on a controversial subject to another person. Power motivation and inhibition were both assessed by a picture-story test. Prior to their presentation, half of the participants imaginatively explored the ensuing task. The other half was assigned to a no-imagery control condition. Lens model analysis of videotaped presentations revealed that IPM participants in the imagery condition were judged to be the most persuasive of all participants. This interactive effect of power motivation, inhibition, and imagery condition was accounted for by three behavioral cues: verbal fluency, gesturing, and eyebrow lifts. No comparable effects emerged among no-imagery participants.

Adult↗
PubMed1984

Persuasive communication strategies for hospitals.

Stringent rules apply to the kinds of things hospitals can say about themselves and their services, over and above the ethics that apply to all advertising. Yet it seems clear from the levels of interest in advertising among hospitals and the growth in the use of this marketing technique in recent years that persuasion strategies will become more conscious and comprehensive in the future.

Advertising↗
PubMed1985

Persuasive communication and medical technology assessment.

Assessments of medical technologies with respect to their efficacy, safety, and cost-effectiveness are expected to influence clinical practice, but they are often lost in an avalanche of medical information. We developed a conceptual model that may aid understanding of the potential impact on clinical practice of new medical information in general and assessment information in particular. The model identifies aspects of medical communication that may influence an assessment's subsequent impact, including sources, messages, channels, audiences, and settings. We reviewed the literature on how medical information diffuses to physicians and highlighted those factors likely to heighten physicians' awareness and decisions to incorporate recommended medical advances. We outlined implications for educational interventions and promising research directions.

Humans↗
PubMed2003

Persuasive communications to change actions: an analysis of behavioral and cognitive impact in HIV prevention.

This meta-analysis examined the validity of various theoretical assumptions about cognitive and behavioral change following a communication recommending condom use. The synthesis comprised 82 treatment and 29 control groups included in 46 longitudinal reports with measures of perceived severity and susceptibility, attitudes and expectancies, norms, perceptions of control, intentions, knowledge, behavioral skills, or condom use. Results indicated that across the sample of studies, communications taught recipients about facts related to HIV and also induced favorable attitudes and expectancies, greater control perceptions, and stronger intentions to use condoms in the future. Moreover, messages that presented attitudinal information and modeled behavioral skills led to increased condom use. Results are discussed in the context of theories of human behavior and change and in reference to HIV-prevention interventions.

Acquired Immunodeficiency Syndrome↗
PubMed1997

Preventing teen pregnancy through persuasive communications: realities, myths, and the hard-fact truths.

Effective campaigns are desperately needed to combat the serious social problem of teen pregnancy. However, public health campaigns are most often noted for failures, rather than successes. One reason for a campaign failing to have the intended effect is lack of theoretical guidance at the formative evaluation stage. The study reported here is a theoretically-based formative evaluation with inner city teens. Six focus groups were conducted to determine knowledge, attitudes, beliefs, and recommendations for effective campaigns to deter teen pregnancy. The results indicate that campaign messages need to combat positive attitudes toward pregnancy, negative attitudes toward birth control, the perception of personal invulnerability, and emphasize the negative consequences of sexual intercourse. This study's findings also suggest that campaigns with these messages need to start at an early age in order to effectively prevent teen pregnancy.

Adolescent↗
PubMed1989

The effects of hypnosis upon cognitive responses to persuasive communication.

Several writers have suggested that hypnotic responsiveness is directly related to the content of S's covert self-statements. To test this notion, low and high hypnotizable Ss in either hypnosis or waking conditions were exposed to a recorded message advocating that college seniors be required to pass a comprehensive exam in order to graduate. Following message presentation, Ss listed all of the thoughts which occurred to them while listening to the message; these thoughts were later coded as counterarguments, favorable thoughts, or neutral thoughts. Hypnotized Ss generated significantly fewer counterarguments and agreed more with the message than waking Ss. In addition, high hypnotizable Ss (in both waking and hypnosis conditions) produced significantly more favorable thoughts and agreed more with the message than low hypnotizable Ss. Results, therefore, provided a demonstration of the differential impact of context (induction) and trait (hypnotizability level) upon different cognitive phenomena. Implications for the occurrence of hypersuggestible behavior are discussed.

Adult↗