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Full-Text Articles in Psychology
The Psychology Behind The Marketing Of Alcohol And Tobacco: How We Convince People To Do Things That Are Bad For Them, Sophie Dvorkin
The Psychology Behind The Marketing Of Alcohol And Tobacco: How We Convince People To Do Things That Are Bad For Them, Sophie Dvorkin
CMC Senior Theses
The marketing tactics of the alcohol and tobacco industry are inextricably linked through the psychological basis upon which these companies target their customers. Through the principles of reciprocity, social proof, scarcity, commitment and consistency, unity, and authority featured in Robert Cialdini’s book Influence: The Psychology of Persuasion (2021). The principle of reciprocity explains how companies get customers to buy in, social proof explains our dependence on our peers’ validation, and scarcity explains why we want what we can’t have. The principles of commitment and consistency explain how companies garner long-term customers that see themselves as an extension of a brand, …
Self-Distancing As A Persuasive Amplifier For Increasing Help-Seeking Among People With Depression, Sara M. Hollar
Self-Distancing As A Persuasive Amplifier For Increasing Help-Seeking Among People With Depression, Sara M. Hollar
CGU Theses & Dissertations
People with high levels of depressive symptomatology report less favorable attitudes toward help-seeking and reduced help-seeking intentions than people with lower levels of depressive symptomatology. While some attempts to persuade people with depression to seek help have been successful, others have failed. Preliminary research using both perspective-taking and mental time-travel self-distancing writing tasks have shown potential. However, a video that asked people to think, rather than write, about help-seeking from a distanced perspective failed to increase help-seeking outcomes. This dissertation tests a new approach where participants are prompted to take a self-distanced approach while watching existing help-seeking video messages. In …
The Anatomy Of A Controlling Message And The Impact Of Reactance On Attitude Certainty, Thomas Vincent Staunton Jr.
The Anatomy Of A Controlling Message And The Impact Of Reactance On Attitude Certainty, Thomas Vincent Staunton Jr.
CGU Theses & Dissertations
Psychological reactance theory (Brehm, 1966) has helped guide research on resistance to persuasion for over a half century. The theory holds that individuals value their freedom to make their own decisions, and when presented with a persuasive message, may perceive threat to their autonomy and react adversely to the message. Impersonal or mass disseminated messages, particularly those in pro-social or health related contexts, often must communicate in a manner that is direct and forceful to get a clear point across as efficiently as possible. Such messages can be characterized as high controlling (HC) and are generally constructed by using explicit …
The Use Of The Elaboration Likelihood Model And Attitude Change In Personality Disorder Patients, Jillian Kaplan
The Use Of The Elaboration Likelihood Model And Attitude Change In Personality Disorder Patients, Jillian Kaplan
Scripps Senior Theses
Previous research has studied the relationship between the use of the Elaboration Likelihood Model (ELM) and various personality traits when individuals are presented with persuasive information. This study aims to examine attitude change toward treatment in personality disorder (PD) patients using the ELM. It is predicted that patients of BPD, SPD, and OCPD will be more likely to use the central route of processing, while patients of NPD will be more likely to use the peripheral route of processing when evaluating persuasive information due the personality traits characteristic of the respective disorders. Selected patients of the four PDs of interest …
Persuasion In The Health Field: Framing The Message For Attitude Change, Kelley Ogami
Persuasion In The Health Field: Framing The Message For Attitude Change, Kelley Ogami
Scripps Senior Theses
The process of persuasion, the changing of a person’s attitudes, has often been applied to health communications designed to promote healthy behavior. Manipulation of aspects of the persuasive message can influence persuasion and the likelihood of attitude change. For a long time, the existing persuasion research had yet to examine how different types of message framing and intervention targets directly and in interaction with one another act as predictors of health attitude change. Therefore, this thesis addressed this lapse using an online survey to assess participants’ attitude towards the health issue of hypertension after reading a health message. This health …
The Influence Of Advertisement Music On Gender Identity And Sex Stereotyping In Young Girls, Ellen S. Pelos
The Influence Of Advertisement Music On Gender Identity And Sex Stereotyping In Young Girls, Ellen S. Pelos
Scripps Senior Theses
This paper proposes a study that investigates whether manipulating pitch and tempo in children’s toy advertisement music has an effect on gender identity and sex stereotyping in preschool-aged girls. This particular intersection between advertisement, persuasion, gender identity, and sex stereotyping scholarship has not yet been explored. However, past research does suggest that high pitch and fast tempo have a significant positive impact on mood and arousal, two factors associated with more susceptibility to persuasive messages. The 3- to 4-year-old female participants will be randomly assigned to one of the nine advertisement conditions. The music in the ads for each condition …
The Principles Of Persuasion In Executive Leadership, Sonia Y. Bao
The Principles Of Persuasion In Executive Leadership, Sonia Y. Bao
CMC Senior Theses
Persuasion is becoming increasingly prevalent and important for executives in the business world, especially in light of the current economic situation and the shifting dynamic in organizational management. As a result, it is worth examining the scientific process behind persuasion and how applying these findings will produce more effective executive leaders. This paper will dive into the realm of persuasion in the work place by first drawing upon the history between persuasion and rhetoric, how these historical thought processes have influenced the persuasion we know and understand today, as well as examine how certain techniques can make persuasion most effective, …