Rhetoric and Politics

Harris, Edward M.

doi:10.1093/oxfordhb/9780199731596.013.003

Cited by 3 publications

(12 citation statements)

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“…In this paper, we investigate and apply a range of techniques that are standard in fields including psychology, rhetoric and marketing. Persuasive strategies are extensively studied, and much research can be found which includes relevant definitions and descriptions of the persuasion techniques we have usedfor a review (Dillard and Pfau, 2002;Myers, 2012;McGuigan, 2011;O'Keefe, 2015;Carey, 1996;Harris, 1997).…”

Section: Jsitmentioning

confidence: 99%

“…device anaphora Anaphora employs repetition of words at the beginning of a phrase. The same word/ phrase is repeated initially in two successive sentences (Harris, 1997)…”

Section: Appeal Logicmentioning

confidence: 99%

“…The use of this device stimulates critical thinking and encourages drawing out ideas and underlying presuppositions (Harris, 1997) Rht. device antanagoge Antanagoge is used to reduce the impact or significance of what is considered negative.…”

Section: Rht Device Rhetorical Questionmentioning

confidence: 99%

“…device antanagoge Antanagoge is used to reduce the impact or significance of what is considered negative. It works by balancing the negative with the positive by placing a positive outlook on a situation that has a negative connotation (Harris, 1997) Rht. device epistrophe This is the repetition of the same word or group of words at the end of phrases or sentences.…”

Section: Rht Device Rhetorical Questionmentioning

confidence: 99%

“…The psychological effect of this device works by giving the impression of certainty in an idea. It encourages recipients to adopt a concept and provokes emotional and psychological attitudes in the audience (Harris, 1997) Flattery…”

Section: Rht Device Rhetorical Questionmentioning

confidence: 99%

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Persuasive communication systems: a machine learning approach to predict the effect of linguistic styles and persuasion techniques

Braca

Dondio

2023

JSIT

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Purpose Prediction is a critical task in targeted online advertising, where predictions better than random guessing can translate to real economic return. This study aims to use machine learning (ML) methods to identify individuals who respond well to certain linguistic styles/persuasion techniques based on Aristotle’s means of persuasion, rhetorical devices, cognitive theories and Cialdini’s principles, given their psychometric profile. Design/methodology/approach A total of 1,022 individuals took part in the survey; participants were asked to fill out the ten item personality measure questionnaire to capture personality traits and the dysfunctional attitude scale (DAS) to measure dysfunctional beliefs and cognitive vulnerabilities. ML classification models using participant profiling information as input were developed to predict the extent to which an individual was influenced by statements that contained different linguistic styles/persuasion techniques. Several ML algorithms were used including support vector machine, LightGBM and Auto-Sklearn to predict the effect of each technique given each individual’s profile (personality, belief system and demographic data). Findings The findings highlight the importance of incorporating emotion-based variables as model input in predicting the influence of textual statements with embedded persuasion techniques. Across all investigated models, the influence effect could be predicted with an accuracy ranging 53%–70%, indicating the importance of testing multiple ML algorithms in the development of a persuasive communication (PC) system. The classification ability of models was highest when predicting the response to statements using rhetorical devices and flattery persuasion techniques. Contrastingly, techniques such as authority or social proof were less predictable. Adding DAS scale features improved model performance, suggesting they may be important in modelling persuasion. Research limitations/implications In this study, the survey was limited to English-speaking countries and largely Western society values. More work is needed to ascertain the efficacy of models for other populations, cultures and languages. Most PC efforts are targeted at groups such as users, clients, shoppers and voters with this study in the communication context of education – further research is required to explore the capability of predictive ML models in other contexts. Finally, long self-reported psychological questionnaires may not be suitable for real-world deployment and could be subject to bias, thus a simpler method needs to be devised to gather user profile data such as using a subset of the most predictive features. Practical implications The findings of this study indicate that leveraging richer profiling data in conjunction with ML approaches may assist in the development of enhanced persuasive systems. There are many applications such as online apps, digital advertising, recommendation systems, chatbots and e-commerce platforms which can benefit from integrating persuasion communication systems that tailor messaging to the individual – potentially translating into higher economic returns. Originality/value This study integrates sets of features that have heretofore not been used together in developing ML-based predictive models of PC. DAS scale data, which relate to dysfunctional beliefs and cognitive vulnerabilities, were assessed for their importance in identifying effective persuasion techniques. Additionally, the work compares a range of persuasion techniques that thus far have only been studied separately. This study also demonstrates the application of various ML methods in predicting the influence of linguistic styles/persuasion techniques within textual statements and show that a robust methodology comparing a range of ML algorithms is important in the discovery of a performant model.

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Section: Jsitmentioning

confidence: 99%

“…device anaphora Anaphora employs repetition of words at the beginning of a phrase. The same word/ phrase is repeated initially in two successive sentences (Harris, 1997)…”

Section: Appeal Logicmentioning

confidence: 99%

Section: Rht Device Rhetorical Questionmentioning

confidence: 99%

Section: Rht Device Rhetorical Questionmentioning

confidence: 99%

Section: Rht Device Rhetorical Questionmentioning

confidence: 99%

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Persuasive communication systems: a machine learning approach to predict the effect of linguistic styles and persuasion techniques

Braca

Dondio

2023

JSIT

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Developing Persuasive Systems for Marketing: The interplay of persuasion techniques, customer traits and persuasive message design.

Braca

Dondio

2023

Preprint

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This paper presents a comprehensive review of persuasion techniques and their applications in the context of designing persuasive communication systems for marketing purposes. The study provides a condensed taxonomy of techniques and offer examples to guide the development of effective persuasive messages. Furthermore, the paper explores how attitudes, personality traits, and emotions can be leveraged as input data in predictive models, including machine learning approaches. The study's findings offer valuable insights for the design and implementation of persuasive communication systems across diverse contexts, including marketing and advertising, public health campaigns, and political messaging. This paper has the potential to serve as a valuable resource for both researchers and practitioners seeking to enhance their understanding of the science of persuasion, as it synthesizes existing literature and provides practical examples. In this way, the paper contributes to the field of persuasion research and practice, serving as a valuable tool for those seeking to expedite and deepen their knowledge of persuasive communication.

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The Representation of Indonesian Presidential Candidate in Media: A Critical Discourse Analysis

Tanto,

Tanusy

2024

LRJ

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Mr. Prabowo Subianto is often regarded as a controversial figure, both in his military and political career. This research aims to find out Mr. Prabowo Subianto’s representation in one of The New York Times articles entitled “Indonesian General Accused of Kidnapping Is Named Defense Minister”, which was written by Richard C. Paddock in 2019. The article mainly discusses the controversial issue regarding Mr. Joko Widodo’s, the re-elected President of Indonesia, decision to appoint Mr. Subianto, his rival in the presidential election, to be one of his cabinet ministers. In analyzing the topic, van Dijk’s Critical Discourse Analysis, is utilized. Despite the fact that in van Dijk’s CDA there are three levels of analysis, namely the macro, meso, and micro levels, this paper is limited to the micro level only, as this focuses more on unveiling a more specific and detailed portrayal of Mr. Subianto’s representation in the newspaper article. In the microstructure analysis, three linguistics tools are employed, namely actor description, level of description, and rhetoric. The research applies the descriptive qualitative method as well as the library research method. The findings consistently show the negative representation of Mr. Subianto in the macrostructure, microstructure and superstructure analyses.

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Rhetoric and Politics

Cited by 3 publications

References 0 publications

Persuasive communication systems: a machine learning approach to predict the effect of linguistic styles and persuasion techniques

Persuasive communication systems: a machine learning approach to predict the effect of linguistic styles and persuasion techniques

Developing Persuasive Systems for Marketing: The interplay of persuasion techniques, customer traits and persuasive message design.

The Representation of Indonesian Presidential Candidate in Media: A Critical Discourse Analysis

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