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Compliance Without Pressure: The Foot-in-the-Door Technique
Abstract
2 experiments were conducted to test the proposition that once someone has agreed to a small request he is more likely to comply with a larger request. Exp. I demonstrated this effect when the same person made both requests; Exp. II extended this to the situation in which different people made the 2 requests. Several experimental groups were run in an effort to explain these results, and possible explanations are discussed.
... For example, consumers answer positively to a charity request when a social technique is used (Cialdini & Goldstein, 2004), often without any expectation or chance for reciprocity (Fennis et al., 2009). The examples of social influence techniques that were shown to increase benevolent acts in people are foot-in-the-door followed by door-in-the-face (Cialdini et al., 1975;Freedman & Fraser, 1966), the lowball technique (Burger & Petty, 1981), disrupt-then-reframe technique (Davis & Knowles, 1999;Fennis et al., 2004;2006). Fennis and colleagues (2009) argue that the thing that makes people conform to the requests relies on compliance-gaining procedures which are based on subtle and indirect, not entirely conscious processes, activating heuristics such as reciprocity (a feeling of obligation to pay back for the favor received), liking, or the principle of consistency (leading to congruent behaviors across various situations; Cialdini, 1993). ...
... This tactic is often employed when an attack involves a high-risk request (e.g., money wire transfer). This tactic is supported by the following techniques: (i) Pretexting (denoted by CSE-T1203), which is the use of pretenses to entice a victim into willingly disclosing information [18]; (ii) Affection Trust (denoted by CSE-T1204), which involves establishing an emotional connection through continuous communications to increase a victim's risk tolerance and compliance [31]; (iii) Foot-in-the-Door (denoted by CSE-T1205), which manipulates a victim to comply with a large request by making several smaller requests over time [13]; (iv) Quid-Pro-Quo (denoted by CSE-T1206), which promotes a victim's compliance by promising a future reward for the victim's help [19]; and (v) Scamming [49] (denoted by CSE-T1207), which is the use of deceptive elements to encourage a false belief [5]. ...
Cyber attacks are often initiated with a social engineering attack to penetrate a network, which we call Cyber Social Engineering (CSE) attacks. Despite many studies, our understanding of CSE attacks is inadequate in explaining why these attacks are prevalent and why humans are still the weakest link in cybersecurity. This paper aims to deepen our understanding of CSE attacks and help design effective defenses against them. Specifically, we propose a framework, dubbed CSE Kill Chain, for systematically modeling and characterizing CSE attacks. To demonstrate the usefulness of the framework, we perform a case study in which we apply it to analyze a real-world CSE attack.
... However, feeling pressured to engage in sexual behaviors can constitute sexual coercion (DeGue & DiLillo, 2005). Further, Mark's tactics are seemingly in line with Freedman and Fraser's (1966) Foot in the Door Technique, where a person is more likely to acquiesce to a larger request if they have already agreed to a smaller request. This can explain how acquiescing to some smaller sexual requests can then lead an adult to feel pressured or coerced into engaging in risqué sexual behaviors or sexual behaviors that they are not comfortable with. ...
The last decade has seen significant strides in understanding the behaviors and tactics involved in the sexual grooming of children. Recently, in popular culture, the term sexual grooming has also been used to describe the behaviors involved in the sexual abuse of adults. The strategies and tactics that known individuals (e.g., acquaintances, current or past intimate partners) use to perpetrate sexual abuse against adults is not well understood. Some research has investigated constructs related to unwanted sexual experiences in adulthood which have elements that overlap with child sexual grooming, such as sexual harassment, sexual coercion, and coercive control. However, to date, no research has empirically explored sexual grooming in adults. This case study examines adult sexual grooming through the lens of the content-validated Sexual Grooming Model (SGM) of child sexual abuse, suggesting considerable overlap between the behaviors and tactics outlined in the SGM and adult sexual abuse perpetrated by a known individual. Areas for future research are discussed.
... Additionally, in the current study participants were asked whether they would agree with increasingly large reduction requests, from 10-100%. This may have artificially inflated compliance with larger requests via the foot-in-the-door effect (Dillard et al., 1984;Freedman & Fraser, 1966). Participants may not agree to a 60% reduction if they are asked this as a stand-alone question but they may be more willing to comply after agreeing to a 40% and 50% request. ...
Meat-rich diets have a negative impact on animal welfare, consumer health, and the environment. In recent years, research has begun to explore which approaches are most effective at reducing consumption. A question that has been the subject of extensive debate is whether appeals are more effective when they ask people to reduce vs. eliminate meat from their diets. On the one hand, the negative externalities resulting from meat consumption are reduced more if a person fully abstains from eating meat. On the other, stronger requests likely lead to lower compliance rates. Thus, to identify which appeal leads to the overall greatest reduction in meat consumption, one has to balance, (a) how many individuals comply with the request and, (b) by how much individuals reduce their consumption if they comply. In two studies, with participants from the US, UK, Australia, and the Netherlands (N = 705), we explored participants’ reported meat consumption and willingness to comply with different week-long meat reduction appeals (10–100%) to identify which would lead to the greatest overall reduction in intended meat consumption. As expected, larger requests lead to lower reported willingness to comply. Mid-range requests (40–70%) were more effective than small requests (10%) or elimination requests (100%). Although we find some differences across countries, mid-range requests were most effective in each sample. Our findings provide first insights into how to calibrate appeals to achieve the greatest reduction in overall meat consumption.
... Moreover, identification plays a key role in advocacy behavior [36]; people who identify as an activist are more likely to engage in future advocacy behavior, regardless of the issue [37]. This is an important consideration when seeking to engage people in climate advocacy. ...
Political advocacy is arguably the most powerful form of action that citizens concerned about climate change can take. One motivator for political advocacy is the perception that there is a social norm (i.e., inherently understood social rules and standards that serve to guide social behaviors) for doing so. Using nationally representative survey data (N = 1,303), we examined the association of three types of social norms—descriptive norms (i.e., perceptions about how many other people perform a behavior) and retrospective and prospective dynamic norms (i.e., perceptions that a behavior has become more or less common in the past or will in the future)—with intentions to engage in political advocacy in the upcoming year and past advocacy. We found that descriptive norms and prospective dynamic norms were positively related to advocacy intentions, while only prospective dynamic norms were positively related to past advocacy (retrospective dynamic norms were negatively related to both outcomes, contrary to our theorized direction). Further, we examined whether the relationship between norms and intentions/behaviors differed based on political party identification and four potential mediators of this relationship: identification with climate activists; collective efficacy (i.e., the belief that people can engage in climate advocacy and that it will make a difference); collective response efficacy (i.e., beliefs about the results of advocacy); and injunctive norms (i.e., perceptions of others’ approval of advocacy). In the moderated-mediation models, we found that party identification moderated the relationships between descriptive norms and prospective dynamic norms and advocacy intention, while retrospective dynamic norms were not related as theorized. These relationships were mediated by identification with climate activists and collective efficacy, as well as by injunctive norms in the case of descriptive norms. Party identification also moderated the relationship between descriptive norms and past advocacy; this relationship was mediated by identification with climate activists and injunctive norms. Taken together, these findings underscore the potential importance of perceived descriptive norms and prospective dynamic norms on political advocacy to address climate change, extending both well-established and emerging research and providing insights useful for academics and practitioners alike.
Lay Summary
Political advocacy (e.g., contacting elected officials via phone or email, attending a march or public demonstration, etc.) is a powerful form of climate action available to citizens in democratic societies. A relationship may exist between various forms of perceived social norms (i.e., inherently understood social rules and standards that serve to guide social behaviors) about political advocacy and a citizen’s likelihood of engaging in such advocacy. To investigate, we examined the association of descriptive norms (i.e., perceptions about how many other people perform the behavior) and dynamic norms (i.e., perceptions about the behavior becoming more or less common in the recent past or in the near future) with climate advocacy. We found that descriptive norms were associated with advocacy intentions and dynamic norms were associated with both advocacy intentions and behaviors, although the dynamic norm about past behaviors was in the opposite direction of what we expected. We also examined the roles of several theoretically relevant beliefs—identification with climate activists, collective efficacy (i.e., the belief that people can engage in climate advocacy and that it will make a difference), collective response efficacy (i.e., beliefs about the results of advocacy), and injunctive norms (i.e., perceptions of others’ approval of advocacy)—to determine if they help explain the relationship between perceived social norms and climate advocacy, and to determine if the relationships differ between Democrats and Republicans. We found that the relationships between descriptive and dynamic norms about future changes and advocacy intentions differed by party identification. Descriptive norms were related to increased advocacy intentions for Independents and Republicans while dynamic norms were related to increased advocacy intentions for Democrats. Identification with climate activists, collective efficacy, and (for descriptive norms only) injunctive norms helped explain these relationships. The relationship between descriptive norms and past advocacy behaviors was the only relationship that differed by party identification, though we found other nuanced relationships. These findings indicate the potential importance of different social norms on climate advocacy.
... Furthermore, when explicitly asked "Shouldn't the result be larger?" ChatGPT demonstrates its commitment and consistency cognitive bias (Freedman & Fraser, 1966) by justifying its incorrect response and saying "It's possible that you may be expecting a larger result because you are misunderstanding the meaning of the exponent. An exponent represents the number of times that a base number is multiplied by itself." ...
Large language models have been shown useful in multiple domains including conversational agents, education , and explainable AI. ChatGPT is a large language model developed by OpenAI as a conversational agent. ChatGPT was trained on data generated by humans and by receiving human feedback. This training process results in a bias toward humans' traits and preferences. In this paper, we stress multiple biases of ChatGPT, and show that its responses are closer to human responses than to fully rational responses. We Begin by showing a very high correlation between the frequency of digits generated by ChatGPT and humans' favorite numbers, with the most frequent digit generated by ChatGPT, matching humans' most favorable number, 7. We continue by showing that ChatGPT's responses in several social experiments are much closer to those of humans' than to those of fully rational agents. Finally, we show that several cognitive biases known in humans are also present in ChatGPT's responses.
... This "creeping normalcy" approach (Schneider et al., 2013) is employed as a psychological (and especially marketing) technique for persuading otherwise reluctant individuals (e.g., see Dolinski, 2016;Patel, 2014), with the goal of gaining initial agreement to a small request that could lead to further agreement on bigger asks. Known as "gradation" or the "foot-in-the-door" technique after the idea that a door-to-door salesperson who gets their foot in between a door and doorframe can continue their sales pitch, this strategy corresponds with the colloquial expression, "If you give them an inch, they'll take a mile" and with popular metaphors like the mythical frog who boils in a pot of water because it is slowly brought to boil from a comfortable temperature, and the camel who, after being given permission to put its nose inside a room (or tent), ends up with its whole body inside (Cialdini et al., 1975;Daly, 2011;Freedman & Fraser, 1996). However, this tactic has not been operationalized at the structural level as a sociological technique for persuading institutional agents and is overlooked in social movement scholarship. ...
Women’s rights advocates in Iowa successfully got state laws adopted in the late 1980s and in 2009 requiring gender balance on state and local boards and commissions, the only such laws in the USA. Through interview and archival methods, this paper uses a critical juncture framework to unveil how this was accomplished in part through a strategy underexplored in academic and practitioner literature—deradicalizing an issue through a series of “piecemeal” efforts. Small less controversial changes can build up to alter the status quo, making room for changes previously thought unaccomplishable. This study brings normatizing—the process of incrementally institutionalizing new norms—forward as a socialization strategy for social movement actors to intentionally consider employing in situations they encounter where political will on an issue is substantially lacking.
... Recent explanations focus on the behavioural tendencies -towards compliance (Freedman and Fraser, 1966), conformity (Asch, 1951), and obedience (Milgram, 1974) -as well as on the social cognitive tendencies conductive to genocide, such as cognitive dissonance (Festinger, 1957), diffusion of responsibility (Darley and Latane, 1968), dehumanisation (Bandura et al., 1975), just-word thinking (Lerner, 1980), in-group bias (Tajfel, 1981), deindividuation (Zimbardo, 2004), and ultimately moral disengagement (Bandura, 1999). Together -or apart -these psychological processes enable the individual to change his mental framework to such a degree that mass murder seems not only justifiable, but also morally good or even required. ...
I denne artikel håber jeg at vise, at storpolitik (læs: folkemord) er yderst menneskelig og derfor også psykologisk. Psykologi har definitivt meget at tilføre både historieforskning og den politiske videnskab, siden historie er politik og politik ER psykologi. Psykologer må ikke være bange for de store processer. Når man blot fokuserer på det individuelle i vor globaliserede verden, risikerer man at trivialisere sig selv og sine argumenter i den samfundsmæssige debat. Hvis psykologien vil noget mere end at lindre privat lidelse inden for klinikkens lyddæmpede vægge, må den få øjnene op ikke kun for det sociale i mennesket, men også for det menneskelige i det sociale og det socialpsykologiske i samfundets systemer. Denne artikel er et eksempel på denne indgangsvinkel. Jeg udforsker den psykopolitiske sammenhæng mellem demokrati og folkemord, både gennem at skitsere de historiske og systemiske forbindelser og ved at undersøge den farlige interaktion mellem voldsregimer og deres demokratiske modparter. Det er klart, at folkemord er enorme historiske og politiske processer, men dette betyder ikke, at de ikke også er højst psykologiske begivenheder.
... The challenge of taking high-quality SEL to scale is formidable, and innovative approaches to adoption abound. Many are guided by the foot-in-the-door compliance tactic (Freedman & Fraser, 1966), and the diffusion theory premise that less disruption is better for adoption (Rogers, 1995). Some program developers and administrators have, in turn, conceived that a lower-burden, flexible approach (e.g., a "primer") may prepare the implementation environment for the subsequent adoption of a more comprehensive ("standard") curriculum. ...
TOOLBOX is a school-based social and emotional learning (SEL) program to teach and reinforce 12 tools (e.g., Breathing Tool, Courage Tool) for healthy youth development. Although TOOLBOX has been broadly adopted, it remains largely untested. This quasi-experimental study aims to examine the relationship between TOOLBOX implementation and the growth of social-emotional competence (SEC) among K-2 students. First, we compare the growth trajectories of SEC between TOOLBOX and non-TOOLBOX conditions during one academic year. Then, within the TOOLBOX condition, we compare two implementation directives—TOOLBOX Standard and TOOLBOX Primer—to assess (a) the extent to which TOOLBOX was implemented and (b) the SEC growth trajectories among youth. Two district schools were given an implementation directive and materials to implement TOOLBOX Standard curriculum (full, structured lesson plans and strategies with higher dosage anticipated), and two district schools to implement TOOLBOX Primer (basic, introductory lesson plans and strategies with lower dosage anticipated). There were no dosage benchmarks available for either condition. Two additional district schools practiced as usual (non-TOOLBOX). The study sample consisted of 1766 K-2 students and their 80 classroom teachers. Student SEC was measured three times using the Devereux Student Strengths Assessment-Mini, a teacher-completed brief behavioral rating scale. Implementation dosage and quality were measured three times using teacher self-reports. Latent growth modeling and t tests were conducted. In Fall, SEC did not differ between TOOLBOX and non-TOOLBOX conditions. TOOLBOX students, however, showed a greater increase in SEC over the year. Within the TOOLBOX condition, Standard teachers incorporated the “tools” into academic instruction more frequently in Spring compared to Primer teachers. For most other implementation variables, no statistical difference was found between TOOLBOX implementation directives. Student SEC growth trajectories did not differ between Standard and Primer schools. Quasi-experimental evidence supports the overall benefits of TOOLBOX on K-2 students’ social and emotional growth. We discuss possible reasons for non-differential outcomes between Standard and Primer implementation directives within the TOOLBOX condition (e.g., gap between implementation directives and actual implementation behaviors). The gap between implementation directives and behaviors may provide an impetus for practicing school psychologists to contribute to more robust forms of implementation leadership (e.g., remove obstacles for implementation) and offer implementation support (e.g., coaching, feedback loops).
... Cognitive dissonance theory shows that commitments paved the way for subsequent consistent behavior (Cialdini, 2007). Freedman and Fraser (1966) showed that persuading individuals to agree to a small request is more likely to subsequently comply with a larger request. Commitments have also been shown to promote positive behaviors in general, including protective health behavior. ...
The extent of adherence to preventive health behavior varies from one individual to another, from one race to another, and from one society to another as a result of many cultural, social, psychological, demographic and environmental factors. Therefore, when study adherence to preventive health behavior, it is necessary to pay attention to the cultural context, differences between societies, and individual differences. This research aimed to know the level of Kuwaiti society's commitment to health protective behavior that includes: interpersonal support, general behavior, self- knowledge, nutrition behavior, health care and to determine the extent of prevalence of somatic symptoms among Kuwaiti society. Is there the correlation between the level of Kuwaiti society's commitment to health protective behavior and somatic symptoms? Is there an effect of some variables that include: (age, gender, nationality, education level, marital status, economic level, health status, obesity) on health protective behavior and somatic symptoms? An Internet-based cross-sectional study was conducted where the participants from different categories in Kuwaiti society were targeted using total population sampling. 700 participants from Kuwaiti society were recruited, between September4 and October 28, 2022. Participants completed two self-reported scales. The scales included the Somatic Symptom Scale–8 (SSS-8) and the Health Protective Behavior Scale (HPBS). The results reveal that there is low level of Kuwaiti society's commitment to health protective behavior. There is moderate level of Kuwaiti society's commitment to nutrition behavior, health care and interpersonal support. There is low level of the somatic symptoms among participants. The most common somatic symptoms among the participants were feeling a headache, insomnia and sleep problems and feeling tired or lacking in energy. There was a negative correlation between somatic symptoms and the total score of health protective behavior scale (HPBS) and the following dimensions: interpersonal support, general behavior, nutrition behavior, health care. The groups most committed to preventive health behavior were: high -income people, Non-obese people, participants who aged 25-40 years, Females, Separated/divorced, Non-Kuwaiti, Participants with primary, intermediate and secondary qualifications. The groups most at risk of physical symptoms were: obese people, Patients with chronic diseases, residents, females.
... Participants in this group received a general health promotion approach that uses instant messaging to deliver (25), the general health approach adopted the foot-in-the-door technique that emphasizes the notion that individuals who are induced to comply with a smaller and easier request initially are more likely to comply later with a larger request (25). Agreement to the first request or target increases the individuals' confidence and alters their self-perceived capability and willingness to comply with further requests or targets. ...
Background
Despite evidence showing that continued smoking in patients with non-communicable diseases can reduce treatment efficacy and increase the risk of disease progression and multimorbidity, many smoker patients either have no intention to quit or have had failed attempts at quitting.
Objective
To examine the feasibility of a general health promotion approach that uses instant messaging to deliver brief motivational interviewing to help smokers with non-communicable diseases quit smoking.
Methods
In total, 60 participants who had medical follow-up in a special out-patient clinic were randomized into two groups, 30 in the intervention group received brief motivational interviewing to assist them with their chosen behavioral changes, and 30 in the control group received only a smoking cessation booklet. The outcome measures included self-reported 7-day point prevalence of smoking abstinence and any behavioral change reported by the participants at 6 and 12 months. Biochemical validation was performed for those who verbally reported a 7-day point prevalence of smoking abstinence at 12 months.
Results
The majority (95%) of smokers who attended the out-patient clinic owned a smartphone. The response rate was 73.2%. Retention rates at 6-month and 12-month follow-up were 83.3 and 71.7%, respectively. The process evaluation indicated that participants were satisfied with the content of the brief MI messages and appreciated the use of instant messaging as a way to provide them with professional advice and support for managing their health-related lifestyles. The intervention group had a higher biochemically validated abstinence rate than the control group at 12 months (16.7 vs. 6.7 P = 0.23) although the difference was not statistically significant (Adjusted odd ratio 2.4, 95% confidence interval, 0.43–13.75; P = 0.32.), In addition, the proportion of participants reporting a behavioral change was higher in the intervention group at 6 and 12 months.
Conclusion
This study suggested the potential efficacy and feasibility of a general health promotion approach that uses instant messaging to deliver brief motivational interviewing to help smokers with non-communicable diseases quit smoking. The findings can be used to create a new smoking cessation service model that implements a flexible, proactive and personalized approach to help smokers quit smoking.
Clinical trial registration
ClinicalTrials.gov , identifier: NCT03983330.
... Dans un programme de recherches, Eyssartier et al. (2007), ont tenté d'articuler le champ de la soumission librement consentie à celui des représentations sociales afin de promouvoir le don d'organes chez les étudiants. En se basant sur le paradigme du pied-dans-la porte (voir Freedman & Fraser, 1966), ils ont demandé à des sujets de réaliser un acte préparatoire, dans lequel un élément central vs. périphérique a été activé (i.e., pour l'objet de représentation « don d'organes »). Les résultats de la première étude montrent qu'en matière de don d'organe, le pied-dans-la-porte est une procédure plus efficace pour obtenir des Chapitre 2 ___________________________________________________________________________ 72 comportements effectifs (signature d'une carte de donneur) comparativement à la condition témoin. ...
La résistance aux antibiotiques est reconnue comme l'une des plus grandes menaces sanitaires du XXIe siècle par l'Organisation Mondiale de la Santé. En France, au début des années 2000, des actions de santé publique ont été menées pour enrayer le phénomène, aboutissant à la création du premier plan intersectoriel de lutte contre l'antibiorésistance et à la première campagne nationale de communication. Cependant, le grand public ne semble pas réaliser l'ampleur de la menace. Dans cette thèse, nous mobilisons la théorie des représentations sociales pour atteindre deux objectifs spécifiques : (1) comprendre par quels mécanismes psychosociaux s'opère la construction d’un risque sanitaire, et (2) communiquer sur le risque et orienter le changement des pratiques de santé. Les résultats observés démontrent la pertinence d'une approche basée sur la théorie des représentations sociales dans le domaine de la santé. Tout d’abord, cette théorie constitue un outil « diagnostic » qui permet de mettre en évidence la manière dont un risque sanitaire est assimilé par le grand public. D'autre part, elle peut être considérée comme un outil « incitatif » dans la mesure où elle permet de cibler des pistes d’intervention en fonction des caractéristiques des groupes sociaux et des situations dans lesquelles ils s’inscrivent. Nous concluons cette thèse en évoquant d'autres possibilités de recherche et d'application dans le domaine de la santé.
... SPM: (Freedman and Fraser 1966;Burger 1999;Cialdini and Cialdini 2007) ML: (Chen and Yang 2021b;Wang et al. 2019;Vargheese, Collinson, and Masthoff 2020) Overcoming Resistance ...
Modeling what makes an advertisement persuasive, i.e., eliciting the desired response from consumer, is critical to the study of propaganda, social psychology, and marketing. Despite its importance, computational modeling of persuasion in computer vision is still in its infancy, primarily due to the lack of benchmark datasets that can provide persuasion-strategy labels associated with ads. Motivated by persuasion literature in social psychology and marketing, we introduce an extensive vocabulary of persuasion strategies and build the first ad image corpus annotated with persuasion strategies. We then formulate the task of persuasion strategy prediction with multi-modal learning, where we design a multi-task attention fusion model that can leverage other ad-understanding tasks to predict persuasion strategies. Further, we conduct a real-world case study on 1600 advertising campaigns of 30 Fortune-500 companies where we use our model’s predictions to analyze which strategies work with different demographics (age and gender). The dataset also provides image segmentation masks, which labels persuasion strategies in the corresponding ad images on the test split. We publicly release our code and dataset: https://midas-research.github.io/persuasion-advertisements/
... The "foot in the door technique" is a compliance tactic that assumes that agreeing to a small request increases the likelihood of agreeing to subsequent requests. If an initial small request is accepted, the person who agrees to this finds it more difficult to refuse a bigger one (Freedman & Fraser, 1966). ...
This article describes the process from first proposals in the early 1990s to project completion many years later for seven large Swedish road and railway projects. The purpose is to find reasons for the massive cost overruns as well as explanations for why projects are brought to completion despite much higher costs than when the decision to build was made. Cost overruns are set in an institutional context to highlight the interplay among national, regional, and local policymakers. National investment programs are seen as promises by other parts of society, irrespective of whether project costs increase during the process toward procurement and implementation. Another aspect is that the infrastructure manager’s administrative framework currently makes it impossible to compare costs in contracts with final cost, meaning that there is no institutionalized learning process in place. Design preparations and the estimation of costs for new projects must therefore be done without an understanding of what has been working well in the implementation of previous projects. While Benefit-Cost Analysis (BCA) played no role in the planning of the seven projects, the article sends a stark warning that early cost estimates provide poor input for assessing project rate of return.
... [16] We also made use of the concept of cognitive dissonance, which can be a powerful motivating force [6]. We made use of this concept together with the ideas of both the "foot in the door" technique [7], and "nudges" [15] as they can be helpful in shaping ecological behaviours. We were also inspired the role of children and young adults as environmental educators and ambassadors among their families. ...
To understand and begin to address the challenge of air pollution in Europe we conducted participatory research, art and design activities with the residents of one of the areas most affected by smog in Poland. The participatory research events, described in detail in this article, centered around the theme of ecology and served to design an application that would allow us to conduct field research on pro-environmental behaviours at a larger scale. As a result we developed a research application, rooted in local culture and history and place attachment, which makes use of gamification techniques. The application gathers air quality data from the densest network of air pollution sensors in Europe, thereby aligning the visible signs of pollution in the app with the local sensor data. At the same time it reinforces the users’ pro-environmental habits and exposes them to educational messages about air quality and the environment. The data gathered with this application will validate the efficacy of this kind of an intervention in addressing residents’ smog-causing behaviours.
Introduction:
The underrepresentation of Black, Indigenous, and People of Color (BIPOC) individuals in healthcare research limits generalizability and contributes to healthcare inequities. Existing barriers and attitudes toward research participation must be addressed to increase the representation of safety net and other underserved populations.
Methods:
We conducted semi-structured qualitative interviews with patients at an urban safety net hospital, focusing on facilitators, barriers, motivators, and preferences for research participation. We conducted direct content analysis guided by an implementation framework and used rapid analysis methods to generate final themes.
Results:
We completed 38 interviews and identified six major themes related to preferences for engagement in research participation: (1) wide variation in research recruitment preferences; (2) logistical complexity negatively impacts willingness to participate; (3) risk contributes to hesitation toward research participation; (4) personal/community benefit, interest in study topic, and compensation serve as motivators for research participation; (5) continued participation despite reported shortcomings of informed consent process; and (6) mistrust could be overcome by relationship or credibility of information sources.
Conclusion:
Despite barriers to participation in research studies among safety-net populations, there are also facilitators that can be implemented to increase knowledge and comprehension, ease of participation, and willingness to join research studies. Study teams should vary recruitment and participation methods to ensure equal access to research opportunities.
Patient/public contribution:
Our analysis methods and study progress were presented to individuals within the Boston Medical Center healthcare system. Through this process community engagement specialists, clinical experts, research directors, and others with significant experience working with safety-net populations supported data interpretation and provided recommendations for action following the dissemination of data.
The entry presents a review of definitions of leadership, illustrated by historical development of this concept. It also characterizes various kinds of leadership, from the Great Man theory and early research done at Ohio and Michigan, contemporary ideas such as distributed, shared, authentic, and empowering delineations of leadership. In doing so, there are introduced mechanisms used by leaders for garnering support, that is, social influence and its various manifestations, and charisma in its classical personality-based definition, as well as the mission-based one. The summary section identifies exemplary attempts at measuring leadership effectiveness, concluding that in-depth studies on leadership are still needed to understand this critical aspect of introducing social or business change-making.
A learning organization is one that is consistently capable of adaptive change in response to signals from its environment. However, knowledge management initiatives to enact learning organizations have not been uniformly successful. This chapter focuses on the role of the psychological environment of the individual in enabling or hampering organizational learning. Six theories drawn from multiple fields are reviewed to identify both opportunities and barriers to fostering change at the level of the individual. These include orientation to learning, motivation to act, and capacity for change. However, the authors argue that organizations ought to be regarded as complex social systems. Change strategies intended to foster a learning organization are more likely to succeed if they embrace the idea that designing change for complex social systems requires a special approach: design thinking. This is characterized by iterative prototyping, experimenting, trialing, and piloting changes to work processes, structures, and tasks.
This study presents an initial framework describing factors that could affect respondents' decisions to link their survey data with their public Twitter data. It also investigates two types of factors, those related to the individual and to the design of the consent request. Individual‐level factors include respondents' attitudes towards helpful behaviours, privacy concerns and social media engagement patterns. The design factor focuses on the position of the consent request within the interview. These investigations were conducted using data that was collected from a web survey on a sample of Twitter users selected from an adult online probability panel in the United States. The sample was randomly divided into two groups, those who received the consent to link request at the beginning of the survey, and others who received the request towards the end of the survey. Privacy concerns, measures of social media engagement and consent request placement were all found to be related to consent to link. The findings have important implications for designing future studies that aim at linking social media data with survey data.
Research questions in the prosocial behavior literature focus on the pro aspect of prosocial behavior—that is, how to motivate actions that benefit others. These questions typically employ simplified decision contexts that neglect the intersocial aspect of prosocial behavior—that is, people are embedded in social networks and impacted by interactivity among two or more persons, entities, or societies. These intersocial influences have increased with technology access. Consumers now face richer choice tradeoffs, can access more information on causes, observe others' actions, and choose to make their own choices public. To ask questions that address the nature of prosocial behavior itself rather than consider it merely as another decision context to motivate human behavior in, we call for researchers to conceptualize prosocial behavior as intersocial. This approach can help capture the more realistic decision tradeoffs consumers face, as well as illuminate new research opportunities arising from considering technology‐enabled giving and socially hyperconnected consumers.
Social norms, what most people do or approve of, can be leveraged as a powerful tool for gaining compliance. This chapter reviews the behavioral intervention literature to describe and summarize the different ways that social norms can be operationalized to obtain compliance, the underlying motivations and mechanisms driving these effects, and possible delivery mechanisms. Best practices are highlighted for ensuring maximum compliance. The chapter also explores theoretical and empirical literature to review and characterize the behavioral domains in which social norm techniques are effectively implemented, including large-scale applications. The chapter concludes with a general discussion of research findings and suggestions for future research.
9.BASKI
Prof. Dr. Erdoğan KOÇ Prof. Dr. Erdoğan Koç 20 yılı aşkın bir süredir üniversitelerde lisans, yüksek lisans ve doktora seviyelerinde tüket c davranışı alanında dersler vermektedir. Yüksek cirolu markaların ürün yöneticiliği deney m de bulunan yazar 15 yılı aşkın bir süredir ulusal ve uluslararası şirketlere eğitimler vermekte ve danışmanlık yapmaktadır. Etki değeri yüksek ve saygın uluslararası dergilerde pek çok bilimsel çalışması bulunan yazar aynı zamanda pek çok saygın uluslararası bilimsel dergide editörler kurulu üyeliği ve hakemlik görevlerini de yürütmektedir. K tabın 9. baskısı bu deneyimlerin ışığında, Türkiye'de ve dünyada ortaya çıkan teorik ve pratik gelişmeler ve ihtiyaçlardaki değişimler göz önünde bulundurarak hazırlanmıştır. Kitapta Tüketici Davranışı ve Pazarlama Stratejileri 900'den fazla araştırma sonucu ve 1200' ün üzerinde ilginç örnekle desteklenerek, uygulama esaslı bir yaklaşımla anlatılmaktadır.
İşletmenin temel amacı müşteri yaratmak ve müşterileri tutmak olduğu için bir işletmenin iki (ve sadece iki) temel fonksiyonu vardır: pazarlama ve innovasyon (yenilikçilik). Pazarlama ve innovasyon (yenilikçilik) sonuç üretir. Diğer fonksiyonların hepsi maliyet üretir." (Peter Drucker) Tüketici sofistikasyonunun derinleştiği ve marka kalabalıklığının son derece arttığı günümüzde, tüketici davranışını anlamak ve uygun yenilikler pazarlama stratejileri ile hayata geçirmek işletmenin rekabet gücü geliştirmesini etkileyen en önemli unsurlardan biri haline gelmiştir. Araştırma sonuçları göstermektedir ki; i) müşteri memnuniyetindeki %1' lik bir artış yatırım üzerindeki getirinin yaklaşık olarak %12 artmasına ii) mevcut müşterilerin elde tutulma oranındaki %5'lik bir artış ise %25 la %125 arasında kâr artışına neden olmaktadır. iii) müşteri tatminindeki %1'lik bir artış müşteri sadakat oranının %10 artmasına neden olabilmektedir. Yen müşteri kazanmak eskiler muhafaza etmekten 5 kat daha maliyetlidir. Kitabı ders kitabı olarak kullanacak öğretim üyeleri yazar tarafından hazırlanmış sunumları yayin@seckin.com.tr adresinden isteyebilirler.
People with special needs are at higher risk during a disaster than those without because of delayed disaster evacuation behaviors. Therefore, one of the top priorities in the field of disaster risk reduction is implementing evacuation support for the people with special needs. However, assistance is often limited, especially in areas with declining and aging populations. In addition, past evacuation activities for people with special needs have tended to focus on the barriers they face and assistance they need during evacuation rather than their utilizable capabilities. Therefore, this study considers evacuation drills that utilize the capabilities of people with special needs. An “indoor evacuation drill” was developed and the evacuation behaviors of residents with special needs were analyzed. An indoor evacuation drill is defined as an evacuation activity that participants carry out within their own homes – for example, evacuating from the bedroom to an exit. In coastal areas, such a drill helps residents prepare to evacuate their homes in case of a tsunami, while in mountainous regions, it helps them prepare for evacuation to the upper floors in case of a landslide. The study participants were residents of Hamamachi ward (a coastal area) and Kumai ward (a mountainous area) in Kuroshio town, Kōchi Prefecture, Japan. The results indicate that an indoor evacuation drill conducted in the participants’ living area, such as the entrance or second floor of their home, is easier to implement than usual disaster evacuation drills, and helps people with special needs regain autonomy in disaster risk reduction activities. Moreover, the participation rate of the target population in local evacuation drills increased after participating in the indoor evacuation drills. Existing evacuation drills often overlook people with special needs, and delays in disaster prevention for this population are often associated with their lack of interest in related activities. However, the results of this study suggest that disaster prevention activities themselves sometimes overlook the challenges faced by people with special needs and prevent them from participating.
Applied social psychology combines the science of social psychology with the practical application of solving social problems that exist in the real world. This exciting textbook provides a thorough explanation of how social psychologists can contribute to the understanding and management of different social problems. A highly prestigious team of contributors from across Europe and the United States illustrate how social psychological theories, research methods and intervention techniques can be successfully applied to social problems encountered in the fields of physical and mental health, integration and immigration issues, gender issues, organizational issues, economic behaviour, political behaviour, environmental behaviour and education. Each field studied features an overview of important problems, the role of human behaviour in these problems, the factors influencing relevant behaviour, and effective ways to change this behaviour. This is an essential volume for all undergraduate and graduate students studying applied social psychology.
This volume demonstrates how readers can become more effective parents, teachers, students, coaches, managers, or work supervisors, while also gaining practical skills to enhance their self-motivation, communication skills, and intervention acumen. The first eight chapters explain evidence-based principles from applied behavioral science (ABS) that can be used to improve the human dynamics of any situation involving behavior. Fundamentals from humanism are integrated strategically to show how an ABS intervention can be more acceptable, influential, and sustainable. The following twelve chapters detail the deployment of ABS interventions to optimize performance in a wide variety of fields, including occupational and transportation safety, quantity and quality of organizational work behavior, healthcare, athletic coaching, parenting, pre-school and college education, environmental sustainability, and the control of obesity and alcohol abuse. Applied Psychology provides a thorough review of the latest research in relation to these domains and explores issues for future investigation.
This volume demonstrates how readers can become more effective parents, teachers, students, coaches, managers, or work supervisors, while also gaining practical skills to enhance their self-motivation, communication skills, and intervention acumen. The first eight chapters explain evidence-based principles from applied behavioral science (ABS) that can be used to improve the human dynamics of any situation involving behavior. Fundamentals from humanism are integrated strategically to show how an ABS intervention can be more acceptable, influential, and sustainable. The following twelve chapters detail the deployment of ABS interventions to optimize performance in a wide variety of fields, including occupational and transportation safety, quantity and quality of organizational work behavior, healthcare, athletic coaching, parenting, pre-school and college education, environmental sustainability, and the control of obesity and alcohol abuse. Applied Psychology provides a thorough review of the latest research in relation to these domains and explores issues for future investigation.
Applied social psychology combines the science of social psychology with the practical application of solving social problems that exist in the real world. This exciting textbook provides a thorough explanation of how social psychologists can contribute to the understanding and management of different social problems. A highly prestigious team of contributors from across Europe and the United States illustrate how social psychological theories, research methods and intervention techniques can be successfully applied to social problems encountered in the fields of physical and mental health, integration and immigration issues, gender issues, organizational issues, economic behaviour, political behaviour, environmental behaviour and education. Each field studied features an overview of important problems, the role of human behaviour in these problems, the factors influencing relevant behaviour, and effective ways to change this behaviour. This is an essential volume for all undergraduate and graduate students studying applied social psychology.
Applied social psychology combines the science of social psychology with the practical application of solving social problems that exist in the real world. This exciting textbook provides a thorough explanation of how social psychologists can contribute to the understanding and management of different social problems. A highly prestigious team of contributors from across Europe and the United States illustrate how social psychological theories, research methods and intervention techniques can be successfully applied to social problems encountered in the fields of physical and mental health, integration and immigration issues, gender issues, organizational issues, economic behaviour, political behaviour, environmental behaviour and education. Each field studied features an overview of important problems, the role of human behaviour in these problems, the factors influencing relevant behaviour, and effective ways to change this behaviour. This is an essential volume for all undergraduate and graduate students studying applied social psychology.
Applied social psychology combines the science of social psychology with the practical application of solving social problems that exist in the real world. This exciting textbook provides a thorough explanation of how social psychologists can contribute to the understanding and management of different social problems. A highly prestigious team of contributors from across Europe and the United States illustrate how social psychological theories, research methods and intervention techniques can be successfully applied to social problems encountered in the fields of physical and mental health, integration and immigration issues, gender issues, organizational issues, economic behaviour, political behaviour, environmental behaviour and education. Each field studied features an overview of important problems, the role of human behaviour in these problems, the factors influencing relevant behaviour, and effective ways to change this behaviour. This is an essential volume for all undergraduate and graduate students studying applied social psychology.
Applied social psychology combines the science of social psychology with the practical application of solving social problems that exist in the real world. This exciting textbook provides a thorough explanation of how social psychologists can contribute to the understanding and management of different social problems. A highly prestigious team of contributors from across Europe and the United States illustrate how social psychological theories, research methods and intervention techniques can be successfully applied to social problems encountered in the fields of physical and mental health, integration and immigration issues, gender issues, organizational issues, economic behaviour, political behaviour, environmental behaviour and education. Each field studied features an overview of important problems, the role of human behaviour in these problems, the factors influencing relevant behaviour, and effective ways to change this behaviour. This is an essential volume for all undergraduate and graduate students studying applied social psychology.
Applied social psychology combines the science of social psychology with the practical application of solving social problems that exist in the real world. This exciting textbook provides a thorough explanation of how social psychologists can contribute to the understanding and management of different social problems. A highly prestigious team of contributors from across Europe and the United States illustrate how social psychological theories, research methods and intervention techniques can be successfully applied to social problems encountered in the fields of physical and mental health, integration and immigration issues, gender issues, organizational issues, economic behaviour, political behaviour, environmental behaviour and education. Each field studied features an overview of important problems, the role of human behaviour in these problems, the factors influencing relevant behaviour, and effective ways to change this behaviour. This is an essential volume for all undergraduate and graduate students studying applied social psychology.
Applied social psychology combines the science of social psychology with the practical application of solving social problems that exist in the real world. This exciting textbook provides a thorough explanation of how social psychologists can contribute to the understanding and management of different social problems. A highly prestigious team of contributors from across Europe and the United States illustrate how social psychological theories, research methods and intervention techniques can be successfully applied to social problems encountered in the fields of physical and mental health, integration and immigration issues, gender issues, organizational issues, economic behaviour, political behaviour, environmental behaviour and education. Each field studied features an overview of important problems, the role of human behaviour in these problems, the factors influencing relevant behaviour, and effective ways to change this behaviour. This is an essential volume for all undergraduate and graduate students studying applied social psychology.
Applied social psychology combines the science of social psychology with the practical application of solving social problems that exist in the real world. This exciting textbook provides a thorough explanation of how social psychologists can contribute to the understanding and management of different social problems. A highly prestigious team of contributors from across Europe and the United States illustrate how social psychological theories, research methods and intervention techniques can be successfully applied to social problems encountered in the fields of physical and mental health, integration and immigration issues, gender issues, organizational issues, economic behaviour, political behaviour, environmental behaviour and education. Each field studied features an overview of important problems, the role of human behaviour in these problems, the factors influencing relevant behaviour, and effective ways to change this behaviour. This is an essential volume for all undergraduate and graduate students studying applied social psychology.
This chapter analyzes jihad as a complex social phenomenon. It first discusses the relationship between terrorism and jihadism. It then introduces the reader to different narratives of jihad, especially the offensive and the defensive ones, with a focus on their textual basis and how they emanate from the different social contexts surrounding jihadism. The chapter also argues that after traditional jihad, associated with the authority of the Caliph, started to become increasingly irrelevant in many Muslim societies, new ways of relating to jihad were developed to deal with the local political realities: anti-colonial jihad; local jihad against the near enemy (al-‘adu al-qarib); classical jihad; and global jihad against the far enemy (al-‘adu al-ba’id). In Syria, however, jihad was also directed toward the internal enemy (al-‘adu al-dakhili) as IS increasingly focused its hostility on other Muslims who challenged the legitimacy of IS’s self-declared Caliphate.
Across seven studies (N = 9,028), we provide evidence that quantity requests, wherein people consider multiple choice options of how much to donate (e.g., $5, $10, or $15), increase contributions compared to open-ended requests. Specifically, quantity requests encourage greater donations (Study 1), even when respondents can passively choose not to donate (Study 2) and even when the donation is directed toward a less popular cause (Study 3). This increase in donations holds for quantity requests that start with both lower (e.g., $1) or higher (e.g., $10) donation amount options (Study 4). Quantity requests also outperform other requests with multiple non-quantity donation options (e.g., multiple options of when to donate or to which charity branch to direct a donation; Study 5). We offer evidence that quantity requests are effective because they simplify donation decisions by communicating normative donation magnitudes (Studies 6-7). This clarified norm of donation magnitude boosts donation rates, which in turn leads to greater total donations. Our findings offer new conceptual insights into how quantity requests increase contributions as well as practical implications for charitable organizations to optimize contributions by leveraging the use of quantity requests.
This research paper discusses the paradox that has made privacy a subject for consideration and the scientific issue. Firstly, by focusing on the contradictions that occur at the level of use of virtual spaces. Secondly, it serves to highlight diametric relationship between privacy on the one hand and the rise of freedom of information on the other. It also opens the discussion to argue how users of social networks voluntarily give up their privacy in exchange for compensatory values and generate different types of capital (social, cultural and economic). The paper does not seek for the origin of the concept or its chronological evolution. Rather,itattempts to review a new situation that requires an answer to a range of emergency questions that were addressed in the presentation of this paper based on the interview tool with a sample of users of virtual spaces and based on thematic analysis methods.
This collection of first-person accounts from legendary social psychologists tells the stories behind the science and offers unique insight into the development of the field from the 1950s to the present. One pillar, the grandson of a slave, was inspired by Kenneth Clark. Yet when he entered his PhD program in the 1960s, he was told that race was not a variable for study. Other pillars faced first-hand a type of sexism that was hardly subtle, when women were not permitted into the faculty dining room. Still others have lived through a tremendous diversification of social psychology, not only in the United States but in Europe and Asia, that characterizes the field today. Together these stories, always witty and sometimes emotional, form a mosaic of the field as a whole – its legends, their theories and research, their relationships with one another, and their sense of where social psychology is headed.
Cyber attacks are often initiated with a social engineering attack to penetrate a network, which we call Cyber Social Engineering (CSE) attacks. Despite many studies, our understanding of CSE attacks is inadequate in explaining why these attacks are prevalent and why humans are still the weakest link in cybersecurity. This paper aims to deepen our understanding of CSE attacks and help design effective defenses against them. Specifically, we propose a framework, dubbed CSE Kill Chain, for systematically modeling and characterizing CSE attacks. To demonstrate the usefulness of the framework, we perform a case study in which we apply it to analyze a real-world CSE attack.KeywordsCybersecurityCyber attacksCyber social engineering kill chainHuman factorsSocial engineeringCybersecurity modelingScience of cyber security
Due to the public characteristics of the ecological environment, there is an inevitable “free-rider” defect in the pro-environmental behaviors. Therefore, it is essential to study residents' pro-environmental behaviors to guide them to adopt pro-environmental behaviors actively. In the field of environmental behavior, recent studies have identified a phenomenon called “behavior spillover.” Research in this field is still in its infancy. The related research has significant single characteristic: most of them are based on a single theory to explain the spillover effect of pro-environmental behavior. This paper takes the case of D Street in Hangzhou City, Zhejiang Province, China to research the internal mechanism of positive spillover effects of pro-environmental behaviors. This street is transitioning from not attaching importance to environmental protection to attaching importance to environmental protection, and thus it is a pioneering, representative, and practical sample. This paper takes the theory of planned behavior and cognitive balance theory involving cognition, emotion, and behavior as basic theoretical tools and introduces parallel and chain mediation approaches to cognitive and emotional pathways, in combination with other theories, to examine the factors influencing initial environmental participation behavior on subsequent willingness to participate in a comprehensive way. The study found that in addition to the direct effect environmental protection participation behavior has on subsequent participation willingness, our study found three pathways from Pro-environmental Behaviors to willingness, namely: (1) participating behavior → knowledge → willingness, (2) participating behavior → pleasure → willingness, and (3) participating behavior → knowledge → pleasure → willingness. This paper's aim is to theoretically confirm the complex intermediary mechanism of the positive spillover effect of pro-environmental behavior and to highlight the need to strengthen publicity and education so that residents can appreciate the necessity of environmental protection knowledge and internalize knowledge into positive, stable, and continuous emotions and attitudes, so as to promote their spontaneous environmental protection participation behavior.
Does how much self-control consumers exert to choose a goal-consistent action influence their perceptions of goal progress? For example, if you choose to go to the gym when one of your favorite television shows is on (vs. when there is nothing interesting on TV), do you perceive that you have made a differential amount of progress towards your goals, despite completing the exact same workout? In eight studies (N = 7,515), the authors demonstrate that consumers perceive that they have made more progress on their goals when it requires more (vs. less) self-control to choose to complete an identical goal-consistent task. This is because when consumers exert more (vs. less) self-control to choose a goal-consistent task over the goal-inconsistent alternatives, they infer higher commitment to the goal. The higher inferred commitment will, in turn, lead consumers to perceive that future goal-pursuit will be easier. The authors demonstrate this effect across a variety of means of exerting self-control, a variety of tasks, and with both hypothetical scenarios and real-behavior studies.
The dynamic development of solutions in the field of virtual and augmented reality poses challenges to designers. These challenges relate to both technical conditions, including hardware capabilities and software solutions, as well as psychophysical constructs conditioning the end users’ reception of the generated multimedia message. One of the key elements of the virtual and augmented reality experience is the interaction with the system through a virtual agent represented by an avatar, i.e. a reflection of the image of a participant in the virtual world, carrying on a conversation with the user. This paper presents a proposed software and hardware solution for conducting multifaceted research and comparative analysis of diverse interfaces and human-computer interaction in virtual and augmented reality. In the course of this research, statistically significant results were obtained indicating differences in perception between three types of virtual agents. Each of them represented by different avatars in a specially created research environment that allowed to conduct usability tests under reproducible conditions to study user interaction in virtual reality.
Nowadays, diseases caused by posture disorders are becoming more common. This situation reduces the working efficiency of people, especially computer users. This study aims to provide prevention of diseases caused by posture disorders faced by computer users and realize an application software to reduce disease risks. With this realized application, computer users’ movements are monitored through the camera, and the situations that may pose a risk of disease for the users are determined. Realized application software is a decision support system. This decision support system provides users suggestions to change their position according to their instant postures and supports them to work more efficiently. The user data is collected by processing the images taken from a camera using the developed computer vision algorithm. Two-dimensional (2D) human exposure estimation is performed with the obtained data. The situations that can decrease the working efficiency are specified with the data obtained from exposure estimation using the developed model. As a result of these findings, increasing the working efficiency is provided by informing the user in real-time about the situation that may decrease the working efficiency.
Sentiment analysis is one of the essential and challenging tasks in the Artificial Intelligence field due to the complexity of the languages. Models that use rule-based and machine learning-based techniques have become popular. However, existing models have been under-performing in classifying irony, sarcasm, and subjectivity in the text. In this paper, we aim to deploy and evaluate the performances of the State-of-the-Art machine learning sentiment analysis techniques on a public IMDB dataset. The dataset includes many samples of irony and sarcasm. Long-short term memory (LSTM), bag of tricks (BoT), convolutional neural networks (CNN), and transformer-based models are developed and evaluated. In addition, we have examined the effect of hyper-parameters on the accuracy of the models.
In recent years, the body of research on artificial intelligence (AI) has grown rapidly. As the European Union strives for excellence in AI development, this study aims to establish the publication achievements in the field among its member states between 2010 and 2019. We applied clustering and principal component analysis (PCA) on a set of bibliometric data concerning research publications on AI obtained from Scopus. The results reveal that while the union’s most populous countries—the United Kingdom, Germany, France, Spain, and Italy—were the most prolific producers of AI publications between 2010 and 2019, the highest impact was noted for publications that originated in the Nordic and Benelux countries, as well as in Austria and Ireland. Analysis confirms that the division between ‘old’ and ‘new’ member states has endured: the nations that joined the EU after 2004 recorded the lowest results in scientific output and impact in the AI field. This study can assist research agencies and researchers in developing a broad grasp of the current state of AI research.
In order to correlate changes of opinion with changes in propaganda pressure, systematic methods of expressing variation in propaganda must be developed and used. With the construction of adequate dimensions comes the opportunity for intelligible parallel study of propaganda campaigns. German broadcasts were studied and some of them compared with British broadcasts when common topics were used as bases for the broadcasts. The following dimensions were found and are presented as tentative awaiting further study: dissolvent-unifying dimension, negative-positive dimension, the temporal dimension, personal-impersonal dimension, stratified-homogeneous dimension, authoritative-casual dimension, dimension of colloquiality, immediate-remote dimension, and dimension of repetitiousness. (PsycINFO Database Record (c) 2012 APA, all rights reserved)
The effects of the communicator, as a cue for acceptance, immediately following a communication and after a three-week delay were investigated with "positive" (well informed and fair), "negative" (poorly informed and biased), and "neutral" communicators. Identical communications dealing with the treatment of juvenile delinquents were presented to 330 senior high school students. The communicator cues were reinstated at the time of delayed testing for half of the S's. The effects of this procedure are analyzed in detail.
Several modifications of the Asch experiment in which the S judges the length of lines in the company of a group of "stooges" who carry out the experimenter's instructions are described. These include a face-to-face situation, an anonymous situation, and a group situation, with self-commitment, public commitment and Magic Pad commitment variations. The results indicate that, even when normative social influence in the direction of an incorrect judgment is largely removed (as in the anonymous situation), more errors are made by Ss in experimental groups than by Ss making their judgments when alone.
Three different degrees of change in opinion were advocated by communications presented in such a way as to be independent of the recipient's own position." Communications advocating most extreme change had the greatest influence, those advocating moderate change had the next greatest influence, and those advocating the smallest change had the least influence. At the same time the ratio of change produced to that advocated declined, average amounts of change being 58%, 62%, and 88%, respectively, of the amount of change advocated.
Tested the hypothesis that the greater the inducement offered for performing a counterattitudinal task, the greater the dissonance-if the individuals choose not to comply with the attitude-discrepant request. If was predicted that dissonance aroused by noncompliance would be reduced by a strengthening of the original attitude. 20 undergraduates were offered either a high or a low incentive ($1.50 or $.50) for writing an essay advocating the use of codes of dress in secondary schools. The situation was devised in such a way that all Ss chose not to write the essay. Results of an attitude questionnaire indicate that high incentive Ss became more strongly opposed to dress code regulations than either the low incentive group or a control group (n = 10).
Predictions derived from 3 prominent theories of identificatory learning were tested in 3-person groups representing prototypes of the nuclear family. In 1 condition an adult assumed the role of controller of positive reinforcers. Another adult was the consumer of these resources, while the child, a participant O in the triad, was essentially ignored. In a 2nd treatment condition, one adult controlled the rewarding resources; the child, however, was the recipient of the positive reinforcers, while the other adult was assigned a subordinate and powerless role. Following the experimental social interactions the 2 adult models exhibited divergent patterns of behavior in the presence of the child, and a measure was obtained of the degree to which the child subsequently patterned his behavior after that of the models. Children imitated primarily the model who possessed rewarding power rather than the competitor for the rewards. Moreover, power inversions on the part of the male and female models produced cross-sex imitation, particularly in girls. (21 ref.)