[Novels]

v.1. Sense and sensibility.--v.2. Pride and prejudice.--v.3. Mansfield Park.--v.4. Emma.--v.5. Northanger abbey. Persuasion.--v.6. Lady Susan. The Watsons. A memoir of Jane Austen [by J. E. Austen Leigh] Letters of Jane Austen.

An account of the controversy in the First Parish in Cambridge. 1827-1829. Published pursuant to a vote of the church.

The present version of the dispute was published by the seceding group.

Attitude-behaviour consistency: the role of group norms, attitude accessibility, and mode of behavioural decision-making

The interplay between two perspectives that have recently been applied in the attitude area-the social identity approach to attitude-behaviour relations (Terry & Hogg, 1996) and the MODE model (Fazio, 1990a)-was examined in the present research. Two experimental studies were conducted to examine the role of group norms, group identification, attitude accessibility, and mode of behavioural decision-making in the attitude-behaviour relationship. In Study I (N = 211), the effects of norms and identification on attitude-behaviour consistency as a function of attitude accessibility and mood were investigated. Study 2 (N = 354) replicated and extended the first experiment by using time pressure to manipulate mode of behavioural decision-making. As expected, the effects of norm congruency varied as a function of identification and mode of behavioural decision-making. Under conditions assumed to promote deliberative processing (neutral mood/low time pressure), high identifiers behaved in a manner consistent with the norm. No effects emerged under positive mood and high time pressure conditions. In Study 2, there was evidence that exposure to an attitude-incongruent norm resulted in attitude change only under low accessibility conditions. The results of these studies highlight the powerful role of group norms in directing individual behaviour and suggest limited support for the MODE model in this context. Copyright (C) 2003 John Wiley Sons, Ltd.

Majority versus minority influence: When, not whether, source status instigates heuristic or systematic processing

Two experiments investigated the extent of message processing of a persuasive communication proposed by either a numerical majority or minority. Both experiments crossed source status (majority versus minority) with message quality (strong versus weak arguments) to determine which source condition is associated with systematic processing. The first experiment showed a reliable difference between strong and weak messages, indicating systematic processing had occurred, for a minority irrespective of message direction (pro- versus counter-attitudinal), but not for a majority. The second experiment showed that message outcome moderates when a majority or a minority leads to systematic processing. When the message argued for a negative personal outcome, there was systematic processing only for the majority source; but when the message did not argue for a negative personal outcome, there was systematic processing only for the minority source. Thus one key moderator of whether a majority or minority source leads to message processing is whether the topic induces defensive processing motivated by self-interest. Copyright (C) 2002 John Wiley Sons, Ltd.

Resistance to persuasive messages as a function of majority and minority source status

Three experiments examined the extent to which attitudes following majority and minority influence are resistant to counter-persuasion. In Experiment 1, participants' attitudes were measured after being exposed to two messages which argued opposite positions (initial pro-attitudinal message and subsequent, counter-attitudinal counter-message). Attitudes following minority endorsement of the initial message were more resistant to a (second) counter-message than attitudes following majority endorsement of the initial message. Experiment 2 replicated this finding when the message direction was reversed (counter-attitudinal initial message and pro-attitudinal counter-message) and showed that the level of message elaboration mediated the amount of attitude resistance. Experiment 3 included conditions where participants received only the counter-message and showed that minority-source participants had resisted the second message (counter-message) rather than being influenced by it. These results show that minority influence induces systematic processing of its arguments which leads to attitudes which are resistant to counter-persuasion. (C) 2003 Elsevier Science (USA). All rights reserved.

Older people with hearing impairment: A literature review of the spouse's perspective

Spouses of older people with hearing impairment frequently urge their hearing impaired partners to seek help for their hearing difficulties. Only a minority of individuals with hearing impairment are self-motivated, with the majority of clients, especially older clients, presenting at audiology clinics under the persuasion or influence of their spouse or significant other. This highlights the important role that spouses play in initiating aural rehabilitation and indicates that spouses of older people with hearing impairment may become so frustrated with their partners' hearing loss that they are often the primary reason why the hearing impaired person presents for audiological services. To date, however, the number of studies addressing the effect of hearing loss on significant others is limited. Those studies that have investigated the effect of hearing impairment on families are commonly focused on the person with the impairment and most commonly, the significant other has merely been used as a proxy to describe the perceived problems of his or her spouse. Further, there has been no systematic indepth investigation of the needs of spouses of older people with hearing impairment, including the effect of retirement and the increase in time spent together, with the majority of studies focusing primarily on younger spouses of workers affected by noise-induced hearing loss. The cumulative effect of experiencing many years of hearing difficulties with a partner may also influence the extent to which older spouses are affected by hearing impairment. The primary purpose of this article is therefore to critically review the existing literature on the effects of hearing impairment on spouses. It will also provide a rationale for the importance of this topic as a clinical issue and suggest some future directions for research in this area.

Jurors' responses to expert witness testimony: The effects of gender stereotypes

The present study investigated whether the impact of expert testimony was influenced by the congruency between the gender of the expert and the gender orientation of the case. Participants (N = 62) read a trial transcript involving a price-fixing allegation in either a male or female oriented domain. Within the case, the gender of the expert was manipulated. As predicted, the impact of the expert (e.g. damage awards) was greater when the gender of the expert and domain of the case were congruent as opposed to incongruent. Results also indicated that the impact of gender-domain congruency was particularly pronounced following group discussion. In addition, there was evidence that this effect was mediated through participants' evaluations of the expert witness.

Criticizing groups from the inside and the outside: An identity perspective on the intergroup sensitivity effect

Research on group criticism has demonstrated that criticisms are received less defensively when made by an ingroup member than when made by an outsider (the intergroup sensitivity effect). Three experiments tested the extent to which this effect is driven by social identity concerns or by judgments of how experienced the source of the criticism is. In Experiments I and 2, Australians who criticized Australia (ingroup critics) were met with less defensiveness than were foreigners who criticized Australia (outgroup critics), regardless of the amount of experience the foreigner had with Australia. Furthermore, the effects of speaker type on evaluations were mediated by perceptions of the extent to which the criticisms were intended to be constructive but not by perceptions of experience. Finally, Experiment 3 indicated that although experience does not help outgroup critics, a lack of experience can hurt ingroup critics. Recommendations are provided as to how people can reduce defensiveness when making group criticisms.

Expanding the scope of the social response context model

Descriptive models of social response are concerned with identifying and discriminating between different types of response to social influence. In a previous article (Nail, MacDonald, & Levy, 2000), the authors demonstrated that 4 conceptual dimensions are necessary to adequately distinguish between such phenomena as conformity, compliance, contagion, independence, and anticonformity in a single model. This article expands the scope of the authors' 4-dimensional approach by reviewing selected experimental and cultural evidence, further demonstrating the integrative power of the model. This review incorporates political psychology, culture and aggression, self-persuasion, group norms, prejudice, impression management, psychotherapy, pluralistic ignorance, bystander intervention/nonintervention, public policy, close relationships, and implicit attitudes.

Morningness-eveningness orientation, optimal time-of-day and attitude change: Evidence for the systematic processing of a persuasive communication

This study investigates the effects of morningness-eveningness orientation and time-of-day on persuasion. In an attitude change paradigm, 120 female participants read a persuasive message that consisted of six counter-attitudinal arguments (anti-voluntary euthanasia) either in the morning (8:30 a.m.) or in the evening (7:00 p.m.). Attitude change was assessed by measuring attitudes towards the target issue before and after exposure to the message. Message processing was assessed by thought-listing and message recall tasks. Self-reported mood and arousal were monitored throughout. Participants were classified into M- and E-types according to their scores on the Horne and Ostberg (1976) MEQ questionnaire. When tested at their respective optimal time-of-day (i.e., morning for M-types/evening for E-types), M- and E-types reported higher energetic arousal, greater agreement with the message, greater message-congruent thinking, and a propensity for superior message recall compared to M- and E-types tested at their nonoptimal time-of-day (i.e., evening for M-types/morning for E-types). The attitude change in those tested at their optimal time-of-day was mediated by the level of message-congruent thinking. Results are interpreted in terms of the Elaboration Likelihood Model of persuasion. (c) 2005 Elsevier Ltd. All rights reserved.

Understanding sociocognitive space of written discourse: Implications for teaching business writing to Chinese students

Confronted with various issues in teaching business writing to Chinese students in New Zealand, this paper sees the need for bridging the gap between genre-based research and teaching in an intercultural context. Specifically, it develops an intercultural reflective model in the light of Bhatia's sociocognitive genre study as well as cross-cultural persuasion. As an important part of the model, New Zealand and Chinese experts' intracultural and intercultural reflections on business writing are solicited and compared and the theoretical implications for teaching and learning business writing are discussed. It has been found, through a case study of analysing English and Chinese business faxes, this model can offer an in-depth understanding about discursive competence across cultures, and provide a link between genre-based theory, teaching practice and professional expertise.

QUANDO OS ESPÍRITOS SAEM DO ABISMO: O ESTABELECIMENTO NARRATIVO DO TERROR ESCATOLÓGICO EM APOCALIPSE 9,1-21

O Apocalipse de João é uma obra instigante. Sua linguagem cheia de violência, com monstros aterrorizantes, pessoas clamando por justiça, anúncios de mortes e desespero, em um quadro de espetáculos celestes, fascina os que gostam de ficção e alimenta a esperança dos que esperam um dia entrar na Nova Jerusalém, onde não haverá mar nem morte, quando as lágrimas serão enxugadas. Contudo, o livro do Apocalipse será lido como uma narração da realidade. Nesse sentido, o texto não é visto como reflexo de qualquer opressão, mas construção discursiva a respeito do sistema que, para o visionário, é a negação da ordem. Neste trabalho, a partir dos conceitos de texto e memória cultural, à luz das pesquisas de I. Lótman, da escola russa de semiótica da cultura e das pesquisas dos Assmann, observar-se-á como as memórias de seres celestes caídos e aprisionados da tradição enoquita estão presentes na literatura judaico-cristã e servem para a construção narrativa do cenário de terror escatológico na quinta e sexta trombetas de Ap 9,1-21. Assim sendo, a tese defende o terror como instrumento de persuasão, o qual serviu, na estratégia do visionário, para descrever o seu contexto como realidade caótica. Por meio de estratégias narrativas, o narrador deseja que sua visão seja levada a sério e que seus interlocutores aceitem a sua interpretação da realidade, deixando a associação com a vida e sistema romanos, pois se assim procederem serão comparados aos selados e receberão as mesmas recompensas. Dessa maneira, sua descrição com linguagem escatológica joga com o futuro e com o presente; prevê o caos, mas o vive em nível narrativo. Por isso o livro do Apocalipse, com um dualismo extremamente radical, não dá espaços para dúvidas. A tese defende, portanto, que essa obra pode ser lida como instrumento retórico de terror e medo que leva seus leitores implícitos a não flertarem com Roma, a não aceitarem seus discursos ou os que com ela se associam.

WENCESLAU BRAZ E A POLÍTICA CAFÉ COM LEITE: Estratégias de comunicação e marketing político que o elegeram Presidente da República do Brasil

Esta pesquisa retratou o processo de comunicação e marketing político na vida pública de Wenceslau Braz, presidente do Brasil de 1914 a 1918. Ela abordou a política brasileira daquela época e mostrou as estratégias de convencimento usadas para indicação do mineiro ao cargo, revelando de que maneira a imprensa da época reagiu nesse período eleitoral. A metodologia que norteou essa dissertação foi a de Estudo de Caso , baseado nos conceitos básicos de Robert Yin, onde foram realizados vários estudos bibliográficos, documentais e entrevistas com familiares e amigos de Wenceslau. Complementarmente quatro publicações da imprensa brasileira foram analisadas. Conclui-se que a participação da imprensa nesse processo foi bem irrelevante e o processo eleitoral foi ditado pelo regime político da época.

Publicidade de alimentos funcionais uma análise retórico-discursiva

Produtos funcionais fazem parte do nosso cotidiano, cada vez mais caracterizado pela ênfase na saúde e qualidade de vida. A pesquisa proposta, com abordagem qualitativa, objetiva analisar a propaganda de produtos e alimentos funcionais que utilizam como elemento persuasivo expressões ou conceitos científicos, considerando o status e a credibilidade que a ciência tem em nossa sociedade. O corpus constitui-se de duas peças comerciais de produtos (margarina e iogurte) que utilizam esse expediente em sua comunicação. Busca-se analisar a bibliografia existente sobre alimentos funcionais, contemporaneidade, cultura, grupos sociais, publicidade, análise do discurso e retórica, porém, centra-se a análise na organização da mensagem, especialmente no que se refere à argumentação retórica e ao discurso, ensejando, uma visita crítica da persuasão disfarçada sobre a argumentação ligada à beleza e saúde. Espera-se com o trabalho entender o processo de construção retórica da argumentação, para a persuasão, em torno de alimentos funcionais, que utilizam em sua comunicação expressões científicas ligadas aos princípios de funcionalidade desses produtos, entre outras características desse discurso especializado.

A COMUNICAÇÃO PUBLICITÁRIA NAS INSTITUIÇÕES FINANCEIRAS PARA O SEGMENTO DE ALTA RENDA

Esta pesquisa investiga como quatro dos maiores bancos que atuam no Brasil - Bradesco, Itaú, Citibank e BankBoston - utilizam a comunicação para seduzir o público de alta renda. O objetivo é definir quais são os apelos e os valores utilizados nos comerciais de televisão e entender por que os filmes são muitos similares nos argumentos de persuasão. A importância desta pesquisa se define em conseqüência da forte presença dos bancos no meio TV e pelo fato de os principais bancos no Brasil terem lançado num curto espaço de tempo submarcas, um recurso muito utilizado pela indústria com as extensões de marcas, para atender a um mercado de alta renda estimado em 2 milhões de pessoas. Este é um tema novo e ainda pouco explorado na academia. Os métodos utilizados foram a análise de conteúdo, que verificou os argumentos dos comerciais de TV e a pesquisa bibliográfica, que deu o lastro necessário para a definição do problema e embasou a estruturação do estudo Os principais resultados da pesquisa apresentaram a conversão de duas tendências; a primeira vem dos novos valores que sopram da sociedade, destacadamente das pessoas de alta renda no Brasil. Elas têm apresentado novas formas de consumo, que estão muito mais ligadas às emoções. A ostentação e o consumo de produtos sofisticados como sinônimo de status e poder continuam e possivelmente deverão continuar a existir, mas nota-se agora que ao menos parte da elite brasileira busca se diferenciar por valores subjetivos. Estão de volta os valores básicos da sociedade como relacionamento familiar, valorização das coisas simples e melhor aproveitamento do tempo. Por outro lado, a segunda tendência é mercadológica. Com a comoditização dos produtos e serviços, as empresas buscam se diferenciar pela marca e, para fazer a conexão desta com os consumidores, são utilizados argumentos emocionais. Até porque, para se manipular os consumidores, o modo mais eficaz é através da emoção. Pode-se dizer também que, para furar o bloqueio mental que os consumidores erguem em virtude do bombardeio de mensagens que recebem diariamente, o caminho é o de entreter, emocionar. Aliado a tudo isto, os bancos rezam de imagem negativa na sociedade e vêm trabalhando para minimizar esta percepção: querem por intermédio de suas mensagens publicitárias se tornar mais simpáticos, humanos. Quando reunidos esses movimentos - o da sociedade valorizando mais o ser do que o ter e os bancos querendo se humanizar e utilizando abordagens emocionais em sua comunicação - é fácil entender a similaridade de argumentos. Mas será que a falta de diferenciação não continuará trazendo a comoditização dos produtos e serviços para a comoditização da comunicação e fazendo com que ela deixe de cumprir um dos seus papéis fundamentais que é o de fazer um anunciante se diferenciar da concorrência?