Consequences of Influence Tactics Used With Subordinates, Peers, and the Boss

A field study was conducted to discover how a manager's use of 9 different influence tactics is related to target task commitment and the manager's effectiveness. The variables were measured with a questionnaire filled out by subordinates, peers, and the boss of each manager. The most effective tactics were rational persuasion, inspirational appeal, and consultation; the least effective tactics were pressure, coalition, and legitimating. Ingratiation and exchange were moderately effective for influencing subordinates and peers but were not effective for influencing superiors. Inspirational appeal, ingratiation, and pressure were used most in a downward direction; personal appeal, exchange, and legitimating were used most in a lateral direction; coalitions were used most in lateral and upward directions; and rational persuasion was used most in an upward direction.

Higher Education - Border or Boundary? Can Theatre in Education Help Promote a University Education?

With the expansion and increased availability of Higher Education the progression to study for an undergraduate degree has been viewed as a simple stepping stone with examination success a straight - forward border pass. Changes in the funding of degree courses has established a series of more challenging boundaries to entry which demand a rigorous assessment of the benefits of Higher Education. The Widening Participation Unit at The University of Worcester has sought to ease this border crossing for pupils whose parents have not been to university. Their experience from previous projects was that school pupils more easily relate to undergraduate students whose experience of Higher Education is recent and relevant. With this in mind they commissioned the Drama and Performance Department to create a Theatre in Education programme that introduced an awareness of post sixteen options and future choices to challenge Higher Education stereotypes. As a result of this collaboration Why Bother? was created, directed by myself and devised and researched with four students who were studying drama. Their own experiences were used to inform the character development and dealt with worrying as a mature student about integration into full – time education, loss of income after working, the pressures of emotional commitments to partners and being away from home. The programme toured to two thousand year 9 – 11 pupils in Worcestershire and Herefordshire schools in January and May 2011. Devising and touring Why Bother provided students with an opportunity to work as a professional paid TIE team that it is not possible for them to do as part of their undergraduate degree course. My initial research looks at the effectiveness and limitations of this project based on pupil questionnaires and the experiences of the team which are explored within the broader context of TIE and its potential for affecting attitudinal change. This has given rise to a number of questions that need consideration in the development of a new TIE programme aimed at raising the awareness of sixth form students who are about to make the decision whether to apply to university or not. Collaboration with university students in exploring the value of an education that they have subscribed to raises issues of bias and whether their powers of persuasion actually prevent pupils from making their own individual decision. The ethics of promoting a “free” university education seem much less complex than the decision required now which involves balancing the real value against the high financial cost suggested in the working title of Is it Worth it? This paper will present my first attempts to develop research methods and methodologies that will enable me to evaluate the success of this and future TIE.

Le recours à la provocation en publicité: deux études empiriques

Cet essai se divisera en deux parties. D'une part, nous tenterons de situer la provocation parmi les différents appels publicitaires. Ensuite nous étudierons la provocation et ses différentes composantes (Vézina et Paul, 1994) à l'intérieur d'un modèle spécifique de persuasion. Dans un premier temps, la provocation sera donc comparée, de façon quantitative aux autres appels répertoriés ci-dessus. L'objectif de cette étape est de pouvoir saisir et établir une base de comparaison sur les différentes perceptions des consommateurs de la provocation par rapport aux autres appels et de plus, vérifier si les composantes suggérées par Vézina et Paul (1994) sont bel et bien présentes dans le concept de provocation. La première étape de cet essai a aussi pour but la sélection d'annonces spécifiques pour la bonne marche de la deuxième étape de l'essai. La deuxième étude, quant à elle, est le coeur du présent ouvrage. Elle mesurera l'usage de la provocation auprès des différentes composantes du modèle intégrateur qui sera proposé ultérieurement. Cette étape permettra de déterminer l'impact de la provocation et de ses composantes sur l'attitude envers l'annonce (variable médiatrice du modèle) et l'attitude envers la marque (dimension affective), de même que l'intention d'achat. Une section répertoriera, analysera et traitera des réponses cognitives suscitées par les annonces sélectionnées afin de mesurer la dimension cognitive du modèle présenté. L'essai tentera de répondre à des besoins autant théoriques que pragmatiques. Nous tenterons de faire la lumière sur l'utilisation de la provocation en publicité imprimée de même que ses implications pour les gestionnaires en publicité.

Sobre projetos, palavras e imagens: relacionando textos e desenhos nos trabalhos finais de graduação em arquitetura e urbanismo

This research continues the current debate about the role of the images and the words in the architectural design persuasion, where we emphasize the increasing valuation of written documents (FORTY, 2004; MARKUS; CAMERON, 2002), the seduction for the graphical representation (DURAND, 2003) and the rhetorical effects of the graphical and textual resources (TOSTRUP, 1999). Based on these quarrels, we look for verify in the graduate final projects the relation between the design texts and images. From the PROJEDATA, database of the PROJETAR research group (UFRN), we selected the final projects of two brazilians universities, UFRN and USP, that in a first analysis, they had shown as ideal types of two distinct design presentation models, respectively: texts and drawings in separated documents, or combined in an only support. Based on Markus explanation about the function and the content of the texts, on the Durand perspective with regard to graphical representation uses and on Tostrup point of view concerning the rhetorical potential of texts and drawings, we analyze, in a set of 25 projects, how the students relate the textual and imagetical speeches. For this, we related the focus of each speech, in order to verify the possible coherence between both. We conclude that in the model of USP final project the coherence between the texts and the drawings is clearer than in the model adopted in UFRN

The role of new information and communication technologies (ICTs) in information and communication in science. A conceptual framework and empirical study

Problem This dissertation presents a literature-based framework for communication in science (with the elements partners, purposes, message, and channel), which it then applies in and amends through an empirical study of how geoscientists use two social computing technologies (SCTs), blogging and Twitter (both general use and tweeting from conferences). How are these technologies used and what value do scientists derive from them? Method The empirical part used a two-pronged qualitative study, using (1) purposive samples of ~400 blog posts and ~1000 tweets and (2) a purposive sample of 8 geoscientist interviews. Blog posts, tweets, and interviews were coded using the framework, adding new codes as needed. The results were aggregated into 8 geoscientist case studies, and general patterns were derived through cross-case analysis. Results A detailed picture of how geoscientists use blogs and twitter emerged, including a number of new functions not served by traditional channels. Some highlights: Geoscientists use SCTs for communication among themselves as well as with the public. Blogs serve persuasion and personal knowledge management; Twitter often amplifies the signal of traditional communications such as journal articles. Blogs include tutorials for peers, reviews of basic science concepts, and book reviews. Twitter includes links to readings, requests for assistance, and discussions of politics and religion. Twitter at conferences provides live coverage of sessions. Conclusions Both blogs and Twitter are routine parts of scientists' communication toolbox, blogs for in-depth, well-prepared essays, Twitter for faster and broader interactions. Both have important roles in supporting community building, mentoring, and learning and teaching. The Framework of Communication in Science was a useful tool in studying these two SCTs in this domain. The results should encourage science administrators to facilitate SCT use of scientists in their organization and information providers to search SCT documents as an important source of information.

The influence of past behavior on future behavior: a mind-set perspective

A behavioral mind-set refers to the effect of performing a behavior in one situation (e.g., deciding which animals jump higher, dolphins or sea lions) on the likelihood of performing a conceptually similar behavior in subsequent, unrelated situations (e.g., deciding which of two candies to purchase). It reflects the activation and persistence of procedural knowledge. My dissertation circumscribes the construct of a behavioral mind-set and proposes a theoretical framework describing how mind-sets operate as well as their cognitive and motivational determinants. Three sets of studies investigated the role of mind-sets in different domains. The first set of studies explored the influence of making comparative judgments on subsequent decision making. Specifically, I found that making comparative judgment in one situation activates a which-to-buy mind-set that increases the willingness to decide which of two products to purchase in a later situation without considering the option of not buying anything at all. This mind-set can be activated not only by stating preferences for one of two products but also by comparing the relative attractiveness of wild animals, comparing the animals with respect to physical attributes, and estimating how similar one object is to another. Furthermore, the mind-set, once activated, influences not only purchase intentions in hypothetical situations but the actual decisions to purchase one of different types of products that are on sale after the experiment. The second set of studies investigated whether generating supportive elaborations or counterarguments in one situation will influence people’s tendency to engage in similar behavior in a subsequent, unrelated situation. I found that making supportive elaborations in one situation gives rise to a bolstering mind-set that, once activated, increases participants’ disposition to generate supportive thoughts in response to persuasive communications that they receive later and, therefore, increases the effectiveness of persuasion. Correspondingly, generating opposing arguments in an initial situation activates a counterarguing mind-set that increases the tendency to argue against the persuasive communications and decreases its effectiveness. However, a counterarguing mind-set may increase the effectiveness of persuasion if the messages are difficult to be refuted. The third set of studies distinguished between the influence of motivation on consumer behavior and the influence of a mind-set that is activated by this motivation. Specifically, I found that appetitive motivation, which naturally increases people’s tendency to acquire food products, can give rise to a cognition-based acquisition mind-set that increases people’s disposition to acquire non-food products as well. This acquisition mind-set may persist even when the appetitive motivation that gave rise to it is satiated by eating. Moreover, the disposition to acquire non-food products is not mediated by the products’ attractiveness. The studies suggest that motivation and mind-sets may independently influence consumers’ evaluation of a product and their dispositions to acquire it. Motivation is more likely to influence product evaluations whereas a mind-set is more likely to influence consumers’ acquisition dispositions. In summary, a behavioral mind-set can be activated in the process of performing a behavior. And the mind-set may influence people’s subsequent behaviors in unrelated situations in which the activated procedure is applicable. Moreover, motivation to engage in one behavior could also elicit a cognition-based mind-set, which may change people’s subsequent behaviors.

Dealing with the devil: a critical and creative look at the diabolical pact

This thesis is comprised of three parts: a critical dissertation, a creative work of fiction and a bridge piece that connects the two. The critical work is an examination of the Devil as a satirist in Faustian bargains. Through the usage of the Devil as a literary figure, his character has become a more secular being: a trickster rather than evil incarnate—a facilitator of sin rather than its originator. In the tragicomedy of pacts with the Devil, he acts as a mirror, reflecting mankind’s foibles and vanity, while elevating the reader in the process. The thesis considers the language, tone, purpose and conceits of several versions of the story. While the focus is primarily on American Literature, the influence of English, Scottish, French and German folklore and fiction are recognized as an essential component of the theme’s evolution. In the bridge piece, the pact with the Devil is literalized in a modern context; a corporate business of reaping souls is theorized in which techniques of persuasion are streamlined into an effective formula. Whether immersive or expository in approach, the portrayal of the supernatural depends on the literary principles of science fiction and fantasy in order to manipulate the reader and allow irrational concepts to obey rational laws. Such theories are cited to support how the Devil functions as a believable character. The novel, Could Be Much Worse, relates the story of an egocentric boss and his dependable employee, a scout who disguises himself as a taxi driver and seeks candidates who may succumb to temptation. Passengers’ monologues of desperation and pathos are interspersed throughout the protagonist’s day-to-day narrative. At times, the work is experimental, utilizing irregular storytelling techniques, alternative forms and conceits. Light-hearted, but nonetheless poignant, the story serves as a cautionary tale, illustrating the tedium of a bureaucratic job in a transmundane existence.

News telewizyjny jako akt retoryczny

Artykuł przedstawia news telewizyjny jako akt retoryczny. News telewizyjny rozumiany jest jako relacja o wydarzeniu zbudowana zazwyczaj z zapowiedzi i krótkiego kilkuminutowego materiału filmowego (nazywanego czasem felietonem), będącego rezultatem pracy reporter-skiej, wyemitowana w telewizji, zazwyczaj jako jeden z elementów w strukturze magazynu informacyjnego, ale również jako element bloków programowych telewizji informacyjnych. Newsy telewizyjne funkcjonują w mediach jako jeden z elementów działań strategicznych nadawców medialnych nastawionych na określone cele, w tym cele wizerunkowe, polityczne i ekonomiczne. Newsy powstają jako reakcja na konkretne wydarzenia, zaspokajają potrzebę informacji, ale służą też kreowaniu obrazu świata, skupianiu uwagi na pewnych aspektach rze-czywistości, wartościowaniu jej, przekonywaniu o ważności lub nieważności pewnych zda-rzeń. Pełnią funkcje informacyjne, ale też kreacyjne, wzorcotwórcze, stymulacyjne, wartościu-jące, i w końcu estetyczne. Dla osiągnięcia tych celów są odpowiednio konstruowane, z uwzględnieniem specyfiki i potrzeb odbiorcy oraz ethosu nadawcy. W tym sensie są więc ak-tami „retorycznymi”, a więc zamierzonymi, celowymi, będącymi odpowiedzią na określoną sytuację (uwarunkowane są historycznie, społecznie i politycznie) i adresowanymi do określo-nych odbiorców.

O definicjach retorycznych (na przykładzie hasła gender)

W tekście autorka pokazuje, czym są definicje retoryczne. Wskazuje ich cechy (nastawienie na odbiorcę, zastąpienie obiektywistycznego punkt widzenia podmiotowym, zsubiektywizowanym sposobem ujmowania świata, celowe uwydatnienie pewnych cech obiektu, a pomniejszenie, a nawet ukrycie innych) i funkcje (wpływanie na sposób postrzegania świata przez odbiorcę, determinowanie lub próba zdeterminowania jego działań mentalnych lub fizycznych). W swoich rozważaniach odnosi się do potencjału perswazyjnego słów, wynikającego po pierwsze z takich cech języka, jak arbitralność i konwencjonalność symboli językowych, po drugie, ze związku języka z procesami poznawczymi. Pokazuje mechanizmy perswazyjne, które definicje retoryczne wykorzystują. Są to 1) mechanizm wspólnoty świata i języka, 2) mechanizm emocjonalizacji odbioru, i 3) mechanizm symplifikacji rozkładu wartości. Materiałem badawczym są definicje hasła gender, które pojawiły się w polskiej debacie publicznej na przełomie 2013 i 2014 roku.

The Impact of a Simulated Clinical Experience on CEGEP Nursing Students’ Perceptions of Self-Efficacy and Achievement

Abstract : Providing high-quality clinical experiences to prepare students for the complexities of the current health-care system has become a challenge for nurse educators. Additionally, there are concerns that the current model of clinical practice is suboptimal. Consequently, nursing programs have explored the partial replacement of traditional in-hospital clinical experiences with a simulated clinical experience. Despite research demonstrating numerous benefits to students following participation in simulation activities, insufficient research conducted within Québec exists to convince the governing bodies (Ordre des infirmières et des infirmiers du Québec, OIIQ; Ministère de L’Éducation supérieur, de la Recherche, de la Science et de la Technologie) to fully embrace simulation as part of nurse training. The purpose of this study was to examine the use of a simulated clinical experience (SCE) as a viable, partial pedagogical substitute for traditional clinical experience by examining the effects of a SCE on CEGEP nursing students’ perceptions of self-efficacy (confidence), and their ability to achieve course objectives. The findings will contribute new information to the current body of research in simulation. The specific case of obstetrical practice was examined. Based on two sections of the Nursing III-Health and Illness (180-30K-AB) course, the sample was comprised of 65 students (thirty-one students from section 0001 and thirty-four students from section 0002) whose mean age was 24.8 years. With two sections of the course available, the opportunity for comparison was possible. A triangulation mixed method design was used. An adapted version of Ravert’s (2004) Nursing Skills for Evaluation tool was utilized to collect data regarding students’ perceptions of confidence related to the nursing skills required for care of mothers and their newborns. Students’ performance and achievement of course objectives was measured through an Objective Structured Clinical Examination (OSCE) consisting of three marked stations designed to test the theoretical and clinical aspects of course content. The OSCE was administered at the end of the semester following completion of the traditional clinical experience. Students’ qualitative comments on the post -test survey, along with journal entries served to support the quantitative scale evaluation. Two of the twelve days (15 hours) allocated for obstetrical clinical experience were replaced by a SCE (17%) over the course of the semester. Students participated in various simulation activities developed to address a range of cognitive, psychomotor and critical thinking skills. Scenarios incorporating the use of human patient simulators, and designed using the Jeffries Framework (2005), exposed students to the care of families and infants during the perinatal period to both reflect and build upon class and course content in achievement of course objectives and program competencies. Active participation in all simulation activities exposed students to Bandura’s four main sources of experience (mastery experiences, vicarious experiences, social persuasion, and physiologic/emotional responses) to enhance the development of students’ self-efficacy. Results of the pre-test and post-test summative scores revealed a statistically significant increase in student confidence in performing skills related to maternal and newborn care (p < .0001) following participation in the SCE. Confidence pre-test and post-test scores were not affected by the students’ section. Skills related to the care of the post-partum mother following vaginal or Caesarean section delivery showed the greatest change in confidence ratings. OSCE results showed a mean total class score (both sections) of 57.4 (70.0 %) with normal distribution. Mean scores were 56.5 (68.9%) for section 0001 and 58.3 (71.1%) for section 0002. Total scores were similar between sections (p =0.342) based on pairwise comparison. Analysis of OSCE scores as compared to students’ final course grade revealed similar distributions. Finally, qualitative analysis identified how students’ perceived the SCE. Students cited gains in knowledge, development of psychomotor skills and improved clinical judgement following participation in simulation activities. These were attributed to the « hands on » practice obtained from working in small groups, a safe and authentic learning environment and one in which students could make mistakes and correct errors as having the greatest impact on learning through simulation.

“Mais vale tarde que nunca” - O papel do provérbio no contexto persuasivo

Dissertação de Mestrado apresentada no Instituto Superior de Psicologia Aplicada para a obtenção de grau de Mestre na especialidade de Psicologia Social e das Organizações

Expertise and forms of knowledge in the government of families

This paper examines the relationship between the state and the individual in relation to an aspect of mundane family life – the feeding of babies and young children. The nutritional status of children has long been a matter of national concern and infant feeding is an aspect of family life that has been subjected to substantial state intervention. It exemplifies the imposition upon women the ‘biologico-moral responsibility’ for the welfare of children (Foucault 1991b). The state’s attempts to influence mothers’ feeding practices operate largely through education and persuasion. Through an elaborate state-sponsored apparatus, a strongly medicalised expert discourse is disseminated to mothers. This discourse warns mothers of the risks of certain feeding practices and the benefits of others. It constrains mothers through a series of ‘quiet coercions’ (Foucault 1991c) which seek to render them self-regulating subjects. Using data from a longitudinal interview study, this paper explores how mothers who are made responsible in these medical discourses around child nutrition, engage with, resist and refuse expert advice. It examines, in particular, the rhetorical strategies which mothers use to defend themselves against the charges of maternal irresponsibility that arise when their practices do not conform to expert medical recommendations.

Sobre projetos, palavras e imagens: relacionando textos e desenhos nos trabalhos finais de graduação em arquitetura e urbanismo

This research continues the current debate about the role of the images and the words in the architectural design persuasion, where we emphasize the increasing valuation of written documents (FORTY, 2004; MARKUS; CAMERON, 2002), the seduction for the graphical representation (DURAND, 2003) and the rhetorical effects of the graphical and textual resources (TOSTRUP, 1999). Based on these quarrels, we look for verify in the graduate final projects the relation between the design texts and images. From the PROJEDATA, database of the PROJETAR research group (UFRN), we selected the final projects of two brazilians universities, UFRN and USP, that in a first analysis, they had shown as ideal types of two distinct design presentation models, respectively: texts and drawings in separated documents, or combined in an only support. Based on Markus explanation about the function and the content of the texts, on the Durand perspective with regard to graphical representation uses and on Tostrup point of view concerning the rhetorical potential of texts and drawings, we analyze, in a set of 25 projects, how the students relate the textual and imagetical speeches. For this, we related the focus of each speech, in order to verify the possible coherence between both. We conclude that in the model of USP final project the coherence between the texts and the drawings is clearer than in the model adopted in UFRN

A representação social do microempreendedor individual na publicidade do Sebrae

Dissertação (mestrado)—Universidade de Brasília, Faculdade de Comunicação, Programa de Pós-Graduação em Comunicação, 2015.

O marketing das notícias : consumo de informações online, persuasão e confiança

Dissertação (mestrado)—Universidade de Brasília, Instituto de Psicologia, Departamento de Psicologia Social e do Trabalho, Programa de Pós-Graduação em Psicologia Social, do Trabalho e das Organizações, 2016.