DOCSLIB.ORG

Propaganda and War Dr Jay Seitz*

Total Page：16

File Type：pdf, Size：1020Kb

Download full-text PDF Read full-text
Propaganda and War Dr Jay Seitz* www.symbiosisonline.org Symbiosis www.symbiosisonlinepublishing.com ISSN Online: 2374-6874 Review Article SOJ Psychology Open Access Propaganda and War Dr Jay Seitz* President and CEO, Neurocognitive Therapeutics, LLC Received: December 10, 2018; Accepted: December 15, 2018; Published: December 17, 2018 *Corresponding author: Dr. Jay Seitz, President and CEO, Neurocognitive Therapeutics, LLC, E-mail:[email protected] Abstract subject to critical thought and this forms the basis of prejudice and stereotypes[16]. According to the concepts and methods of From a psychological perspective, I theorize that propaganda psychological persuasion, when you are able to get a person to in wartime works insidiously by tapping into people’s prejudices and stereotypes and galvanizes belief in an immense conspirational act from their ingrained beliefs and attitudes you have effectively network in which the “other” is given an ominous character. captured their minds because you have short-circuited critical Individuals see the psychological characteristics of the other thought. In a nutshell, critical thought entails examining the basis (“enemy”) as personal, pervasive, and permanent. That is, the other of one’s thoughts and how one arrives at one’s decisions and for side (“enemy”) is collectively demonized by way of stereotypes (i.e., what reasons. generalizations about categories of people and their beliefs) and With regard to the way people feel or emote, individuals variables) while one’s own side is seen as wholly good. I describe how thesimplifications mass media (i.e., heightens reducing the events impact and of theirpropaganda causes byto onefostering or two a strong feeling of community and using cults of experts to structure supermarkets typically rely on the fact that 50% of store bias, among other things. purchasesoften act upon are impulse their emotions buys and without display reflection. products in For such instance, a way as to maximize their effects at checkout counters (tabloids, mass- Keywords: Propaganda, war, mass media, persuasion, prejudice, stereotypes market magazines, candy, small gadgets, and so on). As we shall see below, these basic principles of psychological persuasion that were initially constructed for the commercial markets are used Introduction to inform the manufacture and dissemination of propaganda in “Warfare is the way (Tao) of deception” (Sun-tzu) wartime. General Terminology Historically, psychological persuasion has been made use of by governing groups since the beginning of the formation of What is propaganda? As discussed here, propaganda is a states or societies of over one million individuals [8] and has form of psychological persuasion that is pitched to the masses— been used off by all such societies worldwide in recent human the body politic. On the other hand, psychological persuasion history [28]. Its use in wartime most likely originated in the early is a collection of psychological techniques constructed so as to or earlier [27]. Indeed, as Napoleon opined, power is rooted in the targets of some “message” (a product advertisement) to opinionwritings and of military political tacticiansbodies in wartimein China manufacturein the fifth century consent B.C. [4] takechange the people’s originator’s beliefs point and of attitudes. view as wellIt operates as to engage by influencing in some among the body politic in order for governments to legitimate course of action (buy a product). An instance of psychological and carry out their intended goals. Surprisingly, propaganda has persuasion is the multibillion dollar advertising industry that been most effective in democratic regimes in which tolerance entices consumers to buy advertised products and use them of, and respect for, different opinions and ways of life is the core in their daily lives. It is psychological because the goal of the of democratic thought and behavior. Propaganda, however, message is to change people’s beliefs and attitudes and to do so eviscerates democracy because its purposively unstated goal is in a way that affects their subsequent behavior. For instance, to provoke active or passive participation without democratic a sporty vehicle is marketed to a consumer in a way that will deliberation, the political core of a free society. That is, as a form make him or her feel more masculine or feminine and exude sex of mass persuasion, propaganda is most effective when it short appeal and she or he will want to drive the car daily to impress circuits critical thought by presenting itself as natural, as the only others. Psychological persuasion accomplishes its goals by way to think or act with regard to a set of opinions, beliefs, values targeting two inherent features of the human cognitive system, or goals. the way people think and the way people feel or emote [21]. With regard to the way people think, individuals typically engage Propaganda accomplishes its goals through several means. It in stereotypical ways of thinking and acting that have not been may create a political climate favorable for attitude change so- Symbiosis Group *Corresponding author email: [email protected] Copyright: Propaganda and War © 2018 Dr. Jay Seitz. called pre-persuasion or pre-propaganda as in a nation-state as members of academe, were brought together on President’s extolling the virtues of patriotism, modify opinions directly Woodrow Wilson’s behalf to advance US interests at the beginning through the use of the print and non-print media or political of World War I [US Committee on Public Information, 1972; 14]. propaganda or it may accomplish its aims furtively by disguising Under the general chairmanship of George Creel, a journalist, its true goals in such a way that the democratic public is only the avowed purpose was to package and sell the war effort to a dimly aware that it is being propagandized—overt or “white” diverse body politic as well as to ensure the self-censorship of the propaganda such as justifying war to advance capitalism—only to further a more covert agenda—referred to as covert or black immediately saw the possibilities of adapting public relations to propaganda—as in securing the commercial interests of oil bothprint peacefulmedia. One and member wartime of interest. the CPI, Edward Bernays, a publicist, companies in other parts of the world. Historically, propaganda in “Public relations is the attempt, by information, persuasion, wartime has descended from the upper echelons of government and adjustment, to engineer public support for an activity, cause, or vertical propaganda but it may just as equally arise from below movement, or institution” [4]. in the internal dynamics of an organized group or institution or horizontal propaganda such as a quasi-government think tank, Public relations was just another name for psychological newspaper editorial board, activist political group or the like [9]. was its dual applicability to both selling product to consumers as From a psychological perspective, I have suggested that wellpersuasion as selling of athe war masses—propaganda—and to the American people and what its allies. Bernays Indeed, saw propaganda in wartime works insidiously by tapping into people’s prejudices and stereotypes and galvanizes belief in appropriate timing applied to various public appeals using an immense conspirational network in which the other is diverseby persuasion thematic Bernays content meant and the visual use of imagestactics, strategies,and symbols, and given an ominous character. Individuals see the psychological characteristics of the other (“enemy”) as personal, pervasive, and permanent (Arab states engage in “terrorism”). The other that is, information. By adjustment he meant influencing the side (“enemy”) is collectively demonized by way of stereotypes couldactions apply and theseattitudes same of principles the public. developed Bernays in was selling among product the andfirst styleto articulate to consumers the notion into thatfashioning the public public relations opinion industry in the while one’s own side is seen as wholly good. This process of stereotypingand simplifications—psychodynamically, or making overgeneralizations paranoiac about categoriesprojection— of the engineering of consent, planned and executed according to people and their beliefs and simplifying or reducing events and service of wartime interests. For Bernays, propaganda was their causes to one or two variables has been described, within and behavioral sciences of the day. the psychodynamic framework, as a form of paranoiac projection scientific principles based on the then emerging empirical social this psychodynamic perspective, one projects one’s negative concepts of reciprocity, consistency and commitment, social feelingswhen it ontois inflamed others, bybut deep the basisfears ofand these hatreds. underlying According feelings to proof,These likeability, scientific authority, principles and of scarcity persuasion [7]. todayReciprocity include refers the is paranoia or a pervasive distrust or suspiciousness of others to the psychological tendency to comply with another’s request when they have initially complied with ours because we feel both print and nonprint media (television, radio, Internet, social a natural obligation to reciprocate. That is, we feel naturally media,without newspapers, sufficient basis and in magazines), fact [1]. The moreover, mass media, heightens including the obligated to others because they have stuck out their neck for us political impact of propaganda by fostering a strong
Load more

Recommended publications
  • Attribution and Response to Cybercrime/Terrorism/Warfare Susan W
    Journal of Criminal Law and Criminology Volume 97 Article 2 Issue 2 Winter Winter 2007 At Light Speed: Attribution and Response to Cybercrime/Terrorism/Warfare Susan W. Brenner Follow this and additional works at: https://scholarlycommons.law.northwestern.edu/jclc Part of the Criminal Law Commons, Criminology Commons, and the Criminology and Criminal Justice Commons Recommended Citation Susan W. Brenner, At Light Speed: Attribution and Response to Cybercrime/Terrorism/Warfare, 97 J. Crim. L. & Criminology 379 (2006-2007) This Symposium is brought to you for free and open access by Northwestern University School of Law Scholarly Commons. It has been accepted for inclusion in Journal of Criminal Law and Criminology by an authorized editor of Northwestern University School of Law Scholarly Commons. 0091-4169/07/9702-0379 THE JOURNALOF CRIMINAL LAW & CRIMINOLOGY Vol. 97. No. 2 Copyright 0 2007 by NorthwesternUniversity. Schoolof Low Printedin U.S.A. "AT LIGHT SPEED": ATTRIBUTION AND RESPONSE TO CYBERCRIME/TERRORISM/WARFARE SUSAN W. BRENNER* This Article explains why and how computer technology complicates the related processes of identifying internal (crime and terrorism) and external (war) threats to social order of respondingto those threats. First, it divides the process-attribution-intotwo categories: what-attribution (what kind of attack is this?) and who-attribution (who is responsiblefor this attack?). Then, it analyzes, in detail, how and why our adversaries' use of computer technology blurs the distinctions between what is now cybercrime, cyberterrorism, and cyberwarfare. The Article goes on to analyze how and why computer technology and the blurring of these distinctions erode our ability to mount an effective response to threats of either type.
    [Show full text]
  • The Psychological Impact of Child Soldiering
    Chapter 14 The Psychological Impact of Child Soldiering Elisabeth Schauer and Thomas Elbert Abstract With almost 80% of the fighting forces composed of child soldiers, this is one characterization of the ‘new wars,’ which constitute the dominant form of violent conflict that has emerged only over the last few decades. The development of light weapons, such as automatic guns suitable for children, was an obvious pre- requisite for the involvement of children in modern conflicts that typically involve irregular forces, that target mostly civilians, and that are justified by identities, although the economic interests of foreign countries and exiled communities are usually the driving force. Motivations for child recruitment include children’s limited ability to assess risks, feelings of invulnerability, and shortsightedness. Child soldiers are more often killed or injured than adult soldiers on the front line. They are less costly for the respective group or organization than adult recruits, because they receive fewer resources, including less and smaller weapons and equipment. From a different per- spective, becoming a fighter may seem an attractive possibility for children and adolescents who are facing poverty, starvation, unemployment, and ethnic or polit- ical persecution. In our interviews, former child soldiers and commanders alike reported that children are more malleable and adaptable. Thus, they are easier to indoctrinate, as their moral development is not yet completed and they tend to listen to authorities without questioning them. Child soldiers are raised in an environment of severe violence, experience it, and subsequently often commit cruelties and atrocities of the worst kind. This repeated exposure to chronic and traumatic stress during development leaves the children with mental and related physical ill-health, notably PTSD and severe personality E.
    [Show full text]
  • CIA Best Practices in Counterinsurgency
    CIA Best Practices in Counterinsurgency WikiLeaks release: December 18, 2014 Keywords: CIA, counterinsurgency, HVT, HVD, Afghanistan, Algeria, Colombia, Iraq, Israel, Peru, Northern Ireland, Sri Lanka, Chechnya, Libya, Pakistan, Thailand,HAMAS, FARC, PULO, AQI, FLN, IRA, PLO, LTTE, al-Qa‘ida, Taliban, drone, assassination Restraint: SECRET//NOFORN (no foreign nationals) Title: Best Practices in Counterinsurgency: Making High-Value Targeting Operations an Effective Counterinsurgency Tool Date: July 07, 2009 Organisation: Central Intelligence Agency (CIA) Author: CIA Office of Transnational Issues; Conflict, Governance, and Society Group Link: http://wikileaks.org/cia-hvt-counterinsurgency Pages: 21 Description This is a secret CIA document assessing high-value targeting (HVT) programs world-wide for their impact on insurgencies. The document is classified SECRET//NOFORN (no foreign nationals) and is for internal use to review the positive and negative implications of targeted assassinations on these groups for the strength of the group post the attack. The document assesses attacks on insurgent groups by the United States and other countries within Afghanistan, Algeria, Colombia, Iraq, Israel, Peru, Northern Ireland, Sri Lanka, Chechnya, Libya, Pakistan and Thailand. The document, which is "pro-assassination", was completed in July 2009 and coincides with the first year of the Obama administration and Leon Panetta's directorship of the CIA during which the United States very significantly increased its CIA assassination program at the
    [Show full text]
  • Cognitive Warfare.Pdf
    1 Table of Contents Executive Summary 3 Introduction 5 Evolution of Non-Kinetic Warfare 6 Origins 6 Psychological Warfare (PsyOps) 7 Electronic Warfare (EW) 7 Cyberwarfare 8 Information Warfare 8 Cognitive Warfare 9 Goals of Cognitive Warfare 11 Destabilization 12 Case 1: Destabilization through Confusion 13 Case 2: Destabilization by Sowing Division 15 Case 3: Destabilization as a Means to Influence 17 Influence 20 Case 1: Influencing to Recruit 21 Case 2: Influencing Policy Enactment 22 Case 3: Influencing as a Means to Destabilize 23 Future Threats 27 Looking Ahead 27 Threat 1: Ease of Selection and Virality 29 Threat 2: A New Age of Truth 30 Threat 3: Cyber-induced Institutional Discomfort and Distrust 31 Threat 4: Biological and Therapeutic Emotional Manipulation 32 Threat 5: Enhanced Recruitment of Agents 33 Strategy Recommendations 35 Threat Recognition Framework and Criteria 35 Risk Assessment 36 Organizational Implementations 37 Offensive Considerations 39 Closing Thoughts 40 Bibliography 41 2 Executive Summary Warfare has shifted dramatically over the past several decades, moving away from the physical threats of conventional warfare. War now moves towards the social and ideological threats brought about by mass media and advances in technology. The advent of this new type of warfare is different from anything we have seen before. Although it takes elements from previous types of hybrid warfare, the reach and level of impact it possesses make it far more dangerous than its predecessors. We have dubbed this new way of war cognitive warfare. ​ ​ Cognitive warfare, although sharing various similarities to other non-conventional and non-kinetic types of warfare/operations, is ultimately unique in its execution and purpose.
    [Show full text]
  • PERSUADE OR PERISH Addressing Gaps in the U.S
    PERSUADE OR PERISH Addressing Gaps in the U.S. Posture to Confront Propaganda and Disinformation Threats Dr. Haroro J. Ingram Program on Extremism Policy Paper February 2020 PERSUADE OR PERISH 1 INGRAM | PROGRAM ON EXTREMISM Abstract: The purpose of this policy paper is to assess the U.S. government’s posture to deal with malicious ‘influence activities’ (i.e. propaganda and disinformation) by state and nonstate actors. It argues that while the U.S. government has provided inconsistent support for its foreign policy and national security information sector for decades, since 2017 an effort has been made to lay the foundations for a rejuvenated U.S. posture to address propaganda and disinformation threats. However, significant gaps remain that will weaken those foundation building efforts if left unaddressed. This paper concludes with four recommendations focusing on (i.) the need to learn lessons from the institutions’ history, (ii.) the value of an overarching paradigm through which to understand a spectrum of threats, (iii.) the important role of overt attributed U.S government messaging, and (iv.) initiatives to strategically cohere interagency activities. The United States and its allies are facing a complex spectrum of propaganda and disinformation threats that are rapidly evolving strategically, operationally, and technologically. 1 The U.S. government’s ability to address these malicious ‘influence activities’ will depend on its adoption of an appropriately balanced, resourced, and legislatively empowered posture that will be as much a product of institutional history as contemporary strategic-policy decisions. This policy paper assesses the U.S. government’s posture to deal with these threats and outlines ways in which strategic-policy gaps, drawn from this analysis, can be tackled.
    [Show full text]
  • Contrasting Portrayals of Women in WW1 British Propaganda
    University of Hawai‘i at Hilo HOHONU 2015 Vol. 13 of history, propaganda has been aimed at patriarchal Victims or Vital: Contrasting societies and thus, has primarily targeted men. This Portrayals of Women in WWI remained true throughout WWI, where propaganda came into its own as a form of public information and British Propaganda manipulation. However, women were always part of Stacey Reed those societies, and were an increasingly active part History 385 of the conversations about the war. They began to be Fall 2014 targeted by propagandists as well. In war, propaganda served a variety of More than any other war before it, World War I purposes: recruitment of soldiers, encouraging social invaded the every day life of citizens at home. It was the responsibility, advertising government agendas and first large-scale war that employed popular mass media programs, vilifying the enemy and arousing patriotism.5 in the transmission and distribution of information from Various governments throughout WWI found that the the front lines to the Home Front. It was also the first image of someone pointing out of a poster was a very to merit an organized propaganda effort targeted at the effective recruiting tool for soldiers. Posters presented general public by the government.1 The vast majority of British men with both the glory of war and the shame this propaganda was directed at an assumed masculine of shirkers. Women were often placed in the role of audience, but the female population engaged with the encouraging their men to go to war. Many propaganda messages as well.
    [Show full text]
  • Communication, Ideology and Power
    Communication, Ideology and Power: Notes on the Debate between Intentional Propaganda Theory and Spontaneous Reproduction of Propaganda Theory Comunicación, ideología y poder: Anotaciones para el debate entre la Teoría de la Propaganda Intencional y la Teoría de la Reproducción Espontánea de ADRIÁN TARÍN SANZ1 la Propaganda https://orcid.org/0000-0002-6788-5291 Since the debate on modern propaganda began, there is a question that stills remains unanswered: the existence, or not, of propaganda in involuntary ideological discourses. In this paper, both currents, defined here as intentional propaganda theory IP( T) and spontaneous reproduction of propaganda theory (SRPT), are contrasted, concluding that the former is based on a restricted view of power, communication and propaganda. KEYWORDS:propaganda, intentional, power, communication, ideology. Desde que comenzaron los debates sobre la propaganda moderna, una cuestión continúa inconclusa: si existe, o no, propaganda en los discursos ideológicos involuntarios. Aquí se confrontan ambas corrientes, definidas como Teoría de la Propaganda Intencional (TPI) y Teoría de la Reproducción Espontánea de Propaganda (TREP), concluyendo que la primera se basa en una visión restringida del poder, la comunicación y la propaganda. PALABRAS CLAVE: Propaganda, voluntariedad, poder, comunicación, ideología. 1 Universidad Central del Ecuador, Ecuador. E-mail: [email protected] Submitted: 02/05/17. Accepted: 20/06/17. Published: 12/11/18. Comunicación y Sociedad, 32, may-august, 2018, pp. 173-190. 173 174 Adrián Tarín Sanz INTRODUCTION After a certain degree of indifference towards the subject at the end of the Twentieth Century, since the year 2000 propaganda theory has gradually regained its place in the academic debate on communication.
    [Show full text]
  • Integrity: Its Causes and Cures
    Fordham Law Review Volume 72 Issue 2 Article 4 2003 Integrity: Its Causes and Cures David Luban Follow this and additional works at: https://ir.lawnet.fordham.edu/flr Part of the Law Commons Recommended Citation David Luban, Integrity: Its Causes and Cures, 72 Fordham L. Rev. 279 (2003). Available at: https://ir.lawnet.fordham.edu/flr/vol72/iss2/4 This Article is brought to you for free and open access by FLASH: The Fordham Law Archive of Scholarship and History. It has been accepted for inclusion in Fordham Law Review by an authorized editor of FLASH: The Fordham Law Archive of Scholarship and History. For more information, please contact [email protected]. INTEGRITY: ITS CAUSES AND CURES David Luban* Integrity is a good thing, isn't it? In ordinary parlance, we sometimes use it as a near synonym for honesty, but the word means much more than honesty alone. It means wholeness or unity of person, an inner consistency between deed and principle. "Integrity" shares etymology with other unity-words-integer, integral, integrate, integration. All derive from the Latin integrare,to make whole. And the person of integrity is the person whose conduct and principles operate in happy harmony. Our psyches always seek that happy harmony. When our conduct and principles clash with each other, the result, social psychology teaches us, is cognitive dissonance. And dissonance theory hypothesizes that one of our fundamental psychic mechanisms is the drive to reduce dissonance. You can reduce dissonance between conduct and principles in two ways. The high road, if you choose to take it, requires you to conform your conduct to your principles.
    [Show full text]
  • Society Persuasion In
    PERSUASION IN SOCIETY HERBERT W. SIMONS with JOANNE MORREALE and BRUCE GRONBECK Table of Contents List of Artwork in Persuasion in Society xiv About the Author xvii Acknowledgments xix Preface xx Part 1: Understanding Persuasion 1. The Study of Persuasion 3 Defining Persuasion 5 Why Is Persuasion Important? 10 Studying Persuasion 14 The Behavioral Approach: Social-Scientific Research on the Communication-Persuasion Matrix 15 The Critical Studies Approach: Case Studies and “Genre-alizations” 17 Summary 20 Questions and Projects for Further Study 21 2. The Psychology of Persuasion: Basic Principles 25 Beliefs and Values as Building Blocks of Attitudes 27 Persuasion by Degrees: Adapting to Different Audiences 29 Schemas: Attitudes as Knowledge Structures 32 From Attitudes to Actions: The Role of Subjective Norms 34 Elaboration Likelihood Model: Two Routes to Persuasion 34 Persuasion as a Learning Process 36 Persuasion as Information Processing 37 Persuasion and Incentives 38 Persuasion by Association 39 Persuasion as Psychological Unbalancing and Rebalancing 40 Summary 41 Questions and Projects for Further Study 42 3. Persuasion Broadly Considered 47 Two Levels of Communication: Content and Relational 49 Impression Management 51 Deception About Persuasive Intent 51 Deceptive Deception 52 Expression Games 54 Persuasion in the Guise of Objectivity 55 Accounting Statements and Cost-Benefit Analyses 55 News Reporting 56 Scientific Reporting 57 History Textbooks 58 Reported Discoveries of Social Problems 59 How Multiple Messages Shape Ideologies 59 The Making of McWorld 63 Summary 66 Questions and Projects for Further Study 68 Part 2: The Coactive Approach 4. Coactive Persuasion 73 Using Receiver-Oriented Approaches 74 Being Situation Sensitive 76 Combining Similarity and Credibility 79 Building on Acceptable Premises 82 Appearing Reasonable and Providing Psychological Income 85 Using Communication Resources 86 Summary 88 Questions and Projects for Further Study 89 5.
    [Show full text]
  • Influence of Social Proof Bias on the Investment Decision Making Process – an Investors Perception
    AEGAEUM JOURNAL ISSN NO: 0776-3808 Influence of Social Proof Bias on the Investment Decision Making Process – An Investors Perception Dr. Mahesha. V* & Dr. Sukanya. R** Abstract Making decisions in our daily life is complicated and making investment decisions is all the more complicated. The traditional theories of finance stated that the investors are very rational in making their investment decisions. However, this is far from reality. A new paradigm of finance has developed, known as the Behavioral Finance Theory which clearly states that it is not only the social and economic factors which affect the investors decision making process, whereas there are several behavioural factors which may influence the investment decisions made by individual investors. However, many investors are unaware of the fact that behavioural factors affect investment decisions. Many of the behavioural biases like anchoring bias, social proof bias, cognitive dissonance bias, mental accounting bias, endowment bias, choice paralysis bias etc. Among the various behavioural biases influencing the investment decisions of the investor’s, social proof bias is also a predominant one. Social proof bias is the tendency of investors to follow the opinion, advice of others predominantly in making investment decisions. It is also called as the herd mentality. People have a tendency to follow the crowd in making investment decisions. The research study aims to investigate the influence of social proof bias by considering gender as the basis for the study. The study is relevant as there is a need to identify if social proof bias influences the investors in the true sense and if it has an influence there is a need to find out ways of getting rid of the bias to avoid mistakes committed in making investment decisions.
    [Show full text]
  • Social Influence: Obedience & Compliance Classic Studies
    Social Influence: Obedience & Compliance Psy 240; Fall 2006 Purdue University Dr. Kipling Williams Classic Studies • Milgram’s obedience experiments Psy 240: Williams 2 1 What Breeds Obedience? • Escalating Commitment • Emotional distance of the victim • Closeness and legitimacy of the authority • Institutional authority • The liberating effects of group influence © Stanley Milgram, 1965, From the film Obedience, distributed by the Pennsylvania State University Psy 240: Williams 3 Reflections on the Classic Studies • Behavior and attitudes • The power of the situation • The fundamental attribution error Psy 240: Williams 4 2 Social Impact Theory Latané, 1980 Multiplication Division Psy 240: Williams 5 SocialSocial InfluenceInfluence Have I got a deal for you… 3 Defining Social Influence • People affecting other people. • Conformity: Do what others are doing (without the others trying to get you to do it!) • Social inhibition: Stopping doing something you’d normally do because others are present. • Compliance: Getting you to do something you wouldn’t have done otherwise • Obedience: Ordering others to behave in ways they might not ordinarily do • Excellent book and reference: – Cialdini, R. (1996). Influence (4th edition). HarperCollins College Publishers. Psy 240: Williams 7 Weapons of influence Useful metaphors… • Click, Whirr… – these weapons work best on us when we are on “auto-pilot” - not processing the message carefully. • Jujitsu – Compliance professionals get you to do their work for them…they provide the leverage, you do the work Psy 240: Williams 8 4 Six weapons of influence • Reciprocity • Commitment and consistency • Social proof • Liking • Authority • Scarcity Psy 240: Williams 9 Weapon #1: Reciprocity Free hot dogs and balloons for the little ones! • The not-so-free sample • Reciprocal concessions (“door-in-the-face”) large request first (to which everyone would say “no”) followed by the target request.
    [Show full text]
  • Information Warfare on the Web in the Middle East
    Source: Vice INFORMATION WARFARE ON THE WEB IN THE MIDDLE EAST KEEWARD KNOWLEDGE & EDUCATION 1 BRINGING WEB SCIENCE TO THE MIDDLE EAST KEEWARD KNOWLEDGE & EDUCATION Interdisciplinary Research Unit In Web Science Created in 2002 at Beirut’s Saint-Joseph University Faculty of Humanities KEEWARD KNOWLEDGE & EDUCATION Interdisciplinary Research Unit In Web Science Digital Transformation of Middle Eastern Societies New paradigms – Arab Spring – Conflicts – ISIS KEEWARD KNOWLEDGE & EDUCATION The Call For a Science of the Web Berners-Lee Interdisciplinarity (The 2 magics) Mixed methods (Data + Social) New tools to understand the impact of the Web on Society From power laws to people (Social Machines) KEEWARD KNOWLEDGE & EDUCATION The Manifesto For Web Science Web Science 2010 – Raleigh, NC. Susan Halford, Cathy Pope, Leslie Carr KEEWARD KNOWLEDGE & EDUCATION The Manifesto For Web Science Understanding the web requires knowledge and expertise from the social and human sciences KEEWARD KNOWLEDGE & EDUCATION The Manifesto For Web Science Computer science is only one vantage point KEEWARD KNOWLEDGE & EDUCATION The Manifesto For Web Science Co-constitution of technology and society The Web impacts society and society impacts the Web KEEWARD KNOWLEDGE & EDUCATION The Manifesto For Web Science Heterogeneous actors (ANT – Latour) Radical symmetry between humans and non-humans. “the bureaucrat in the standards agency is just as important as the servers at Google or HTTP”. KEEWARD KNOWLEDGE & EDUCATION The Manifesto For Web Science Social and cultural
    [Show full text]