Dimensions of Compliance-Gaining Behavior: An Empirical Analysis

Marwell, Gerald; Schmitt, David R.

doi:10.2307/2786181

Cited by 338 publications

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“…FEELING argument styles. We also hope to understand in more detail the relationship between these argument styles and the heurstic routes to persuasion and associated strategies that have been identified in previous work on argumentation and persuasion (Marwell and Schmitt, 1967;Cialdini, 2000;). …”

Section: Discussionmentioning

confidence: 93%

“…Natural informal dialogues exhibit a much broader range of argumentative styles than found in traditional work on argumentation (Marwell and Schmitt, 1967;Cialdini, 2000;. Recent work has begun to model different aspects of these natural informal arguments, with tasks including stance classification (Somasundaran and Wiebe, 2010;, argument summarization , sarcasm detection , and work on the detailed structure of arguments (Biran and Rambow, 2011;Purpura et al, 2008;Yang and Cardie, 2013).…”

Section: Introductionmentioning

confidence: 99%

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Proceedings of the 2nd Workshop on Argumentation Mining

Cardie¹,

Green²,

Gurevych³

et al. 2015

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ii BackgroundThe goal of this workshop is to provide a follow-on forum to last year's very successful Argumentation Mining workshop at ACL, the first research forum devoted to argumentation mining in all domains of discourse.Argumentation mining is a relatively new challenge in corpus-based discourse analysis that involves automatically identifying argumentative structures within a document, e.g., the premises, conclusion, and argumentation scheme of each argument, as well as argument-subargument and argumentcounterargument relationships between pairs of arguments in the document. To date, researchers have investigated methods for argumentation mining of legal documents (Mochales and Moens 2011;Bach et al. 2013;Ashley and Walker 2013;Wyner et al. 2010), on-line debates (Cabrio and Villata 2012), product reviews (Villalba and Saint-Dizier 2012;, user comments on proposed regulations (Park and Cardie 2014), newspaper articles and court cases . A related older strand of research (that uses the term 'argumentative structure' in a related but different sense than ours) has investigated automatically classifying the sentences of a scientific article's abstract or full text in terms of their contribution of new knowledge to a field (e.g., Liakata et al. 2012, Teufel 2010, Mizuta et al. 2005). In addition, argumentation mining has ties to sentiment analysis (e.g., Somasundaran and Wiebe 2010). To date there are few corpora with annotations for argumentation mining research ) although corpora with annotations for argument sub-components have recently become available (e.g., Park and Cardie 2014).Proposed applications of argumentation mining include improving information retrieval and information extraction as well as end-user visualization and summarization of arguments. Textual sources of interest include not only the formal writing of legal text, but also a variety of informal genres such as microtext, spoken meeting transcripts, product reviews and user comments. In instructional contexts where argumentation is a pedagogically important tool for conveying and assessing students' command of course material, the written and diagrammed arguments of students (and the mappings between them) are educational data that can be mined for purposes of assessment and instruction (see e.g., Ong, Litman and Brusilovsky 2014). This is especially important given the wide-spread adoption of computer-supported peer review, computerized essay grading, and large-scale online courses and MOOCs.As one might expect, success in argumentation mining will require interdisciplinary approaches informed by natural language processing technology, theories of semantics, pragmatics and discourse, knowledge of discourse of domains such as law and science, artificial intelligence, argumentation theory, and computational models of argumentation. In addition, it will require the creation and annotation of high-quality corpora of argumentation from different types of sources in different domains.We are looking forward to a full day workshop to exchange i...

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Section: Discussionmentioning

confidence: 93%

Section: Introductionmentioning

confidence: 99%

Proceedings of the 2nd Workshop on Argumentation Mining

Cardie¹,

Green²,

Gurevych³

et al. 2015

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“…Influence techniques from Marwell and Schmitt's (1967) study were used to assess ways in which soldiers attempted to influence attitudes, beliefs, and behaviors of civilians. The wording used for the 16 influence techniques developed was updated in places for easier comprehension, and each was followed by a description (Table 1).…”

Section: Methodsmentioning

confidence: 99%

“…In between the extreme poles of influence technique classification is Marwell and Schmitt's (1967) famous study of 16 influence techniques, which is the model for analysis in the current study. In Marwell and Schmitt's study, 608 college students indicated their likelihood of using each of the 16 techniques for each of four scenarios.…”

Section: Influence Techniques Capturing and Categorizing The Ways Inmentioning

confidence: 99%

Military Influence Tactics: Lessons Learned in Iraq and Afghanistan

Wolfe

Arrow

2013

Military Psychology

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For most influence attempts in everyday life, success makes life easier and failure is a disappointment, not a tragedy. When U.S. soldiers deployed overseas attempt to influence civilians, however, success can save lives and failure can be deadly. Along with the high stakes consequences of influence attempts, soldiers face the challenges of bridging differences in language, culture, beliefs, and agendas.The current study examined cross-cultural influence attempts made by deployed soldiers, contributing to existing influence research by examining influence attempts in a complex and challenging wartime environment. Survey data from 228 military personnel with deployment experience to Iraq and Afghanistan revealed that empathy, respect, prior relationships, and familiarity with influence targets predicted success. Five influence technique clusters emerged, and use of technique clusters involving resources and positive feelings were more successful than negative tactics. v CURRICULUM VITAE

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“…36 In their compliance gaining theory, Marwell and Schmitt discussed several techniques to persuade people including "punishing activity," which refers to the use of negative face or actions which usually entail uttering threats. 37 Though the study was published long before the emergence of the Internet, trolling and flaming can be linked to this theoretical concept since they can be regarded as an online attempt to gain compliance by either modifying or preventing certain kinds of behavior with the persistent use of negative face.…”

Section: Video Games and Terrorismmentioning

confidence: 99%

Video games, terrorism, and ISIS’s Jihad 3.0

Al-Rawi

2016

Terrorism and Political Violence

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This study discusses different media strategies followed by the Islamic State in Iraq and Syria (ISIS). In particular, the study attempts to understand the way ISIS's video game that is called "Salil al-Sawarem" (The Clanging of the Swords) has been received by the online Arab public. The article argues that the goal behind making and releasing the video game was to gain publicity and attract attention to the group, and the general target was young people. The main technique used by ISIS is what I call "troll, flame, and engage." The results indicate that the majority of comments are against ISIS and its game, though most of the top ten videos are favorable towards the group. The sectarian dimension between Sunnis and Shiites is highly emphasized in the online exchanges, and YouTube remains an active social networking site that is used by ISIS followers and sympathizers to promote the group and recruit others.

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Dimensions of Compliance-Gaining Behavior: An Empirical Analysis

Cited by 338 publications

References 0 publications

Proceedings of the 2nd Workshop on Argumentation Mining

Proceedings of the 2nd Workshop on Argumentation Mining

Military Influence Tactics: Lessons Learned in Iraq and Afghanistan

Video games, terrorism, and ISIS’s Jihad 3.0

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