Daniel J. O'Keefe

Bio: Daniel J. O'Keefe is an academic researcher from Northwestern University. The author has contributed to research in topics: Persuasion & Argumentation theory. The author has an hindex of 35, co-authored 94 publications receiving 6374 citations. Previous affiliations of Daniel J. O'Keefe include University of Michigan & University of Illinois at Urbana–Champaign.

Persuasion: Theory and Research

Abstract: Preface Chapter 1: Persuasion, Attitudes, and Actions The Concept of Persuasion The Concept of Attitude Attitude Measurement Techniques Attitudes and Behaviors Assessing Persuasive Effects Conclusion Notes Chapter 2: Social Judgment Theory Judgments of Alternative Positions on an Issue Reactions to Communications Critical Assessment Conclusion Notes Chapter 3: Functional Approaches to Attitude A Classic Functional Analysis Subsequent Developments Commentary Conclusion Notes Chapter 4: Belief-Based Models of Attitude Summative Model of Attitude Research Evidence and Commentary Conclusion Notes Chapter 5: Cognitive Dissonance Theory General Theoretical Sketch Some Research Applications Revisions of, And Alternatives to, Dissonance Theory Conclusion Notes Chapter 6: Reasoned Action Theory The Reasoned Action Theory Model Influencing Intentions Intentions and Behaviors Adapting Persuasive Messages to Recipients Based on Reasoned Action Theory Commentary Conclusion Notes Chapter 7: Stage Models The Transtheoretical Model The Distinctive Claims of Stage Models Other Stage Models Conclusion Notes Chapter 8: Elaboration Likelihood Model Variations in the Degree of Elaboration: Central versus Peripheral Routes to Persuasion Factors Affecting the Degree of Elaboration Influences on Persuasive Effects under Conditions of High Elaboration: Central Routes to Persuasion Influences on Persuasive Effects under Conditions of Low Elaboration: Peripheral Routes to Persuasion Multiple Roles for Persuasion Variables Adapting Persuasive Messages to Recipients Based on the ELM Commentary Conclusion Notes Chapter 9: The Study of Persuasive Effects Experimental Design and Causal Inference Two General Challenges in Studying Persuasive Effects Conclusion Notes Chapter 10: Communicator Factors Communicator Credibility Liking Other Communicator Factors Conclusion Notes Chapter 11: Message Factors Message Structure and Format Message Content Sequential Request Strategies Conclusion Notes Chapter 12: Receiver Factors Individual Differences Transient Receiver States Influencing Susceptibility to Persuasion Conclusion Notes References Author Index Subject Index About the Author

Narrative communication in cancer prevention and control: A framework to guide research and application

Abstract: Narrative forms of communication—including entertainment education, journalism, literature, testimonials, and storytelling—are emerging as important tools for cancer prevention and control. To stimulate critical thinking about the role of narrative in cancer communication and promote a more focused and systematic program of research to understand its effects, we propose a typology of narrative application in cancer control. We assert that narrative has four distinctive capabilities: overcoming resistance, facilitating information processing, providing surrogate social connections, and addressing emotional and existential issues. We further assert that different capabilities are applicable to different outcomes across the cancer control continuum (e.g., prevention, detection, diagnosis, treatment, survivorship). This article describes the empirical evidence and theoretical rationale supporting propositions in the typology, identifies variables likely to moderate narrative effects, raises ethical issues to be addressed when using narrative communication in cancer prevention and control efforts, and discusses potential limitations of using narrative in this way. Future research needs based on these propositions are outlined and encouraged.

The relative persuasiveness of gain-framed and loss-framed messages for encouraging disease prevention behaviors: a meta-analytic review.

Abstract: A meta-analytic review of 93 studies (N = 21,656) finds that in disease prevention messages, gain-framed appeals, which emphasize the advantages of compliance with the communicator's recommendation, are statistically significantly more persuasive than loss-framed appeals, which emphasize the disadvantages of noncompliance. This difference is quite small (corresponding to r = .03), however, and appears attributable to a relatively large (and statistically significant) effect for messages advocating dental hygiene behaviors. Despite very good statistical power, the analysis finds no statistically significant differences in persuasiveness between gain- and loss-framed messages concerning other preventive actions such as safer-sex behaviors, skin cancer prevention behaviors, or diet and nutrition behaviors.

Message Properties, Mediating States, and Manipulation Checks: Claims, Evidence, and Data Analysis in Experimental Persuasive Message Effects Research

Abstract: This article addresses the conceptualization and definition of message variables in persuasion effects research. Two central claims are advanced. First, effectbased message variable definitions (in which a message variation is defined in terms of effects on psychological states, as when fear appeal variations are defined on the basis of differences in aroused fear) impede progress in understanding persuasion processes and effects and hence should be avoided in favor of definitions expressed in terms of intrinsic message features. Second, when message variations are defined in terms of intrinsic features, message manipulation checks, under that description, are unnecessary but similar measures may usefully be understood and analyzed as assessments of potential mediating states. One enduring question in communication research is how and why persuasive messages have the effects they do. But some important conceptual aspects of this subject seem to have suffered from inattention, with resulting needless confusion and impaired research progress. The particular focus of concern in this paper is the set of complex relationships among experimental message variations, message manipulation checks, persuasive outcomes, and mediating states. The purpose is to point to some systematically different sorts of research claims that arise in the context of studying persuasion effects, with an eye to clarifying the different burdens of proof—and corresponding data-analytic treatments—appropriate for each and thereby to untangling some of the complexities and confusions that have arisen in this research domain. Two central claims will emerge from this analysis: First, effect-based message variable definitions impede progress in understanding persuasion processes and effects and hence should be avoided in favor of definitions expressed in terms of intrinsic message features. Second, when message variations are defined in terms of intrinsic features, message

The Relative Persuasiveness of Gain-Framed and Loss-Framed Messages for Encouraging Disease Detection Behaviors: A Meta-Analytic Review

Abstract: A meta-analytic review of 53 studies (N= 9,1 4 5) finds that in messages aimed at encouraging disease detection behaviors, loss-framed appeals (which emphasize the disadvantages of noncompliance with the communicator's recommendation) are only slightly, but statistically significantly, more persuasive than gain-framed appeals (which emphasize the advantages of compliance); the difference corresponds to a correlation of -.04. Loss-framed appeals enjoy a small statistically significant advantage for messages advocating breast cancer detection behaviors, but not for any other kind of detection behavior (detection of skin cancer, other cancers, dental problems, or miscellaneous other diseases) nor for all other kinds of detection behaviors combined. Thus, in advocacy of disease detection behaviors, using loss-framed rather than gain framed appeals is unlikely to substantially improve persuasiveness.

Communication and Persuasion: Central and Peripheral Routes to Attitude Change

Abstract: Das Elaboration Likelihood Modell (ELM) wurde in den 1980er Jahren von den Sozialpsychologen Richard E. Petty und John T. Cacioppo mit dem Ziel entwickelt, die prozesshafte Verarbeitung persuasiver Botschaften zu erklaren und Einstellungsveranderungen in Abhangigkeit von der Rezeptionssituation, den Eigenschaften einer persuasiven Botschaft und individuellen Voraussetzungen des Rezipienten vorherzusagen. Die zentrale Veroffentlichung dieser Persuasionstheorie ist das 1986 erschienene Buch Communication and persuasion: Central and peripheral routes to attitude change. In diesem Schlusselwerk der Medienwirkungsforschung werden das ELM und seine Basiskonzepte theoretisch definiert und durch eine Vielzahl empirischer Studien untermauert. Daruber hinaus diskutieren die Autoren methodische Schwierigkeiten bei der Uberprufung ihrer Annahmen sowie Konsequenzen der verschiedenen Elaborationsrouten. Communication and persuasion bietet damit einen detaillierten Uberblick zu einem der wichtigsten Zwei-Prozess-Modelle der persuasiven Kommunikationsforschung.

Social Influence: Compliance and Conformity

Abstract: This review covers recent developments in the social influence literature, focusing primarily on compliance and conformity research published between 1997 and 2002. The principles and processes underlying a target's susceptibility to outside influences are considered in light of three goals fundamental to rewarding human functioning. Specifically, targets are motivated to form accurate perceptions of reality and react accordingly, to develop and preserve meaningful social relationships, and to maintain a favorable self-concept. Consistent with the current movement in compliance and conformity research, this review emphasizes the ways in which these goals interact with external forces to engender social influence processes that are subtle, indirect, and outside of awareness.

Behavioral intention formation in knowledge sharing: examining the roles of extrinsic motivators, social-psychological factors, and organizational climate

Abstract: Individuals' knowledge does not transform easily into organizational knowledge even with the implementation of knowledge repositories. Rather, individuals tend to hoard knowledge for various reasons. The aim of this study is to develop an integrative understanding of the factors supporting or inhibiting individuals' knowledge-sharing intentions. We employ as our theoretical framework the theory of reasoned action (TRA), and augment it with extrinsic motivators, social-psychological forces and organizational climate factors that are believed to influence individuals' knowledge- sharing intentions. Through a field survey of 154 managers from 27 Korean organizations, we confirm our hypothesis that attitudes toward and subjective norms with regard to knowledge sharing as well as organizational climate affect individuals' intentions to share knowledge. Additionally, we find that anticipated reciprocal relationships affect individuals' attitudes toward knowledge sharing while both sense of self-worth and organizational climate affect subjective norms. Contrary to common belief, we find anticipated extrinsic rewards exert a negative effect on individuals' knowledge-sharing attitudes.

Persuasive Technology: Using Computers to Change What We Think and Do

Abstract: Mother Nature knows best--How engineered organizations of the future will resemble natural-born systems.

Using social and behavioural science to support COVID-19 pandemic response.

Abstract: The COVID-19 pandemic represents a massive global health crisis. Because the crisis requires large-scale behaviour change and places significant psychological burdens on individuals, insights from the social and behavioural sciences can be used to help align human behaviour with the recommendations of epidemiologists and public health experts. Here we discuss evidence from a selection of research topics relevant to pandemics, including work on navigating threats, social and cultural influences on behaviour, science communication, moral decision-making, leadership, and stress and coping. In each section, we note the nature and quality of prior research, including uncertainty and unsettled issues. We identify several insights for effective response to the COVID-19 pandemic and highlight important gaps researchers should move quickly to fill in the coming weeks and months.