Tag Archives: persuasion

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Slogans and logos

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Via MindHacks, here’s Language Log dissecting some recent research into the persuasive power of logos and slogans.

A recent paper by Juliano Laran et al. (2011) suggests that resistance to persuasion can be triggered in a highly automatic and unconscious manner. The work builds on some interesting results involving commercial brands and implicit priming effects. For example, previous work has shown that subliminally flashing the Apple logo can spur study participants to think more creatively, and that presenting a Walmart logo can encourage frugal behavior whereas presenting a Nordstrom logo leads to greater indulgence. In other words, the brands activate a set of associations that in turn trigger certain cognitive or behavioral goals. Nifty results.

But brand names and logos, argue Laran and colleagues, are different from other commercial messages in that they’re not necessarily perceived as inherently persuasive—despite the fact that they’re often designed with great care, we may normally take them to be primarilyreferential, much as any proper name might be. Slogans (or, as they say in the industry, taglines) are transparently persuasive according to the authors. Perhaps people react to these latter messages in knee-jerk reverse-psychology manner by blocking and even countering the typical brand associations.

Laran et al. found that when they had people look at cost-conscious brand names like Walmart in an alleged memory study and then later take part in an imaginary shopping task, they were able to replicate the implicit priming effect: people were willing to spend quite a bit less than if they’d seen luxury-brand logos. But when subjects saw slogans (e.g. Save money. Live better.) instead of the brand names, there was a reverse priming effect: now, the luxury-brand slogans triggered more penny-pinching behavior than the economy-brand slogans.

Interesting; we’re more resistant to suggestion using language directly than we are to implicit suggestion encoded by association with images and/or designs.

Someone should do a spoof of They Live with this research rolled into it…

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The case for cognition enhancement advocacy

It’s yet another hat-tip to George Dvorsky, this time for pointing out a paper by Gary Miller in which he lays out the obstacles in the path of supporters of cognitive enhancement pharmacology, and ways for overcoming such:

I argue that, regardless how miniscule the risks or how blatantly obvious the benefits, a majority of U.S. citizens is unlikely to support the unrestricted dissemination of cognition enhancing drugs, because each individual member of the majority will be led astray by cognitive biases and illusions, as well as logical fallacies.

If this premise is accurate, then the people of the United States may already be suffering an opportunity cost that cannot be recouped. While a minority of the U.S. electorate can challenge the constitutionality of a policy enacted by a majority, a minority cannot sue to challenge the legislature’s refusal to enact a specific policy. In other words, we in the minority have no way of claiming we were harmed by what “good” could have come—but did not come—due to the legislature’s inaction. We cannot claim the “opportunity cost to the greater good” as an injury, and we cannot compel a court to balance that opportunity cost of inaction against the individual interests that dissuaded the majority from action. Our only recourse is to compel the majority to change its stance via persuasion.

Sounds remarkably like Mike Treder’s suggestion that calm rational discussion of the pros and cons is the best way to advance the transhumanist project, no? No big surprise, I guess, given the overlap between the groups in question… though as I said before, as much as it’s the most morally sensible course of action available, I don’t know how much good calm rational advocacy will be on a an irrational and sensationalist political landscape. I guess we’ll just have to wait and see.