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The effectiveness of humor in persua...

Lyttle, James Bruce.

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The effectiveness of humor in persuasion: The case of business ethics training.

Record Type:	Electronic resources : Monograph/item
Title/Author:	The effectiveness of humor in persuasion: The case of business ethics training./
Author:	Lyttle, James Bruce.
Published:	Ann Arbor : ProQuest Dissertations & Theses, : 2001,
Description:	215 p.
Notes:	Source: Dissertation Abstracts International, Volume: 63-07, Section: A, page: 2617.
Contained By:	Dissertation Abstracts International63-07A.
Subject:	Management. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=NQ70570
ISBN:	9780612705708

The effectiveness of humor in persuasion: The case of business ethics training.
Lyttle, James Bruce.

The effectiveness of humor in persuasion: The case of business ethics training. - Ann Arbor : ProQuest Dissertations & Theses, 2001 - 215 p.

Source: Dissertation Abstracts International, Volume: 63-07, Section: A, page: 2617.

Thesis (Ph.D.)--York University (Canada), 2001.

Although practitioners insist that humor is effective as an aid to persuasion, previous research has produced conflicting and inconclusive results. The thesis of this dissertation is that humor's effectiveness can be demonstrated only if it is first explained theoretically. After reviewing both humor theory and persuasion theory, specific propositions were made about when humor would be effective in persuasion. It was predicted that cartoon drawings would increase susceptibility to persuasion by generating an agreeable mood, that ironic comments would increase susceptibility to persuasion by providing a cognitive distraction, and that self-effacing humor would increase susceptibility to persuasion by increasing liking for the source.

ISBN: 9780612705708Subjects--Topical Terms:

516664
Management.

The effectiveness of humor in persuasion: The case of business ethics training.
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100 1 $a Lyttle, James Bruce. $3 3350484
245 1 4 $a The effectiveness of humor in persuasion: The case of business ethics training.
260 1 $a Ann Arbor : $b ProQuest Dissertations & Theses, $c 2001
300 $a 215 p.
500 $a Source: Dissertation Abstracts International, Volume: 63-07, Section: A, page: 2617.
500 $a Adviser: Ronald J. Burke.
502 $a Thesis (Ph.D.)--York University (Canada), 2001.
520 $a Although practitioners insist that humor is effective as an aid to persuasion, previous research has produced conflicting and inconclusive results. The thesis of this dissertation is that humor's effectiveness can be demonstrated only if it is first explained theoretically. After reviewing both humor theory and persuasion theory, specific propositions were made about when humor would be effective in persuasion. It was predicted that cartoon drawings would increase susceptibility to persuasion by generating an agreeable mood, that ironic comments would increase susceptibility to persuasion by providing a cognitive distraction, and that self-effacing humor would increase susceptibility to persuasion by increasing liking for the source.
520 $a The Ethics Challenge is a board game that uses cartoon characters and wisecracks to persuade Lockheed Martin employees to consult the ethics office when in doubt. Participants were 170 adults studying business at a large public university. The dependent variable was persuasion, measured with six behavioral intention items and five descriptive-adjective ratings. In a controlled experiment, elements of the humor were removed from the game. Whenever this inhibited the effectiveness of the Ethics Challenge, it was inferred that the element had been playing an important role.
520 $a Overall, the use of humor had a weak but significant impact on persuasiveness. Cartoon drawings alone generated negligible effects. Self-effacing humor improved the effectiveness of the message, seemingly by increasing source credibility. Ironic wisecracks improved the effectiveness of the message even more. Further research into the causal mechanisms that explain these results is advocated, and a campaign of reeducation is recommended to generate realistic expectations for the benefits of humor in the workplace.
590 $a School code: 0267.
650 4 $a Management. $3 516664
650 4 $a Business education. $3 543396
690 $a 0454
690 $a 0688
710 2 $a York University (Canada). $3 1017889
773 0 $t Dissertation Abstracts International $g 63-07A.
790 $a 0267
791 $a Ph.D.
792 $a 2001
793 $a English
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=NQ70570