Striking a Responsive Chord: How Political Ads Motivate and Persuade Voters by Appealing to Emotions

Politicians routinely appeal to the emotions of voters, a practice critics claim subverts the rational decision making on which democratic processes properly rest. But we know little about how emotional appeals actually influence voting behavior. This study demonstrates, for the first time, that political ads can change the way citizens get involved and make choices simply by using images and music to evoke emotions. Prior research suggests voters behave differently in different emotional states but has not established whether politicians can use campaigns to manipulate emotions and thereby cause changes in political behavior. This article uses two experiments conducted during an actual election to show that: (1) cueing enthusiasm motivates participation and activates existing loyalties; and (2) cueing fear stimulates vigilance, increases reliance on contemporary evaluations, and facilitates persuasion. These results suggest campaigns achieve their goals in part by appealing to emotions, and emotional appeals can promote democratically desirable behavior .     

Lobbying in developing countries: The Peruvian case

In the transparent exercise of democracy, there is a technique of persuasion called lobbying. The technique involves applying persuasion by representing one's own interests or the interests of third parties. In literature, lobbying is therefore related to interest groups and pressure groups. It is considered a key tool to guarantee equal conditions in the decision‐making process that promotes democracy and citizen control is transparency. Lobbying, also called interest management, is a legitimate activity that in Latin America has a bad press and consequently a bad reputation. However, it is a very important input into the democratic process. According to the NGO Legislative Directory: “It allows the general public to engage in the public decision‐making process, and it has the potential to improve the quality of public decisions by opening channels for diverse opinions and thematic experts.” It is an activity that is put into practice in all countries of the world and that has a regulatory background in most countries of the northern hemisphere and in some South American countries such as Peru and Chile. The general spirit of these norms is to “transform a suspected irregular activity into a deliberation and democratic game,” justify the Legislative Directory.     

Policy innovation in local jurisdictions: Testing for neighborhood influence in school choice policies

Before making difficult decisions, individuals tend to collect information on decision makers in reference groups. With respect to policy innovations in a decentralized public sector, this may give rise to positive neighborhood influence on adoption decisions. In this paper, U.S. school district data are used to show that decision makers indeed are heavily affected by decision makers in reference groups. The policy innovation under consideration is inter-district public school choice. The results suggest that if a given district's neighbors' expected benefits from adopting school choice policies increase, this substantially increases the original district's probability of adoption. The paper thus supports the view that the diffusion of policy innovations is stimulated by horizontal interaction among local governments.     

Unresponsive and Unpersuaded: The Unintended Consequences of a Voter Persuasion Effort

To date, field experiments on campaign tactics have focused overwhelmingly on mobilization and voter turnout, with far more limited attention to persuasion and vote choice. In this paper, we analyze a field experiment with 56,000 Wisconsin voters designed to measure the persuasive effects of canvassing, phone calls, and mailings during the 2008 presidential election. Focusing on the canvassing treatment, we find that persuasive appeals had two unintended consequences. First, they reduced responsiveness to a follow-up survey among infrequent voters, a substantively meaningful behavioral response that has the potential to induce bias in estimates of persuasion effects as well. Second, the persuasive appeals possibly reduced candidate support and almost certainly did not increase it. This counterintuitive finding is reinforced by multiple statistical methods and suggests that contact by a political campaign may engender a backlash.     

Policy Formulation in Australian Government: Vertical and Horizontal Axes

Studies of the policy process in Australia have focused on particular institutions or decisions rather than on its overarching properties. One such property is the vertical and horizontal ‘axes’ of policy‐making. The former comprises hierarchical relationships whereas the latter comprise relationships of bargaining, negotiation and persuasion. Vertical axes enable governments to take and enforce technically rational decisions in pursuit of consistent goals whereas horizontal axes permit governments to make broadly‐based decisions that have group assent and electoral support. Vertical axes have strengthened in recent years and have brought increased technical rationality and consistency. This has come at a cost of limiting of the scope of political debate and a loss of electoral support for government though.     

“I Won't Back Down?” Complexity and Courage in Government Executive Decision Making

Senior government executives make many difficult decisions, but research suggests that individual cognitive limitations and the pathologies of “groupthink” impede their ability to make value‐maximizing choices. From this literature has emerged a normative model that Irving Janis calls “vigilant problem solving,” a process intended for the most complex decisions. To explore its use by senior public officials, the authors interviewed 20 heads of subcabinet‐level organizations in the U.S. federal government, asking how they made their most difficult decisions. The initial focus was on whether they employed a vigilant approach to making decisions that were informationally, technically, or politically complex. Most executives identified their single most‐difficult decision as one that required courage; they often made such courageous decisions after personal reflection and/or consultation with a small number of trusted advisors rather in ways that could be described as vigilant. The different approaches for making complex decisions, compared with those involving courage, are discussed and a contingency model of effective executive decision making is proposed that requires leaders (and their advisors) to be “ambidextrous” in their approach.     

Policy Area as a Potential Moderator of Transparency Effects: An Experiment

Building on the counterintuitive findings of recent empirical studies that transparency in political decision making may have a negative effect on public legitimacy beliefs, this article suggests that transparency has different effects depending on the policy area. Specifically, it argues that transparency is less effective in policy decisions that involve trade‐offs related to questions of human life and death or well‐being. Using an experiment that involved 1,032 participants, the effect of transparency is tested in two policy areas that represent routine priority setting (culture and leisure) and policy decisions implicitly related to human life and well‐being (traffic security). Results indicate that transparency can increase public acceptance of political decisions, but this effect is moderated by the type of policy area. Furthermore, a limited type of transparency in which decision makers provide justifications for their decisions can result in benefits while avoiding potential costs.     

How Should Governments Make Risky Policy Decisions?

Public policy-making does not follow the long-established and well-recognised principles of rational decision analysis under risk. Public views of risk are often inconsistent and seemingly irrational, and a gulf exists between risk perceptions and attitudes of the public and those of 'experts'. On the other hand, experts often claim unjustifiably high levels of confidence in their predictions of policy choice outcomes, creating a lack of public faith in their recommendations. While risky policy choices deserve more systematic decision analysis, many challenges remain to effective implementation of such analyses. Among the suggestions for improvement that we offer is the need for more effective interaction between policy-makers, decision analysts and the public.     

Lobbying: fantasy,reality or both? A health care public policy case study

This paper provides a theoretical explanation for lobbying as interpersonal rhetorical communication based on the tenets of symbolic convergence theory (SCT). SCT is a general theory of communication in the symbolic interactionism paradigm. Nowhere in the extant communication literature, including the scholarly public relations research, is lobbying explicated in this way. This paper utilises a health care public policy case study to illustrate SCT in lobbying practice. The emphasis here is on how lobbyists use homo narrans, or human storytelling, in influential face‐to‐face information exchange with public policy decision makers to be persuasive on behalf of their clients. The ultimate aim of this paper is to build the current body of theoretical and practical knowledge about lobbying, to advance more positive perceptions of lobbyists and lobbying and to improve the practice of lobbying in producing effective public policy outcomes. Copyright © 2001 Henry Stewart Publications     

Information flow and party influence: Theory,measurement, and policy consequences

In this paper I present a theory of party influence, based on Bayesian decision theory, as a process in which the voting decisions of individual legislators are influenced by information concerning the votes or intended votes of their rank-and-file colleagues. Procedures derived from the theory are then used to estimate the magnitude of party influence relative to the influence of the president and of party leaders, committee cue givers, and constituents on roll call voting in three policy domains in the U.S. House of Representatives. The results imply that party influence has important short-run and long-run consequences for public policy.     

Exploring How Institutional Arrangements Shape Stakeholder Influence on Policy Decisions: A Comparative Analysis in the Energy Sector

In recent years, there has been an expansion of efforts to include stakeholders in administrative policy making. Despite significant potential to improve policy decisions, empirical evidence suggests that not all participatory processes provide meaningful opportunities for stakeholders to shape policy and may even give the most powerful stakeholder groups disproportionate influence over policy decisions. This article argues that the institutional arrangements for stakeholder engagement—the rules and norms that determine which stakeholders can participate and how—affect stakeholders’ influence on policy decisions. This article uses state energy efficiency policy making as a context in which to compare how different institutional arrangements shape the ways in which stakeholders engage in and influence the policy process across two states, Connecticut and Maryland. Findings highlight that institutional arrangements can be used to increase participation, mitigate undue influence of industrial stakeholders, and increase the influence of public interest stakeholder organizations.     

Cognitive information levels,voter preferences,and local partisan political activity: A field experimental study on the effects of timing and order of message presentation

This article is based upon a factorial design field experiment conducted during the 1980 election campaign. The experiment was conducted to assess whether there is an optimal message strategy available to local party workers in their efforts to inform and persuade voters. The study assesses whether the timing of communications, i.e., near or distant to election day, and the order of message presentation, i.e., whether presenting important information early or late in a communication, have any effects upon voters' information levels and electoral decisions. The analysis supports an interpretation of recency effects, i.e., information presented last in a partisan appeal was more likely to facilitate information and persuasion effects than information positioned first. However, this finding was conditioned upon the timing of message presentation with appeals referencing familiar partisan material only effective near to election day and appeals referencing less familiar and nonpartisan material only effective further from election day.     

Explaining Self‐Interested Behavior of Public‐Spirited Policy Makers

Public choice theory (PCT) has had a powerful influence on political science and, to a lesser extent, public administration. Based on the premise that public officials are rational maximizers of their own utility, PCT has a quite successful record of correctly predicting governmental decisions and policies. This success is puzzling in light of behavioral findings showing that officials do not necessarily seek to maximize their own utility. Drawing on recent advances in behavioral ethics, this article offers a new behavioral foundation for PCT's predictions by delineating the psychological processes that lead well‐intentioned people to violate moral and social norms. It reviews the relevant findings of behavioral ethics, analyzes their theoretical and policy implications for officials' decision making, and sets an agenda for future research.     

Putting More Public in Policy Analysis

A persistent criticism of policy analysis is that it undermines basic democratic institutions and processes by replacing public participation with expert analysis. Many decision makers shun broader participation because of the complexity of an issue or the cost, uncertainty, and delay often associated with public involvement. This article presents a model for the systematic inclusion of public input into relatively complex public policy decisions. It outlines two determinants of success in public participation efforts: the purpose for public involvement and the nature of the issue; furthermore, it applies the model to two issues in recent Utah history that have involved public participation. Using these principles, decision makers should be able to design and implement public participation strategies that both inform the public about substantive policy questions and improve the quality of the final decision.     

Coping with complexity: An experimental study of public policy decision-making

Empirical studies of decision-making invariably conclude with profound skepticism about the human capacity to process complex problems. The skepticism bodes ill for public policy makers, for they confront decisions of formidable complexity. This research examines the impact of systematic variation in the complexity of public policy decisions on the quality of decisions made by experienced public and private sector managers. Results show that increases in complexity do affect decision-making, but in positive as well as negative ways.     

When Are Nudges Desirable? Benefit Validity When Preferences Are Not Consistently Revealed

Cost-benefit analysis, as a tool of general use in policy analysis or as a mandated analytical process in some rulemaking, provides protocols for assessing the relative efficiency of policy alternatives. However, inconsistent and apparently irrational decisions by consumers in some situations call into question the validity of inferring the values that consumers place on outcomes from their observed choices. It also opens the door for “nudges” that change the architecture of choice to promote more “rational” consumer choice. Differences between decision utility and experience utility and the willingness of consumers to pay for reductions in temptation provide conceptual bases for thinking about the efficiency of nudges. However, assessment of nudges and their role in behavioral public administration should also recognize that heterogeneous preferences can result in increases in utility for some and decreases for others. Therefore, nudges require systematic assessment like other policy instruments.     

Water quality modeling for environmental management: Lessons from the policy sciences

Models are used in many policy arenas to predict the future consequences of current decisions. A model is typically viewed as a rational, objective means of processing complex information to predict future conditions. With respect to socioeconomic modeling, policy scientists have found that models frequently do not live up to these promises – they often incorporate the modelers' biases, are difficult for decision makers to use, and do a poor job of point predictions. While awareness of these characteristics of socioeconomic models has increased, less attention has been paid to such factors in environmental modeling. This paper explores the implications of policy scientists' observations about socioeconomic models for the use of water quality models environmental decision making. For example, the relatively simple task of modeling for an estuarine waste load allocation decision incorporates judgment in model choice, calibration, and use. More complex watershed models involve even more choices that have implications for decision making. Thus, environmental models are not strictly technical inputs to the policy process. Model users, regulators, and the public should be aware of the judgments and uncertainties involved in surface water quality modeling so that model results are used appropriately in the decision-making process.     

Does Institutional Structure Effect Public Health Expenditures?

This paper explores supply‐side costs and institutional structure in a shared authority state public health system. It is found that in a shared governance public health system, intermediary district structure influences the movement of limited resources to serve populations and persons most in need. This early empirical test suggests that policy making and public administration concerning public health expenditures in a shared governance system are in a practical sense local, but decisions made at the intermediary level by regional district administration are an important influence on local public health expenditures.     

Mid-Level Officials as Policy Makers: Anti-Corporatist Policy Change in the Swedish Employers' Confederation, 1982–1985

The aim of the article is to provide an account of the process of policy change in the Swedish Employers' Confederation (SAF), 1982–1985, implying a shift from a pro-corporatist to an anti-corporatist view on interest representation within decision-making bodies of public authorities in the sphere of labour market and working life issues. In this respect, the study throws new light on the fall of the 'Swedish model' of industrial relations, by stressing the central policy-making role of a few individuals occupying their positions in the mid level, rather than in the leadership level, of the huge SAF hierarchy.
Given the formal structure of SAF and its statutes, SAF seems to be the least likely organisation to show signs of policy making in the mid level. Therefore, the case study also contributes to the general discourse about policy making in organisations, foremost by challenging mainstream rational choice theory assumptions of the role of the formal leadership in processes of policy change.
Being based on studies in the archives of SAF, the article reveals the mechanisms explaining why a few mid-level officials were successful in anchoring a minority standpoint into the basically 'model-friendly' leadership of SAF. The argument put forward is that the key to an understanding of this case of minority influence is to consider the mid-level officials' strategic use of different kinds of information-based persuasion and propaganda techniques. In fact, the policy-making mid-level officials belonged to a specific activist subgroup within SAF with its main base in SAF's department of information.     

Attitude Change and Policy Decisions: The Case of Norwegian Alcohol Policy

In a democracy, political decisions ought to be based on public opinion. In practice, however, the mechanisms connecting voter preferences and public policy are complex, and it appears that public opinion may be partly policy-shaping and partly shaped by policy. In this article, some of these mechanisms are discussed. The article presents, first, three models of public reactions to policy decisions. These models are then applied in an analysis of the liberal trends in Norwegian alcohol policy as well as attitudes towards this policy. The results are consistent with a "consumer model", where citizens evaluate public policy according to their preferences, as well as a "support model", where they tend to follow and support decisions made by political leaders. A "discontent model", where implementation brings about less acceptance of a policy, is not supported by the data.