Online manipulation and cognitive attacks such as misinformation and foreign influence exploit language to shape perception and persuasion. The theory of linguistic relativity suggests that language structures cognition, influencing concepts like color and time. Research indicates that linguistic differences impact trust and decision-making, with speakers of weak future-time-reference (FTR) languages (e.g., Mandarin) displaying different investment behaviors than strong-FTR speakers (e.g., English). Additionally, cultural orientations, such as individualism and collectivism, influence susceptibility to manipulation tactics like commitment, consistency, and social proof. The language of a message may activate cultural schemas, altering its effectiveness, particularly for bilingual individuals. This has critical implications for countering cognitive attacks, suggesting that tailoring messaging to align with linguistic and cultural frameworks can enhance persuasive impact. More research is needed to understand how linguistic delivery moderates influence, informing strategies to resist persuasion in multilingual environments.

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Differential Susceptibility to Persuasion Principles Across Cultural Orientations

  • Aileen Fezzie,
  • R. E. Guadagno,
  • Matthew Canham

摘要

Online manipulation and cognitive attacks such as misinformation and foreign influence exploit language to shape perception and persuasion. The theory of linguistic relativity suggests that language structures cognition, influencing concepts like color and time. Research indicates that linguistic differences impact trust and decision-making, with speakers of weak future-time-reference (FTR) languages (e.g., Mandarin) displaying different investment behaviors than strong-FTR speakers (e.g., English). Additionally, cultural orientations, such as individualism and collectivism, influence susceptibility to manipulation tactics like commitment, consistency, and social proof. The language of a message may activate cultural schemas, altering its effectiveness, particularly for bilingual individuals. This has critical implications for countering cognitive attacks, suggesting that tailoring messaging to align with linguistic and cultural frameworks can enhance persuasive impact. More research is needed to understand how linguistic delivery moderates influence, informing strategies to resist persuasion in multilingual environments.