43 %
57 %
Information about Persuasion

Published on January 17, 2008

Author: Desiderio


Persuasion:  Persuasion Attitudes are positive or negative evaluations of objects Affect—emotion, liking or disliking Behavior—actions directed towards the object Cognitions—thoughts and beliefs about the object Attitude formation Classical conditioning Operant conditioning Observational learning Heredity Function Accuracy—knowledge, or object appraisal, function Consistency—value–expressive , ego–defensive Social approval—social identity or social–adjustment Attitudes and Behavior :  Attitudes and Behavior History—attitudes fail to predict behavior Lapiere Attitudes vs. Actions Lack of cross–situational consistency in behavior When will attitudes predict behavior Theory of reasoned action Attitudes and Behavior :  Attitudes and Behavior Measurement Level of measurement Accessibility Automatic Norms Self-awareness Frequent use Direct experience Knowledge Persuasion:  Persuasion Yale Who says what to whom with what effect? Who—the source of the message What—the content of the message How—the channel of communication To whom—the target of communication Four steps Attention Comprehension Acceptance Attitude change Elaboration likelihood model :  Elaboration likelihood model Cognitive response—Greenwald Central/peripheral—Petty and Cacioppo Peripheral Shortcuts Superficial Unstable Central Accuracy Motivation and opportunity Stable Organized previous theories and findings Argument Quantity and Quality:  Argument Quantity and Quality Persuasion Overview:  Persuasion Overview Which attitudes resist persuasion?:  Which attitudes resist persuasion? Strong attitudes Commitment Biasing of response Self–relevant Central processing Self–talk persuades Agreement encourages positive self–talk Inhibiting counterarguments if person disagrees Distraction Decreases the effectiveness of strong or pro-attitudinal arguments Increases effectiveness of weak or counter attitudinal arguments Knowledge to evaluate Attitude inoculation—present and refute weak counter–arguments Dual Process:  Dual Process Motivation Personal relevance Need for cognition Ability Lack of time Distraction Insufficient information Persuasion most effective Peripheral Audience disagrees Weak message Central Audience agrees Strong arguments To be accurate:  To be accurate Shortcuts Credibility Expertise Communicator style Trustworthiness Speak against interests Lack of intent to persuade Others’ responses—Favorable response from others in the audience The Sleeper Effect:  The Sleeper Effect Discounting cues Peripheral (credibility) and central processing Slide13:  The person High involvement Greater processing Emotional shortcuts Classical conditioning Good mood reduces central processing Fear High fear No solution Defensive avoidance and denial Minimize applicability to self Solution to reduce fear–effectiveness Interactions Expertise and complexity Low in need for cognition To be consistent:  To be consistent Heider Balance theory Festinger and dissonance Cognitive consequences of forced compliance—Leon Festinger and James Carlsmith Independent variable Control , $1, $20 Dependent variable How enjoyable the task Dissonance—Results:  Dissonance—Results Slide16:  Forced or induced compliance Effort Justification Post–decisional Insufficient justification Hypocrisy and Dissonance:  Hypocrisy and Dissonance I’m a hypocrite and so is everyone else: Group support and the Reduction of cognitive dissonance, by Blake M. McKimmie, Deborah J. Terry, Michael A. Hogg, Antony S. R. Manstead, Russell Spears, and Bertjan Doosje Hypocrisy paradigm—commit to socially desirable attitude and alter previously inconsistent behavior Social support—impact dissonance Comparison with self-concept or normative information Induce dissonance and see if change in attitude Basic hypothesis—dissonance and group identification Group support would reduce dissonance when group membership was salient When an in–group was non supportive individuals would distance themselves from the group Variables:  Variables Independent Salience of group Group salient Differences from University B students Group not salient Individual Group support or nonsupport for behavior Group is generous (behavioral nonsupport) Group is not generous (behavioral support) Hypocrisy manipulation Attitude towards generosity Generosity checklist Dependent Attitude towards generosity Group identification Results Attitude Change:  Results Attitude Change Results Group Identification:  Results Group Identification Boundary conditions:  Boundary conditions Choice Commitment and irrevocability Aversive consequences Physiological arousal Slide22:  Self-Affirmation theory Interaction of self-esteem and dissonance Individual with high self-esteem may bemor eprone to dissonance Cultural effects To gain social approval High self-monitors and women more presuasible in public settings

Add a comment

Related presentations

Related pages | persuasion | Wörterbuch Englisch-Deutsch

Übersetzung für persuasion im Englisch-Deutsch-Wörterbuch
Read more

Persuasive Kommunikation – Wikipedia

Bezüglich der wissenschaftlichen Definition und der Abgrenzung des Begriffes Persuasion zu anderen kommunikationswissenschaftlichen und ...
Read more

Persuasion – Wikipedia

Persuasion bezeichnet: eine Form der Psychotherapie (Persuasionstherapie) eine von der Aldus Corporation Anfang der 1990er Jahre entwickelte ...
Read more

Persuasion (1995) - IMDb

Directed by Roger Michell. With Amanda Root, Ciarán Hinds, Susan Fleetwood, Corin Redgrave. Eight years earlier, Anne Elliot, the daughter of a ...
Read more

Persuasion - Wikipedia, the free encyclopedia

Persuasion is an umbrella term of influence. Persuasion can attempt to influence a person's beliefs, attitudes, intentions, motivations, or behaviors. In ...
Read more

Jane Austens "Persuasion" (2007): Sally Hawkins ...

Entdecken Sie Jane Austens "Persuasion" (2007) und weitere TV-Serien auf DVD- & Blu-ray in unserem vielfältigen Angebot. Gratis Lieferung möglich.
Read more

Persuasion (TV Movie 2007) - IMDb

Directed by Adrian Shergold. With Sally Hawkins, Alice Krige, Rupert Penry-Jones, Anthony Head. Royal Navy captain Wentworth was haughtily turned down ...
Read more

Persuasion | Define Persuasion at

noun 1. the act of persuading or seeking to persuade. 2. the power of persuading; persuasive force. 3. the state or fact of being persuaded or convinced. 4 ...
Read more

Duden | Per­su­a­si­on | Rechtschreibung, Bedeutung ...

Definition, Rechtschreibung, Synonyme und Grammatik von 'Persuasion' auf Duden online nachschlagen. Wörterbuch der deutschen Sprache.
Read more

Persuasion (novel) - Wikipedia, the free encyclopedia

Persuasion is Jane Austen's last completed novel, published posthumously. She began it soon after she had finished Emma and completed it in August 1816 ...
Read more