AGENDA

2. AGENDA • Brainwashing • Credibility

4. Lifton’s Theory (1961) Ideological Totalism • Internal backgrounds of brainwashed: “all or nothing emotional alignments” Based on: • Biographical factors such as parental domination • Guilt • Identity problems Resistors rebelliousness self expression family loyalty Westernization

5. Falun Gong

6. Stockholm Syndrome

7. A Moon for the Misbegotten?

8. AGENDA • Credibility • Cognitive Consistency Theories • Cognitive Dissonance Theory • Social Judgment Involvement Theory • Elaboration Likelihood Model • Cialdini’s Strategies of Influence

9. Source Credibility: The Search for Factors Competing Definitions: • Attitude toward the source • Image of the source

10. Source Credibility: The Search for Factors Aristotle (343 B.C.E.) • Intelligence • Good Character • Good Will

11. Source Credibility: The Search for Factors Aristotle (343 B.C.E.) • Intelligence • Good Character • Good Will

12. Source Credibility: The Search for Factors Aristotle (343 B.C.E.) • Intelligence • Good Character • Good Will Hovland (1953) • Safety • Competence • Intention Toward the Audience

13. Source Credibility: The Search for Factors Berlo (1966) • Trustworthiness • Competence • Dynamism

14. Source Credibility: The Search for Factors McCroskey (1966) • Character • Authoritativeness

15. Source Credibility: The Search for Factors McCroskey in the 1970s • Character • Competence • Sociability • Extroversion • Composure & the critics

16. A Return ? • McCroskey and Young (1981) reductio ad absurdum • McCroskey & Teven (1999) the return of good will

17. Using CredibilityAny Questions?

18. Credibility in the Job Interview Any Questions? To show character: • What can you tell me so that I would be able to get along effectively with the people with whom I will be working? • Would I be allowed to assume additional authority once I successfully handle the responsibility with this position? • Do you allow employees to become shareholders in the company?

19. Credibility in the Job Interview Any Questions? To show competence: • What kinds of opportunities for advancement would exist for an especially competent person in a position such as this one? • Does your training program allow for individual study and enrichment? • If I were to have an idea that seemed particularly useful, would I be able to introduce it for management’s consideration?

20. Credibility in the Job Interview Any Questions? To show dynamism: • Could you suggest some material I could read that would begin to prepare me for this position? • What levels of management can I reasonable aspire toward within this form? How rapidly can I move toward these opportunities? • What do you see as the greatest problem that must be solved by a person in this position before He or she can achieve great success?

21. Credibility in the Job Interview Any Questions? To encourage them to make a commitment to you: • If you knew that I were to be awarded this position, what one piece of advice would you give me to help assure that I made a good start with this company? • Assuming I am offered this position, what argument would you use to persuade me to accept it?

22. AGENDA • Credibility • Cognitive Consistency Theories • Cognitive Dissonance Theory • Social Judgment Involvement Theory • Elaboration Likelihood Model • Cialdini’s Strategies of Influence

23. Language • Attitude: “our judgment” • Beliefs: “what we ‘know’ to be true or false” • Values: “core ideals about how to conduct our lives”

24. US - + + Sexyfriend

25. US - + + - Sexy friend’s spouse Sexyfriend

26. US - + + - Sexy friend’s spouse Sexyfriend -

27. + - - + - - + + -

28. - + + + + - + - +

29. AGENDA • Credibility • Cognitive Consistency Theories • Cognitive Dissonance Theory • Social Judgment Involvement Theory • Elaboration Likelihood Model • Cialdini’s Strategies of Influence

30. Cognitive Dissonance Theory • We reduce cognitive dissonance by either: • Changing a cognitive element • Adding a cognitive element • Paradigms forced compliance social support

31. When Prophecy Fails

32. Paradigms forced compliance social support

33. AGENDA • Credibility • Cognitive Consistency Theories • Cognitive Dissonance Theory • Social Judgment Involvement Theory • Elaboration Likelihood Model • Cialdini’s Strategies of Influence

34. Social Judgment-Involvement Theory • Elements: latitudes of acceptance rejection (non commitment) • Prediction: the greater the latitude of rejection, the greater the degree of ego involvement

35. Social Judgment Involvement Theory The House Immigration Reform Bill Good___:____:____:____:____:____:____Bad

36. Social Judgment Involvement Theory The House Immigration Reform Bill Good___:____:____:____:__X_:____:____Bad

37. Social Judgment Involvement Theory The House Immigration Reform Bill Good___:____:____:__A_:__X_:_A__:____Bad

38. Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad

39. Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad

40. Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad Good_R_:_R__:_A_:__A_:__X_:_A__:_R__Bad

41. Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad Good_R_:_R__:_A_:__A_:__X_:_A__:_R__Bad

42. Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad Good_R_:_R__:_X_:__A_:__A_:_A__:_R__Bad

43. Examples of Dissonance • Positive Self Talk • Casablanca

44. When Does Dissonance Work? • No external rewards • Effort must be put into it • Consequences must believed important • Free choice to perform overt behavior

46. Elaboration Likelihood Model • Two Paths: • Central Route (based on content appeals) • Peripheral Route (based on external elements) • Simultaneous Processing of Information on each path

47. Cialdini’s Methods of Persuasion • Reciprocation • Consistency • Social Proof • Liking • Authority • Scarcity