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Persuasion Defined

Persuasion Defined. Communication intended to influence choice. Aware. Determined. Free Choice. Unaware. Coercion. Persuasion. Behavioral Outcomes. Response Shaping. Response Reinforcement. Response Changing. Attitude-Behavior. Behavior - Behavior. Attitude Specificity.

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Persuasion Defined

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  1. Persuasion Defined Communication intended to influence choice

  2. Aware Determined Free Choice Unaware Coercion Persuasion

  3. Behavioral Outcomes Response Shaping Response Reinforcement Response Changing

  4. Attitude-Behavior Behavior - Behavior Attitude Specificity Attitude Intensity Attitude Salience Multi-component Models

  5. Kelman’s Types of Persuasion Internalization Identification Compliance -- Obedience

  6. Reactance Lattitude of Acceptance Lattitude of Rejection Clerk Effect Persuasion Anchor Latt. NC Social Judgment Theory

  7. Lattitude of Rejection LattAccpt LattNC Anchor Social Judgment Theory Ego Involvement

  8. Types of Involvement Ego Involvement Issue Involvement Personal Involvement

  9. A Model of Persuasion Involvement + - + Attitude - Opponents Team Members Neutrals Apathy Negatives Supporters Detractors Reserved Disengaged

  10. Involvement + - + Attitude - Goal Apathy

  11. Involvement Goal + - Apathy + Attitude -

  12. A Few Basic Persuasion Propositions • Persuasion must be owned by the receiver • People prefer to change a negative to a positive • People prefer to change attitudes about objects than people • Messages that help people maintain or restore consistency are more persuasive

  13. The most common strategy? REQUEST The number of strategies commonly used? 1

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