Persuation can be interpreted as using one's personal or positional resources to influence people's behaviors or attitudes. It is an art, that attemps to change a person's beliefs, intentions, motivations or behaviors by using written or spoken words to convey information or feelings, or reasoning or combination of both.
Humans usually explain the other's actions through either dispositional (Internal) attribution or Situational (External) attribution.
Fundamental errors in attribution occurs when people wrongly attribute either shortcomings/ accomplishments to only internal factors, totally disregarding the external ones. (Attribution Theory)
Conditioning is about leading someone to take actions on thier own, rather than giving direct commands. …show more content…
Reducing the importance of a cognition.
3. Increasing the overlap between the two.
4. Re- evaluating the Cost- Reward ratio.
Persuation can be done in 2 routes.
1. Central: Individuals evaluate the informationpresented to them based on pros and cons of it and on how well it supports thier values. This rote is more persuasive when the target of communication is personally relevant; as it increases the elaboration likelihood of the intended outcome.
2. Peripheral: Here, the change is mediated by how attractive the source of communication is and by bypassing the deliberate processes. This is more suited where the communication does not require careful thought.
Probability of effective persuation depends on how successful the communication is at bringing to mind, that is; a relevant mental presentation which is the elaboration likelihood. (Elaboration Likelihood Model)
According to the Functional theories, Individuals have divergent attitudes towards people, objects or issues in different situations.
Attitudes direct the behavior to increase positive external rewards and away from negative rewards/ punishments. (Adjustment Function)
Attitudes work to protect the ego of oneself from being thretened by thier own negative impulses or threatening thoughts.(Ego Defensive …show more content…
A person's anchor point is considered to be the centre of his latitude of Acceptance, the most acceptable position to him. Audience is likely to distort any incoming information to fir to thier unique latitudes.
If something falls into thier latitude of acceptance, the person tends to assimilate it and consider it closer to the anchor point.
If something falls into the latitude of rejection,, the subject tends to contrast the information and convince himself that the information is far away from his anchor point than it really is.
Therefore, it is important to first learn the average latitudes of acceptance, non- committment and rejection, when trying to persuade and use persuative information that lands within the boundaries of the acceptance zone if the goal is to change the audience's anchor point.
With repeatedly suggesting ideas on the fringe of acceptance latitude; people gradually adjust thier anchor points. Repeatedly suggestin ideas of non- committment or rejection; however doesnot change the audience's anchor point.
Strategies of Persuasion
Usage of force is a direct and forced means of persuation; does not give options to the receiver; and can be interpreted as a
Humans usually explain the other's actions through either dispositional (Internal) attribution or Situational (External) attribution.
Fundamental errors in attribution occurs when people wrongly attribute either shortcomings/ accomplishments to only internal factors, totally disregarding the external ones. (Attribution Theory)
Conditioning is about leading someone to take actions on thier own, rather than giving direct commands. …show more content…
Reducing the importance of a cognition.
3. Increasing the overlap between the two.
4. Re- evaluating the Cost- Reward ratio.
Persuation can be done in 2 routes.
1. Central: Individuals evaluate the informationpresented to them based on pros and cons of it and on how well it supports thier values. This rote is more persuasive when the target of communication is personally relevant; as it increases the elaboration likelihood of the intended outcome.
2. Peripheral: Here, the change is mediated by how attractive the source of communication is and by bypassing the deliberate processes. This is more suited where the communication does not require careful thought.
Probability of effective persuation depends on how successful the communication is at bringing to mind, that is; a relevant mental presentation which is the elaboration likelihood. (Elaboration Likelihood Model)
According to the Functional theories, Individuals have divergent attitudes towards people, objects or issues in different situations.
Attitudes direct the behavior to increase positive external rewards and away from negative rewards/ punishments. (Adjustment Function)
Attitudes work to protect the ego of oneself from being thretened by thier own negative impulses or threatening thoughts.(Ego Defensive …show more content…
A person's anchor point is considered to be the centre of his latitude of Acceptance, the most acceptable position to him. Audience is likely to distort any incoming information to fir to thier unique latitudes.
If something falls into thier latitude of acceptance, the person tends to assimilate it and consider it closer to the anchor point.
If something falls into the latitude of rejection,, the subject tends to contrast the information and convince himself that the information is far away from his anchor point than it really is.
Therefore, it is important to first learn the average latitudes of acceptance, non- committment and rejection, when trying to persuade and use persuative information that lands within the boundaries of the acceptance zone if the goal is to change the audience's anchor point.
With repeatedly suggesting ideas on the fringe of acceptance latitude; people gradually adjust thier anchor points. Repeatedly suggestin ideas of non- committment or rejection; however doesnot change the audience's anchor point.
Strategies of Persuasion
Usage of force is a direct and forced means of persuation; does not give options to the receiver; and can be interpreted as a