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25 Cards in this Set
- Front
- Back
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Theory of Reasoned Action |
INTENTIONS result from ATTITUDES and SUBJECTIVE NORMS |
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Theory of planned behaviour |
Persuasion targets cannot always act as intended due to INTERNAL and EXTERNAL factors |
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Elaboration Likelihood Model |
Two routes: CENTRAL PROCESSING AND PERIPHERAL PROCESSING |
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Central Processing |
Cognitively involving |
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Peripheral Processing |
Low motivation |
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Parallel Processing |
Both Central an Peripheral |
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Heuristic Systematic Model |
People will perceive and process messages either |
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Cognitive Dissonance |
Attitudes/ Beliefs in harmony with themselves |
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Intuitor |
Creative Idealistic |
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Sensor |
Spontaneous Experiential |
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Thinker |
Cognitive Prudent |
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Feeler |
Emotional Relational |
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Negotiation Model of Persuasion |
Identify |
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NMoP Step 1 |
Identify |
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NMoP Step 2 |
Request: State your desired outcome |
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NMoP Step 3 |
Listen: Understand objections goals |
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NMoP Step 4 |
Negotiate: Respond to eachothers concerns |
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God Terms |
Automatically good terms! |
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Devil Terms |
Automatically bad terms! |
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Charismatic Terms |
Terms with deep cultural resonance |
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Labelling |
Labelling a person or idea can be |
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Spin |
Evasive |
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Vividness |
Detail and clarity. Paints a picture which increases persuasiveness. -Discriptors |
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Vividness - tips |
-Specifics |
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Mirroring or Mimicry |
Conscious or subsconcious adapting to non-verbal communicative behaviours |
