Persuasion

Persuasion - Persuasion 4 Goals of persuasion Reinforce values beliefs attitudes already held Inoculate inoculate against counterpersuasion Change

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Persuasion 4 Goals of persuasion: Reinforce : values, beliefs, attitudes already held. Inoculate: inoculate against counterpersuasion Change Attitudes : **can be difficult, as audience can be hostile. a. Changes like this are more likely to take place incrementally over time. b. You can also work with indifference * see page 318 Prompt an audience to act Adapting to your audience Attitude toward your topic Attitude toward you Behavioral intentions toward topic Involvement in the topic Components of Credibility trust competence using highly credible sources-known to improve your own credibility Fear Appeals : when you frighten your audience into being persuaded--people do not like it when we use these appeals. Source must be highly credible . Solution has to be effective Moderate fear works best -high fear is too extreme (we either forget them or do not want to deal with them) Best target of fear appeals --loved ones of audience member Cialdini's compliance gaining strategies Reciprocity : I'll do this for you if you do this for me Liking : people are likely to comply with individuals well liked--either well known
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This note was uploaded on 04/14/2008 for the course SPC 1600 taught by Professor Dusseau during the Spring '07 term at Valencia.

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Persuasion - Persuasion 4 Goals of persuasion Reinforce values beliefs attitudes already held Inoculate inoculate against counterpersuasion Change

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