1.10.07 - Help session Feb 5 8.00p Beering 2280 II The...

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Help session Feb. 5 @ 8.00p – Beering 2280 II. The nature of the persuasion process: A. Complex mixture of interrelated variables B. A mutual activity done with, not to someone. a. Relational b. We are rarely persuaded unless we participate actively in the process. C. Typically an incremental activity, not a one shot effort a. We are not easily persuaded b. We practice selective exposure c. A typical sale takes 5 contacts III. Two approaches to persuasion A. The co-active approach to persuasion a. Premise: If we see the correct similarities between persuader and audience, we will persuade or reach an agreement. b. Assumptions: i. Dissimilarities/disagreements are held lightly or are misunderstood. ii. Similarities are unknown or unrecognized. iii. There is little or no ego-involvement B. The conflict approach to persuasion: a. Premise: If we employ coercive-persuasion (threats, name-calling, ridicule) we will persuade. b.
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This note was uploaded on 04/22/2008 for the course COM 256 taught by Professor Robb during the Spring '07 term at Purdue.

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1.10.07 - Help session Feb 5 8.00p Beering 2280 II The...

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