chapter 14Persuasion

chapter 14Persuasion - Persuading and Persuading...

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Unformatted text preview: Persuading and Persuading Influencing Others Influencing 1 Giving Orders and Expecting Giving Obedience Obedience Milgram’s Research 2 Results of Milgram’s Study Shock Level Victim Behavior % Giving Shock Slight (15 volts) 100 Moderate 100 Strong 100 Very Strong 100 Intense victim screams 88 Extreme intensity victim pounds on wall 70 Danger: severe shock victim is silent 68 xxx (450 volts) victim is silent 65 3 Problems With Giving Orders Blind Obedience Lack of Authority – Status of the authority figure – Proximity of the authority figure Psychological Reactance 4 Trying to Get People to Trying Conform Conform Types of Conformity Factors Affecting Conformity – – – – Task ambiguity Group size Group unanimity The group members – Normative – Informational 5 The Original Asch Study 6 Minority Influence Status Confidence Idiosyncrasy credits 7 Them to Comply with Your Them Request Request Foot­in­the­door Door­in­the­face Even­a­penny Suggest­an­attribution Imagine­the­effect Guilt 8 Persuasion Characteristics of the Persuader Expertise Trustworthiness Similarity Attractiveness – Argue against own self­ interest – Reputation 9 Characteristics of Persuasive Characteristics People People Type of Message – Something factual The persuader should be – – – – – – – an expert trustworthy confident – Values, opinions attractive similar charismatic confident 10 10 Persuasion Characteristics of the Person Being Persuaded Age Self­esteem Self­monitoring 11 11 Persuasion Characteristics of the Message Message discrepancy One­sided versus two­sided arguments Threats 12 12 ...
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