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interpersonal persuasion

interpersonal persuasion - 15:26 I. o Traditional,...

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Interpersonal Persuasion 15:26 I. Interpersonal Persuasion-make interpersonal persuasion unique Face-to-face interaction o Traditional, conventional way of interpersonal persuasion with new forms  of technology making face-to-face interaction less necessary  Family, boss, client, stranger Dyadic communication o Two people are involved in the persuasion and usually only two, but can  take place in lots of different contexts Public, intimate, interrogation Uniqueness of interpersonal context o The way in which the context matters Face-to-face, email, text o Dynamic and Interactive Two participants are constantly sending and receiving communication  to each other and constant adaptation and adjustment  Ex.   A conversation with a friend or a boss your are constantly  adjusting whether you are the sender or the receiver  o Proactive and intense  It involves the total person, it involves logic and cognitive dimension, it  involves emotion and autobiographical background  There is high risk involved that is different from other forms of  persuasion, there is a high risk of vulnerability, exposure,  Ex. Dealing with your boss, it can be intense because you are  vulnerable  Very serious political moments, interviews, being laid-off, end of a relationship  must be done face-to-face o There are certain relationships that we want to be face-to-face Traditional application of interpersonal persuasion is to sales back in the old  days it was completely acceptable for the average vacuum cleaner sales man  to go door to door to sell people vacuum cleaners
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II. Rolf Anderson’s Model of Personal Selling  Prospecting and qualifying o Identify who your potential customers are who is going to want your  service are they going to be open to it, are they going to influence your  potential consumer o You may not targeting the person who is actually use the product but you  may target the person who is going to be the gatekeeper to the consumer
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interpersonal persuasion - 15:26 I. o Traditional,...

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