Chap9 - Chapter Nine GOAL COMPETENCE Types of Influence l l...

Info iconThis preview shows pages 1–8. Sign up to view the full content.

View Full Document Right Arrow Icon
Chapter Nine GOAL COMPETENCE
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Types of Influence l Directives: straightforward statements or requests that influence simply by providing information (“pass me the salt”) l Persuasion: using evidence and resasoning to get others to comply where direct requests meet resistance. (“this food is too bland, please pass me the salt”) l Compliance-seeking: in between directives and persuasion, communicators use strategic interaction to achieve their ends “I’ll pass you the sugar if you pass me the salt”)
Background image of page 2
Role of Culture in Influence l Culture plays an important role in influence. Each culture determines not only how to persuade but also what can be a topic of persuasion For example, the rights of women, persuadables changes through historical time For example, definitions of “cheating” vary by culture, copying anothers’ words in some cultures is a mark of respect rather than plagiarism
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Issues in Influence l Whenever we talk we engage in three different issues: Instrumental issues: attaining goals Relational issues: building bonds Identity issues: presenting self
Background image of page 4
Skills for Goal Achievement l Meeting positive and negative face needs Positive face = our need for approval and appreciation Negative face = our need for autonomy and freedom l Psychological reactance - people become more resistant to persuasion when they feel their competence, value or autonomy is being threatened l Symbolic role-taking = sensitivity to positive and negative face requirements in others when creating persuasive messages
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Theories of Influence: Understanding our Basic Needs l The need for rewards (learning theory) l The need for consistency (dissonance theory) l The need for identity (value theory)
Background image of page 6
Learning Theory: Models of Learning l Classical Conditioning l Operant Conditioning l Social Learning
Background image of page 7

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 8
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 11/11/2011 for the course COMMUNICAT 192:201 taught by Professor Coan during the Fall '10 term at Rutgers.

Page1 / 19

Chap9 - Chapter Nine GOAL COMPETENCE Types of Influence l l...

This preview shows document pages 1 - 8. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online