M 2390 PERSUASION - PERSUASION PERSUASION Management 2390...

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Unformatted text preview: PERSUASION PERSUASION Management 2390 Persuasion Persuasion “ Getting another person to do something through advice, reasoning, or just plain arm twisting” just Persuasion Theory Persuasion Knowledge Attitude Behavior “The Hierarchies of Effects” - Michael Ray Persuasion Theory Persuasion Knowledge Learn about the issue Persuasion Theory Persuasion Knowledge Learn about the issue Attitude Evaluate the alternatives Persuasion Theory Persuasion Knowledge Learn about the issue Attitude Evaluate the alternatives Behavior Act consistent with attitude, Act knowledge knowledge Knowledge Knowledge Facts - Statistics, Charts, Facts Emotion - Love, Peace, Family, Patriotism Patriotism Personalizing - (personal experience) Appealing - What’s in it for you Attitude Attitude Establish Credibility Rank Goodwill Expertise Image Common Ground Organization Plan Organization Problem –> Solution Describe the problem Describe the solution Behavior Behavior Be optimistic Think long-term Behavior Behavior Result: a persuasive presentation persuasive PERSUASION PERSUASION Management 2390 ...
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This note was uploaded on 12/05/2011 for the course MGMT 2390 taught by Professor Nealmaxfield during the Fall '11 term at Utah Valley University.

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