Oral always requires words and speech and is not written. Language is words and
the rules communicators use to convey meaning with one another in writing or
Communication: the process of meaning making through messages. This
definition implies oth
Does It Come In Red?
This page is based on the work of a researcher who is vitally concerned with persuasion in real
life. His name is Robert Cialdini and his ideas are extremely interesting to anyone else who
uses influence for
Note that you are not given a reward, because rewards are given for something that you have
already done or will do. That first something given by the source is yours without you doing
anything in the past or the future to earn it.
Reciprocity operates in
The meeting with the judge was to determine the amount of fines for the misdemeanors. The
courtroom employees were not involved in the arrest and were only escorting the person.
What happened? Less attractive people received fines two to three times large
Okay? All of the variables in CLARCCS function more persuasively when they hit as a cue.
That, however, does not mean that they cannot also function as an Argument or an Elaboration
Moderator, that WATTage switch. Youve always got to keep the functional n
Thus, if you want to apply any of the Cues in your own situation, you must learn to use them
with peripheral processors. To the extent that people are systematically thinking in the situation,
these Cues will not work and indeed can make the user look rat
The good news is that they just happen to have a similar stove right here thats yours for the
taking and it only costs $100 more. Not surprisingly, many people will buy the more expensive
product, never seeing the game.
The driving force is consistency. I
I suspect TV producers learned this trick from the theater. In the past (and it may still go on
today) theatrical producers hired professional audience members. These highly skilled people
would show up to a new play or musical or opera and provide the pr
I Talk Therefore I Am
We enter persuasion through communication, so lets get agreement on basic terms
and how well use them. Heres the main point: People create, manipulate, and
use symbols to accomplish goals.
Consider the Model from a Source perspective. If you think this way,
communication engulfs you and surrounds you. It emanates from you. You are the
sun, the source of light that illuminates. Encoding is interesting and important
while decoding is the othe