UT Arlington PSYC 3301 - Lecture PowerPoint Chapter 7 (8 pages)

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Lecture PowerPoint Chapter 7



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Lecture PowerPoint Chapter 7

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Pages:
8
School:
University of Texas at Arlington
Course:
Psyc 3301 - Psychology of Humans

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10 15 2014 CHAPTER 7 Persuasion Compliance and Power Persuasion communication for the specific purpose of changing other people s minds Characteristics of the persuader attractiveness lowered defenses halo effect style of presentation confident upbeat fluent and credibility expertise and trustworthiness Characteristics of the persuasive message two sided arguments emotional elements for example fear appeals audience comprehension and acceptance moderation i e tailor your message to the people you are addressing 1 10 15 2014 Persuasion communication for the specific purpose of changing other people s minds Two paths to persuasion mindful and mindless persuasion The central route to persuasion based on the quality of the arguments and supporting facts The peripheral route to persuasion based on cues unrelated to the issue Involvement distraction positive versus neutral mood Two routes to persuasion central and peripheral 2 10 15 2014 Factors that determine which route to persuasion will be taken Degree of involvement Need for cognition Neutral vs positive mood Degree of distraction Compliance a form of influence based on direct requests some useful strategies Simplest strategy Just ask Mindless compliance giving an apparent pseudo reason Self presentation impression management Ingratiation Self enhancement name dropping Self deprecation Self disclosure Warning These strategies can backfire Multiple requests Foot in the door Freedman Fraser 1966 Door in the face reciprocal concessions 3 10 15 2014 Freedman and Fraser 1966 Small request No request large request 52 8 large request 22 2 4 10 15 2014 Compliance some useful strategies Simplest strategy Just ask Mindless compliance giving an apparent pseudo reason Self presentation impression management Ingratiation Self enhancement name dropping Self deprecation Self disclosure Warning These strategies can backfire Multiple requests Foot in the door Freedman Fraser 1966 Door in the face reciprocal concessions The door in



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