Principles Of Influence And The Psychology Of Persuasion

We are taught that listening thoughtfully and speaking helpfully are essential social skills for interacting with our fellow humans. Indeed, they are important communication tools; yet, they are actually part of the important social skill of persuasion. This is the key communication skill needed to achieve social goals because with persuasion, empathy occurs, reason reigns, and conflict is avoided.

People like to watch how others do something to they can figure out how they should behave themselves. Studies found that a single fundraisers showed homeowners a whole list of neighbors who had already donated to a local charity which knowingly made the frequency of contributions raise rapidly. It was also stated that the longer the list is, the greater the effect will be. Liking is also another important perspective on the science of persuasion. It is the connection and bonding with mutual affection between two individuals. When you are trying to get someone to say yes to you, they are more likely to agree with you if they know and like you. They’re not going to want to agree with someone who is a total stranger. The article states that physical attractiveness can be a tool to lure people in and get them to agree with you. In the 1970’s, two researchers found that voters in Canadian federal elections gave the attractive candidates a whole lot more votes than the unattractive ones. Compliments and flattery also play hand in hand when getting someone to say yes because it can increase your chances of them saying yes. Another thing you want to keep in mind is that you need to cooperate with someone if you are going to get them to say yes otherwise if you don’t, they won’t want to listen or

This type of persuasion occurs when someone evaluates the message based on surface-level characteristics. This method is known as the heuristic persuasion and is leveraged by appeals to one’s habit or emotions. For example, if someone is watching an a tv ad for men’s cologne the advertisers are hoping that people would be more convinced by things like physical attractiveness or music played in the background. People tend to take this route when their understanding of the content is low, or they just aren’t interested in the topic. For this reason, this route doesn’t engage systematic thinking of the individual which allows them to make a quick decision based on heuristics or incidental cues. As a result, using pathos along with the peripheral route is a significant maneuver to help to engage one’s emotions more

Gerard A. Hauser covers a plethora of details on how to create a well-made persuasive argument in his book, an Introduction to Rhetorical Theory; however, he covered three specific essentials that are necessary for persuasion: the components logos, pathos and ethos; purposive discourse and rhetorical competence; identification. I will argue for each constituent, respectively, to prove that persuasion cannot thrive without the aforementioned essentials.

If it has been identified that the central route of persuasion on an audience is necessary due to high relevance to the persuasive message, this gives the persuader a framework to begin crafting a strong argument. Since relevance is what captures the audience’s attention, the persuader must exploit this. For example, if the persuader is attempting to sell a car to an individual the the use of the central route, and the potential buyer has been categorized as one that clearly understands the relevance of the purchase, the persuader should do his or her best to make their product seem the most relevant to the customer. The seller may do this by asking the customer to visualize how happy they will be in their new car. This can also be done by highlighting the features of the car that are most applicable to the customer’s concerns (safety, high gas mileage, etc). These methods will invite the receiver to become more involved with the target of persuasion. All of these ways utilize the customer’s judgment of high relevance to the situation to construct a strong argument.

Based on the readings from The Republic of Plato, the central tension within the book is identifying the ideal form of guiding individuals either through a persuasive or compulsive path of becoming complete guardians. Through persuasion, those qualified to rule, similar to Adeimantus and Glaucon, are more adequately educated to lead a city than through compulsion. Within this essay, the defining important principle of persuasion that will be explained are listening, exhortation and dialectic. By examining Platos understanding of the importance of persuasion in education, it can be determined that qualified individuals are more adequately educated through an emphasis of persuasion over compulsion.

* Dr. Cialdini explained that commitments are more powerful when they are active; public; effortful; and viewed as internally motivated. The statement of the commentator is accurate because the motorcycle owners had made their commitment public by tattooing their commitment on their

Influences: The Psychology of Persuasion was written by Dr. Robert Cialdini and originally published in 1984. Dr. Cialdini is a former marketing and psychology professor at Arizona State University. The book explains the psychology of influences and persuasion and how to apply the science to get people to say yes. Cialdini conducted studies on different compliance professional for three years. He observed thousands of different approaches in order to persuade people to yes, but he concluded that all of the different tactics fell into one of six major categories.

In conclusion, the Sensation Salsa company manipulated buyers in several ways through; the central route to persuasion by presenting facts about the product, the peripheral route to persuasion through having experts leave reviews, and finally through cognitive dissonance making reviewers feel obligated to like the salsa since they stated they did. These three routes to persuasion are extremely effective in changing individuals beliefs, ideals, and

The next things on my listing of how to be a fantastic salesman is the ability to pay attention. You need to pay attention 80 % of the time, while talking 20 % of the time. Listen intently to your customers requirements or concerns. Let them believe that they are in control of the scenario, all the while you are thinking about the best method to approach the client. Discover exactly what they require, and find a option to that requirement.

There are three key modes of persuasion or rhetorical methods used in forming an argument - ethos, logos, and pathos. Ethos, the Greek word meaning “character”, is an appeal to the author’s credibility; logos, the Greek word meaning “logic”, is an appeal to the audience’s judgement; pathos, the Greek word meaning “emotion”, is an appeal to the audience’s personal thoughts and biases. There are many ways these methods can be implemented, but not all works make use of them all. We can study the implementation of specific methods, in this example, the use of ethos, through examining their use in various works, such as Pavel Zemliansky’s “Methods of Discovery”.

The second mode of persuasion is pathos which “is the appeal to our human emotions” (Modes of Persuasion). According to Kristof, the enrollment of students in the humanities subjects is decreasing, while the enrollment  in science and business subjects are increasing. The decrease in enrollment for the humanities subjects is emotional because the humanities offer numerous benefits towards people, like increasing our value as a worker, developing people diverse in thinking and creating critical thinkers. Without students enrolling in the humanities, these benefits are not developed creating emotions of sadness. Meanwhile, a new scientific technique referred to as germ line gene modification is becoming available to the populations, but is it

I agree with what you said about how persuasion can be seen as manipulation and when you think about it is a form of manipulation. Also, as you mentioned in your post that persuasion has an emotional aspect to it and that is true if you can get to someone's emotions you are likely to change their minds.

One of the market researchers said that consumers are driven by unconscious needs and impulses, so the persuaders are interested in targeting people with “emotion/felling/instinct” type message. As a customer, I always do the impulse shopping. Sometimes I just want to buy something, but I don’t know what exactly I want to by. So I just go to shopping mall and spend several hours look around and randomly purchase things that attract my eyes or make me feel happy.

According to our book, there are four components of effective persuasion. These components are establishing credibility, finding a common ground, providing evidence, and making an emotional connection (Griffith & Dunham, 2015).