Essay on Robert Cialdini

Nancy thought she was buying a Ford Bronco II from Ford. Design changes where done in effort to achieve higher stability. The vehicle included features such as switching from two wheel drive to four wheel drive. The vehicle was intended to be safer on the road when there was increment weather. The Bronco II would be attractive because it would be “suitable to contemporary life styles” and were “considered fashionable” in some suburban areas.

In terms of the utility of influencing tactics, I used the rationality, emotional appeal, and impression management during the activity, as well as exchange. I acted as Chris Johnson, an

Influence can cause some behavior in some person for a specific purpose based on a power base.

Today, one can see the tactic of persuasion being used as a standard avenue to influence a person’s attitude or beliefs by presenting them with different messages that encourage things like using certain brand name products, vote a certain way, or where to take a vacation just to name a few. There are four types of people that include gullible people, skeptical people, firm believers, and people who are leaders who trust others as well as make others follow their ideas. Persuasion is a widespread topic of social psychology and may be done in different ways. There are two types of cognitive processes by which to persuade someone, which are the central route or the peripheral route. For this assignment I used mostly the central route approach as well as using a little of the peripheral route approach. To reinforce the peripheral route approach the use of pathos was also used during the video to play on the emotions of the watcher. This PowerPoint is effective at using the central route of persuasion, peripheral

Marketers of the F-150 truck line traditionally target the construction industry with heavy towing capabilities and large carrying capacities. In January of 2015, “Ford starts most comprehensive truck marketing campaign to introduce the toughest, smartest, most capable F-150 ever” (Ford Motor Company, 2014). Marketers again target the working class men who depend on reliability, durability, and capability. Ford bombards the television ads, radio talk shows, consumer websites, print ads, and Hispanic sports competitions with information promising toughness. On the first day of the campaign, Ford placed three television commercials during a nationally televised college playoff football game showcasing the 2016 F-150. The first commercial, forward march, introduced the F-150 as being tougher, smarter, and more capable than the competition. The second advertisement, what’s next, concentrated on innovations such as a remote releasing tailgate, LED lighting, and a three hundred sixty degree exterior camera. The third commercial, move it, let consumers know that the 2015 F-150 has the best-in-class, six ton capacity payload (Ford Motor Company, 2014). The official Ford website has various videos informing the consumer on various topics including: road handling, an aluminum body that reduces the truck weight by seven hundred pounds, six ton load capacity, back up turning knob control and camera, safety, fuel efficiency, strength, and innovation (2014).

You did an excellent job answering this week’s discussion board question. Test, quizzes, and surveys on influence and persuasion can be a excellent way to teach others about influence and persuasion and how to identify it in everyday life. This is important because persuasion is all around us from the media and new, to interactions with others through the day. Do you feel that most people can tell when persuasion and influence tactics are being use to influence them, or do you believe that most people are oblivious to such tactics?

Rugged, stylish, comfortable, economic, and most of all, dependable. The Ford F-150 is the pickup truck that changed the nation. From its very beginning, the Ford truck has taken care of its owner’s necessities from hauling hay to visiting family and friends. Since its inception, the Ford Motor Company (FMC) has earned the loyalty of its customers. Most of all, the ford pickup truck has earned the respect of farmers, families, and businessmen alike. How did the FMC earn the loyalty of the people? By creating the highest value possible for its customers. Ford provided the most reliable and economical vehicle in its time.

In the Romano Pitesti case, Tickton-Jones’ Management Team is faced with a situation that is not altogether uncommon in the business world, in that some employees feel that members of the Sales staff are being given “special” treatment by the company. Romano’s actions have probably not been as bad as what has been described to Management, but due to the fact that employees are still trying to find their place in the new, combined company, any hint of “unfairness” is immediately put under a microscope by other employees, and therefore, Management will have to take some sort of action, in order to show the other employees that their concerns are being taken seriously.

Also, the consumer may head to the beach with mates for some fun and throw a ‘barbie’ with some beer and prawns in the back (McDowall 2012). The extra services that customers can get from the purchase of this vehicle are excellent long-term customer service and dealer warranty services for the car. Customers may also visit the website to understand the company and the vehicle more. In addition to that, extra accessories for the FFU are available for customers to purchase. For example, car insurance, GPS, rubber floor mats, tow bars, mudspats and many more (Ford 2012). Customers may also be gifted with Ford merchandises for example, caps, umbrellas, key chains or mugs when they purchase the vehicle. The FFU comes in many makes and models. There six different models of the FFU that customers can choose from. Customers can choose between auto or manual transmissions, and customize down to what colour and trimming to preference and specification. Being able to customize and personalize the FFUs is a big selling point for customers, as they will feel that their vehicle is unique and one of a kind. Potential buyers will spend a significant amount of time looking for the product as it is a big investment. They will begin with information search, consulting relatives and friends, salespersons, do online research and read testimonial

Petty and Cacioppo (1981) have developed the elaboration likelihood model of persuasion which explains the peripheral route to persuasion and the central route. In the peripheral route, persuasive influences are more tangential to the issues at hand. For egg- in a PSA targeted against smoking in youth, the peripheral route will show the teenagers having a better sex life after quitting smoking. (William G. Shadel, January 2009) Central processing occurs when the person at hand is aware about the main message of the PSA and is motivated to consider its content. We will analyze the use of celebrities for both these routes of persuasion and try to find out the effectiveness in each case.

Consistency is defined as the conformity in the application of something which is necessary for the sake of logic, accuracy, or fairness. Accoring to Persuasion is a Science, by Peter Wilby, people that appear to be an expert and trustworthy are more likely to be followed. Cialdini is quoted in this article as saying, “People then listen differently to the next thing you say. They open their ears and minds. So, when recommending someone for a job, mention a weak spot before you rhapsodise about their brilliance” (Wilby, 2007, para. 5). Authority is closely related to credibility. If someone has authority, people tend to be willing to be persuaded by them because they believe in them and they recognize them as an authoritative figure. Doctors are percieved to have authority on medical issues therfore we, as their patients, are inclined to listen (or be persuaded by) their advice as to our health problems. Scarcity is another principle of persuasion. Often times we are pulled into deals in the retail industry because ‘it’s a one time offer’. “The act of limiting access to a message causes individuals to want to receive it more and to become more favorable to it” according to Davidson (para. 42). The biggest

But model year changes no longer uniformly happen in October, at least not for all manufacturers and for every vehicle. New models may reach showrooms at any time of the year and once that happens, discounting of the “older” models usually follows. Fortunately, consumers armed with online tools and dealer-specific website access can follow the model year changeover as it happens. And even though manufacturers may stagger their updates, by

This model, developed by Richard E. Petty and John T. Cacioppo, favors a process-based approach. This allows for a given variable having different persuasive effects at different points in the interaction process [7].  Petty and Cacioppo break the persuasive process down into three steps: motivation to process information, ability to process information, and cognitive processing. To proceed through these steps, people take either the central route, which has more long-lasting effects, or the peripheral route [6]. The central route relies on high intrinsic motivation and ability while the peripheral route relies on implicit cues and associations. “Elaboration” refers to considering the presented information

Social psychologists have not only studied the effects of persuasion, but also the elements that contribute to attitude change. Carl Hovland (1953) developed the Hovland-Yale model of persuasion, in which he used a research team from Yale University. They found that there are a considerable number of factors that can influence how likely attitude changes are to occur, however they also noticed that some are more important than others [McGuire et al 1996]. One of the key factors they found that determines whether persuasion occurs is the communicator. Social psychologists have found that persuasion can be influenced depending about who is presenting the argument, which can impact on how an audience receives it. The credibility of the communicator plays a large role in influencing persuasion, in which

Sullivan Ford Auto World should position itself as a distributor of low-end to middle-low end models of Ford cars to capture its target market. It can sell its low-end models to Generation Y and Generation X, with both generation