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William James McGuire (February 17, 1925 in New York City, New York – December 21, 2007 in New Haven, Connecticut) was an American social psychologist known for his work on the psychology of persuasion and for developing Inoculation theory. [1]
Persuasion or persuasion arts is an umbrella term for influence. Persuasion can influence a person's beliefs, attitudes, intentions, motivations, or behaviours. [1] Persuasion is studied in many disciplines. Rhetoric studies modes of persuasion in speech and writing and is often taught as a classical subject.
Anthony Greenwald first proposed the theory in 1968. [1] The cognitive response model shows that learning our cognitive responses to persuasion provides a basis for understanding the persisting effects of communication. Greenwald’s theory states that we remember our cognitive responses better than actual information presented to us.
In later studies on this subject, Hovland collaborated with Irving Janis who would later become famous for his theory of groupthink. Hovland also developed social judgment theory of attitude change. Carl Hovland thought that the ability of someone to resist persuasion by a certain group depended on your degree of belonging to the group.
One of Cialdini's other books, Yes! 50 Scientifically Proven Ways to Be Persuasive, was a New York Times Bestseller; and another of his books, The Small BIG: Small changes that spark a big influence, was a Times Book of the year. [11] In 2016, Cialdini published Pre-suasion, which became a New York Times and Wall Street Journal bestseller. [12]
Aristotle is credited with developing the basics of a system of rhetoric that "thereafter served as [the] touchstone" of the discipline, [2] influencing the development of rhetorical theory from ancient through modern times. The Rhetoric is regarded by most rhetoricians as "the most important single work on persuasion ever written."
Elaboration likelihood model is a general theory of attitude change.According to the theory's developers Richard E. Petty and John T. Cacioppo, they intended to provide a general "framework for organizing, categorizing, and understanding the basic processes underlying the effectiveness of persuasive communications".
The purpose of argumentation (also called persuasive writing) is to prove the validity of an idea, or point of view, by presenting sound reasoning, discussion, and argument to thoroughly convince the reader. Persuasive writing/persuasion is a type of argumentation with the additional aim to urge the reader to take some form of action.
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