Ads
related to: the psychology of persuasion pdf
Search results
Results From The WOW.Com Content Network
Cialdini wrote the 1984 book on persuasion and marketing, Influence: The Psychology of Persuasion. It was based on three "undercover" years applying for and training at used car dealerships, fund-raising organizations, and telemarketing firms to observe real-life situations of persuasion.
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.
Research in persuasion is considering the effects of the unconscious, with scholars beginning to explore the possibility of "priming in inducing non-conscious effects". [18] This idea, new to social psychology, is beginning to shed light on the relationship between the individual unconscious and the social environment. [19]
Research supporting the model shows that persuasion is powerfully affected by the amount of self-talk that occurs in response to a message. [4] The degree to which the self-talk supports the message and the confidence that recipients express in the validity of that self-talk further support the cognitive response model.
Influence: Science and Practice (ISBN 0-321-18895-0) is a psychology book examining the key ways people can be influenced by "Compliance Professionals". The book's author is Robert B. Cialdini, Professor of Psychology at Arizona State University.
Social proof is also one of Robert Cialdini's six principles of persuasion, (along with reciprocity, commitment/consistency, authority, liking, and scarcity) which maintains that people are especially likely to perform certain actions if they can relate to the people who performed the same actions before them. [5]
In negotiation, consistency, or the consistency principle, refers to a negotiator's strong psychological need to be consistent with prior acts and statements. The consistency principle states that people are motivated toward cognitive consistency and will change their attitudes, beliefs, perceptions and actions to achieve it. [1]