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A significant implication emerges from the social judgment theory: the arduous nature of persuasion. Successful persuasive messages must be finely tuned to the receiver's latitude of acceptance and strategically discrepant from the anchor position. Even in cases of successful persuasion, the anticipated changes in attitude may be modest.
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.
Figure A: Normal Decay Figure B: Sleeper Effect. The sleeper effect is a psychological phenomenon that relates to persuasion. It is a delayed increase in the effect of a message that is accompanied by a discounting cue, typically being some negative connotation or lack of credibility in the message, while a positive message may evoke an immediate positive response which decays over time.
In rhetoric, a rhetorical device, persuasive device, or stylistic device is a technique that an author or speaker uses to convey to the listener or reader a meaning with the goal of persuading them towards considering a topic from a perspective, using language designed to encourage or provoke an emotional display of a given perspective or action.
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.
The detailed study of interpersonal communication dates back to the 1970s and was formalized based on aspects of communication that preceded it. Aspects of communication such as rhetoric, persuasion, and dialogue have become a part of interpersonal communication. [8] As writing and language styles developed, humans found ways to transfer messages.
Persuasion is the process of guiding oneself or another toward the adoption of an attitude by rational or symbolic means. US psychologist Robert Cialdini defined six "weapons of influence": reciprocity , commitment, social proof , authority , liking, and scarcity to bring about conformity by directed means.
Monroe's motivated sequence is a technique for organizing persuasion that inspires people to take action. Alan H. Monroe developed this sequence in the mid-1930s. [1] This sequence is unique because it strategically places these strategies to arouse the audience's attention and motivate them toward a specific goal or action.