Search results
Results from the WOW.Com Content Network
Other scholars see persuasion as a function of "communication, social influence, and group processes", [31] taking into account other factors such as social influence and the media. A theory proposed by Margarita Sanchez-Mazas focuses on people's desire for social recognition and dignity.
In persuasive communication, the order of the information's presentation influences opinion formation. The law of primacy in persuasion, otherwise known as a primacy effect, as postulated by Frederick Hansen Lund in 1925 holds that the side of an issue presented first will have greater effectiveness in persuasion than the side presented subsequently. [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 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.
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 study also uncovered an influence process that Lazarsfeld called "opinion leadership." He concluded that there is a multistep flow of information from the mass media to persons who serve as opinion leaders which then is passed on to the general public. He called this communication process the "two-step flow of communication". [15]
In terms of nonverbal influence and persuasion, intimacy refers to the receiver's intrinsic motivation to create a strong bond through a close interpersonal relationship. Intimacy can also be viewed from the source's perspective. The source can view persuasive message delivery as those which the receiver can connect to on a personal level.
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.