Search results
Results from the WOW.Com Content Network
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.
However, the sleeper effect could influence the strength of persuasion. It is noteworthy that high elaboration does not necessarily lead to attitude change. Resistance to persuasion occurs when someone feels their freedom to perform a certain behavior is threatened. A famous study on reaction is conducted by Pennebaker and Sanders in 1976. [26]
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]
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.
As a judgment process, categorization and attitude formation are a product of recurring instances, so that past experiences influence decisions regarding aspects of the current situation. Therefore, attitudes are acquired. [6] The theory has three strict factors that create different positions an individual can have on a specific issue.
Emotion is a common component in persuasion, social influence, and attitude change. Much of attitude research emphasized the importance of affective or emotion components. Emotion works hand-in-hand with the cognitive, or thought, process about an issue or situation.
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.
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.