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Reverse psychology is a technique involving the assertion of a belief or behavior that is opposite to the one desired, with the expectation that this approach will encourage the subject of the persuasion to do what is actually desired.
The expected "unintended influence" arises when the communicator tried to persuade the other of the worth of his own position by becoming even more extreme in that position. He asked his subjects write a strongly persuasive essay to the partners with an opposite side of attitude on an issue, who are actually confederates.
The door-in-the-face technique is a compliance method commonly studied in social psychology. [1] [2] The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the respondent's face.
Inoculation is a theory that explains how attitudes and beliefs can be made more resistant to future challenges. For an inoculation message to be successful, the recipient experiences threat (a recognition that a held attitude or belief is vulnerable to change) and is exposed to and/or engages in refutational processes (preemptive refutation, that is, defenses against potential counterarguments).
Reactance can occur when someone is heavily pressured into accepting a certain view or attitude. Reactance can encourage an individual to adopt or strengthen a view or attitude which is indeed contrary to that which was intended — which is to say, to a response of noncompliance — and can also increase resistance to persuasion.
In their book Propaganda and Persuasion, authors Garth S. Jowett and Victoria O'Donnell define propaganda as the "deliberate, ... It is the opposite of a euphemism.
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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.