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The APA Task Force on Deceptive and Indirect Methods (or Techniques) of Persuasion and Control (DIMPAC/DITPACT) was formed at the request of the American Psychological Association (APA) in 1983. The APA asked Margaret Singer , a leading theorist in cults and coercive persuasion , to chair a task force to "expose cult methods and tactics".
The kind of persuasion techniques blatantly employed by car salesmen creates an innate distrust of them in popular culture. According to Psychology Today, they employ tactics ranging from making personal life ties with the customer to altering reality by handing the customer the new car keys before the purchase. [58]
[2] [3] Both the FITD and DITF techniques increase the likelihood a respondent will agree to the second request. [2] [3] The door-in-the-face technique was tested in a 1975 study conducted by Robert Cialdini. He is best known for his 1984 book, Influence: The Psychology of Persuasion. [4]
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]
It is mentioned in 50 Psychology Classics. [9] [10] One of Cialdini's other books, Yes! 50 Scientifically Proven Ways to Be Persuasive, was a New York Times Bestseller; and another of his books, The Small BIG: Small changes that spark a big influence, was a Times Book of the year. [11]
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]
Self-persuasion came about based on the more traditional or direct strategies of persuasion, which have been around for at least 2,300 years and studied by eminent social psychologists from Aristotle to Carl Hovland, they focused their attention on these three principal factors: the nature of the message, the characteristics of the communicator, and the characteristics of the audience.
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.