After reading the two articles about credibility and persuasion, it is very interesting to see how the two concepts work together. Although the Munter article is about effective communication and the Cialdini article is about persuasion, we can conclude that persuasion and effective communication go hand in hand. To effectively persuade someone, you will need aspects of effective communication, and this is why the two articles are similar. In the Munter article, we are introduced to the concept of establishing credibility for effective communication. There are two different types, initial and acquired. Initial credibility is before the communication and acquired is after the communication has occurred. There are several different aspects of how to persuade by using credibility. Included in the list given by Munter is establishing a common ground, applying goodwill credibility through “liking” and “reciprocity”, creating an image or emotional connection, rank and expertise, and threats and punishment. In the Cialdini article, we find five principles …show more content…
Both authors seem to agree on the following points. People like to be approached by people that they like so that makes persuading them much easier. Especially in other select countries, there is a business tradition of taking out your potential client or business partner for dinner where a relationship can be formed. This way you get to know the other person which will make it easier for you to relate to them and offer praise. By showing these similarities or by giving a genuine compliment, the other person will be swayed to agree to your offers. Reciprocity is a concept that mixes very well with liking. This is the golden rule of treating others how you want to be treated. It is much easier to persuade those that don’t want to return a “no” to your likeable behavior they have receive earlier. These two are a powerful combination of tools that may be used in
Summary – It can be very useful when things do not tend to fall your way by then switching things up on your opponent and using their most positive words in order to make it look negative. Every argument needs facts and if that does not work for you, you should probably redefine the issue being made. The importance and relevance of the argument should be taken into consideration. Remember that manipulating the definition of things in your favor is the way to go.
Kerbel, Matthew R. (1993). An Empirical Test of the Role of Persuasion in the Exercise of
Andres Martin takes full advantage of the three modes of persuasion outlined by Aristotle and in the following few paragraphs, I will outline each
This discussion brings about an interesting view on similarity in relation to persuasion as expressed by O’Keefe (200), “The belief that greater similarity means greater effectiveness is an attractive one and is commonly reflected in recommendations that persuaders emphasize commonalities between themselves and the audience.” O’Keefe concludes
Credibility is not just another term that is defined, but it is a term shown through actions. The act of believability, trustworthiness, reliability and responsibility, are key components of credibleness (Kouzes & Posner, 2012). We recognized great leaders when “their actions aligned with their words” (Kouzes & Posner, 2012, p.37). The importance of knowledge, expertise and competency, are abilities that contribute to credibility (Kouzes & Posner, 2012).
...e as you want to be treated is a good way to make friends and do business." (Blanco 270)
Robert Cialdini stated the following about liking “No surprise that people prefer to say yes to a request to the degree that they know and like the requester. A simple way to make things happen in your direction is to uncover genuine similarities or parallels that exist between you and the person you want to influence, and then raise them to the surface. That increases rapport.” There are five keys to liking they are: attractiveness, similarity, praise, familiarity, and association. Studies have shown that attractive people are more successful in persuasion and getting whatever they want.
Listeners perceive sources as credible for a variety of reasons, but most listeners have an opinion on the topic before the source even appears. This is commonly defined as surface credibility, and as credibility that derives from initial judgments based on surface traits such as a person’s appearance (Fogg, 2003). B.J. Fogg also discusses transactional credibility, which he defines as the credibility that is established during the time of interaction (Fogg, 2003). Social conformity plays a role in source credibility, and five characteristics have the greatest impact on an audience: expertness, reliability, intentions, dynamism, and personal attractiveness. When an audience finds the five characteristics in a source, the source is then perceived as more credible (Griffin, 1967).
Achieving any these steps is strictly contigent on success at all prior steps. Message design, messenger credibility, communication channels and the charactersitics of both intended audiences and the recommended behavior, which is intended to fit peoples lives and influence behavioral outcomes. McGuires steps for persuasion provide a valid framework for approaching key groups and their involvement along with input regarding health issues. Communicators should keep in mind that key values change and should incorpate changes in communication planning and evaluation depending on peoples lifestyles, perferences and
In closing, Persuasion is a powerful tool, both in trying to persuade others and being
Finally, the liking principle is one that will often be used in the art of persuasion. This can be used effectively, where a product can be seen as “likable” if for example it has been endorsed by someone perceived to be physically attractive or perhaps someone that demonstratives the behaviors of a friend, such as showing similar traits or someone that can be related to.
Pornpitakpan (2004) found source credibility to be associated with the celebrity, this increases communication persuasiveness. Celebrities communicate these qualities by transferring them onto the audience without the audience realising, due to the familiarity they have with the celebrity. Thus, it has been proven to be persuasive if credibility conditions are satisfied. However, studies have been questionable as they are unable to explain any other factor apart from credibility. (Erdogan, 1999).
The elaboration likelihood model can be used to demonstrate why I was persuaded when to get a membership when I finally went to the gym. This model is defined as a model explaining in which persuasive communications cause attitude change: centrally, when people are motivated and have the ability to pay attention to the arguments in the communication, and peripherally, when people do not pay attention to the arguments but are instead swayed by surface characteristics. This idea is based on the premise that the likelihood that an argument is persuasive is based on the two persuasive routes. The two routes are the central route and the peripheral route to persuasion. The central route to persuasion is the instance when people listen to an argument carefully and evaluate the argument logically because they the motivation to listen to the communication. The other route to persuasion is the peripheral route to persuasion. The peripheral route to persuasion is defined as the case in which people do not elaborate on the arguments in a persuasive communication, but are instead swayed by peripheral cues. The peripheral route to persuasion is based on peripheral cues and superficial characteristics of the message or the person who is giving the message. For instance, some common peripheral cues are the attributes of the communicator and the
The credibility tool is composed of three key areas and those are competence, caring, and character. It has been identified that if a person possess and excel in these three areas then your credibility will be a high level. For the record, credibility is your reputation and it is good to sustain a good reputation. In the workplace it is good establish a credible or trustworthy reputation or business relationship and sustain it. This includes showing how much you care about others, your work ethics, and being respectful of others.
person to do; to talk into or out of an action”, “to attract, lure or