Psychology in advertising has long been used as an effective means to sell a product or service. Understanding the underlying concepts that affect human psychology can help a company better sell their product or alternatively can help a consumer understand marketing strategies that get them to buy products.
Persuasion is the changing of attitudes by presenting information about another attitude. This information is then processed one of two ways: centrally or peripherally. If it is processed centrally the attitude change is more likely to have permanence. If the information is processed peripherally it will be more susceptible to later change.
The Elaboration Likelihood Model is a theory that states that there are two routes to persuasion. These two routes may alter a person’s belief structure based on the cognitive processes that occur at the time of persuasion. The two routes are defined as the central and peripheral routes. The central route is an active and conscious process in the determination of the merit of a persuasive argument. During the cognitive processing in the central route, people make favourable and unfavourable thoughts in response to the advocated position. The outcome of this favourable and unfavourable thought processing will determine whether the position that has been advocated holds any merit. The other route, the peripheral route, has to do with the fact people can not exercise careful and effortful analization of every message that they come upon. There simply are too many messages in the environment for there to be a central processing route. There are many variables which affect the likelihood of thinking about the merits of a message and thus the route to persuasion. These variables affect a person’s motivation to think about issue-relevant information and the ability to do the cognitive processing. While, other variables affecting motivation are part of the person and the situation. Some variables affect the direction of thinking(favourable vs. unfavourable) and others affect the overall amount of thinking a person does.
One commonly used technique of persuasion is that of authority. Everyone has seen ads where "2 out 3 doctors recommend..." This is based on the idea that people will respect the opinions of someone who is assumed to have a lot of knowledge about the product. People feel better knowing that someone with authority has recommended what they are about to buy. Of course, the authority person has to have expert knowledge in that particular field.
Kerbel, Matthew R. (1993). An Empirical Test of the Role of Persuasion in the Exercise of
Persuasion is the business creating thoughts, actions or feelings about something to achieve a particular outcome. (G.Magee, 2014) There are many types of persuasion, and many means of persuading others. Choosing the appropriate method of persuasion can have a large impact on the effectiveness of persuasion.
Persuasion is the concept of changing someone’s mind or supporting a certain value, belief, or behavior.
Persuasion is a process by which the persuader, through communication, gains the approval or support for the topic (Let's Compare Motivate and Persuade, 2013). The arguments to motivate this change in thinking comes through careful use of rhetoric, but one must also be able to define the six principles of persuasion in social psychology: “Reciprocity, Scarcity, Authority, Commitment and Consistency, Consensus, and Liking” (McLean, 2010, p. 521) and be able to recognize them as they are taking place. Then, one must carefully apply these concepts in order to find the means to effectively facilitate persuasion (p. 518).
The power of persuasion today is often relied on to control or influence someone. The power of persuasion can be both vigorous and inferior. As someone gains influences they draw others to follow them. Persuasion is enacted in our society through our economy, Sports, politics and social media. People persuade others to get what they want, or people persuade other people to influence or give someone different benefits for example, someone with charism doesn’t try to persuade someone but by their actions and the way they interact with someone allows others to follow them. In 1954 the civil rights movement was a persuasion for African Americans to be treated equal around the world.
Persuasion is a commonly used communication technique that allows us to socially influence a certain topic positively or negatively. Its purpose is to help affirm or nullify an idea, belief or attitude. Sometimes the exact topic is very detectable in communication such as during debates but other times it displayed a little more subtly. Persuasion is more than just verbally speaking. Non-verbal communication such as body language, tone and pitch of the voice can also add to the affirmation of the topic. The setting and location also help encourage the acceptance of what is being persuaded.
According to the text , Social Psychology, “social psychology is the scientific study of how people think about, influence, and relate to one another”(pg. 4) this is viewed in a variety of social topics incorporating group behaviors, attitudes, conformity, obedience to authority, stereotypes and peer pressure. Outside factors can have a positive or negative affect our view of ourselves and each other. These outside factors are used to persuade and influence group behavior. Persuasion is defined as “the process by which a message induces change in beliefs, attitudes, or behaviors” (Myers, 2010, pg. 230). The principles of this process of persuasion according to researchers, Robert Cialdini and Thomas Davidson, are attractiveness and likeability, reciprocity, social proof, consistency, authority, and scarcity (Davidson, 2008)(Myers, 2010, pg. 237). These principles of persuasion impact our self-perception, our attitudes and behaviors, and our culture.
Every day in our life's we are persuaded to make choices. Persuasion is a very
The ELM of persuasion is comprised of two routes for attitude change: central and peripheral. The central route of persuasion is composed of higher-level processes that are responsible for decision making (Petty & Cacioppo, 1986). These higher-level processes include analyz...
Persuasion is an important aspect of communication, certainly a significant business activity. Regardless of whether this comes in the form of a sender influencing a party or the receiver itself is being influenced. Typically, this could come in the form of a salesman or, even a manager communicating with key stakeholders, such as potential investors.
In the most advantageous of cases this model suggests that a receiver “considers the content of the persuasive message carefully and has favorable thoughts about the content” (Enfante, Rancer & Avtgis, 2010, p. 172). When receivers engage in cognitive thinking, they participate in the type of persuasion the authors call the “central route” (Enfante, Rancer & Avtgis, 2010, p. 172). Under the central route, the receiver employs positive feelings towards whatever the source is saying and then in turn acts or forms attitudes based off of the positive thoughts. Thus they interact thoughtfully with the information the source is attempting to get across.
Persuasion is the force exerted to influence behavior that includes a reflected change in attitude. Everyday we are bombarded with messagesfrom people who wish to influence our behavior and attitudes. Persuasion canbe used to accomplish good as well as bad, though, in my paper I willrefrain from making value judgements and only report the factual aspects. I will discuss the two basic routes to persuasion, the elements involved, andways to protect current attitudes and behaviors from change. When trying to persuade someone, there are two different methods from which to choose-the central and peripheral routes. The central route persuades by usingdirect arguments and pertinent information. The peripheral route persuadespeople by association with incidental cues
As mentioned before, unrealistic media images are very prevalent. This creates the illusion that females who match the ideal seem like the norm rather than the exception. These perceptions and the constant comparisons lead to the cultivation theory which is known as the contributions media exposure makes to the viewer’s perceptions of social reality (Von Vonderen and Kinnally 53). The repetitiveness of these images influences the individual’s ability to understand that the images are unrealistic. Over time the nearly impossible standard of beauty is adopted and perceived as “reality.” People who watch heavy amounts of TV are more likely to see the real world according to what they have watched. Viewers often seek out programming that reinforces their beliefs, further strengthening their attitudes. If a woman has low self-esteem and views media that portrays emaciated models as beautiful, those negative attitudes will only be reinforced. A person’s level of awareness of the characteristics portrayed by the media is an indicator on how they will internalize these images. Females that are more aware of the media’s effects are more likely to be resilient to body image concerns and females that are unaware are more likely to show symptoms of body disturbance (Serdar). Therefore, if a woman is unable to determine that the media is unrealistic she will be more likely to internalize the images and be more prone to body dissatisfaction.
The book, Influence: The Psychology of Persuasion by Robert B. Cialdini illustrates the implementation of reciprocation, commitment and consistency, social proof, liking, authority, and scarcity. The book identifies these six principles as weapons of influence in aiding with persuasion. The following explains and applies each principle.
Advertising is an information source to inform people about the products and new prices of the company which can help them to make informed choices. More recently, huge amount of money has been spent on advertising throughout the world. Different types of advertisement such as television, radio, magazine, newspaper, the internet, billboards and posters can influence consumer’s behavior positively or negatively as there are different arguments and opinions. This essay will focus on the purpose of the advertisement for the company, the positive effects and negative effects of advertisement on consumer behavior.