Other people have a profound affect on our behaviors, emotions, and thoughts. A friend can coax another to drink alcohol at a party, despite being underage. A husband can convince his wife that she deserves to be beaten, and a professor can entice a student to prefer one philosophy over the others. These incidents demonstrate how easily influenced humans are, especially when they do not pay attention. Since the results can be severe, it is important for individuals to learn and recognize the various methods used to exploit them. During my research, I came across at least four methods which are frequently practiced: “Door-in-the-Face Technique,” “Foot-in-the-Door Technique,” “That’s-Not-All Technique”, and “Expertise” The first one I encountered was “Door-in-the-Face Technique, a method often used by children (Taylor, Peplau, & Sears, 2006).
On the night of October 21, 2010, my younger brother and I ventured to Wal-Mart in an attempt to purchase a pair of golden stud earrings. I hoped to replace the pair I lost last summer. Upon entering, we found the store, usually swarming with customers, surprisingly calm. Not bare, but peaceful. Wal-Mart itself is a corporate retail store which has a variety of items up for purchasing. These items are organized in sections, such as “electronics,” “toys,” and “baby.” In general, the aisles are packed with items, from the floor to the ceiling, of relatively low prices. However, the “jewelry” section is set apart; it contains a counter which separates the adornments from the rest of the merchandise. Behind this counter, there was a man named Matt. His long beard and otherwise slovenly appearance made him seem quite out of place among the sparkle.
The Door-in-the-Face technique is a tactic use...
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...ul of the processes I observed. Subsequently, appearance does matter, whether I want to admit to this or not. And finally, the potency of a persuasion method seems to depend upon how specific the customer is in their request(s). The more committed a customer is to their desired product the less likely they are to deter from it.
References
Taylor, S. E., Peplau, L. A., & Sears, D. O. (2006). Attitudes and Attitude Change. In Social Psychology (pp. 132-167). Upper Saddle River, New Jersey: Pearson Education Inc.
Taylor, S. E., Peplau, L. A., & Sears, D. O. (2006). Social Influence. In Social Psychology (pp. 204-230). Upper Saddle River, New Jersey: Pearson Education Inc.
Williams, W.R. (2010). Psychology 302 lecture. October 1, 2010.
Williams, W.R. (2010). Psychology 302 lecture. October 6, 2010.
Williams, W.R. (2010). Psychology 302 lecture. October 8, 2010.
Summary – It is quite difficult to avoid any persuasive acts while resisting them at the same time. Being prepared with knowledge of how easy it is to be manipulated, controlled, seduced, etc. allows us to open up to the use of rhetoric.
Hogg, M.A., Abrams, D., & Martin, G.N. (2010). Social Cognition and Attitudes. In Martin, G.N., Carlson, N.R., Buskist W., (Ed.), Psychology (pp 646-677). Harlow: Pearson Education Limited.
As expressed in the previous chapter, there is no clear and concise definition as to what exactly is and is not persuasion. Therefore, persuasion has several names and meanings making it difficult to define this complex topic. In this chapter, the author examines some of the reasons as to why defining this phenomenon is such a hassle. To do this, the author first describes two important factors that clarify the source of differences among definitions of persuasion, which are the ideas of pure versus borderline persuasion. Following these characteristics, the author presents five other controversial factors that also contribute to the differences among definitions of persuasion.
The research examines social and psychological factors (Meyer, K. C., & Bouchey, H. A., 2010) empow...
...onson, E., Wilson, T.D., & Akert, R.M. (2013). Social Psychology (8th ed.). New Jersey: Pearson Education Inc.
Musher-Eizenman, D. R., Holub, S. C., & Arnett, M. (2003). Attitude and Peer Influences on
Wood, W. (2000). Attitude change: Persuasion and social influence.. Annual Review of Psychology, 51(1), 539.
Kerbel, Matthew R. (1993). An Empirical Test of the Role of Persuasion in the Exercise of
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
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.
The elaboration likelihood model (ELM) of persuasion is a theory of persuasion that focuses on how the audience interprets logic, evidence, reasoning, and other factors of the speaker or speech. Direct and indirect routes are both methods that contribute to the ELM approach. Direct persuasion route requires giving the audience arguments and evidence to make them think about how a product is a necessity to them, such as gas that can make a car go faster, food that can make a person meet his or her weight loss goals, or insurance that can give practical help to someone who needs it. Indirect persuasion is the usage of other tactics that appeal to the audience without them necessarily realizing it. The audience can use their intuition to be drawn in by a speaker’s charm, a catchy jingle, or a picture of a celebrity using the
Attitudes can be formed in a number of different ways. The three component model consists of Affective, Cognitive and behavioural based attitude experiences and has been a main area of focus among social psychologists. These three components are held within most attitudes, however not all attitudes are equal and different experiences can change the ...
In closing, Persuasion is a powerful tool, both in trying to persuade others and being
Brain Games season two episode five the power of persuasion, show’s how a lot of us are getting persuaded every day without even noticing it, as stated in this episode the human brain is constantly getting influenced to do things all the time, this episode it will elaborate how we are getting allured every day and how the decision we make is not necessarily ours, they are part of marketing’s plans. Marketing plays a huge factor of the manipulation every day, by using big words, different style of font or even the color of the signs. One of the power of persuasion is called “Priming; meaning subtle ques that are influencing your responses often without noticing it. It’s a way of bypassing your brain conscious decisions making it process to work
Cialdini, R. B., & Goldstein, N. J. (2004). SOCIAL INFLUENCE: Compliance and conformity. Annual Review of Psychology, 55, 591-621. Retrieved from http://search.proquest.com/docview/205845016?accountid=458