Persuasion

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<B><U>Persuasion</U></b><B> </b>is the process of trying to get others to change an attitude ( value) ,belief, or behavior</div> <bR> <div> <IMG SRC="29c13150.gif" border=0 width="531" height="21" ALIGN="BOTTOM" HSPACE="0" VSPACE="0"></div> <bR> <DIV ALIGN="LEFT"></DIV> <div> <B><IMG SRC="36a36700.gif" border=0 width="54" height="112" ALIGN="BOTTOM" HSPACE="0" VSPACE="0"></b></div> <div> <IMG SRC="29c13150.gif" border=0 width="531" height="21" ALIGN="BOTTOM" HSPACE="0" VSPACE="0"></div> <bR> <DIV ALIGN="LEFT"></DIV> <div> <B><U>Proofs</U></b></div> <bR> <div> <B>Ethos</b><FONT SIZE="5" COLOR="#000000" FACE="Arial" ><B>- Source Credibility</b></FONT></div> <div> <B>"</b><FONT SIZE="4" COLOR="#000000" FACE="Arial" ><I>A good man speaking well" -Quintillian</I></FONT></div> <div> <IMG BORDER="0" SRC="Symb075c00b7016800000000.gif" HEIGHT="24" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Expertise -<FONT SIZE="4" COLOR="#000000" FACE="Arial" > Personal Experience, Commitment, Research</FONT></div> <div> <IMG BORDER="0" SRC="Symb075c00b7016800000000.gif" HEIGHT="24" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Dynamism- <FONT SIZE="4" COLOR="#000000" FACE="Arial" >Enthusiasm and Energy</FONT></div> <div> <IMG BORDER="0" SRC="Symb075c00b7016800000000.gif" HEIGHT="24" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Trustworthiness- <FONT SIZE="4" COLOR="#000000" FACE="Arial" >Reliable and Dependable</FONT></div> <div> <IMG BORDER="0" SRC="Symb075c00b7016800000000.gif" HEIGHT="24" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Ethics- <FONT SIZE="4" COLOR="#000000" FACE="Arial" >Conforming to ethical and fair standards</FONT></div> <bR> <bR> <div> <B>Pathos</b><FONT SIZE="5" COLOR="#000000" FACE="Arial" ><B>- Appeal to Emotions</b></FONT></div> <div> <IMG BORDER="0" SRC="Symb075c00b7016800000000.gif" HEIGHT="24" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Appeal to Needs- See Maslow’s Hierarchy</div> <div> <IMG BORDER="0" SRC="Symb075c00b7016800000000.gif" HEIGHT="24" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Use word choice to appeal to other emotions</div> <bR> <bR> <DIV ALIGN="LEFT"></DIV> <div> <B><U>Maslow’s Hierarchy of Needs</U></b></div> <bR> <div> <B>Self Actualization Needs</b></div> <div> Genuine Fulfillment, Realization of potential</div> <bR> <div> <B>Self Esteem Needs</b></div> <div> Recognition, respect from others, self respect</div> <bR> <div> <B>Belongingness and Love Needs</b></div> <div> Friendship, giving and receiving love, affection</div> <bR> <div> <B>Safety Needs</b></div> <div> Stability, order, freedom from violence, security, </div> <div> structure, order, law</div> <bR> <div> <B>Physiological Needs</b></div> <div> <IMG BORDER="0" SRC="Symb075c00b7011800000000.gif" HEIGHT="19" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Food, water, sleep, physical comfort</div> <bR> <div> <B>Logos</b><FONT SIZE="5" COLOR="#000000" FACE="Arial" ><B> - Appeal to Logic</b></FONT></div> <div> <IMG BORDER="0" SRC="Symb075c00b7016800000000.gif" HEIGHT="24" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Evidence, Statistics, Supporting Material </div> <div> <IMG BORDER="0" SRC="Symb075c00b7016800000000.gif" HEIGHT="24" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Reasoning</div> <div> <IMG BORDER="0" SRC="Symb075c00b7016800000000.gif" HEIGHT="24" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Analogy</div> <bR> <DIV ALIGN="LEFT"></DIV> <div> <IMG SRC="29c13150.gif" border=0 width="531" height="21" ALIGN="BOTTOM" HSPACE="0" VSPACE="0"></div> <bR> <div> <B>Cialdini's Interpersonal Influence</b></div> <bR> <div> <B>1. Reciprocity-</b><FONT SIZE="3" COLOR="#000000" FACE="Arial" ><B> I'll give something to you since you gave something to me</b></FONT></div> <bR> <div> <B><IMG SRC="16d966f0.gif" border=0 width="150" height="111" ALT="Metafile Companion Picture (32-bit)" ALIGN="BOTTOM" HSPACE="0" VSPACE="0"></b></div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Hare-Krishna flowers</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Deaf man at Walmart-flags</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Xmas seals</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Veteran's Name label</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Free termite inspections</div> <bR> <div> <FONT SIZE="3" COLOR="#0000FF" FACE="Arial" ><U>Door in Face Technique</U></FONT><U>-</U>extreme request then lesser one</div> <div> Kids sell $25 calendar or $2 candy</div> <div> Take home a large Pizza or buy breadsticks</div> <div> Buy the $600 photo package or the $200 one</div> <bR> <div> <U>That's not all!</U></div> <bR> <div> <B>2. </b><FONT SIZE="3" COLOR="#0000FF" FACE="Arial" ><B>Social Validation</b></FONT><B>- Look to what others are doing so you know how to act. </b></div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Look up at sky w. friends</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Bartenders start tip glass</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Billy Graham has people come</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Show list of others who signed petitions</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Labeled as charitable</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">How to dress</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Tipping at Ryan's</div> <bR> <div> <B>3.</b><FONT SIZE="3" COLOR="#0000FF" FACE="Arial" ><B> Commitment/Consistency</b></FONT><B>- Once you have </b><B><U>committed</U></b><B> to something, you make decisions that are </b><B><U>consistent</U></b><B> with that decision. </b></div> <div>      Don't want dissonance</div> <div> <U>4 walls</U></div> <div> <IMG BORDER="0" SRC="Wing0a73007700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Do you feel education is important?</div> <div> <IMG BORDER="0" SRC="Wing0a73007700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Do you think a child who does homework will get a better education?</div> <div> <IMG BORDER="0" SRC="Wing0a73007700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Do you think reference books help w/ homework?</div> <div> <IMG BORDER="0" SRC="Wing0a73007700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Then you sound like you want to hear about reference books; can I come in?</div> <bR> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Home interiors parties booked this way</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Teddy Bear Police fund</div> <DIV ALIGN="LEFT"></DIV> <div> <IMG SRC="16458750.gif" border=0 width="88" height="117" ALT="Metafile Companion Picture (32-bit)" ALIGN="BOTTOM" HSPACE="0" VSPACE="0"></div> <div> <U>Foot in the Door technique</U>-</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Ask a small favor than larger one</div> <div> campaign sign followed by ask for $</div> <div>  </div> <div> <U>Bait and Switch</U></div> <div>      Advertise cheap stuff and sell up</div> <div> <U>Even a penny would help</U>- </div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Consistent w/ being good</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Ad asked for college money</div> <div>  </div> <div> <B>4.</b><FONT SIZE="3" COLOR="#0000FF" FACE="Arial" ><B> Friendship/ Liking</b></FONT><B>-  Persuasion occurs more when the person trying to persuade us is our friend or is someone we like. </b></div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Tupperware</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Home Interior/Mary Kay</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Car salesman likes you</div> <DIV ALIGN="LEFT"></DIV> <div> <IMG SRC="15fb26b0.gif" border=0 width="178" height="107" ALT="Metafile Companion Picture (32-bit)" ALIGN="BOTTOM" HSPACE="0" VSPACE="0"></div> <bR> <div> <FONT SIZE="3" COLOR="#0000CC" FACE="Arial" ><U><IMG BORDER="0" SRC="Symb075c00b700f0cc000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Physical attraction</U></FONT><U>: </U>More voted for, receives lighter sentences</div> <div> <U><IMG BORDER="0" SRC="Symb075c00b700f0ff000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Similarity</U></div> <div> <U><IMG BORDER="0" SRC="Symb075c00b700f0ff000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Compliments-</U></div> <div> <U><IMG BORDER="0" SRC="Symb075c00b700f0ff000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Cooperation </U> -<FONT SIZE="3" COLOR="#000000" FACE="Arial" >The car salesman goes to the manager on your behalf</FONT></div> <bR> <div> <FONT SIZE="4" COLOR="#000000" FACE="Arial" ><B>5.</b></FONT><B> </b><B>Scarcity-</b><B> </b><FONT SIZE="4" COLOR="#000000" FACE="Arial" ><B> We are more persuaded to want something if there is a limited amount available. </b></FONT></div> <bR> <div> <B><U>Psychological reactants theory</U></b>-<FONT SIZE="3" COLOR="#000000" FACE="Arial" >Don't tell me I can't have it-don't take my personal control: Gun sales went up with certain guns banned</FONT></div> <bR> <div> <U>Limited number topic</U><FONT SIZE="3" COLOR="#000000" FACE="Arial" >- This is only one-</FONT></div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Furby/ Cabbage Patch Dolls/ Beanie Babies</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Limited edition prints</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Diamonds</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Messed up stamp worth more</div> <bR> <div> <U>Deadline technique</U></div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Limited time</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Going out of business</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Only keep negatives for 2 weeks</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Midnight madness sales</div> <div> <IMG BORDER="0" SRC="Symb075c00b700f000000000.gif" HEIGHT="16" WIDTH="24" ALIGN="bottom" HSPACE="0" VSPACE="0">Home shoppers countdown</div> <bR> <div> <B>6. </b><FONT SIZE="4" COLOR="#0000FF" FACE="Arial" ><B>Authority</b></FONT><B>- We are automatically persuaded by people in authority</b></div> <div>      Rectal Earache</div> <div> People follow man in business suit across the crosswalk</div> <div>      Doctor recommended</div> <div>      Actor's say don't do drugs</div> <div>      Uniform<IMG SRC="16041640.gif" border=0 width="65" height="100" ALIGN="BOTTOM" HSPACE="0" VSPACE="0"></div> <div>  </div> <bR> <div> <FONT SIZE="3" COLOR="#000000" FACE="Arial" >Read about Tupperware, Mary Kay, and Home Interiors and how they use persuasion</FONT><B> </b><A HREF="id84.htm" TARGET="_top" TITLE="An Analysis of Party Selling Techniques"><U><B>An Analysis of Party Selling Techniques</b></U></A><FONT SIZE="3" COLOR="#000000" FACE="Arial" > by Lynn Meade</FONT></div> <bR> <DIV ALIGN="LEFT"></DIV> <div> <B>Don't miss the notes on </b></div> <div> <A HREF="id85.htm" TARGET="_top" TITLE="Subliminal Persuasion"><U><B>Subliminal Persuasion</b></U></A></div> <bR> <div> <B><U>Thoughts on happiness</U></b></div> <div> What do you need to get rid of to be happy?</div> <div> -Ken Standley</div> <bR> <div> Happiness is not the absence of pain and suffering...</div> <div> Happiness is the presence of hope and enthusiasm.</div> <div> -Ken Standley</div> <bR> <div> Never suppress joy and enthusiasm...</div> <div> They go back down and give you gas.</div> <div> -Ken Standley</div> <bR> <div> Please don't take my unhappiness away...</div> <div> How else will I control my friends and loved ones.</div> <div> -Ken Standley</div> <bR> <div> Now and then it's good to pause in our pursuit of happiness and just be happy. -</div> <div> Guillaume Apollinaire</div> </td> </tr></table></body>