COB 202 Chp. 8
Terms
undefined, object
copy deck
- A form of influence - A process of guiding people toward the adoption of a behavior, belief, or attitude that one believes
- persuasion
- Su8ggests that the success or failure of the persuasion attempt could be affected by whether the structure of the situation is balanced or unstable
- balance theory
- suggests that people are comfortable when their attitudes or beliefs are in concert with their behaviors, and uncomfortable when they are not
- cognitive dissonance theory
- suggests that in the same way individuals receive a small injection of a disease-producing substance to increase immunity against that disease, persuaders can be effective when they anticipate the objections of the persuadee and address those objections
- inoculation theory
- suggests that people use three criteria to determine whether to respond to a persuader's arguments: appropriateness, consistency, and effectiveness
- ACE Theory
- the right thing to do, based on generally accepted standards or norms, or in some cases, rules of law or morality
- appropriateness
- the degree to which the action or belief proposed compares to that of similar others or to their own past behaviors or espoused beliefs
- consistency
- the degree to which an action or idea leads to a desirable state or outcome
- effectiveness
- acquired through developing an understanding or knowledge base about the subject matter or a track record of experience and prior success in the given area; demonstrated through passion or conviction, presenting reliable data, and giving nondefensive res
- expertise
- acquired over time through personal and professional relationships in which others perceive you as consistent, reliable, and conscientious; demonstrated by showing empathy, humility, and solid emotional character; pursuing common ground; and looking out
- trustworthiness
- acquired by practicing, having a plan and knowing what you're going to say and when; demonstrated by being confident and self-assured.
- composure
-
acquired initially through one's attire or grooming, gestures, and etiquette, as well as through possession of credentials.
Demonstrated over time through interactions with others, in particular taking a personal interest in the ideas and the peopl - positive impression or appearance
- sets a collaborative tone and attains three interrelated objectives: provides a perspective we would like the other party to consider. Provides an open-minded way for alternatives and ideas to be compared and contrasted. Creates a logical structure by wh
- framing for common ground
- facts and data can make the difference between your audience supporting your argument or not
- logic and reasoning
- sppealing to people's feelings, fears, values, dreams, frustrations, egos, vanities, or desires
- emotional connection
- convincing people to believe or adhere to something that is neither in their best interest nor something they wo9uld believe or do without the presence of the persuader
- manipulation