Persuasion Flashcards
(12 cards)
What is persuasion?
The process by which a message induces a change in belief, attitudes or behaviour
What are the types of persuasion?
Education or information: if person believe the message
Propaganda: if person don’t believe the message
What is the persuasion process (McGuire, 1978)
First, the person should pay attention to the message. Then the person comprehends it. If the person believes the message, it is education/information, if not it is propaganda. The person needs to remember it. If the person behaves accordingly, that means the persuasion process is successful.
What are the elements of persuasion?
- The communicator
- The message
- The channel
- The audience
What are the elements needed for communicator?
- Source credibility & Trustworthiness
- Attractiveness/ Likeability
- Similarity
What are the elements needed for message?
- Logical vs. emotional message
- Role of fear
- Proximity to audience’s position
- Primacy & recency effect
What are the elements needed for channel?
- Sleeper effect
- Personal influence appear more important than media influence
What are the elements needed for audience?
- Gender difference
- Age difference
- Individual difference
What is the Elaboration-likelihood model (ELM) (Petty & Cacioppo, 1986)
People use central or peripheral route to believe a message.
If the person pays high attention to the content of the message, and they process it carefully, the use central route and more likely to be persuade due to the quality of the argument.
If the person did not pay attention to the content of the message, the use peripheral route and more likely to be persuade due to the presence of persuasion cues (e.g. attractiveness of the communicator).
What are the persuasion techniques?
- Reciprocity principle
- Ingratiation
- Compliance
- Dark persuasion
- Mindlessness
- Foot-in-the door
- Door-in-the face
- Low-ball technique
What are the manipulation tactics?
- Gaslighting
- Love bombing
- Triangulation
- Fear mongering
- Guilt-tripping
- Silent Treatment
- Victim playing
- Projection
- Moving the Goalposts
- Withholding information
- Faux Concern
- Scapegoating
- Selective Attention
What are the strategies to withstand manipulation?
- Enhance Self-Awareness.
- Develop Critical Thinking Skills.
- Strengthen Emotional Intelligence.
- Set Clear Personal Boundaries.
- Learn to Say ‘No’.
- Seek External Perspectives.
- Educate Yourself About Manipulation Tactics.
- Trust Your Instincts.
- Seek Professional Help if Necessary.
