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Encyclopedia > Persuasion

Persuasion is a form of social influence. It is the process of guiding people toward the adoption of an idea, attitude, or action by rational and symbolic (though not always logical) means. It is strategy of problem-solving relying on "appeals" rather than strength. Persuasion may refer to: Persuasion - social influence Persuasion (novel) by Jane Austen Several films: Persuasion (1995 film) Persuasion (2007 TV drama) Pretty Persuasion Friendly Persuasion (1956 film) Friendly Persuasion (film) Adobe Persuasion - discontinued presentation software Category: ... This article or section is in need of attention from an expert on the subject. ...


Manipulation is taking persuasion to an extreme, where the one person or group benefits at the cost of the other. The word manipulation can refer to: Joint manipulation Social influence Sleight of hand tricks in magic or XCM. Abuse Advertising Brainwashing Charisma Fraud Indoctrination Love bombing Machiavellianism Media manipulation Mind control Neuro-linguistic programming (NLP) Propaganda Social psychology Puppeteer Photo manipulation Categories: | | ...


Aristotle said that "Rhetoric is the art of discovering, in a particular case, the available means of persuasion." For other uses, see Aristotle (disambiguation). ... Rhetoric (from Greek , rhêtôr, orator, teacher) is generally understood to be the art or technique of persuasion through the use of oral, visual, or written language; however, this definition of rhetoric has expanded greatly since rhetoric emerged as a field of study in universities. ...

Contents

Principles of persuasion

According to Robert Cialdini in his book on persuasion, he defined six "weapons of influence": Robert B. Cialdini is a well known social psychologist who is currently a professor of psychology at Arizona State University. ...

  • Reciprocation - People tend to return a favor. Thus, the pervasiveness of free samples in marketing. In his conferences, he often uses the example of Ethiopia providing thousands of dollars in humanitarian aid to Mexico just after the 1985 earthquake, despite Ethiopia suffering from a crippling famine and civil war at the time. Ethiopia had been reciprocating for the diplomatic support Mexico provided when Italy invaded Ethiopia in 1937.
  • Commitment and Consistency - If people commit, verbally or in writing, they are more likely to honor that commitment. Even if the original incentive or motivation is removed after they have already agreed, they will continue to honor the agreement. For example, in car sales, suddenly raising the price at the last moment works because the buyer has already decided to buy. See cognitive dissonance.
  • Social Proof - People will do things that they see other people are doing. For example, in one experiment, one or more confederates would look up into the sky; bystanders would then look up into the sky to see what they were seeing. At one point this experiment aborted, as so many people were looking up that they stopped traffic. See conformity, and the Asch conformity experiments.
  • Authority - People will tend to obey authority figures, even if they are asked to perform objectionable acts. Cialdini cites incidents, such as the Milgram experiments in the early 1960s and the My Lai massacre.
  • Liking - People are easily persuaded by other people whom they like. Cialdini cites the marketing of Tupperware in what might now be called viral marketing. People were more likely to buy if they liked the person selling it to them. Some of the many biases favoring more attractive people are discussed. See physical attractiveness stereotype.
  • Scarcity - Perceived scarcity will generate demand. For example, saying offers are available for a "limited time only" encourages sales.

Propaganda is also closely related to Persuasion. Its a concerted set of messages aimed at influencing the opinions or behavior of large numbers of people. Instead of impartially providing information, propaganda in its most basic sense presents information in order to influence its audience. The most effective propaganda is often completely truthful, but some propaganda presents facts selectively to encourage a particular synthesis, or gives loaded messages in order to produce an emotional rather than rational response to the information presented. The desired result is a change of the cognitive narrative of the subject in the target audience. The term 'propaganda' first appeared in 1622 when Pope Gregory XV established the Sacred Congregation for Propagating the Faith. Propaganda was then as now about convincing large numbers of people about the veracity of a given set of ideas. Propaganda is as old as people, politics and religion. Wars have always been a good reason for governments wanting to persuade populaces of the justness of their cause as well as hide the horrors and failures of the front line. Misinformation and disinformation are widely used to distract people. This article or section does not cite any references or sources. ... Cognitive dissonance is a psychological state that describes the uncomfortable feeling between what one holds to be true and what one knows to be true. ... Social proof, aka informational social influence, is a psychological phenomenon which occurs in ambiguous social situations when people are unable to determine the appropriate mode of behavior. ... This article is about the psychological concept of conformity. ... The Asch conformity experiments, published in 1951, were a series of studies that starkly demonstrated the power of conformity in groups. ... This article is about authority as a concept. ... The experimenter (V) orders the subject (L) to give what the subject believes are painful electric shocks to another subject (S), who is actually an actor. ... The My Lai Massacre ( , approximately ) (Vietnamese: ) was the mass murder of 347 to 504 unarmed citizens of the Republic of Vietnam (South Vietnam), mostly civilians and majority of them women and children, conducted by U.S. Army forces on March 16, 1968. ... Look up like in Wiktionary, the free dictionary. ... Tupperware logo A Tupperware storage container. ... Viral marketing and viral advertising refer to marketing techniques that use pre-existing social networks to produce increases in brand awareness, through self-replicating viral processes, analogous to the spread of pathological and computer viruses. ... The physical attractiveness stereotype is a term that psychologists use to refer to the tendency to assume that people who are physically attractive also possess other socially desirable personality traits. ... In economics, scarcity is defined as a condition of limited resources, where society does not have sufficient resources to produce enough to fulfill subjective wants. ... The supply and demand model describes how prices vary as a result of a balance between product availability at each price (supply) and the desires of those with purchasing power at each price (demand). ... For other uses, see Propaganda (disambiguation). ...


Methods of persuasion

By appeal to reason:

By appeal to emotion: In logic, an argument is a set of statements, consisting of a number of premises, a number of inferences, and a conclusion, which is said to have the following property: if the premises are true, then the conclusion must be true or highly likely to be true. ... Logic (from Classical Greek λόγος logos; meaning word, thought, idea, argument, account, reason, or principle) is the study of the principles and criteria of valid inference and demonstration. ... Rhetoric (from Greek , rhêtôr, orator, teacher) is generally understood to be the art or technique of persuasion through the use of oral, visual, or written language; however, this definition of rhetoric has expanded greatly since rhetoric emerged as a field of study in universities. ... -1... The scientific method or process is fundamental to the scientific investigation and acquisition of new knowledge based upon physical evidence. ...

Aids to persuasion: // Advert redirects here. ... For other uses, see Faith (disambiguation). ... For other uses, see Presentation (disambiguation). ... For other uses, see Imagination (disambiguation). ... For other uses, see Propaganda (disambiguation). ... // In sociology, seduction is the process of deliberately enticing a person into an act. ... For other uses, see Tradition (disambiguation). ... Not to be confused with Empathy, Sympathy, or Compassion. ...

Other techniques, which may or may not work: For other uses, see Body language (disambiguation). ... Rhetoric (from Greek , rhêtôr, orator, teacher) is generally understood to be the art or technique of persuasion through the use of oral, visual, or written language; however, this definition of rhetoric has expanded greatly since rhetoric emerged as a field of study in universities. ... Selling technique is the body of methods used in the profession of sales, also often called selling. ... A personality test aims to describe aspects of a persons character that remain stable across situations. ... A Conflict Style Inventory is a tool developed to measure an individuals response to conflict situations. ...

Coercive techniques, some of which are highly controversial and/or not scientifically proven to be effective: This article or section includes a list of works cited but its sources remain unclear because it lacks in-text citations. ... For other uses, see Hypnotized (song). ... A subliminal message is a signal or message designed to pass below (sub) the normal limits of perception. ... Much of the recent sociological debate on power revolves around the issue of the constraining and/or enabling nature of power. ...

Systems of persuasion for the purpose of seduction: Brainwashing (also known as thought reform or as re-education) consists of any effort aimed at instilling certain attitudes and beliefs in a person — sometimes unwelcome beliefs in conflict with the persons prior beliefs and knowledge. ... It has been suggested that this article or section be merged with Brainwashing. ... Mind control (or thought control) has the premise that an outside source can control an individuals thinking, behavior or consciousness (either directly or more subtly). ... For other uses, see Torture (disambiguation). ...

// In sociology, seduction is the process of deliberately enticing a person into an act. ... The Mystery Method is a patent-pending[1] method of seduction first popularized by Erik Von Markovik a. ...

See also

Look up Persuasion in
Wiktionary, the free dictionary.

Wiktionary (a portmanteau of wiki and dictionary) is a multilingual, Web-based project to create a free content dictionary, available in over 151 languages. ... The elaboration likelihood model (ELM) of persuasion (Petty & Cacioppo, 1986) is a model of how attitudes are formed and changed (see also attitude change). ...

References


  Results from FactBites:
 
Crimes of Persuasion: Nigerian email scams, consumer frauds. (607 words)
White collar crimes such as prime bank fraud, pyramid scams, internet fraud, phone scams, chain letters, modeling agency and Nigerian scams, computer fraud as well as telemarketing fraud are fully explained.
To inform the public, along with law enforcement personnel, justice officials and victim support groups on the workings and scope of telemarketing and investment fraud so that efforts can effectively be taken to minimize the impact on its victims and ensure that adequate penalties are in place to deter the perpetrators.
Under Investigation: The inside story of the Florida Attorney General’s investigation of Wilhelmina Scouting Network, the largest model and talent scam in America.
Persuasion by Jane Austen. Search, Read, Study, Discuss. (0 words)
C.S. Lewis judges, “for Persuasion, from first to last, is, in a sense in which the other novels are not, a love story.” Anne knows passion, though it is not of the sort for public display.
In this respect Persuasion is dense, perhaps most difficult of all Austen's novels and a challenge in translating to a visual medium.
I have to do a seminar paper on Persuasion with connection to the Romantic period and feminism and I really have a writer's block in that department.
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