Chapter 2 Foundations of Persuasion Flashcards
Definition of Persuasion
A symbolic process in which communicators try to convince other people to change their own attitudes or behaviors regarding an issue through the transmission of a message in an atmosphere of free choice.
What are the 5 components of persuasion?
- Symbolic
- People persuade themselves
- Free Choice
- Transmits a message
- Attempts to influence
What is a symbol?
A form of language in which one entity represents a concept or idea, communicating rich psychological and cultural meaning. Ex. Star of Davids, flags, Holy Cross
Persuader’s intend to do what?
Change another individual’s attitude or behavior and must be aware (at least at some level) that they are trying to accomplish this goal.
Can young children be persuader’s and why?
No, because they have not reached the mental state to be aware that they are trying to change a person’s mind.
Definition of Social Influence
Broad process in which the behavior of one person alters the thoughts or actions of another.
When can social influence occur?
When receivers act on cues or messages that were not necessarily intended for their consumption.
Can you force people to be persuaded?
No, you can only activate their desire and show them the logic behind your ideas. People persuade themselves.
Persuasion typically involves change.
Entices people to alter their attitudes they already posses and not form attitudes.
Persuasion Examples from chart
- Friends attempt to influence another’s opinion of movies
- Loved one’s antidrug appeal
- Advertising
- Health and public service message
- Political campaigns
- Sales and telemarketing
Coercion examples from chart
- Threatening messages
- Employer’s directives
- Interrogation
- Communication in dangerously abusive relationships
- Ban on smoking
- Vaccine mandates
Borderline Cases of Persuasion
- Art
- Movies
- Music
- Entertainment TV shows
- News
- Heart-rending photographs
Definition of Coercion
Technique for forcing people to act as the coercer wants them to act - presumably contrary to their preferences.
Coercion
When an individual perceives they have no choice but to comply. There is usually a threat or harm to the message receiver.
Are coercion and persuasion polar opposites?
No, they are better viewed as lying on a continuum of social influence.
When does coercion occur?
When the influence agent
(a) delivers a believable threat of significant physical or emotional harm to those who refuse the directive, (b) deprives the individual of some measure of freedom or autonomy, and (c) attempts to induce the individual to act contrary to their preferences.
What is Propaganda?
Refers to instances in which a group has near or total control over the transmission of information and dissent is prohibited or forcibly discouraged.
Examples of Propaganda
North Korea: religion is banned, citizens’ communications are closely monitored.
What is the second characteristic of propaganda?
Falsehood. Always deceptive, presenting only one sliver of the facts - the one propagandists want people to hear.
What is the third difference between propaganda and persuasion?
Propaganda necessarily involves the media, both the mass and social media. Persuasion occurs in mediated settings but also in interpersonal and organizational context - one on one, group meetings, and large political rallies.
What is a fourth feature of propaganda?
The source of a message designed to appeal to masses of individuals is frequently obscured, deliberately hidden, or of unknown provenance.
What is the fifth difference between propaganda and persuasion?
The semantics. Propaganda has a negative connotation to it.
Definition of Propaganda
a system of communicating information, in which the communicator has near or total control over the transmission of information and relies on media to reach masses of individuals with false, deceptive, frequently covert messages; the term evokes negative connotations and meanings in others.
Definition of Manipulation
A persuasion technique that occurs when a communicator hide his or her true persuasive goals, hoping to mislead the recipient by delivering an overt message that disguises its true intent.
What are some manipulative techniques?
Flattery, sweet talk, and false promises.
Is manipulation the same as coercion?
No, manipulations assumes free choice; it is mildly duplicitous form of persuasion. Coercion occurs when choice and freedom are compromised.
