How We Are Persuaded Flashcards
What are the three factors that determine our receptiveness to persuasion?
The three factors are the persuader’s personality traits, the presentation of the message, and our own characteristics.
How do the persuader’s personality traits affect our receptiveness?
Persuader’s credibility and attractiveness influence our receptiveness. We tend to trust credible people, like experts or leading figures in a field, and are swayed by attractive or likable individuals, especially on trivial issues.
Provide an example illustrating the influence of a credible persuader.
A judge’s opinion can influence our views on juvenile delinquency more than random individuals, just as a famous literary critic can sway our opinion on a book.
How does the attractiveness and likeability of the persuader affect persuasion?
Attractive and likable people can influence our decisions, particularly in trivial matters like choosing products endorsed by celebrities. However, they have less impact on more serious issues
What role does the presentation of the message play in persuasion?
The presentation of the message involves strategies such as rigorous reasoning, emotional appeals, one-sided and two-sided arguments, and personal experiences, which vary in effectiveness depending on the situation.
Explain the difference between one-sided and two-sided arguments.
One-sided arguments present information that supports the persuader’s point, while two-sided arguments include and refute contradictory information. The effectiveness of each depends on the persuadee’s knowledge and initial opinion on the topic.
When is a two-sided argument more persuasive?
A two-sided argument is more persuasive when the audience knows the topic well or when their initial opinion opposes the persuader’s view, as it appears more objective and thorough.
When is a one-sided argument more effective?
A one-sided argument is more effective when the audience knows little about the topic or when their initial view aligns with the persuader’s perspective, as it avoids confusion and reinforces existing beliefs.
How do self-esteem and mood affect a person’s receptiveness to persuasion?
People with low self-esteem are more easily persuaded as they lack confidence in their own ideas. Conversely, those with high self-esteem think more critically and are less likely to change their views unless convinced by strong arguments. People are also more receptive when they are in a good mood and less receptive when they feel forced.
Why might forcing someone to change their view be ineffective?
Forcing someone to change their view can create aversion and resistance, as people generally dislike being coerced into doing something, leading to a negative reaction and rejection of the message.
How can understanding these factors improve our ability to persuade others?
By considering the credibility and attractiveness of the persuader, the appropriateness of the message presentation, and the audience’s characteristics like self-esteem and mood, we can tailor our persuasive efforts more effectively to influence others.
