Week 3: Hargie persuasion article

Question 1

What are the differences between influence and persuasion? (4)

Answer 1

1. Conscious awareness; persuasion is intentional and influence is not
2. Resistance; persuasion must overcome resistance
3. direction; persuasion is one-directional while influence is reciprocal
4. Success; influence can lead to change but persuasion refers to a change attempt

Question 2

What are deliberative persuasions?

Answer 2

‘Gentle’; about debate, discussion, argument and analysis

Question 3

What are dictatorial persuasions?

Answer 3

‘Hard’; about propaganda

Question 4

What are the goals of persuasion? (6)

Answer 4

1. Adoption (start doing or believing something)
2. Continuance (keep doing or believing something)
3. Improvement (do something better or increase belief)
4. Detterence (do not start doing or believing something)
5. Discontinuance (stop doing or believing something)
6. Reduction (do it less or believe something less strongly)

Question 5

What are the main outcomes of persuasion (4)

Answer 5

1. instant success
2. No change
3. Heightened resistance
4. Delayed success

Question 6

What is the boomerang effect of persuasion?

Answer 6

an attempt at persuasions leads to the opposite result of the intention (it backfires)

Question 7

What is the sleeper effect of persuasion?

Answer 7

the long term effect of persuasion is stronger than the initial short term effect of that same persuasion

Question 8

What are 2 ways how targets can be encouraged to be more resistant to persuasion methods

Answer 8

1. Forewarnings
2. Inoculation

Question 9

Tell something about forewarnings (2)

Answer 9

1. Warning people of an impeding influence so they enhance their vigilance
   2 types; persuasion intent statement; topic and position statement

Question 10

What is the difference between persuasion intent statements and topic and position statements? (2)

Answer 10

1. Persuasion intent is about the speaker; I’m about to persuade you
2. Topic and position statements; from an outsides, what will be presented and what is the stance of the spaker

Question 11

Tell something about inoculation (2)

Answer 11

1. Actively preparing targets to refuge a message
2. Two main components: Threat and refutation pre-emption

Question 12

What are 4 reverse psychology ways to overcome resistance? (thus improve influencing)

Answer 12

1. Co-opting; suppress the rejection of arguments (1st reaction will probably be to decline)
2. Ironic or rebound effect; tell the opposite so individuals will do what you want (don’t think of a pink elephant)
3. Paradoxale suggestions; telling someone they might not be able to do something
4. Alternative choice double-bind; creative choices but both in favor of what you want (you want someone to help and ask; do you want to cook or clean?) usually done within children

Question 13

What are the 5 septs of successful persuasion?

Answer 13

1. Precontemplation (no intent in change)
2. Contemplation (awareness about issue)
3. preparing (implementation intentions)
4. Action (implementation, exhibit new behavior)
5. Maintenance

Question 14

What are the 2 cognitive routes of persuasion?

Answer 14

1. central, conscious = more persistent
2. Peripheral, unconscious, less persistent