Persuasion I
Define Persuasion
Using Deliberate and strategically designed messages that are intended to change beliefs, attitudes or behaviors, or any combination of the three.
Define Leadership and Task Orientated leaders
Leadership- a process whereby an individual influences a group of individuals to achieve a common goal.
Task Orientated Leaders- Less concerned with staff motivation. Standard operating procedures and the organizational structure are their main concerns. Favor behaviors in line with Initiating, Organizing, Clarifying, and Information gathering.
Group-think and its causes
-The group phenomenon that occurs when a group of people for a consensus in order to avoid conflict.
happens because... same mindset, poorly gathered data, leadership within group is highly influential, avoid conflict because high stress, and group fails to provide critical analysis and open dialogue regarding decision-making.
Computer mediated communication? Advantages and disadvantages?
Any human communication achieved through computer or internet technology.
+connects people geographically, flexibility, greater reflection and egalitarian potential.
-limits non verb comm, more deception potential, misunderstandings, flaming
Name 5 myths
-meanings are in words
-communication is a verbal process
-telling is communicating
-communication will solve all our probelms
-comm is a good thing
-more communication the better
-comm can break dwn
-comm is natural ability
What are beliefs, attitudes, values and behavior and what role do they play in persuasion?
Beliefs- What one believes to be true. If someone believes it to be true already, persuasion occurs easier.
Values- Things people hold dear. Attitude change process in consistent with receiver values.
Attitudes- Positive or negative feelings towards something. If attitude is negative, it will be harder to persuade.
Behavior- Action. If a behavior is practiced already, it will be easier to persuade.
Trait Leadership Theory/Great Man Theory, Skill & Ability Theory, Behavior Theory.
Trait Leadership Theory- focuses on identifying different personality traits and characteristics that are linked to successful leadership across a variety of situations. Ability to lead is something that people are born with and we can modify and change.
Skill and Ability Theory- proposes that good leaders have a set skills that they have developed over time.
Behavior Theory- A leader's behavior is the best predictor of his leadership influences. As result, determines his or her leadership success.
Argues that human behavior is socially constructed and social systems are produced and reproduced. Rules and resources used to produce and reproduce a social system is called a group.
Structuration Theory
Tendency for people to say and do things in cyberspace that they would not ordinarily say or do in face-to-face encounters. Reduced concern for self-presentation and judgement of others.
Online Disinhibition
Transnactional Model
Sender, receiver, message, noise, channel, feedback, and situation/context.
The process of using messages to pair a new concept with concepts that are already liked. Marketers use this by pairing their products with things that the audience already values or likes.
Classical Conditioning
Relational approach. Include strengths and weaknesses.
The idea that leadership effectiveness has to do with the ability of the leader to create positive relationships within the organizations.
+Strengths: 1) good balance betweeb focus on indiv. and rest of group. 2) only model that describes groups' relationships with outsiders. 3) A great guide for emergent leaders.
-Weaknesses: 1) Might seem that the process is most important. 2) Being inclusive and empowering are similar and can be confused. 3) model difficult to put in action.
Five Stages of Group Development
Forming (establish relationships, seek direction from leader, conflict is avoided, potential plans)
Storming (Clarify goals and determine roles in group power structures, concern with interests and opinions, questions arise of responsibility and rules.)
Norming (establish roles and norms, most efficent ways to work together and resolve conflict, Unity and cohesion)
Preforming (groups overcome obstacles, meet goals, most conflict resolved, share info, solicit ideas, flexible and functional)
Adjourning (life cycle ends, reflection on exit stage,maintain long-term interpersonal relationships).
Phubbing & examples.
-Act of snubbing or ignoring others in social setting by using oneself with one's phone or mobile device.
-using phone while at dinner with someone art home, setting phone where you can see it while spending time with someone, checking phone during mean with someone, glancing at phone in middle of conversation, keeping phone in hand while with someone, using phone while watching TV, etc.
Explain Social Judgement theory and the three latitudes.
Evaluating an argument by comparing it with what they already believe. People evaluate persuasive statements to determine whether they fall into latitude of acceptance, latitude of non-commitment, or rejection.
Transformational Leaders and effects.
Help in intellectual stimulation, individualized consideration, inspirational and motivational and idealized influence.
Effects-
-challenges the status quo
-encourage creativity and explore new ways of doing things among followers
-Find new ways to learn from followers
-Offer support and encouragement to indiv. followers to foster supportive relationships.
-keep lines open so followers share ideas
-offer direction recognition of unique contributions
-clear vision that will articulate to followers
Fostering diverse relationships
20% rule. - At least 20% of the group is ethnic minority or female.
Why do people engage in Phubbing?
fear of missing out, lack of self-control, addiction and need for social connection/belonging.
Explain Cognitive Dissonance Theory, Elaboration Likelihood Model, and Cialdini's Fixed Action Patterns.
Cognitive Dissonance Theory- stresses that all people desire consistency in their thoughts, feelings and actions.
Elaboration Likelihood Model- a dual-processing model that explains both critical thinking internal responses and responses based on mental shortcuts. Central Route- careful assessment and critical thinking of what is being said or presented. Typically how people evaluate and process messages about less important beliefs. Peripheral route- responding to persuasive messages with little critical thinking. Typically how people evaluate and process messages about less important beliefs.
Cialdini's- People can be moved towards certain behaviors with simple cues in the persuasion environment and messages.
A servant leader focuses primarily on the growth and well-being of the people and communities to which they belong. Shares power and puts the need of others first and preforms high as possible. Have a social responsibility to be concerned with the organization and its followers, and uses less power and control. Which companies use this?
Robert Greenleaf Servant Leadership Model
SAS, Whole Foods, Aflac, Marriot International, Nordstorm, Starbucks
Primary or secondary group?
Mom, dad, best friend
OR
teachers, classmates
Mom, dad, bff- PRIMARY
classmates, teacher- SECONDARY
Micro-moments
People automatically turn to phones for new knowledge.