Factors Influencing Persuasion 1
What 3 factors influence persuasion?
Content of the message (What does the message say?)
Source (Who is delivering the message?)
Audience (Who is receiving the message?)
Why might a message be persuasive to Don, but not to Alexis?
Individual differences, such as age, gender, personality, etc.
True or false
According to liking, when people like us (and make us feel good about ourselves) we are more likely to be persuaded by them
True
That's not all
Feeling of resistance when a person feels that their freedom of choice is threatened. Name the term
Reactance
How might one's mood influence the level of persuasion? Explain.
People are more likely to be persuaded when they are in a happier mood.
Remember: being happy takes more cognitive effort, meaning people will likely use the peripheral route
Which groups are more likely to be persuasive to you and why?
Your peer groups are likely the most persuasive as they are the most Similar to you
The perceived level of authority can be influenced by...
(name at least 2 things)
One's role, clothing, or language used
A big request is made and is denied. Then, a small request is made, which seems much more reasonable. Which technique is described here?
Door in the Face
Being alerted of persuasion in advance (People are committed to an attitude and can generate counter arguments).
Name the term.
Forewarning
Why is subliminal messaging considered a suboptimal method of persuasion?
Only simple messages have an effect
Effect is very temporary
There are more cost-effective techniques
You trust Dr. Duff's arguments more than you trust that of Mr. Patag's.
With respect to the source of the message, why is this the case?
Dr. Duff's tittle awards her more Credibility
We perceive things as more valuable as they become less available. Match the term.
Scarcity
A car dealership offers you a car at a good price. You agree, only to be met with additional fees and taxes. You also accept because you've already committed.
What is this an example of?
Lowballing
Exposure to a weaker version of a counterargument can build resistance against stronger versions. Less likely to change one's attitude later. What is the term?
What is Inoculation?
The source of the message is a significant factor that influences persuasion. Name its 3 components.
Attractiveness, Credibility, and Similarity.
According to research, people who are of _ motivation are more likely to be persuaded by strength of an argument, whereas people of _ motivation are more likely to be persuaded by expertise.
High, Low.
Imagine that your server, Mario, delivers your bill with free mints and candy. Being that he gave you something, you feel obliged to return the favor and leave a good tip. What is this an example of?
Reciprocity
The Lowballing and Foot in the door technique both have one thing in common...
Hint: Cialdini's weapons of persuasion
Commitment and consistency
What does forewarning and inoculation have in common?
Both techniques relate to one's attitude
Imagine that you are part of a marketing team for a new product. If you were marketing to people using the central route to persuasion, what would your ad look like and why?
Include more information about the benefits of using the product.
- When using the central route, people are of higher motivation and will think critically/spend more time deciding.
Mac is tired and hungry after her boring research methods class. So, when buying food after class, she spends little time deciding and chooses a product with the prettiest packaging. What route to persuasion is she using and why?
She is using the peripheral route to persuasion because she is low on motivation (cognitive energy, time, resources).
All of Diego's friends LOVE in n out. As a result, he is persuaded to eat there himself. This is an example of?
Social Proof
Which of Cialdini's weapons of persuasion does the Foot in the door and lowballing technique both use?
Hint: aligning behavior with prior commitments
Commitment and Consistency
Solicitors on campus can be quite pushy, making you more likely to resist persuasion. Using the concept of reactance, how might you fix their approach?
By making their approach less forceful and emphasize the individual’s freedom to choose.