Psychological Methods Of Persuasion


The opponent accepted the request, and Franklin found, as he had predicted, that the opponent began to like him more after doing it. Explain this “Benjamin Franklin effect” in terms of self-perception and cognitive dissonance. Describe a time when your attitudes changed on the basis of your observation of your behaviors. Principles of self-perception suggest that to create true attitude change we should avoid using too much punishment or too much reward. A close alternative to low-balling is known as the bait-and-switch technique, which occurs when someone advertises a product at a very low price.

Then all the women got a chance to listen to the group’s conversation, which turned out to be very boring. Cognitive dissonance is an important social psychological principle that can explain how attitudes italics google chat follow behavior in many domains of our everyday life. For instance, people who try but fail to quit smoking cigarettes naturally suffer lowered self-esteem (Gibbons, Eggleston, & Benthin, 1997).

People who feel that exposure to a persuasive message threatens their freedom are particularly motivated to restore their freedom. People tend to respond with anger and irritation upon reactance arousal . The motivation to restore freedom often results in attitudes or behaviors countering those advocated by the message. When reactance is induced, people may overcorrect whereby the original attitudes and behavior are valued even more than before . Therefore, we argue that restoring threatened freedoms can also be achieved through empowerment strategies. The result of this processing is a discounting of the persuasive message so that people need not question the accuracy of their existing belief-system.

Backing out on a commitment seems wrong and may threaten self-esteem, even if the commitment was obtained in an unethical way. Neural activity predicts attitude change in cognitive dissonance. In short, when we use harsh punishments we may prevent a behavior from occurring. However, because the person sees that it is the punishment that is controlling the behavior, the person’s attitudes may not change.

Theyre the ones who know when to stop because they are the ones who know when to stop. In other words, our field experts are the ones who know when to stop. They’re the ones who can tell us to stop because the experts in our field are the ones who know when to stop.

In general, threats to freedom are likely to be triggered by any or all message factors that seem to impose a certain behavior or opinion upon the audience. Examples of language that threatens choice include phrases such as “No other conclusion makes any sense” and “There is a problem, and you have to be part of the solution” (Dillard and Shen, 2005; see also Quick and Stephenson, 2007). Kronrod et al. have used the term “assertive language” to refer to messages that use the imperative form or other wording that leaves no option for refusal (i.e., “you must…”). In their study of messages about environmental issues, these authors found that such language may reduce compliance from individuals who attach little importance to the topic (see also Baek et al., 2015). Moreover, guilt appeals have also been found to induce feelings of anger, which is an essential element of reactance. For example, Englis found that people who were exposed to a guilt commercial reported lower levels of happiness and higher levels of anger, scorn, and disgust.

It only becomes evident after the person reviews his or her reason why they completed the original request. Freedman and Fraser thought that after satisfying the smaller initial request, if the person was not forced to do then they must be “the type of person who fulfills such requests”. Watch this webinar to learn how to be a more influential leader. Becoming more persuasive and effective at influencing will help you achieve career success. The position of a leader in an organization and the power it gives are not enough to motivate or inspire people. A leader promotes or sells their ideas or the ideas of those that they represent.

“Your support meant that a new program can be developed for youth in our community,” “Because of you, we were able to feed three additional families this holiday season.” People like to know that their actions have made a positive difference. “That’s great! We really appreciate it!” Even if no commitment is made, thank the person for listening, and for the consideration given. Verbal approval, even a ‘thank you’ is reinforcing; it strengthens the likelihood that more commitments (both first-time commitments and subsequent ones) will be made and actions will be taken in the future.