4.4 persuasion techniques

persuasion

influencing others’ attitudes/beliefs or changing how others think

elaborative likelihood model

theory describing how people process persuasive messages (2 ways to persuade..)

central route of persuasion

persuasion with content of the message => analysis, concrete evidence, thoughtful consideration

peripheral route of persuasion

persuasion relying on attractiveness/credibility of the speaker rather than the context

halo effect

cognitive bias: positive impression in one thing leads to positive impression in other things

foot-in-door technique

strategy: a small request increases likelihood of them doing a bigger request

door-in-face technique

strategy: asking a big request first, getting rejected, then asking for a smaller request

false consensus effect

cognitive bias: overestimating how much others agree with your belief

cognitive dissonance

psychological discomfort felt when holding conflicting beliefs => then changing to reduce discomfort

industrial-organizational psychologists

psychologists applying psychological principles to improve productivity