Persuasion Test 2

Darwinism

Behavior and persuasion studied as adaptive survival responses

behaviorism

Focus on observable behavior only, Persuasion seen as operant conditioning: stimulus–response–reward patterns

operant conditioning

controlling behavior by stimulus response and habit

cognitive psychology

Full acceptance of mind, perception, and social environment, Persuasion influences internal thought, social norms, and self-efficacy

Functionalism

Mind accepted as researchable; focus on attitudes and purposes, Persuasion influences general attitudes and motivations

postmodern developments 

Attention to emotion, addiction, irrational behavior, Persuasion expanded into counseling, therapy, social reform, and propaganda

Buyer’s Remorse / Regret

discomfort after making a decision

Reverting / Quitting

backing out or undoing a choice.

Selective Attention

seeking information that supports the decision (avoid dissonance)

Information Filtering

ignoring content that increases regret.

Post-Purchase Integration

adapting product into habits and self-image (reduces dissonance)

Induced Compliance

High vs. Low Rewards: small rewards can create more dissonance → attitude change.

Counter-Attitudinal Advocacy

arguing for a belief opposite your own increases dissonance.

Coercion and Resistance

forced behaviors create dissonance but may lead to resistance instead of persuasion.

Hypocrisy Induction

pointing out inconsistencies in one’s actions and beliefs to motivate change.

Backfire Effect

excessive pressure or shame can increase resistance rather than reduce dissonance.

Logos

Logical appeal—facts, evidence, reasoning

Pathos

Emotional appeal—feelings, needs, empathy

Ethos

Credibility and character of the speaker

Telos

The ultimate purpose or goal of persuasion

Kairos

The right timing or opportunity for a persuasive act

change agent

influences decision-makers, listens to stakeholders.

Task Force

change agent, wide ranging and research, clear agenda, shared leadership, diverse persepctives

Perceived behavioral control

An individual’s perception of how easy or difficult it will be to perform a particular behavior.

Parallel to Self-Efficacy (Bandura)

belief in one’s ability to perform the behavior

Increase Self-Efficacy

show simplicity, provide instructions, examples, or demonstrations.

Coping with Objections using PBC

• Increase Self-Efficacy: show simplicity, provide instructions, examples, or demonstrations.

• Reduce External Barriers: address cost, time, or resources.

• Offer Support: provide encouragement, reassurance, or community backing.

  • Show Success Stories: highlight real people who have succeeded.

Salience

how prominent or accessible a belief is when evaluating something.

Dissonance

psychological discomfort from holding conflicting cognitions.

Magnitude

depends on importance and ratio of inconsistent to consistent elements.

Reduction Methods CDT

• Change one of the cognitions

• Add new consonant cognitions

  • Reduce importance of the conflict

Induced Compliance

acting against one’s beliefs → internal tension → possible attitude change.

Selective Exposure

seeking confirming info to avoid dissonance.

Reasoned Action Theory

behavior determined by intention, which is shaped by:

Attitude Toward Behavior (evaluation of outcome) Subjective Norms (social expectations) Perceived Behavioral Control (perceived ease or difficulty)

Behavior Link

the stronger the intention, the more likely the behavior.

Changing Attitudes

modify salient beliefs about outcomes.

Changing Norms

emphasize approval or disapproval from valued others.

Increasing Control

make behavior seem easier or provide resources.