CHAPTER8Influence(a social-psychological perspective)
CHAPTER 8 Influence (a social-psychological perspective)
Questions to ponderDiplomacy is the art of letting someone elsehave your way---Daniele Vare, Italian diplomat
Questions to ponder Diplomacy is the art of letting someone else have your way. -Daniele Vare, Italian diplomat
Learning objectives1. Remember that influence strategies and tacticsare designed for attitudinal or behavioralchange.2. Learn how to pursue the central and peripheralroutes to persuasion from an influencer's angle.3. Learn how to intellectually resist the persuasiveeffects of messages devised by influenceseekers
Learning objectives 1. Remember that influence strategies and tactics are designed for attitudinal or behavioral change. 2. Learn how to pursue the central and peripheral routes to persuasion from an influencer’s angle. 3. Learn how to intellectually resist the persuasive effects of messages devised by influence seekers
Outline1.Two Routes to Influence: An Organizing Model2.The Central Routes to Influence: The Message and ItsDelivery3.Peripheral Routes to Influence4.The Role of Receivers-Targets of Influence5.Chapter Summary6.Assignment
Outline 1. Two Routes to Influence: An Organizing Model 2. The Central Routes to Influence: The Message and Its Delivery 3. Peripheral Routes to Influence 4. The Role of Receivers—Targets of Influence 5. Chapter Summary 6. Assignment
1. Two Routes to Influence: An Organizing Model: Key factors in the influence process, informed byShannon and Weaver's model of communication (1948)Alternatively, a more contemporary approach to howpersuasion works, ie, an organizing model developed byRichard Pretty and John Cacioppo (1986a, 1986b),suggestive of two general paths by which people arepersuaded.Q: What are they, in Pretty and Cacioppo's terms?
1. Two Routes to Influence: An Organizing Model • Key factors in the influence process, informed by Shannon and Weaver’s model of communication (1948). • Alternatively, a more contemporary approach to how persuasion works, ie, an organizing model developed by Richard Pretty and John Cacioppo (1986a, 1986b), suggestive of two general paths by which people are persuaded. Q: What are they, in Pretty and Cacioppo’s terms?