CMM 308 : Chapter 14 : Interpersonal Persuasion
CMM 308 : Chapter 14 : Interpersonal Persuasion CMM 308
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This 4 page Class Notes was uploaded by Winn on Wednesday April 13, 2016. The Class Notes belongs to CMM 308 at Marshall University taught by Dr. Tarter Barbara in Spring 2016. Since its upload, it has received 8 views. For similar materials see Persuasive Communication in Communication Studies at Marshall University.
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Date Created: 04/13/16
Chapter 14 : Interpersonal Persuasion Book : Persuasion in the Media Age ( Third Edition ) – Timothy A. Borchers Important More Important Most important Interpersonal Persuasion in the Media Age : Interpersonal persuasion variables : Attraction : 1) Physical proximity : allows us to get to know other people 2) Attraction : result from physical attractiveness 3) Status : influences the attraction we have to others. 4) We are attracted to individuals who can provide us with personal rewards. Dominance : influences how we interact with others is dominance, which is defined as the ability to control or influence another individual. Dominance : is determined by three variables : the person trying to influence, the person being influenced, and the strategies used to influence the other person. Involvement : influence our discussion of interpersonal persuasion is involvement, which refers to the breadth and depth of our relationship with the other person. Situation : The physical environment, for instance, influences how individuals communicate. It is popular today for offices to use cubicles to separate employees. The social environment influences interpersonal communication. Compliance Gaining : is the use of persuasive strategies to induce behavior in another person. Techniques : 1) Rewarding activity : the techniques of pre-giving, liking and promise. 2) Punishing activity : the persuader seeks to negatively alter the receiver’s environment. 3) The positive and negative expertise techniques make up the expertise strategy. 4) Activation of internalized commitments, includes the techniques of positive and negative self-feelings, positive alter casting, positive esteem and moral appeal. 5) Activation of interpersonal commitments : the techniques of altruism, negative esteem, debt and negative altercasting. Situation : A threat : “Give me a better deal, or I will go to another dealer” A promise : “give me what I’m asking, and I’ll sign the paperwork to buy the new car right away” Liking : “I would really like to give you my business” Positive expertise : “ You know the car is worth more than what you’ve offered” Positive expertise : “Think about how much you’ll enjoy the shade if you don’t cut down the tree” Negative expertise : “without that tree in front of your house, we can see right into your living room” Altruism : “ Be a good neighbor. Don’t cut down that tree” Promise : “I’ll help you clean up the leaves each fall if you don’t cut the tree down” Liking : “Remember the good times our kids have had playing in that tree” Debt : “A few years ago, you didn’t want us to put up a fence and we didn’t” Positive altercasting : “Be a good neighbor. Keep the tree” Power : 1- Manipulate the consequences of some action 2- Define values and norms have power. Compliance gaining in the media age : 1) Media may make it more likely for persuaders to view a compliance- gaining situation as less personal than a face-to-face interaction. 2) Second power is often obscured when two parties interact through a medium. Sequential-Request Strategies : Foot in Door : The foot-in-the-door technique (FITD) uses a small initial request, followed by a larger second request. In a meta-analysis of FITD studies : First , the technique is more successful if the request is prosocial- that is, if it benefits someone other than the requestor. Second, one persuader need not make both requests. Third, Dillard argues that using an incentive, instead of a request, may reduce the receiver’s acceptance of the second request. Fourth, it is not clear what effect the size of the initial request has on acceptance of the second request. Door in face : Door-in-the-face technique (DITF).
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