Persuasion Week 7 lecture 1
Persuasion Week 7 lecture 1 STRC 2112
Popular in Strategies and Tactics of Persuasion
Popular in Strategic Communication
This 2 page Class Notes was uploaded by Michelle Goldsborough on Tuesday October 11, 2016. The Class Notes belongs to STRC 2112 at Temple University taught by Abbe Depretis in Fall 2016. Since its upload, it has received 2 views. For similar materials see Strategies and Tactics of Persuasion in Strategic Communication at Temple University.
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Date Created: 10/11/16
Persuasion Reception and Responsibility Chapter 7: Psychological or Profess Premises: The Tools of Motivation and Emotion Persuasion First Premises - Psychological or Process Premises: the tools of motivation and emotion - Content or logical premises in persuasion - Cultural premises in persuasion - Nonverbal premises in persuasion Needs: The first process premise - Vance Packard’s motivation research o Motivation researchers assume three things about people: They don’t always know what they want when making a purchase; You can’t rely on what they say they like or dislike; and They don’t usually act logically when they buy, vote, or join. o Packard’s “Compelling Needs” Emotional Security Reassurance of Worth-feeling valued by others Ego Gratification- self importance Creative Outlets Love Objects Sense of Power or Strength Roots Immortality Maslows Hierarchy of Needs -Basic needs- air, food, water, shelter, sleep -Security Needs- ability to continue to fill the basic needs of life -Belongingness and Affiliation Needs- the need to interact with others and to identify with some group -Love and Esteem Needs- the need to be valued b the members of the groups with which we affiliate -Self- Actualization Needs- the achievement of one’s full potential or capability. Uses of the Needs Process Premise -As the persuadees, we must conider the persuasive requests made of us from the perspective of our own needs. -And as persuaders, we should examine the current needs of those we wish to influence - If we do that, we are more likely to succeed and to do our audience a service by giving them a way to satisfy their needs. Emotions: the second process premise Fear, guilt, anger, pride, happiness and joy
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