Theories of Persuasion - 2
knowledge stuctures represent actions necessary for accomplishing goals.
psychological and communicative process involved in carrying out plans, including implementing, modifying, and negotiating plans.
recall a specific situation in which they have attempted to achieve the same goal.
planners imagine themselves in a specific situation where they are trying to accomplish the goal
ensembles of episodes
simultaneously consider a number of similar experiences they have had when trying to reach a goal.
cite people who have accomplished the goal and employ their actions
state they have had explicit instructions in how to achieve the goal
have developed plans to achieve a similar previous situation
ill ask a lot for book b, but give him a lot for book a
be friendly so he'll think im giving him a good deal
emphasize the quality of the books and what they are worth
i wont go below x no matter what they say
ill see what they want and then talk about it
How do length and extensiveness of plans relate to persuasive effectiveness?
more extensive plans yield more implementation of planned ideas. Longer, more diverse plans are more effective
What are some explanations for why people will sometimes continue to say the same thing, even when they are not being effectively persuasive with that message?
lack of argumentation skill, negative effect interferes with cognitive processes, people may not be motivated to modify plans.