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Theories of Persuasion - 2

STUDY
PLAY
Plans
knowledge stuctures represent actions necessary for accomplishing goals.
planning
psychological and communicative process involved in carrying out plans, including implementing, modifying, and negotiating plans.
specific episodes
recall a specific situation in which they have attempted to achieve the same goal.
hypothetical episodes
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.
role models
cite people who have accomplished the goal and employ their actions
instruction
state they have had explicit instructions in how to achieve the goal
previous plans
have developed plans to achieve a similar previous situation
logrolling
ill ask a lot for book b, but give him a lot for book a
impression management
be friendly so he'll think im giving him a good deal
argumentation
emphasize the quality of the books and what they are worth
setting limits
i wont go below x no matter what they say
reactivity
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.