tailieunhanh - Chapter 7: Persuasion Strategy Choices

Also known as compliancegaining strategies – how to get people to do things they might not otherwise choose to do. | Chapter 7 Persuasion Strategy Choices Outline Persuasion Strategies & Definitions ACE Model Role of Introductions Planning for Obstacles Communication Issues Credibility & Evidence Role of Trust Maintaining Face Persuasion Strategies & Definitions The text (pages 95-99) lists sixty-four conceptually distinct strategies developed by Kellerman & Cole (1994 Communication Theory) Also known as compliance-gaining strategies – how to get people to do things they might not otherwise choose to do Strategy categories are typically developed to reduce complexity and simplify choice Threat, orders, rigidity, caution, ACE Model Simplify strategies by categorizing in terms of type of appeal Emotional Reasoning Types of Reasoning Appeals (ACE) Appropriateness Consistency Effectiveness Appropriateness Appeals Involve the application of social pressure Example - One of your friends calls you to meet her at a bar later this evening. You tell her you have too much work to complete and need to study for | Chapter 7 Persuasion Strategy Choices Outline Persuasion Strategies & Definitions ACE Model Role of Introductions Planning for Obstacles Communication Issues Credibility & Evidence Role of Trust Maintaining Face Persuasion Strategies & Definitions The text (pages 95-99) lists sixty-four conceptually distinct strategies developed by Kellerman & Cole (1994 Communication Theory) Also known as compliance-gaining strategies – how to get people to do things they might not otherwise choose to do Strategy categories are typically developed to reduce complexity and simplify choice Threat, orders, rigidity, caution, ACE Model Simplify strategies by categorizing in terms of type of appeal Emotional Reasoning Types of Reasoning Appeals (ACE) Appropriateness Consistency Effectiveness Appropriateness Appeals Involve the application of social pressure Example - One of your friends calls you to meet her at a bar later this evening. You tell her you have too much work to complete and need to study for a test. She says, “But all of our friends will be there you have to go!” May be more effective with younger people – those who want to be liked and admired by others. Consistency Appeals Pertain to what a person like himself (or like the type of person he aspires to be) would do. Example – You are shopping with a friend who needs to purchase a suit for an upcoming interview with a company. Your friend is torn between two suits – one more trendy or contemporary and one that is more traditional. You attempt to persuade saying, “I think you should buy the more trendy suit – after all, it really reflects your artistic and creative side and will help you be distinctive.” May be more effective with people who are more individualistic and have “minds of their own” Effectiveness Appeals Relate to actions that will help bring about a result the person desires Example – A sales rep with Office Depot presents a plan to your university purchasing group to enable their administrative staff to .