We discuss the role of source variables in persuasion settings, the determinants of an. Deriving cues on source expertise from argument quality article pdf available in current research in social psychology march 2004 with 1,057 reads. How neuromarketing can help you persuade anyone, anywhere, anytime will make your personal and business lives more successful by unveiling a credible and practical approach towards creating a breakthrough persuasion strategy. In fact id say its worth 10% more than the blue book value. The project gutenberg ebook of persuasion, by jane austen this ebook is for the use of anyone anywhere at no cost and with almost no restrictions whatsoever.
In a notable study of power conducted by social psychologists john r. Best persuasion books books that help anyone selling anything do it more effectively. Social psychology social influence occurs when one person the source engages in some behavior such as persuading, threatening or promising, or issuing orders that causes another person the target to behave differently from how he or she would otherwise behave. Two of the most commonly studied source variables are credibility and attractiveness. The widely adopted, now classic book on influence and persuasiona major national and international bestseller with more than four million copies sold. In this highly acclaimed new york times bestseller, dr. Various outcomes can result when social influence is. This was followed by ravens subsequent identification in 1965 of a sixth separate and distinct base of power. The central route to persuasion uses facts and information to persuade potential consumers. The project gutenberg etext of persuasion, by jane austen. This research note is part of a series that briefly discusses topics related to the science of persuasion. The authors propose an incongruity hypothesis, suggesting that source certainty effects depend on perceived source expertise.
The effects of perceived opposition or support on message scrutiny show all authors. The effects of perceived opposition or support on message scrutiny, personality and social psychology 38 2012. The source is the person or entity who delivers the persuasive appeal, and a number of source characteristics have been shown to influence attitude change. An experimental test of the persuasive effect of source. One simply has more of a trustbelievable factor than the other.
Narratives and source similarity have seldom been examined in tandem as strategies for health persuasion. Source factors evaluation of the elm glossary references selftest. Mansfield park is a book that seems to regret change, to value stasis, and the traditional. Source expertise, source attractiveness, and the processing of. In influence robert cialdini presents eyeopening ways that influence is used on you regularly. Persuasion can attempt to influence a persons beliefs, attitudes, intentions, motivations, or behaviors in business, persuasion is a process aimed at changing a persons or a groups attitude or behaviour toward some event, idea, object, or other persons, by using written, spoken words or visual tools to convey information, feelings, or. Source bias, also conceptualized as source trustworthiness, refers to the possible biasincentives that may be reflected in the source. This research explores the effect of source certaintythat is, the level of certainty expressed by a message sourceon persuasion. What values do the men of the navy bring to the society of the book.
The effects of perceived opposition or support on message scrutiny article pdf available in personality and social psychology bulletin 381. According to this main effect view, any one variable e. Its somewhat similar to the classic influence by cialdini. In addition, the results revealed that expert sources influenced perceptions of the products qualities.
Journal of personality and social psychology, 55, 541546. The timing of the identification of the sources expertise i. A third link between placebo effects and the persuasion literature was drawn by liberman 1962, who relied upon the yale approach. This study examined the persuasive effects of message type and source similarity on participants intentions to adopt a specific health behavior running for. The assembles masses appeared mesmerized to the extent that they would do whatever the dictator willed them. Messages that start out with low persuasion gain persuasion as our minds slowly disassociate the source from the material i. How to use 10 psychological theories to persuade people. Its a great place to start because its both foundational, simple, and dense. Changing attitudes through persuasion principles of. Persuasion by jane austen book club discussion questions. The story concerns anne elliot, a young englishwoman of 27 years, whose family is moving to lower expenses. Persuasion is the last novel fully completed by jane austen. What are the best books about the psychology of persuasion. The issue of whether or not trustworthiness influences persuasion is of.
The effect of a message source on the persuasion of a target audience has been a topic of interest to scholars in psychology, consumer behavior, and communications for many years. Source effects in communication and persuasion research. The story concerns anne elliot, a young englishwoman of 27 years, whose family is moving to lower their expenses and get out of debt. One important factor in persuasion is the nature of the source of a message. You may copy it, give it away or reuse it under the terms of the project gutenberg license included with this ebook or online at.
Source expertise, source attractiveness, and the processing of persuasive. Indeed, when you engage in these arguments with your parents and friends, you are instinctively using ancient strategies for persuasion that were identified by the greek philosopher aristotle a few thousand years ago. Originally published in 1817 a wonderfully pleasant classic by one of my favorite writers. Pdf compared to nonexperts, expert sources have been considered to elicit more processing of persuasive messages because of. Source expertise refers to the perceived competence of the source providing the information. Even though most persuasion techniques are presented as tools employed by sleazy salespeople there are also awesome salespeople, but they are not meant here and by cults, they are fascinating to learn because they apply to all human communication. The psychology of persuasion, i was eager to see if there was valuable advice i could use. Source factors one important factor in persuasion is the nature of the source of a message. Verbal persuasion an overview sciencedirect topics.
There can be no doubt that theres a science to how we are persuaded, and a lot of the science is surprising. Social psychology chapter 8 social influence and persuasion. Compared to nonexperts, expert sources have been considered to elicit more processing of persuasive messages because of expectations that the information. Source expertise, time of source identification, and. Citeseerx believe me, i have no idea what im talking. Source expertise, source attractiveness, and the processing of persuasive information.
England social life and customs 19th century fiction subject. When the message was largely irrelevant, they simply used the expertise of the source without bothering to think about the message. This study found that the more similar the source is to her audience, the more the audience tends to like the source. Persuasion by jane austen is a 2016 enhanced media publication. Other readers will always be interested in your opinion of the books youve. What value is placed on titles and the aristocracy. When the message came from a source with low expertise, resisting. Start studying social psychology chapter 8 social influence and persuasion. As expected, high selfmonitoring individuals agreed with the expert source regardless of the quality of the arguments. Persuasion is defined here at its most fundamental. Personal health blogs provide a suitable platform for such an investigation.
Harnishsource expertise, source attractiveness, and the processing of persuasive information. In three experiments, consumers receive persuasive. It was published at the end of 1817, six months after her death. Influence, by robert cialdini this is the classic book on how to persuade someone without them even noticing. Persuasion has won our popular vote and will be the subject of this months jane austen reading group. Specifically, greater physical attractiveness of the source leads to greater likability and an increase in persuasiveness of the source. In general, we are naturally more likely to accept the statements of an expert than a nonexpert. The widely adopted, now classic book on influence and persuasiona major. Bias, expertise, and the judges point of view michael h. Attitudes and persuasion introduction to psychology. The elm proposes that under low elaboration likelihood, source factors serve as simple acceptance or rejection cues under moderate elaboration likelihood source factors guide the extent of thinking. Citeseerx document details isaac councill, lee giles, pradeep teregowda. The elaboration likelihood model considers the variables of the attitude change approachthat is, features of the source of the persuasive message, contents of the message, and characteristics of.
The extent that a source of a persuasive message is seen to be knowledgeable about the messages topic. Fogg identified initial credibility as surface credibility in his 2003 book persuasive technology. Rogers and popularised in 2000 by malcolm gladwells book, the tipping point describes how new ideas spread through a population or social system across a bell curve, which reveals their disposition to innovation adoption see graphic. Source credibility and attitude certainty communication cache. Source factors and the elaboration likelihood model of.
French and bertram raven in 1959, power is divided into five separate and distinct forms. Abstract the elaboration likelihood model of persuasion elm is discussed as it relates to source factors in persuasion. The list is designed to be particularly helpful for marketers, entrepreneurs and leaders. Regardless of your level of expertise in marketing, neuromarketing, neuroscience or psychology. A source should be perceived as more credible when it 1 possesses greater expertise and 2 is less prone to bias. Changing attitudes through persuasion principles of social. Source credibility an overview sciencedirect topics. With an increase in source likeability, comes an increase in source persuasiveness. The message was supposedly prepared either by an expert source the carnegie commission on higher education, which was chaired by a professor of education at princeton university or by a nonexpert source a class at a local high school. Some of the most chilling examples of persuasive communication come from the middle of the last century in particular the speeches made by adolf hitler at the gigantic nazi party rallies in the 1930s and early 1940s. Source expertise is the extent that a source of a persuasive message is seen to be knowledgeable about the messages topic. Aristotle called his ingredients for persuasion pathos, logos, and. They identified those five bases of power as coercive, reward, legitimate, referent, and expert.
Cialdinithe seminal expert in the field of influence and persuasionexplains the psychology of why people say yes and how. Science of persuasion video transcript researchers have been studying the factors that influence us to say yes to the requests of others for over 60 years. Credibility refers to the sources a expertise and b trustworthiness. Additionally, readers formed the most favorable attitudes when the lowexpertise source expressed a great deal of certainty, and when the highexpertise source expressed uncertainty.
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