Presentation is loading. Please wait.

Presentation is loading. Please wait.

AGENDA *Brainwashing *Credibility Lifton’s Theory (1961) Ideological Totalism *Internal backgrounds of brainwashed: “all or nothing emotional alignments”

Similar presentations


Presentation on theme: "AGENDA *Brainwashing *Credibility Lifton’s Theory (1961) Ideological Totalism *Internal backgrounds of brainwashed: “all or nothing emotional alignments”"— Presentation transcript:

1

2

3 AGENDA *Brainwashing *Credibility

4

5 Lifton’s Theory (1961) Ideological Totalism *Internal backgrounds of brainwashed: “all or nothing emotional alignments” Based on: *Biographical factors such as parental domination *Guilt *Identity problems Resistors rebelliousness self expression family loyalty Westernization

6 Falun Gong

7 Stockholm Syndrome

8 A Moon for the Misbegotten?

9 AGENDA *Credibility *Cognitive Consistency Theories *Cognitive Dissonance Theory *Social Judgment Involvement Theory *Elaboration Likelihood Model *Cialdini’s Strategies of Influence

10 Source Credibility: The Search for Factors Competing Definitions: *Attitude toward the source *Image of the source

11 Source Credibility: The Search for Factors Aristotle (343 B.C.E.) *Intelligence *Good Character *Good Will

12 Source Credibility: The Search for Factors Aristotle (343 B.C.E.) *Intelligence *Good Character *Good Will

13 Source Credibility: The Search for Factors Aristotle (343 B.C.E.) *Intelligence *Good Character *Good Will Hovland (1953) *Safety *Competence *Intention Toward the Audience

14 Source Credibility: The Search for Factors Berlo (1966) *Trustworthiness *Competence *Dynamism

15 Source Credibility: The Search for Factors McCroskey (1966) *Character *Authoritativeness

16 Source Credibility: The Search for Factors McCroskey in the 1970s *Character *Competence *Sociability *Extroversion *Composure & the critics

17 A Return ? *McCroskey and Young (1981) reductio ad absurdum *McCroskey & Teven (1999) the return of good will

18 How to raise Credibility *Character: be sincere tactfully explain any common ground with the audience make sure receivers understand that you do not have anything to gain personally by persuading them explain ways that you have the receiver’s best intentions in mind

19 How to raise Credibility *Competence: tactfully explain to receivers one’s basis for claiming confidence back up what you say with evidence be organized (number responses if appropriate)

20 How to raise Credibility *Dynamism: make an attractive (but not alluring) appearance use good delivery (vocal variety and eye contact) show confidence in taking action

21 Using Credibility Any Questions?

22 Credibility in the Job Interview Any Questions? To show character: *W*What can you tell me so that I would be able to get along effectively with the people with whom I will be working? *W*Would I be allowed to assume additional authority once I successfully handle the responsibility with this position? *D*Do you allow employees to become shareholders in the company?

23 Any Questions? To show competence: *W*What kinds of opportunities for advancement would exist for an especially competent person in a position such as this one? *D*Does your training program allow for individual study and enrichment? *I*If I were to have an idea that seemed particularly useful, would I be able to introduce it for management’s consideration?

24 Any Questions? To show dynamism: *C*Could you suggest some material I could read that would begin to prepare me for this position? *W*What levels of management can I reasonable aspire toward within this form? How rapidly can I move toward these opportunities? *W*What do you see as the greatest problem that must be solved by a person in this position before He or she can achieve great success?

25 Any Questions? To encourage them to make a commitment to you: *I*If you knew that I were to be awarded this position, what one piece of advice would you give me to help assure that I made a good start with this company? *A*Assuming I am offered this position, what argument would you use to persuade me to accept it?

26 AGENDA *Credibility *Cognitive Consistency Theories *Cognitive Dissonance Theory *Social Judgment Involvement Theory *Elaboration Likelihood Model *Cialdini’s Strategies of Influence

27 Language *Attitude: “our judgment” *Beliefs: “what we ‘know’ to be true or false” *Values: “core ideals about how to conduct our lives”

28 + US + Sexy friend -

29 + US + Sexy friend - Sexy friend’s spouse -

30 + US + Sexy friend - Sexy friend’s spouse - -

31

32

33 AGENDA *Credibility *Cognitive Consistency Theories *Cognitive Dissonance Theory *Social Judgment Involvement Theory *Elaboration Likelihood Model *Cialdini’s Strategies of Influence

34 Cognitive Dissonance Theory *W*We reduce cognitive dissonance by either: *C*Changing a cognitive element *A*Adding a cognitive element *P*Paradigms forced compliance social support

35 When Prophecy Fails

36 Paradigms forced compliance social support

37 AGENDA *Credibility *Cognitive Consistency Theories *Cognitive Dissonance Theory *Social Judgment Involvement Theory *Elaboration Likelihood Model *Cialdini’s Strategies of Influence

38 Social Judgment-Involvement Theory *E*Elements: latitudes of acceptance rejection (non commitment) *P*Prediction: the greater the latitude of rejection, the greater the degree of ego involvement

39 Social Judgment Involvement Theory The House Immigration Reform Bill Good___:____:____:____:____:____:____Bad

40 Social Judgment Involvement Theory The House Immigration Reform Bill Good___:____:____:____:__X_:____:____Bad

41 Social Judgment Involvement Theory The House Immigration Reform Bill Good___:____:____:__A_:__X_:_A__:____Bad

42 Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad

43 Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad

44 Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad Good_R_:_R__:_A_:__A_:__X_:_A__:_R__Bad

45 Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad Good_R_:_R__:_A_:__A_:__X_:_A__:_R__Bad

46 Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad Good_R_:_R__:_X_:__A_:__A_:_A__:_R__Bad

47 Examples of Dissonance *Positive Self Talk *Casablanca

48 When Does Dissonance Work? *No external rewards *Effort must be put into it *Consequences must believed important *Free choice to perform overt behavior

49

50 Elaboration Likelihood Model *Two Paths: uCentral Route (based on content appeals) uPeripheral Route (based on external elements) *Simultaneous Processing of Information on each path

51 Cialdini’s Methods of Persuasion *Reciprocation *Consistency *Social Proof *Liking *Authority *Scarcity


Download ppt "AGENDA *Brainwashing *Credibility Lifton’s Theory (1961) Ideological Totalism *Internal backgrounds of brainwashed: “all or nothing emotional alignments”"

Similar presentations


Ads by Google