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Psychology of persuasion
Transcript of Psychology of persuasion
2. You're tying to persuade your parents to buy you an expensive phone, so you remind them that just a few days ago you took them out to eat at that fancy (and expensive) restaurant.
3. You're trying to get your little sibling to do something for you, but they won't obey, so you mention that they're not you instructions but your parents'.
4. Sally and Daisy are both trying to get you to buy cookies from them. But you like Sally more than Daisy, so you buy the cookies from Sally instead. Introduction Reciprocation Persuasion: process by which our behaviors and attitudes are influenced by the ideas of others.
According to Cialdini, there are six Persuasion methods:
Commitment and Consistency
Scarcity The social urge to return a favor, gift, or concession.
associated with guilt
Christmas Card experiment Free Samples are a widely used tactic by marketers and fundraisers to make the costumer feel the need to buy it. What if they buy you a gift, and you didn't? Each action we make creates a desire to commit to the position that our action represent.
We change our thoughts or behaviors to maintain consistency with both ourselves and others.
Psychologists Jonathan Freedman and Scott Fraser Experiment The principle of liking states that we are more likely to say yes to a person or product that we like.
Familiar When availability is threatened, the object in mind becomes more attractive when we believe we can't have than it would normally would.
Psychologist Jack Brehm-Reactance theory When we're not sure whether something is right or not, we tend to follow the crowd.
If everyone does it, it's for a reason right?
Street corner experiment Work Cited Zach Davis. Nov 18 2010. The Power of Reciprocity. Retrieved from http://zrdavis.com/the-power-of-reciprocity-video/
Jeff Sexton. Feb 11 2010. 6 Powerful Social Media Persuasion Techniques. Retrieved from http://www.socialmediaexaminer.com/6-powerful-social-media-persuasion-techniques/
Lynn. April 8 2007. The psychology of persuasion –consistency. Retrieved from http://www.takebackyourbrain.com/2007/the-psychology-of-persuasion-consistency/
Milos Radakovic. 2010. Theories of persuasion and psychology: the power of situations. Retrieved from http://www.diplomacy.edu/resources/general/theories-persuasion-and-psychology-power-situations
persuasion. (2013). In Encyclopædia Britannica. Retrieved from http://www.britannica.com/EBchecked/topic/453093/persuasion
propaganda. (2013). In Encyclopædia Britannica. Retrieved from http://www.britannica.com/EBchecked/topic/478875/propaganda
Lynn. April 22 2007. The psychology of persuasion – liking. Retrieved from http://www.takebackyourbrain.com/2007/the-psychology-of-persuasion-liking/
Lynn. May 4 2007. The psychology of persuasion – scarcity . Retrieved from http://www.takebackyourbrain.com/2007/the-psychology-of-persuasion-scarcity/
Lynn. April 1 2007. The psychology of persuasion – reciprocation. Retrieved from http://www.takebackyourbrain.com/2007/the-psychology-of-persuasion-reciprocation/
Willow Lawson. July 31 2009. Persuasion: Battle on the Car Lot. Retrieved from http://www.psychologytoday.com/articles/200508/persuasion-battle-the-car-lot It is in our human nature to swayed towards obeying someone who we perceive as an authority figure.
People with experience know best. They know what they're doing.
Milgram's electric shock Instructions: Read the example and tell which method of persuasion is being used :) How it Happens:
1.Communication is presented.
2.Person must pay attention to content and develop a clear understanding of the content .
3. Person must agree with the statement and this new position has to be retain long enough for a person to act on it.
The ultimate goal of the persuasive process is for individuals (or a group) to carry out the behavior implied by the new attitudinal position. http://www.socialmediaexaminer.com/6-powerful-social-media-persuasion-techniques/