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Unit 9Social influence and persuasion
Chapter 8
By Mpilo MT
,Learning objectives
• Distinguish normative and informational
influence
• Categorise the techniques of social influence in
terms of the four basic principles and describe
ways of resisting these techniques
• Explain how a persuasion attempt can be
described by ‘who says what to whom’, and
identify which factors of each element are most
likely to elicit successful persuasion
• Summarise the two routes to persuasion,
applying the concept of the duplex mind to
describe the two routes
• Describe some of the steps you can take to
increase your resistance to persuasive attempts
to change your attitudes
Copyright © 2018 Cengage Learning. All Rights Reserved.
, INTRODUCTION
• Consider how fast the Nelson Mandela Children’s
Hospital was built
• Mandela’s vision for the hospital helped ensure that
people and companies donated funds to turn the
vision into a reality
• The case of Terence Kelly/Khalid Terry also shows
how an idea can influence an individual
Copyright © 2018 Cengage Learning. All Rights
Reserved.
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