Langer, Blank, & Chanowitz (1978): Explaining/’because’ makes people more willing .
Heuristics: shortcut in brain for automatic decision making (ex. prize).
6 Weapons of Influence (Cialdini, 2016):
o Reciprocity: Response to positive action with a positive action (ex. candy with
check)
o Scarcity: people want freedom of choice, respond negatively to restrictions,
and will then restore freedom.
o Authority: part of our socialization process. (ex. uniforms, titles, cars)
o Liking: association message with source, more likely to approve if we like the
source (ex. pretty people, similar people, seen before, trust).
o Consensus: Social proof, look what others do and determine the social norms.
o Commitment: Consistency
o 7e extra weapon: Unity: shared identity, wanting to be part of a group (ex.
family)
Dynamics of persuasion: Components are interrelated, receiver is active, context is
everything and knowledge about persuasion.
Lecture 2: Principles of Persuasion (31-10-2019)
Automatic behaviour: we use rules of thumb because we have learned that it is the right
behaviour most of the times
Fixed action patterns:
o Click and Whirr
Systems for thinking: 1= automatic response, 2= controlled response.
, Lectures CPT
Lecture 3: Rhetoric’s of Speech (4-11-2019)
Body language enhances message
Elements of inspiration:
o Connection to source or message (ex. love, affection)
o Openness
o Senses, heightened senses when inspired
o Energy, move forward or create something
AMP model:
o Message: context
o Audience
o Presenter: engage with audience, add soul, rhetoric (power of words), rule of
tree, alliterations, repeat short phases.
Grabbing attention
o Ask questions
o Shocking facts
o Tell a (personal) story
Lecture 4: Political Micro Targeting (PMT) (7-11-2019)
Personality-based Political Micro Targeting
OCEAN-model
o Openness: enjoy new experiences
o Conscientiousness: prefer plan and order
o Extraversion
o Agreeableness
o Neuroticism
Congruence Theory: individuals prefer external stimuli when they are congruent with
their own personal attributes or some aspects of their self-concept.
Political campaigns saw potential in tailoring messages to specific voters because it is
more Effective and more Efficient (money).
Risk of invasion of privacy and manipulation
The benefits of buying summaries with Stuvia:
Guaranteed quality through customer reviews
Stuvia customers have reviewed more than 700,000 summaries. This how you know that you are buying the best documents.
Quick and easy check-out
You can quickly pay through credit card or Stuvia-credit for the summaries. There is no membership needed.
Focus on what matters
Your fellow students write the study notes themselves, which is why the documents are always reliable and up-to-date. This ensures you quickly get to the core!
Frequently asked questions
What do I get when I buy this document?
You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.
Satisfaction guarantee: how does it work?
Our satisfaction guarantee ensures that you always find a study document that suits you well. You fill out a form, and our customer service team takes care of the rest.
Who am I buying these notes from?
Stuvia is a marketplace, so you are not buying this document from us, but from seller isabellaroest. Stuvia facilitates payment to the seller.
Will I be stuck with a subscription?
No, you only buy these notes for $3.93. You're not tied to anything after your purchase.