For each of the persuasion “actions” described below,
identify the specific persuasion theory you believe best explains or fits the
method used by the “persuader” (or the result described). Then explain in a few words why the theory
you selected seems the correct one (e.g. what features of the theory match
scam artists tried to get people to buy a worthless stock by sending
email messages praising the stock in a way that led investors to think
they were getting insider information by mistake. That way they would believe the false
praise of the stock more readily.
Theory Since receivers (incorrectly) believe that
the message was not directed to them and is NOT an effort to persuade
them, attribution theory says they will not attribute a self-serving
motive to the sender and will, thus, be more likely to believe it. ELM peripheral
route could work too.
companies seek to have their clothing products used by movie stars and
other famous people in places where the products will be seen connected
to the stars in public settings.
Identity-Emotive Model: Viewers see the admired identity of the stars
(step 1), see the identity enacted in public settings where admirers surround
the star (step 2), note the star is wearing the product as announcers often
will identify the clothing manufacturer (step 3) and viewers will assume they
can acquire some of this popularity if they buy the product (step 4). Balance theory
will also work
insurance salesman tells you he gets no commission if you buy his
product. That’s a way to get you
to be less suspicious of his motives so you will be more likely to go
along with his sales pitch.
Attribution theory: Since the
salesman appears to have no self-serving motive to persuade us to buy his
product we attribute greater honesty to his persuasive efforts and take his
arguments more seriously than we otherwise would.
my son was first eligible to vote, he was reluctant to go do it because
he was afraid he would look foolish not knowing where to go or what
questions he would be asked. So I
took him to the polls and let him follow my lead.
Theory of Reasoned Action: What was
inhibiting the young man from going to vote was his attitude toward the
actual behavior of voting not the idea of voting. TRA says you have to overcome negative
attitudes toward behavior if you want to get action from someone. McGuire also works here.
I was told that a person I admired had made a serious mistake, I
resisted believing it. I only
accepted that there was a problem when I was shown the documents that
were clear and uncontestable and showed my friend had messed up.
Cognitive dissonance (involuntary exposure
to counter-information case): Dissonance is high when a person is liked a
great deal and there is directly contradictory information that is negative
about that person. If the information
is incontrovertible, change may occur.
also works here.
crucial part of getting young people to follow medical guidelines for
diabetes treatment includes not only showing them the treatment is
necessary to their lives. It also
requires convincing them that it will not be as hard to adopt the
behaviors they need to change as they may think.
Two step theory This event seems to describe first
getting the young people through the “reception stage” and the “It’s not
that hard” part seems directed at the “yielding stage.” Hovland also
of Reasoned Action The first part of the event seems
directed toward getting a favorable attitude toward the concept of
treating the diabetes. The “It’s
not that hard” part seems directed at getting a favorable attitude
toward the required behaviors.