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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
the action).
- Motivational
experts sometime say that, if you want to get a person highly committed
to volunteer work, get him/her to agree to try it out a few times.
Cognitive Dissonance – Case1 (or 4)
Giving up free time to volunteer when a person could be doing more “fun”
stuff creates dissonance. After
deciding to volunteer a person reduces dissonance by bolstering the view that
the cause is really a good one and worth continued effort.
- If too much pressure and threats
are placed on a receiver in order to get him/her
to cooperate on a project, you won’t get much favorable attitude change
if s/he does agree to work with you and you’ll get a committed opponent
of your project if s/he
refuses.
Cognitive
Dissonance – Case 4 Using high levels of threats results in
less dissonance and thus less pressure for attitude change than modest
pressure. The theory suggests,
however, that if a person resists high levels of pressure or threats,
dissonance is high and likely creates strong pressure to convince one’s
self that resistance is very justified.
- When
you repeatedly attempt to persuade people to do things they don’t like
and don’t want to do, over time your credibility and authority will
likely decline with at least some of the receivers..
Balance
Theory The theory states that when a source
advocates a concept receivers dislike, the attitude of receivers toward the source
sometimes change to negative. Thus, if the attitude toward the
concept is more negative than the attitude toward the source, the source
will likely lose popularity/credibility.
ELM peripheral
route and Congruity
could work too.
- In
2012, President Obama sought out the endorsements of several well-known Hispanic
leaders in
key battleground
states
prior to the election in hope of winning the votes of Latinos.
Balance theory: Popular,
positively-valenced Hispanic leaders say, “Vote for
Obama.” Receivers like the leaders
(sources) and so decide they like to concept/cognition of “Vote for
Obama.” Congruity
theory will also work.
Attribution theory is a stretch here.
- The
real problem in convincing people to start saving for retirement early
is getting them to understand how investing works. Once they understand, they see the
advantages and want to start saving immediately.
McGuire’s Two Stage Theory: The
example shows that the problem is in the first McGuire stage of comprehension. Yielding will occur readily due to the
incentive of financial advantages. Hovland and Rational Model could
work here too.
- Political
campaign managers will tell you that, for average workers, if you can
persuade them that your candidate will do the most to protect jobs, then
they will think favorably of your candidate.
Rational Model If workers BELIEVE you will protect their
jobs and they VALUE their jobs (or their MOTIVE is to keep their jobs) that
should create a favorable ATTITUDE toward the candidate, which should mean
they’ll vote for her/him.
Balance Model or Congruity Theory If the worker is favorable toward job
protection and the candidate is favorable to job protection, then that will
create pressure for balance which can be obtained by workers being favorable
to the candidate.
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