...2011 Assignment 2 Persuasion, Science of influence Kunal Nagar,W0782056 MSIS ,Santa Clara university , 3/10/2011 Influence: The Psychology of Persuasion Persuasion is a form of social influence. It is the process of guiding oneself or another toward the adoption of an idea, attitude, or action by rational and symbolic (though not always logical) means.1Persuasion is often referred to as an art and influencing others isn’ luck or magic –its science. t Persuasion and Influence is big part of any consumer behavior, this goes in line with self-actualization theory and projected self or a corporation. There are proven ways to help make you more successful as a marketer and an office politician. In a world where every e-mail, every request and every event we plan competes against other compelling demands, the skill of persuasion is essential ,The ability to persuade others is critical to success, whether you are selling cars or a new corporate strategy. Psychology and marketing Professor Robert Cialdini has examined the component parts of influence, in the lab and on the street. He has learned that persuasion is a science as well as an art. So why do you want to know it? To communicate with your customers so that they become your raving fans ,they like you ,they like to read your message ,they give positive response ,cialdini ‘ techniques are used to increase sales ,to have s more responsiveness for customers, in case you want to research for requirement ,to make customers...
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...A major factor is the ego-involvement of the person being persuaded. When ego-involvement takes place, there is typically an issue that is addressed that is deeply meaningful to the person receiving the information. Dr. John Seiter, Professor of Communication Studies at Utah State University and co-author of Persuasion, Social Influence, and Compliance Gaining, states, “Having a personal experience related to or in connection with the topic, the receiver in this communication cycle will compare the information to their personal value and belief system creating a more invested stance than they would otherwise.” (Seiter, Gass, 2003). Being ego-involved will make it harder to adjust how the person receiving the information already feels about the topic. The person will fight harder to safeguard their perspective. The latitude of rejection will be bigger, and the latitude of acceptance will be smaller and more specific. Even though this safeguarding mechanism takes place, the receiver can often misinterpret the information or alter the message in order to avoid confrontation...
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...bulleted items are not permitted). Base each answer on an assigned reading from the weekly course Lessons. Answers may range from 100 to 300 words with some requiring more detail and longer lengths and some requiring less. Quoting is not permitted. All answers must be paraphrased (which means restating what you read in your own words). Question 1 of 12 20.0 Points Describe what the field of social psychology focuses on and seeks to understand through research and the related questions that it endeavors to answer. Question 2 of 12 20.0 Points Compare and contrast the social psychology constructs of social perception and self-perception. Include in your answer the key concepts of at least two theories from our readings related to each construct. Question 3 of 12 20.0 Points Describe factors which contribute to a strong attitude-behavior relationship. Question 4 of 12 20.0 Points Explain the differences in thoughtful and spontaneous processing and the benefits of targeting messages toward each type. Question 5 of 12 20.0 Points Describe three methods of preventing persuasion. Question 6 of 12 20.0 Points Differentiate the forming, norming, storming and adjourning stages of group development. Question 7 of 12 20.0 Points What are the dangers of groupthink? Question 8 of 12 20.0 Points A fellow online student and friend asks you to take a course exam for her by logging in with her user id and password. You, of course, say no because such cheating would...
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...Power and Influence in the Workplace The Meaning of Power * Power is the capacity of a person, team or org to influence others * Not the act of changing someone’s attitudes or behaviors * Based on the target perception that the power holder controls * Involves the asymmetric dependence * Depends on some minimum level of trust * Trust indicates a level of expectation that the more powerful party will deliver the resource Sources of Power in Organizations * Legitimate Power * An agreement in orgs that people of certain roles can request a set of behaviors from others * Manager telling an employee what tasks to perform * Restrictions * Range in which power can be asked * Zone indifference (set of behaviors that individuals are willing to engage in at the other person’s request * Employees have this power over their bosses and coworkers through legal and administrative rights and informal norms * Norm of reciprocity: feeling of obligation to help someone who has helped them; informal rule of conduct we are expected to follow * Information Control: potent form of legitimate power * Information is a resource and those who need it depend on the gate keeper * Gate keepers gain power by selectively distributing information * Reward Power * A person’s ability to control the allocation of rewards valued by other to remove negative sanctions ...
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...Thaoputtha (Toni), (S0212876) Labish Gurung, (S0199186) Table of content: Meaning of power Source of Power Power and Information Contingencies of power Types of Influence Types of Influence Tactics Concequences of Influetion Tactics Meaning Of Power: Power is the capacity of person, team and organization to influence other. Power in the workplace has traditionally been defined as force, dominance, assertiveness, strength, invincibility and authority. Managers can no longer rely solely on the power of their position in the hierarchy to command and control their employees; because today’s leaner organizations depend on more fluid structures and collaborative processes. Effective management requires the ability to influence people in a variety of ways, across a range of organizational structures. Successful people in staff positions in the old organization model have always known that influencing skills are critical to making things happen. To influence others to do something we want them to do, the first place most of us go is logic. That would be fine if people decided what to do base only on logic. But of course, people are more complicated – they have emotions, and they are frequently not aware of how much they rely on emotion to make decisions. So if you want to be a more powerful influence, you’ll also appeal to a person’s values, their self-image, and their sense of belonging. Source of Power: Power is derived from five sources: * Reward Power: Reward...
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...Reducing Sexism: Equality Between Men and Woman November 2015 Introduction Reducing Sexism –Equality Between Men And Woman * #YesAllWomen! Tweets with key words like “gender” and “violence” reveal that equality between men and women is on the minds of many Americans. An inspiring 1,936,516 tweets put this subject in eighth place within the 10 social issues Americans talk the most about on Twitter (Dwyer, 2014). * Average earnings of men almost always exceed the earnings of women in the exact same occupation (Buckley, 2001). According to Statistics Canada, based on data collected from men and women aged 16 and over, men make an average of $68 500, whereas women make an average of only $45,500. Men employment rates are also significantly higher than women (Statistics Canada, 2009). * Sexual violence is a problem for college communities. The National College Women Sexual Victimization study estimates that one in five college women experience completed or attempted rape during their college years. (Fisher, Cullen, & Turner, 2000). Women have always faced significant challenges throughout their lives due to inequality between men and women. Stereotyping, lack of opportunity, pay differences, sexual harassment, gender-based violence and discrimination represent some of these challenges, which ultimately is disempowering women. This disempowerment has numerous consequences for society today. Times have changed and although unlike in the past...
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...Enjoy! Hedonic Consumption and Compliance with Assertive Messages ANN KRONROD AMIR GRINSTEIN LUC WATHIEU This paper examines the persuasiveness of assertive language (as in Nike’s slogan “Just do it”) as compared to nonassertive language (as in Microsoft’s slogan “Where do you want to go today?”). Previous research implies that assertive language should reduce consumer compliance. Two experiments show that assertiveness is more effective in communications involving hedonic products, as well as hedonically advertised utilitarian products. This prediction builds on sociolinguistic research addressing relationships between mood, communication expectations, and compliance to requests. A third experiment reaffirms the role of linguistic expectations by showing that an unknown product advertised using assertive language is more likely to be perceived as hedonic. C onsumers are often exposed to forceful messages and imperative slogans such as Nike’s “Just do it,” Sprite’s “Obey your thirst,” or U.S. Airways’ “Fly with US.” The frequent use of assertively phrased messages is puzzling, given the mounting research in consumer behavior (e.g., Dillard and Shen 2005; Fitzsimons and Lehman 2004; Lord 1994), communications (e.g., Kellerman and Shea 1996; Quick and Considine 2008; Quick and Stephenson 2007; Wilson and Kunkel 2000), and sociolinguistics (e.g., Levine and Boster 2001; Sanders and Fitch 2001), which suggests that these messages should lower consumer readiness to comply. To...
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...Power Conflict: It is human nature for an individual to crave power and with it, he is more likely to get what he wants. Conflict between people usually arises from power struggle. This battle for influence and superiority is called power conflict. It occurs when each one wishes to maintain or maximize the amount of influence that it exerts in the relationship and the social setting such as in a decision making process. Situational Example: In the matrix type of organization in which I am currently in, there were circumstances that lead to conflicts. As a manager I am responsible for overall India site, engineering samples orders, to be placed to third party vendor in US, which has high cost attached to it being prototypes. Each individual...
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...Politics have come a long way from Niccolo Machiavelli in the late 1400’s to current political philosophers of the twentieth century. Many of those great theorists had one single thing in common: they have strived to break old concepts of political thought, being it racial and gender inequality, or ideas on how to be a leader with less opposition. In modern politics, after a long period of centralized governments, the brief trend of gaining freedom and equality has been deteriorating and the creation of an illusion of freedom has slowly replaced the true freedom of speech and thought. In the times of Machievelli, governments were centralized under the power of a prince. Machiavelli discussed how a prince should act in order to be fully respected and maintain full power. He suggested that a prince should do whatever was necessary to achieve his objectives and never rely only on ideals; additionally, no price was too high to pay for success, and a prince should focus more on being loved than feared if not possible to have both at the same time. On the same thought, “a prince should not worry if he incurs reproach for his cruelty so long as he keeps his subjects united and loyal”, in other words, a prince should sometimes be cruel. Moreover, Machiavelli did not believe in individual freedom. Even the prince needed to follow rules to maintain his success and everyone else had to follow the prince’s orders and live with fear. Hobbes had a similar view of...
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...2 Jessica Emmons JFT2 Organizational Management Task 1 July 30, 2014 1. Bill Bailey – chairman of the board of the Utah Opera Organization a. Adam’s Equity Theory of Motivation Adam’s Equity Theory of Motivation is a model of motivation that explains how people strive for fairness and justice in social exchanges or give-and-take relationships. The organizational justice theory is an expansion of the equity theory that works to explain employees’ attitudes and behaviors and reflects the extent to which people perceive that they are treated fairly at work. There are three different components of organizational justice: i. Distributive justice – the perceived fairness of how resources and rewards are allocated ii. Procedural justice – the perceived fairness of the process and procedures used to make allocation decisions iii. Interactional justice – the extent to which people feel fairly treated when procedures are implemented (Kreitner & Kinicki, 2010) Bill Bailey’s concerns regarding the merger focus mainly on the financial stability and flexibility of the opera versus the symphony and the fear that the opera will lose its identity. According to Mr. Bailey, the opera has a reserve fund and is financially stable. In addition, as a result of the current business model, the opera has the flexibility to adjust the size of opera or eliminate projects if necessary, while the symphony has a 52-week orchestra without any flexibility...
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...Organizational Commitment and Communication Com 503 University of Phoenix Sep 13, 2001 Brian Williams Different Leadership Styles As today’s world becomes more diverse with different cultures and up brings, so will this diversity within the business office. Then work force becomes younger and younger, the enthusiasm to be the “next be thing” leadership styles become more divers in the work place to achieve that goal whether its for an individual or a group. The next paragraphs will discuss how different leadership styles would affect group communication at Cisco. The Visionary Leader style is best when a new direction and a very strong impact on the climate is needed moves people towards a common vision, telling them where to go but not how to get there - motivating them to struggle forwards. They openly share information, hence giving knowledge power to others. The styles is crucial to Cisco especially in the research and Development department, where employees can use their creativity to improvise and develop new ideas for company growth. The Coaching Leader connects individual wants to organizational goals, used when individuals need to build long-term capabilities and positive impacts on the climate. They are good at delegating challenging assignments, demonstrating faith that demands justification, holding long conversations that reach beyond the workplace, helping people find strengths and weaknesses and tying these to career aspirations...
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...ABSTRACT Servant leadership is an ever expanding field that is gaining more attention from business leaders. It is similar to some earlier models in that it focuses on the leader and the behaviors of the leader; it deviates in that the leader puts the follower’s needs before their own. They do this by providing nurturing and support in hopes of developing the follower to realize their full potential. At the heart of servant leadership is the central idea of truly putting follower’s needs before those of the leader. The purpose of this paper is to examine and analyze the elements of Servant leadership. The goal is to explore the characteristics, theories, and models of servant leadership. The idea of servant leadership originated in the 1970’s...
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...CHAPTER ONE INTRODUCTION Every individual has a unique way of evaluating objects, persons or events in their social world. We normally respond to others ideas, issues, and the entire social environment in a favourable or unfavourable manner. Social psychologists therefore refer to attitude as the predisposition to behave in a consistent evaluative manner towards others, groups, objects etc. Attitude is defined as the individual’s evaluation of any aspect of his/her social world (Olson & Maio, 2003). It refers to the general and relatively enduring evaluations people have of other people, object or ideas (Petty, Wheeler, & Tormala, 2003). According to Dillard (1993), there are several varying conceptualizations of attitude in social research. At different points in it history, the concept of attitude has been linked to emotional, cognitive and behavioural processes (Brecker & Wiggins, 1989). Therefore, the definition of attitude should consist of cognitive, affective and behavioural components (Rokeach, 1968, Ajzen, 2005). According to Thurstone’s definition of attitude, it is referred to an affect for or against a psychological object (Ajzen, 2005). Ajzen and Fishbein (1975), defined attitude as a learned predisposition to respond in a consistently favourable or unfavourable manner with respect to a given object. Petty and Cacioppo is of the view that attitudes are general and enduring positive or negative feelings about some person...
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...Interpersonal Relationships Analysis This comprehensive analysis determines the concepts, components, and elements of interpersonal relationships. The concept of attraction foundations shows four different stages of attraction beginning with social and interpersonal communication skills forming a bond between two people. The social environment promotes building of interpersonal relationships for both the professional and private environments. The unique exchanges between interpersonal relationships involve more than verbal communication between two people. The interpersonal relationships form the basic idealism for professional, and private communication skills. Interpersonal Communication Skills Most people become involved in interpersonal relationships interact with each other covertly, or face-to-face (Cavazos, 2010). Many relationships occur from physical, or emotional behavior between two people. The personal relationship begins innocently enough with the interaction between family, and friends, or extends to coworkers, and clients. The social environment induces building of interpersonal relationships for both business and pleasure. The emotional and physical commitment of interpersonal relationships shows through more than verbal communication. The unique exchanges between interpersonal relationships involve more than verbal communication between two people. Most people communicate with the motion of his, or her hands to emphasize a point. The combination of verbal...
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...wBCOM Communication Foundations and Analysis Part 1 Chapter 2 Focusing on Interpersonal Communication I nterpersonal communication is the foundation of all successful communication with others in face-to-face situations and some mediated forms of communication, such as with telephones. Interpersonal communication begins with our own self-concept and our attitudes toward others. These, in turn, affect our style of communication with others and our ability to objective influence them, which is an imExplain how the portant role of interpersonal foundational element communication in the workof intrapersonal place. Because the majority of communication is the message in many interperan understanding of sonal communication situations ourselves. is communicated via nonverbal signals, it is also important to develop an awareness of our nonverbal communication behaviors and align them with our verbal message to reduce confusion. Finally, effective listening practices also affect our ability to communicate interpersonally and are another important area of skill development. Remember, you will spend most of your time in the workplace listening to others. 1 objectives Foundations the foundational 1 Explain howintrapersonal element of communication is an understanding of ourselves. erent 2 Describe the diffstyles. communication ne the 3 Defiuence indifferent types of infl interpersonal communication. role of nonverbal 4 Describe thecommunication...
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