منابع مشابه
In Practice: Principles of Persuasion
Drawing on the literatures on negotiation, communication, and persuasion as well as his research on organizational transformation, the author proposes a framework for understanding and enacting the persuasion process in organizations. He lays out key goals of persuasion and ways that skilled leaders can manage the process. The framework focuses attention on the ways leaders shape perceptions of...
متن کاملRegulatory Fit and Persuasion: Basic Principles and Remaining Questions
How can researchers and practitioners use regulatory fit theory to increase the effectiveness of their attempts to change attitudes and behavior? In this article, we extract from the literature a set of basic processes by which fit can influence persuasion and describe different methods for inducing fit. Regulatory fit can influence persuasion by: (i) making message recipients feel right during...
متن کاملPrinciples of Persuasion in Social Engineering and Their Use in Phishing
Research on marketing and deception has identified principles of persuasion that influence human decisions. However, this research is scattered: it focuses on specific contexts and produces different taxonomies. In regard to frauds and scams, three taxonomies are often referred in the literature: Cialdini’s principles of influence, Gragg’s psychological triggers, and Stajano et al. principles o...
متن کاملVoice Tone and Persuasion
An experiment was performed to test the hypothesis that the outcome of a vocal nonverbal attempt at persuasion can be affected by the participants' skills in nonverbal communication. Subjects' vocal sending or vocal decoding abilities were pretested. Senders and decoders were agents and recipients, respectively, of social influence in a field experiment in which social influence took the form o...
متن کاملAttitudes and persuasion.
Study of attitudes and persuasion remains a defining characteristic of contemporary social psychology. This review outlines recent advances, with emphasis on the relevance of today's work for perennial issues. We reiterate the distinction between attitude formation and change, and show its relevance for persuasion. Single- and dual-process models are discussed, as are current views on dissonanc...
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ژورنال
عنوان ژورنال: Quarterly Journal of Speech
سال: 1919
ISSN: 0033-5630,1479-5779
DOI: 10.1080/00335631909360742