Source expertise and persuasion book

Originally published in 1817 a wonderfully pleasant classic by one of my favorite writers. Stegner university of illinois at urbanachampaign mathematical models of source credibility were tested in five experiments in which judges estimated the value of hypothetical used cars based on blue book. Social psychology chapter 8 social influence and persuasion. Specifically, greater physical attractiveness of the source leads to greater likability and an increase in persuasiveness of the source.

Its somewhat similar to the classic influence by cialdini. Source expertise is the extent that a source of a persuasive message is seen to be knowledgeable about the messages topic. In this highly acclaimed new york times bestseller, dr. Persuasion by jane austen is a 2016 enhanced media publication. This was followed by ravens subsequent identification in 1965 of a sixth separate and distinct base of power. The story concerns anne elliot, a young englishwoman of 27 years, whose family is moving to lower expenses. Rogers and popularised in 2000 by malcolm gladwells book, the tipping point describes how new ideas spread through a population or social system across a bell curve, which reveals their disposition to innovation adoption see graphic. Cialdinithe seminal expert in the field of influence and persuasionexplains the psychology of why people say yes and how. The effects of perceived opposition or support on message scrutiny article pdf available in personality and social psychology bulletin 381. The psychology of persuasion, i was eager to see if there was valuable advice i could use.

Compared to nonexperts, expert sources have been considered to elicit more processing of persuasive messages because of expectations that the information. Aristotle called his ingredients for persuasion pathos, logos, and. In fact id say its worth 10% more than the blue book value. With an increase in source likeability, comes an increase in source persuasiveness. Deriving cues on source expertise from argument quality article pdf available in current research in social psychology march 2004 with 1,057 reads. Citeseerx believe me, i have no idea what im talking. The issue of whether or not trustworthiness influences persuasion is of. Science of persuasion video transcript researchers have been studying the factors that influence us to say yes to the requests of others for over 60 years. The effects of perceived opposition or support on message scrutiny, personality and social psychology 38 2012. How to use 10 psychological theories to persuade people. An experimental test of the persuasive effect of source. What values do the men of the navy bring to the society of the book. This research note is part of a series that briefly discusses topics related to the science of persuasion. Persuasion is the last novel fully completed by jane austen.

This study found that the more similar the source is to her audience, the more the audience tends to like the source. Persuasive communication psychology of persuasion the. Persuasion can attempt to influence a persons beliefs, attitudes, intentions, motivations, or behaviors in business, persuasion is a process aimed at changing a persons or a groups attitude or behaviour toward some event, idea, object, or other persons, by using written, spoken words or visual tools to convey information, feelings, or. As expected, high selfmonitoring individuals agreed with the expert source regardless of the quality of the arguments. We discuss the role of source variables in persuasion settings, the determinants of an. The elaboration likelihood model considers the variables of the attitude change approachthat is, features of the source of the persuasive message, contents of the message, and characteristics of. It was published at the end of 1817, six months after her death. Source credibility an overview sciencedirect topics. Best persuasion books books that help anyone selling anything do it more effectively. Source bias, also conceptualized as source trustworthiness, refers to the possible biasincentives that may be reflected in the source. The central route to persuasion uses facts and information to persuade potential consumers.

The list is designed to be particularly helpful for marketers, entrepreneurs and leaders. A source should be perceived as more credible when it 1 possesses greater expertise and 2 is less prone to bias. When the message was largely irrelevant, they simply used the expertise of the source without bothering to think about the message. Influence, by robert cialdini this is the classic book on how to persuade someone without them even noticing. In a notable study of power conducted by social psychologists john r. The message was supposedly prepared either by an expert source the carnegie commission on higher education, which was chaired by a professor of education at princeton university or by a nonexpert source a class at a local high school. The story concerns anne elliot, a young englishwoman of 27 years, whose family is moving to lower their expenses and get out of debt. In general, we are naturally more likely to accept the statements of an expert than a nonexpert. Its a great place to start because its both foundational, simple, and dense. Various outcomes can result when social influence is.

Mansfield park is a book that seems to regret change, to value stasis, and the traditional. The elm proposes that under low elaboration likelihood, source factors serve as simple acceptance or rejection cues under moderate elaboration likelihood source factors guide the extent of thinking. Source expertise, source attractiveness, and the processing of. What are the best books about the psychology of persuasion. According to this main effect view, any one variable e. Source expertise refers to the perceived competence of the source providing the information. Credibility refers to the sources a expertise and b trustworthiness. French and bertram raven in 1959, power is divided into five separate and distinct forms. The timing of the identification of the sources expertise i. Start studying social psychology chapter 8 social influence and persuasion.

Some of the most chilling examples of persuasive communication come from the middle of the last century in particular the speeches made by adolf hitler at the gigantic nazi party rallies in the 1930s and early 1940s. Source factors and the elaboration likelihood model of. In three experiments, consumers receive persuasive. The project gutenberg ebook of persuasion, by jane austen this ebook is for the use of anyone anywhere at no cost and with almost no restrictions whatsoever. Source factors one important factor in persuasion is the nature of the source of a message. You may copy it, give it away or reuse it under the terms of the project gutenberg license included with this ebook or online at. A third link between placebo effects and the persuasion literature was drawn by liberman 1962, who relied upon the yale approach. The extent that a source of a persuasive message is seen to be knowledgeable about the messages topic. Indeed, when you engage in these arguments with your parents and friends, you are instinctively using ancient strategies for persuasion that were identified by the greek philosopher aristotle a few thousand years ago.

Attitudes and persuasion introduction to psychology. Citeseerx document details isaac councill, lee giles, pradeep teregowda. Fogg identified initial credibility as surface credibility in his 2003 book persuasive technology. Changing attitudes through persuasion principles of social. Source factors evaluation of the elm glossary references selftest. The message was supposedly prepared either by an expert source the carnegie commission on higher education, which was chaired by a. Learn vocabulary, terms, and more with flashcards, games, and other study tools. The widely adopted, now classic book on influence and persuasiona major. Two of the most commonly studied source variables are credibility and attractiveness. Source expertise, source attractiveness, and the processing of persuasive. One important factor in persuasion is the nature of the source of a message.

The project gutenberg etext of persuasion, by jane austen. Personal health blogs provide a suitable platform for such an investigation. Even though most persuasion techniques are presented as tools employed by sleazy salespeople there are also awesome salespeople, but they are not meant here and by cults, they are fascinating to learn because they apply to all human communication. The widely adopted, now classic book on influence and persuasiona major national and international bestseller with more than four million copies sold. Source effects in communication and persuasion research. Other readers will always be interested in your opinion of the books youve. When the message came from a source with low expertise, resisting. England social life and customs 19th century fiction subject.

Social psychology social influence occurs when one person the source engages in some behavior such as persuading, threatening or promising, or issuing orders that causes another person the target to behave differently from how he or she would otherwise behave. They identified those five bases of power as coercive, reward, legitimate, referent, and expert. Changing attitudes through persuasion principles of. One simply has more of a trustbelievable factor than the other.

How neuromarketing can help you persuade anyone, anywhere, anytime will make your personal and business lives more successful by unveiling a credible and practical approach towards creating a breakthrough persuasion strategy. Persuasion has won our popular vote and will be the subject of this months jane austen reading group. This study examined the persuasive effects of message type and source similarity on participants intentions to adopt a specific health behavior running for. What value is placed on titles and the aristocracy. Harnishsource expertise, source attractiveness, and the processing of persuasive information. Regardless of your level of expertise in marketing, neuromarketing, neuroscience or psychology. There can be no doubt that theres a science to how we are persuaded, and a lot of the science is surprising. The effect of a message source on the persuasion of a target audience has been a topic of interest to scholars in psychology, consumer behavior, and communications for many years.

Persuasion by jane austen book club discussion questions. Additionally, readers formed the most favorable attitudes when the lowexpertise source expressed a great deal of certainty, and when the highexpertise source expressed uncertainty. Source expertise, source attractiveness, and the processing of persuasive information. Verbal persuasion an overview sciencedirect topics. Messages that start out with low persuasion gain persuasion as our minds slowly disassociate the source from the material i. Source credibility and attitude certainty communication cache. Journal of personality and social psychology, 55, 541546. This research explores the effect of source certaintythat is, the level of certainty expressed by a message sourceon persuasion. In addition, the results revealed that expert sources influenced perceptions of the products qualities. Narratives and source similarity have seldom been examined in tandem as strategies for health persuasion.

The assembles masses appeared mesmerized to the extent that they would do whatever the dictator willed them. Pdf compared to nonexperts, expert sources have been considered to elicit more processing of persuasive messages because of. The authors propose an incongruity hypothesis, suggesting that source certainty effects depend on perceived source expertise. Bias, expertise, and the judges point of view michael h. Persuasion is defined here at its most fundamental.