What is reactance in persuasion?
Reactance occurs when a person feels that someone or something is taking away their choices or limiting the range of alternatives. Reactance can cause the person to adopt or strengthen a view or attitude that is contrary to what was intended, and also increases resistance to persuasion.
What are the persuasion theories?
The four theories we discuss in this chapter include social judgment theory, the elaboration likelihood model (ELM), cognitive dissonance, and the narrative paradigm. Social judgment theory suggests that knowing a person’s attitudes on subjects can provide you with clues about how to approach a persuasive effort.
Who propounded persuasion theory?
Early interest in building a body of knowledge about persuasion theory can be traced to Yale University and psychologist Carl I. Hovland, who conducted studies there during the 1940s and ’50s. Mr. Hovland was credited with undertaking the first systematic research projects on learning and attitude change.
What is persuasion theory in advertising?
Some theories of persuasive advertising were reviewed and discuss. The idea is to convey the perception that there is a good chance that the consumer will experience some type of benefit that is similar to what is portrayed in the print ad or the television commercial.
What is an example of reactance?
Reactance sometimes occurs when a person makes a choice that cuts off other choices. For example, Charlie gets a certain amount of lunch money every day at school and can choose what he wants, but he can’t have it all.
What is reactance in communication?
Although people resist communicated messages for a number of reasons, communication scholars are increasingly interested in psychological reactance, a psychological state triggered by a perceived threat to one’s freedom to think or act freely (Brehm, 1966; Brehm & Brehm, 1981).
Who invented persuasion?
Aristotle determined that persuasion comprises a combination of three appeals: logos, pathos, and ethos.
Where did the word persuasion originate from?
persuasion (n.) and directly from Latin persuasionem (nominative persuasio) “a convincing, persuading,” noun of action from past-participle stem of persuadere “persuade, convince,” from per “thoroughly, strongly” (see per) + suadere “to urge, persuade,” from PIE root *swād- “sweet, pleasant” (see sweet (adj.)).
What is self persuasion theory?
Self-Persuasion is used to explain one aspect of social influence. This theory postulates that the receiver takes an active role in persuading himself or herself to change his or her attitude or behavior.
What did Aristotle mean by the triad of persuasion?
Aristotle determined that persuasion comprises a combination of three appeals: logos, pathos, and ethos. Anyone seeking to persuade an audience should craft his/her message with facts (logos), tapping an argument’s emotional aspect (pathos), and presenting his/her apparent moral standing (ethos).
What did Aristotle say about the art of persuasion?
Aristotle identified that the art of persuasion consisted of three parts: In the case of logos, a persuader uses facts, statistics, quotations from reputable sources/experts, as well as existing knowledge. This is the side of the argument that can prove how solid it is based on facts alone.
Which is the best description of reactance theory?
Reactance theory (Brehm 1966; Brehm and Brehm 1981) suggests that a threat to freedom, such as that potentially perceived in persuasive communication, causes reactance, a motivational state that leads to a reassertion of the free behavior and/or belief change designed to restore the threatened freedom.
Which is an example of the Act of persuasion?
Looking at any act where a speaker tries convincing another person or group, we might first see someone arguing a point. From debating in school to selling merchandise on TV, persuaders state a case to win over an audience in order for the latter to do something.