Public Memory as Persuader in Appeals to Reason Peer Reviewed

Umbrella term of influence and mode of communication

Persuasion or persuasion arts is an umbrella term of influence. Persuasion can attempt to influence a person's behavior, attitudes, intentions, motivations, or behaviors.^[1]

Persuasion is studied in many disciplines. Rhetoric is the study of modes of persuasion in oral communication and writing, and is often taught equally a classical subject.^{[2] : 46} Psychology looks at persuasion through the lens of individual behaviour^[iii] and neuroscience studies the brain action associated with this behaviour.^[4] History and political sciences are interested in the role of propaganda in shaping historical events.^[5] In business, persuasion is a procedure aimed at influencing a person's (or group's) attitude or behaviour towards some issue, thought, object, or other person(due south) past using written, spoken, or visual methods to convey data, feelings, or reasoning, or a combination thereof.^[half-dozen] Persuasion is also an often used tool in the pursuit of personal gain, such as ballot candidature, giving a sales pitch,^[seven] or in trial advancement. Persuasion tin can besides be interpreted as using one'southward personal or positional resources to change people.

Forms [edit]

Propaganda is a course of persuasion used to persuade a large audience that has a belief in an individual or something to follow the calendar of the individual or group producing the propaganda.^{[viii] : 7}

Coercion is a form of persuasion that influences people's deportment with threats, although in some situations it tin can be hard to distinguish coercion from persuasion.^{[9] : 37}

Systematic persuasion is the procedure through which attitudes or beliefs are leveraged past appeals to logic and reason.

Heuristic persuasion, on the other hand, is the process through which attitudes or behavior are leveraged by appeals to habit or emotion.^[x]

History and philosophy [edit]

The academic study of persuasion began with the Greeks, who emphasized rhetoric and elocution as the highest standard for a successful politician. All trials were held in front end of the Assembly, and both the prosecution and the defense rested on the persuasiveness of the speaker.^[xi] Rhetoric was the ability to discover the available means of persuasion in any instance.

The Greek philosopher Aristotle listed four reasons why one should learn the art of persuasion:

1. truth and justice are perfect; thus if a case loses, it is the fault of the speaker,
2. it is an excellent tool for teaching,
3. a expert rhetorician needs to know how to argue both sides to understand the whole problem and all the options, and
4. there is no better way to defend ane'south self.

Aristotle's rhetorical proofs:

1. Ethos (credibility): refers to the effort to convince your audition of your credibility or grapheme.
2. Logos (reason): refers to the effort to convince your audience by using logic and reason.
3. Desolation (emotion):^[12] refers to the endeavor to persuade your audience by making an appeal to their feelings.^[2]

Ethics of persuasion [edit]

Many philosophers have commented on the morality of persuasion. Socrates argued that rhetoric was based on appearances rather than the essence of a affair.^{[xiii] : 22} Thomas Hobbes was disquisitional of use rhetoric to create controversy, particularly the utilize of metaphor.^{[14] : 28} Immanuel Kant was critical of rhetoric, arguing that it could cause people to achieve conclusions that are at odds with those that they would have reached if they had applied their full judgment. He draws parallels betwixt the function of rhetoric and the deterministic function of the listen like a car.^{[14] : 88}

Aristotle was disquisitional of persuasion, though argued that judges would often allow themselves to be persuaded past choosing to apply emotions rather than reason.^{[xiv] : 122} However, he argued that persuasion could be used to induce an individual to apply reason and judgment.^{[14] : 136}

Theories [edit]

In that location are many psychological theories for what influences an individuals behaviour in different situations. These theories will take implications almost how persuasion works.

Attribution theory [edit]

Humans endeavour to explain the deportment of others through either dispositional attribution or situational attribution.

Dispositional attribution, as well referred to as internal attribution, attempts to point to a person's traits, abilities, motives, or dispositions as a cause or explanation for their actions. A citizen criticizing a president by saying the nation is lacking economical progress and wellness because the president is either lazy or lacking in economic intuition is utilizing a dispositional attribution.

Situational attribution, also referred to as external attribution, attempts to point to the context around the person and factors of his surroundings, peculiarly things that are completely out of his control. A citizen claiming that a lack of economic progress is non a fault of the president simply rather the fact that he inherited a poor economy from the previous president is situational attribution.

A primal attribution fault occurs when people wrongly attribute either a shortcoming or accomplishment to internal factors, and disregarding whatsoever external factors. In general, people tend to make dispositional attributions more often than situational attributions when trying to explain or sympathize a person's behavior. This happens when we are much more focused on the individual because nosotros do not know much about their state of affairs or context. When trying to persuade others to like united states of america or another person, we tend to explicate positive behaviors and accomplishments with dispositional attribution, but our ain negative behaviors and shortcomings with situational attributions.^[15]

Behaviour alter theories [edit]

The what of planned behaviour is the foremost theory of behaviour change. It has back up from^[sixteen] meta-analyses which reveals it tin predict around 30% of behaviour. Theories, by nature however, prioritise internal validity, over external validity. They are coherent and therefore make for an easily reappropriated story. On the other hand, they will represent more poorly with the evidence, and mechanics of reality, than a straightforward itemisation of the behaviour modify interventions (techniques) past their private efficacy. These behaviour modify interventions have been^[17] categorised past behaviour scientists. A mutually exclusive, comprehensively exhaustive (MECE) translation of this taxonomy, in decreasing order of effectiveness are:

1. positive and negative consequences
2. offering/removing incentives,
3. offering/removing threats/punishments,
4. lark,
5. changing exposure to cues (triggers) for the behaviour,
6. prompts/cues,
7. goal-setting,
8. (increasing the salience of) emotional/health/social/environmental/regret consequences,
9. self-monitoring of the behaviour and outcomes of behaviour,
10. mental rehearsal of successful performance (planning?),
11. self-talk,
12. focus on past success,
13. comparing of outcomes via persuasive argument,
14. pros/cons and comparative imaging of future outcomes,
15. identification of self every bit office model,
16. self-affidavit,
17. reframing,
18. cerebral racket,
19. reattribution,
20. (increasing salience of) antecedents

A typical instantiations of these techniques in therapy is^{[18] [ circular reference ]}exposure / response prevention for OCD.

Conditioning theories [edit]

Conditioning plays a huge part in the concept of persuasion. It is more frequently about leading someone into taking sure actions of their own, rather than giving straight commands. In advertisements for instance, this is washed by attempting to connect a positive emotion to a brand/production logo. This is frequently done by creating commercials that make people laugh, using a sexual undertone, inserting uplifting images and/or music etc. and then catastrophe the commercial with a brand/production logo. Not bad examples of this are professional person athletes. They are paid to connect themselves to things that tin be directly related to their roles; sport shoes, lawn tennis rackets, golf game balls, or completely irrelevant things like soft drinks, popcorn poppers and panty hose. The important matter for the advertiser is to establish a connexion to the consumer.^[19]

This workout is idea to bear on how people view sure products, knowing that nearly purchases are made on the basis of emotion. Just like you sometimes recall a retention from a certain smell or sound, the objective of some ads is solely to bring back certain emotions when you see their logo in your local store. The hope is that repeating the message several times makes consumers more likely to purchase the product because they already connect it with a good emotion and positive experience. Stefano DellaVigna and Matthew Gentzkow did a comprehensive written report on the effects of persuasion in different domains. They discovered that persuasion has little or no effect on advert; however, there was a substantial outcome of persuasion on voting if in that location was contiguous contact.^[20]

Cognitive dissonance theory [edit]

Leon Festinger originally proposed the theory of cognitive dissonance in 1957. He theorized that human beings constantly strive for mental consistency. Our cognition (thoughts, beliefs, or attitudes) tin can exist in agreement, unrelated, or in disagreement with each other. Our cognition can also be in agreement or disagreement with our behaviors. When we detect conflicting knowledge, or dissonance, it gives us a sense of incompleteness and discomfort. For example, a person who is addicted to smoking cigarettes but too suspects it could be detrimental to his health suffers from cerebral dissonance.

Festinger suggests that nosotros are motivated to reduce this dissonance until our cognition is in harmony with itself. Nosotros strive for mental consistency. There are four principal ways we get about reducing or eliminating our dissonance:

1. changing our minds near one of the facets of noesis
2. reducing the importance of a cognition
3. increasing the overlap between the ii, and
4. re-evaluating the cost/reward ratio.

Revisiting the example of the smoker, he can either quit smoking, reduce the importance of his health, convince himself he is not at take a chance, or that the reward of smoking is worth the toll of his health.

Cerebral dissonance is powerful when it relates to competition and self-concept. The most famous example of how cognitive dissonance can exist used for persuasion comes from Festinger and Carlsmith'southward 1959 experiment in which participants were asked to complete a very dull task for an hour. Some were paid $20, while others were paid $1, and after they were instructed to tell the next waiting participants that the experiment was fun and exciting. Those who were paid $one were much more likely to convince the next participants that the experiment really was enjoyable than those who received $20. This is because $xx is enough reason to participate in a tiresome task for an hour, so there is no dissonance. Those who received $1 experienced great noise, then they had to truly convince themselves that the job actually was enjoyable to avert feeling taken advantage of, and therefore reduce their noise.^[21]

Elaboration likelihood model [edit]

Persuasion has traditionally been associated with two routes.^[22]

• Central route: Whereby an individual evaluates information presented to them based on the pros and cons of information technology and how well information technology supports their values
• Peripheral route: Change is mediated by how attractive the source of communication is and past bypassing the deliberation process.^[22]

The Elaboration likelihood model (ELM) forms a new facet of the road theory. It holds that the probability of effective persuasion depends on how successful the communication is at bringing to mind a relevant mental representation, which is the elaboration likelihood. Thus if the target of the communication is personally relevant, this increases the elaboration likelihood of the intended effect and would be more than persuasive if information technology were through the central route. Communication which does not require careful thought would be amend suited to the peripheral road.^[23]

Functional theories [edit]

Functional theorists attempt to understand the divergent attitudes individuals have towards people, objects or issues in different situations.^[24] There are 4 main functional attitudes:

1. Adjustment function: A principal motivation for individuals is to increase positive external rewards and minimize the costs. Attitudes serve to direct behavior towards the rewards and abroad from punishment.
2. Ego Defensive function: The process past which an private protects their ego from being threatened by their own negative impulses or threatening thoughts.
3. Value-expressive: When an private derives pleasure from presenting an image of themselves which is in line with their self-concept and the beliefs that they want to be associated with.
4. Noesis role: The demand to accomplish a sense of understanding and command over one's life. An individual'due south attitudes therefore serve to aid gear up standards and rules which govern their sense of being.^[24]

When communication targets an underlying function, its caste of persuasiveness influences whether individuals alter their attitude after determining that some other attitude would more effectively fulfill that function.^[25]

Inoculation theory [edit]

A vaccine introduces a weak form of a virus that can easily be defeated to prepare the immune organization should it need to fight off a stronger form of the aforementioned virus. In much the same mode, the theory of inoculation suggests that a certain political party can introduce a weak form of an argument that is easily thwarted in order to brand the audience inclined to disregard a stronger, full-fledged course of that statement from an opposing party.

This often occurs in negative advertisements and comparative advertisements—both for products and political causes. An example would exist a manufacturer of a product displaying an ad that refutes i detail claim made nearly a rival's production, then that when the audition sees an advertising for said rival production, they refute the product claims automatically.^[26]

Narrative transportation theory [edit]

Narrative transportation theory proposes that when people lose themselves in a story, their attitudes and intentions change to reflect that story.^[27] The mental state of narrative transportation can explain the persuasive effect of stories on people, who may experience narrative transportation when sure contextual and personal preconditions are met, as Green and Brock^[28] postulate for the transportation-imagery model. Narrative transportation occurs whenever the story receiver experiences a feeling of entering a world evoked by the narrative considering of empathy for the story characters and imagination of the story plot.

[edit]

Social judgment theory suggests that when people are presented with an idea or any kind of persuasive proposal, their natural reaction is to immediately seek a mode to sort the information subconsciously and react to it. We evaluate the information and compare it with the attitude we already take, which is called the initial attitude or ballast betoken.

When trying to sort incoming persuasive information, an audience evaluates whether it lands in their latitude of acceptance, latitude of non-commitment or indifference, or the latitude of rejection. The size of these latitudes varies from topic to topic. Our "ego-interest" generally plays 1 of the largest roles in determining the size of these latitudes. When a topic is closely connected to how we define and perceive ourselves, or deals with anything nosotros care passionately about, our latitudes of acceptance and non-commitment are likely to be much smaller and our attitude of rejection much larger. A person's anchor signal is considered to be the center of his latitude of acceptance, the position that is most acceptable to him.

An audience is likely to distort incoming information to fit into their unique latitudes. If something falls within the latitude of credence, the discipline tends to digest the information and consider it closer to his anchor signal than information technology really is. Inversely, if something falls within the latitude of rejection, the subject tends to contrast the information and convince himself the information is farther abroad from his anchor indicate than it really is.

When trying to persuade an individual target or an unabridged audience, it is vital to first learn the average latitudes of acceptance, non-commitment, and rejection of your audience. It is ideal to apply persuasive information that lands virtually the boundary of the latitude of credence if the goal is to change the audience's anchor betoken. Repeatedly suggesting ideas on the fringe of the acceptance breadth makes people gradually accommodate their ballast points, while suggesting ideas in the rejection latitude or fifty-fifty the not-commitment latitude does not change the audience'southward anchor point.^[29]

Methods [edit]

'The art of persuasion'— returning from a ball in India from "The Graphic", 1890.

Persuasion methods are also sometimes referred to every bit persuasion tactics or persuasion strategies.

Use of forcefulness [edit]

There is the use of strength in persuasion, which does not have any scientific theories, except for its use to brand demands. The use of force is then a precedent to the failure of less straight ways of persuasion. Application of this strategy can be interpreted as a threat since the persuader does not give options to his or her request.^{[ citation needed ]}

Weapons of influence [edit]

Robert Cialdini, in Influence, his book on persuasion, defined six "influence cues or weapons of influence":^[30] Influence is the process of changing.

Reciprocity [edit]

The principle of reciprocity states that when a person provides us with something, we endeavour to repay him or her in kind. Reciprocation produces a sense of obligation, which can be a powerful tool in persuasion. The reciprocity rule is constructive because information technology tin can be overpowering and instill in united states of america a sense of obligation. Generally, we have a dislike for individuals who neglect to return a favor or provide payment when offered a free service or souvenir. As a result, reciprocation is a widely held principle. This societal standard makes reciprocity extremely powerful persuasive technique, as it can effect in unequal exchanges and tin can even use to an uninvited beginning favor. Reciprocity applies to the marketing field because of its utilise as a powerful persuasive technique. The marketing tactic of "costless samples" demonstrates the reciprocity rule because of the sense of obligation that the rule produces. This sense of obligation comes from the want to repay the marketer for the gift of a "free sample."^[31]

Commitment and consistency [edit]

Consistency is an important aspect of persuasion because it:

1. is highly valued past order,
2. results in a beneficial approach to daily life, and
3. provides a valuable shortcut through the complicated nature of modern existence.

Consistency allows united states to more effectively brand decisions and procedure data. The concept of consistency states that someone who commits to something, orally or in writing, is more likely to honor that commitment. This is specially truthful for written commitments, as they announced psychologically more concrete and tin can create hard proof. Someone who commits to a stance tends to behave co-ordinate to that delivery. Commitment is an effective persuasive technique, considering once you become someone to commit, they are more probable to engage in cocky-persuasion, providing themselves and others with reasons and justifications to support their delivery in social club to avoid racket. Cialdini notes Vietnamese brainwashing of American prisoners of war to rewrite their self-image and proceeds automatic unenforced compliance. Another case is children being made to echo the Pledge of Allegiance each morning and why marketers make you close popups past saying "I'll sign up later" or "No cheers, I prefer not making money".^[32]

[edit]

Social learning, as well known every bit social proof, is a core principle amongst almost all forms of persuasion.^[33] It is based on the idea of peer influence, and is considered essential for audience-centered approaches to persuasive letters. The principle of social proof suggests what people believe or practise is typically learned past observing the norms of those around united states.^[33] People naturally accommodate their actions and beliefs to fit what society expects, as the rewards for doing so are usually greater than standing out.^[33]

"The power of the crowd" is idea to be highly involved in the decisions we make. Social proof is often utilized by people in a situation that requires a conclusion exist fabricated. In uncertain or ambiguous situations, when multiple possibilities create choices we must make, people are likely to adapt to what others do. We accept cues from those effectually u.s.a. as to what the appropriate behavior is in that moment. People often experience they volition brand fewer mistakes "past acting in accord with social evidence than by behaving contrary to it."^[33]

Likeness [edit]

This principle is simple and concise. People say "yes" to people that they like.^[34] 2 major factors contribute to overall likeness. The first is physical bewitchery.^[35] People who are physically attractive seem more persuasive.^[36] They get what they want and they can easily change others' attitudes.^[37] This attractiveness is proven to send favorable messages/impressions of other traits that a person may accept, such every bit talent, kindness, and intelligence.^[38] The second factor is similarity. People are more easily persuaded by others they deem as similar to themselves.^[39]

[edit]

People are more prone to believing those with authority.^[xl] They have the tendency to believe that if an adept says something, information technology must exist truthful. People are more than likely to attach to opinions of individuals who knowledgeable and trustworthy. Although a bulletin ofttimes stands or falls on the weight of its ideas and arguments, a person'due south attributes or implied authorization tin can take a big consequence on the success of their message.^[twoscore]

In The True Believer, Eric Hoffer noted, "People whose lives are barren and insecure seem to show a greater willingness to obey than people who are self-sufficient and self-confident. To the frustrated, freedom from responsibility is more than attractive than freedom from restraint. . . . They willingly abdicate the directing of their lives to those who want to plan, control and shoulder all responsibility."^[41]

In the Milgram written report, a series of experiments begun in 1961, a "teacher" and a "learner" were placed in 2 different rooms. The "learner" was attached to an electric harness that could administrate shock. The "teacher" was told past a supervisor, dressed in a white scientist's coat, to ask the learner questions and punish him when he got a question wrong. The teacher was instructed past the study supervisor to deliver an electric shock from a console under the teacher's control. Afterwards delivery, the teacher had to up the voltage to the side by side notch. The voltage went up to 450 volts. The grab to this experiment was that the teacher did not know that the learner was an actor faking the pain sounds he heard and was not actually beingness harmed. The experiment was existence washed to see how obedient we are to authorization.^[42] "When an authorization tells ordinary people information technology is their task to deliver harm, how much suffering volition each subject be willing to inflict on an entirely innocent other person if the instructions come 'from in a higher place'?."^[43] In this report, the results showed that the teachers were willing to give as much pain every bit was available to them. The conclusion was that people are willing to bring pain upon others when they are directed to do so by some say-so figure.^[44]

Scarcity [edit]

Scarcity could play an important role in the process of persuasion.^[45] When something has limited availability, people assign it more than value. According to Cialdini, "people want more of what they cannot have." When scarcity is an issue, the context matters. This means that inside certain contexts, scarcity "works" better. To get people to believe that something is scarcer, marketers explain what about that sure product provides what no other product does. Marketers likewise get people to believe something is scarce past telling them what they volition lose, not what they will gain—using statements like, "You volition lose $5," rather than, "Relieve $5." There are two major reasons why the scarcity principle works:

• When things are difficult to get, they are commonly more valuable, and then that can make information technology seem to take better quality.
• When things get less available, we could lose the adventure to learn them.

When this happens, we assign the deficient detail or service more value but because information technology is harder to learn.

This principle is that nosotros all desire things that are out of our reach. If we see something is hands bachelor, nosotros do not want it as much every bit something that is very rare.

Manipulation [edit]

Individuals high on the Machiavellianism trait have tendencies to engage in manipulation and deceit to gain cocky benefits for themselves.

List of methods [edit]

By appeal to reason:

• Logic
• Logical argument
• Rhetoric
• Scientific evidence (proof)
• Scientific method

By appeal to emotion:

• Cosmetic Ad
• Presentation and Imagination
• Compassion
• Propaganda
• Manipulation (psychology)
• Seduction
• Tradition

Aids to persuasion:

• Body language
• Communication skill or Rhetoric
• Personality tests and conflict style inventory assist devise strategy based on an individual'due south preferred manner of interaction
• Sales techniques

Other techniques:

• Deception
• Hypnosis
• Ability (social and political)
• Subliminal advert

Coercive techniques, some of which are highly controversial or non scientifically proven effective:

• Brainwashing
• Coercive persuasion
• Forcefulness
• Heed control
• Torture

Human relationship-based persuasion of Shell and Moussa [edit]

In their book The Art of Woo, K. Richard Shell and Mario Moussa nowadays a four-footstep approach to strategic persuasion.^[46] They explain that persuasion means to win others over, not to defeat them. Thus it is of import to come across the topic from different angles in order to anticipate the reaction others have to a proposal.

Step ane: Survey the state of affairs

This step includes an analysis of the persuader's state of affairs, goals, and challenges that the persuader faces in his or her arrangement.

Step two: Confront the five barriers

Five obstacles pose the greatest risks to a successful influence encounter: relationships, brownie, communication mismatches, belief systems, and involvement and needs.

Step 3: Make the pitch

People need a solid reason to justify a conclusion, however at the same time many decisions are made on the footing of intuition. This pace also requires presentation skills.

Footstep 4: Secure commitments

To safeguard the longtime success of a persuasive conclusion, it is vital to deal with politics at both the individual and organizational level.

In culture [edit]

Information technology is through a basic cultural personal definition of persuasion that everyday people understand how others are attempting to influence them and and so how they influence others. The dialogue surrounding persuasion is constantly evolving because of the necessity to apply persuasion in everyday life. Persuasion tactics traded in society accept influences from researchers, which may sometimes be misinterpreted. To go along evolutionary advantage, in the sense of wealth and survival, yous must persuade and not be persuaded. To understand cultural persuasion, researchers get together cognition from domains such as "buying, selling, advertizement, and shopping, as well as parenting and courting."^[47]

Methods of persuasion vary by culture, both in prevalence and effectiveness. For case, advertisements tend to appeal to dissimilar values according to whether they are used in collectivistic or individualistic cultures.^[48]

Persuasion Knowledge Model (PKM) [edit]

The Persuasion Knowledge Model (PKM) was created past Friestad and Wright in 1994.^[49] This framework allows the researchers to analyze the procedure of gaining and using everyday persuasion knowledge. The researchers propose the necessity of including "the relationship and interplay betwixt everyday folk knowledge and scientific cognition on persuasion, advertizing, selling, and marketing in full general."^[50]

To brainwash the general population most research findings and new cognition about persuasion, a instructor must draw on their pre-existing beliefs from folk persuasion to make the research relevant and informative to lay people, which creates "mingling of their scientific insights and commonsense beliefs."

As a result of this abiding mingling, the effect of persuasion expertise becomes messy. Expertise status can be interpreted from a variety of sources like job titles, celebrity, or published scholarship.

It is through this multimodal process that we create concepts like, "Stay away from car salesmen, they volition try to trick y'all." The kind of persuasion techniques blatantly employed past machine salesmen creates an innate distrust of them in popular culture. According to Psychology Today, they employ tactics ranging from making personal life ties with the customer to altering reality past handing the customer the new auto keys before the buy.^[51]

Campbell proposed and empirically demonstrated that some persuasive advertising approaches pb consumers to infer manipulative intent on the marketer's part. In one case consumers infer manipulative intent, they are less persuaded by the marketer, as indicated by attenuated advertising attitudes, brand attitudes and purchase intentions.^[52] Cambpell and Kirmani adult an explicit model of the conditions under which consumers utilise persuasion knowledge in evaluating influence agents such every bit salespersons.^[53]

Neurobiology [edit]

An commodity showed that EEG measures of anterior prefrontal asymmetry might be a predictor of persuasion. Research participants were presented with arguments that favored and arguments that opposed the attitudes they already held. Those whose brain was more active in left prefrontal areas said that they paid the most attention to statements with which they agreed while those with a more agile right prefrontal area said that they paid attention to statements that disagreed.^[54] This is an instance of defensive repression, the avoidance or forgetting of unpleasant information. Research has shown that the trait of defensive repression is related to relative left prefrontal activation.^[55] In add-on, when pleasant or unpleasant words, probably coordinating to agreement or disagreement, were seen incidental to the primary task, an fMRI browse showed preferential left prefrontal activation to the pleasant words.^[56]

One way therefore to increase persuasion would seem to be to selectively activate the correct prefrontal cortex. This is easily done by monaural stimulation to the contralateral ear. The event apparently depends on selective attending rather than just the source of stimulation. This manipulation had the expected outcome: more persuasion for letters coming from the left.^[57]

See also [edit]

• Captatio benevolentiae
• Compliance gaining
• Judge–counselor arrangement
• Perception direction
• Regulatory focus theory
• Sleeper effect
• Social marketing

References [edit]

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Further reading [edit]

• Cialdini, Robert B. "Harnessing the Science of Persuasion" (Archive). Harvard Business Review. October 2001.
• Druckman, James N. 2022. "A Framework for the Study of Persuasion." Almanac Review of Political Science.
• Herbert I. Abelson, Persuasion: How opinions and attitudes are inverse, Springer Publishing Company, 1965
• Richard E. Vatz, The Only Accurate Book of Persuasion, Kendall Hunt, 2013

External links [edit]

Wait upward persuasion in Wiktionary, the free lexicon.

donaghyconwhod.blogspot.com

Source: https://en.wikipedia.org/wiki/Persuasion

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