Persuasion
From The Art and Popular Culture Encyclopedia
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| - | '''Persuasion''' is a form of [[influence]]. It is the process of guiding people toward the adoption of an idea, attitude, or action by rational and symbolic (though not always logical) means. It is strategy of problem-solving relying on "appeals" rather than force. | + | '''Persuasion''' or '''persuasion arts''' is an [[umbrella term]] for [[Social influence|influence]]. Persuasion can influence a person's [[belief]]s, [[Attitude (psychology)|attitudes]], [[intention]]s, [[motivation]]s, or [[Behavior|behaviours]]. |
| - | [[Manipulation]] is taking persuasion to an extreme, where the one party benefits at the other's cost. | + | Persuasion is studied in many disciplines. [[Rhetoric]] studies modes of persuasion in speech and writing and is often taught as a [[Classics|classical subject]]. and neuroscience studies the brain activity associated with this behaviour. History and political science are interested in the role of propaganda in shaping historical events. In business, persuasion is aimed at influencing a person's (or group's) attitude or behaviour towards some event, idea, object, or another person (s) by using written, spoken, or visual methods to convey information, feelings, or reasoning, or a combination thereof. Persuasion is also often used to pursue personal gain, such as election campaigning, giving a [[sales pitch]], or in [[trial advocacy]]. Persuasion can also be interpreted as using personal or positional resources to change people. |
| - | Aristotle said that "[[Rhetoric]] is the art of discovering, in a particular case, the available means of persuasion." | ||
| ==Etymology== | ==Etymology== | ||
| - | From Proto-Italic ''*swādwis'', from Proto-Indo-European ''*sweh₂dwih₂-'', from ''*swéh₂dus''. The associated verb ''suādeō'' retained the original d. Cognate to Ancient Greek ''ἡδύς'' (hēdús), English ''[[sweet]]'', Sanskrit ''स्वादु'' (svādu), Albanian ''shije''. | + | From French ''persuasion'' and its source, Latin ''persuāsiō'', from ''persuādēre'', from ''suādēre'' (“to advise, recommend”). |
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| ===Manipulation=== | ===Manipulation=== | ||
| Individuals high on the [[Machiavellianism (psychology)|Machiavellianism]] trait have tendencies to engage in manipulation and [[deceit]] to gain self benefits for themselves. | Individuals high on the [[Machiavellianism (psychology)|Machiavellianism]] trait have tendencies to engage in manipulation and [[deceit]] to gain self benefits for themselves. | ||
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| == See also == | == See also == | ||
| - | *[[Captatio benevolentiae]] | ||
| - | *[[Compliance gaining]] | ||
| - | *[[Judge–advisor system]] | ||
| - | *[[Perception management]] | ||
| - | *[[Regulatory focus theory]] | ||
| - | *[[Sleeper effect]] | ||
| - | *[[Social marketing]] | ||
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| - | ==See also== | ||
| - | * [[Advertising]] | ||
| * [[Captatio benevolentiae]] | * [[Captatio benevolentiae]] | ||
| - | * [[Communication]] | ||
| * [[Compliance gaining]] | * [[Compliance gaining]] | ||
| - | * [[Crowd manipulation]] | ||
| - | * [[Elaboration likelihood model]] | ||
| * [[Judge–advisor system]] | * [[Judge–advisor system]] | ||
| - | * [[Inoculation theory]] | + | * [[Perception management]] |
| - | * [[Social psychology]] | + | * [[Regulatory focus theory]] |
| - | * [[The North Wind and the Sun]] | + | * [[Sleeper effect]] |
| - | * [[Suave]] | + | * [[Social marketing]] |
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Persuasion or persuasion arts is an umbrella term for influence. Persuasion can influence a person's beliefs, attitudes, intentions, motivations, or behaviours.
Persuasion is studied in many disciplines. Rhetoric studies modes of persuasion in speech and writing and is often taught as a classical subject. and neuroscience studies the brain activity associated with this behaviour. History and political science are interested in the role of propaganda in shaping historical events. In business, persuasion is aimed at influencing a person's (or group's) attitude or behaviour towards some event, idea, object, or another person (s) by using written, spoken, or visual methods to convey information, feelings, or reasoning, or a combination thereof. Persuasion is also often used to pursue personal gain, such as election campaigning, giving a sales pitch, or in trial advocacy. Persuasion can also be interpreted as using personal or positional resources to change people.
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Etymology
From French persuasion and its source, Latin persuāsiō, from persuādēre, from suādēre (“to advise, recommend”).
Manipulation
Individuals high on the Machiavellianism trait have tendencies to engage in manipulation and deceit to gain self benefits for themselves.
List of methods
By appeal to reason:
By appeal to emotion:
- Cosmetic Advertising
- Presentation and Imagination
- Pity
- Propaganda
- Manipulation (psychology)
- Seduction
- Tradition
Aids to persuasion:
- Body language
- Communication skill or Rhetoric
- Personality tests and conflict style inventory help devise strategy based on an individual's preferred style of interaction
- Sales techniques
Other techniques:
Coercive techniques, some of which are highly controversial or not scientifically proven effective:
See also
- Captatio benevolentiae
- Compliance gaining
- Judge–advisor system
- Perception management
- Regulatory focus theory
- Sleeper effect
- Social marketing
