...of the Case Incident “The Persuasion Imperative.” It discusses information about IBM’s training program, as well as other keys to persuasion and influence that were not mentioned in IBM’s program. These topics are compared with the topics discussed in Chapter 13 of the textbook. Finally, we discuss whether or not generational values can explain the changing nature of the employer-employee relationship. Persuasion is necessary in the field of management. In review of the case study, there are several key points to contemplate: * Are the precepts of IBM’s training program consistent with the concepts in the chapter? Why or why not? * Based on the chapter, are there other keys to persuasion and influence that might be added to the IBM program? * If you had a manager who wanted you to do something against your inclination, which of IBM’s elements would work best on you? Why? * From Chapter 5, do you think generational values explain the changing nature of the employer-employee relationship? Why or why not? Are the precepts of IBM’s training program consistent with the concepts in the chapter? Why or why not? IBM’s precepts are stated as: build shared vision; negotiate collaboratively; make trade-offs; and build and maintain your network. These precepts do line up with the concepts from the chapter. In review of Robins & Judge information, there are distinct influence tactics: Legitimacy (relying on authority); rational persuasion (presenting logical arguments...
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...In social psychology there are many aspects of the things that we do in our daily lives that have been scientifically investigated through scientific method for the sake of getting to know human behavior and to put reasoning behind the thought, feeling and behavior of human beings as they are influence by our environment and others, basically why we do what we do. Social psychology looks at a wide range of social topics some of which are perception, behavior, conformity, aggression and prejudice to name a few. This paper will highlight a few of the terminologies and theories in this discipline also give overview to some of these afore mentioned topics. Starting with the terminology used in social psychology we look at the concept of self, it is stated in the text Introduction to Social Psychology self-concept “is the collection of things you know about yourself—such as your overall cognitive understanding (learned beliefs, attitudes, and opinions) about yourself” (Feenstra, 2011). Looking at this statement, it can be determined that the ideas learned throughout life about one’s self is a product self-concept. Self schema is what is understood and gathered from self-concept. Text defines self-schema as “organizing this information, affecting how we view the world and takes in information” (Feenstra, 2011). What are gathered from a person as far as the sports they may play, going to church and time spent with my family are all things that can attribute to ones self-concept...
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... |Meets Minimum |Fair |Proficient |Exemplary | | |Below 60% F |Expectations |70-79% C |80-89% B |90-100% A | | | |60-69% D | | | | |1. Argument follows |Did not submit or |Insufficiently |Partially followed the|Satisfactorily |Thoroughly followed | |the five steps of |incompletely followed |followed the five |five steps of |followed the five |the five steps of | |persuasion: |the five steps of |steps of persuasion: |persuasion: |steps of persuasion: |persuasion: | |establishing |persuasion: |establishing |establishing |establishing |establishing | |credibility, |establishing |credibility, |credibility, |credibility, |credibility, | |acknowledging the |credibility, |acknowledging the |acknowledging the |acknowledging the |acknowledging the | |audience‘s position, |acknowledging the |audience‘s position, |audience‘s position, |audience‘s position, |audience‘s position, | |constructing a |audience‘s position, |constructing a |constructing a |constructing a |constructing a ...
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...Every advertisement is designed to influence its target public to either buy the product being advertised or to at least consider it in a future purchase. In order to persuade the public, the advertisement needs to be appealing, logical and credible. These three means of persuasion are what the Greek philosopher Aristotle called Pathos, Logos, and Ethos. In the advertisement examined in this paper, there's an emphasis on the use of Pathos, which is the way of persuading by appealing to the public's emotion as described in the book Writing Arguments: A Rhetoric With Readings by John D. Ramage and and John C. Bean (81-82). The ad is dominated by a background image that shows a penguin belching fire in an ice land. In the bottom right corner of...
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...The art of persuasion is an essential part of rhetoric and good argument. There are different levels of communication. If you simply want basic information because you are in an unfamiliar location, that is one thing. On the other hand, in communication at higher levels you are often engaged in the process of sharing a point of view and attempting to get others to share your point of view. Imagine how many aspects of modern business and commerce, local, national and international politics, education, the arts and every form of industry are dependent on intelligent people making persuasive arguments literally countless times each day. In in class speaker, Mr. John Divine, provided us with a great example of this. Mr. Divine is honed in the necessary art of persuasion due to his vast personal experience, as he performed the art of persuasion for both a living and profession. For many years Mr. Divine was involved in sales for IBM, a multinational consulting and technology company who designs and sells computers and computer hardware and software in addition to offering consultancy in technology. Furthermore, Mr. Divine was involved in the political realm of persuasion; he acted as mayor for the town of Salina. Through his personal experience Mr. Divine has come to be a prolific reserve in terms of information pertaining to persuasion. He has come to learn in what cases persuasion is more likely to be effective, which he kindly shared with our class. He told us about key steps which...
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...Altruism in Society (Team Project) (PSY400) Elements of Persuasion The great rhetorician, Aristotle, proposed that the persuasiveness of any argument is based on three elements: ethos—the credibility of the speaker, logos—the strength of the argument, and pathos—the communicator’s ability to emotionally move an audience (O’Quinn, 2009). The ethos of an argument is established by the speaker conveying trustworthiness, expertise in the subject, and an appropriate tone towards the audience. The element of logos is concerned with the logical power of the argument and the strategy utilized to present the argument. Lastly, pathos is the way in which the argument is presented. A persuasive argument should use vivid yet simple language, be applicable to the audience, and cite credible facts. Furthermore, Aristotle’s rhetorical elements are closely mirrored by Myers’ (2008) primary ingredients of persuasion: 1) the communicator; 2) the message; 3) how the message is communicated; 4) the audience. In our campaign to bring awareness of the human rights violation of human trafficking, we have sought to utilize both the elements of logos and pathos to convey the seriousness of the situation. The logical power of the argument is built upon the Victims of Trafficking and Violence Protection Act of 2000 and 2003 (TVPA), which stipulates that induced commercial sex, labor, or services is punishable under the law and victims of said induced acts are eligible for government benefits (Human Trafficking...
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...American Economic Review: Papers & Proceedings 2009, 99:2, 448–453 http://www.aeaweb.org/articles.php?doi=10.1257/aer.99.2.448 Beliefs and disagreement in OrganizatiOns † Authority versus Persuasion By Eric Van den Steen* Managers often face a choice between authority and persuasion. In particular, since a firm’s formal and relational contracts and its culture and norms are quite rigid in the short term, a manager who needs to prevent an employee from undertaking the wrong action has the choice between either trying to persuade this employee or relying on interpersonal authority.1 Herbert Simon (1947) noted, for example, that “when … disagreement is not resolved by discussion, persuasion, or other means of conviction, then it must be decided by the authority of one or the other participant” and that “in actual practice … authority is liberally admixed with suggestion and persuasion.” Obviously, in choosing between persuasion and authority, the manager makes a cost-benefit trade-off. This paper studies that trade-off, focusing in particular on agency conflicts that originate in open disagreement, in the sense of differing priors. To that purpose, I will study a setting in which a principal and an agent are involved in a project. The project’s outcome depends both on decisions and on implementation effort by the agent, i.e., on effort to execute the decisions. A key issue is that the principal and agent may openly disagree on which decisions are most likely to † Discussants:...
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...because he wanted to do right. He could be called an “aw, shucks” kind of guy. The characters in the movie and the audience as well were persuaded by Dan’s personality to believe he was a good man. Rigas was a whole different story. He was a different kind of man. Rigas could be pegged as a bad guy right off the bat. His voice, his character, and his actions all persuaded the other characters and the audience that he was spiteful and suspicious. This was also a form of rheotoric because of the persuasion Rigas’s character to others. Rigas also physically persuaded Dan to murder. Rigas done an experiment on Dan that physically and mentally persuaded him to follow the commands of Rigas and to kill Dr. Lawrence. Dan was turned into a mad man and was forcefully persuaded to be a slave to Rigas. Again, this is a form of rhetoric because of the persuasion even though Dan wasn’t persuaded willfully. The glowing body of Dan after he was electrocuted is also rhetoric. It was a physical persuasion. The people seen Dan’s glowing body and they were persuaded that he was full of...
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...lifestyle and psychographics. Following variables can be used to determine the non-user of shampoo • Affordability • Lifestyles and psychographics • Brand communication • Purchasing power Question 2. What are the cognitive beliefs on the three brands of shampoos? (what are those advertising elements that ,match with the cognitive beliefs?) Answer The cognitive beliefs on the three brands of shampoos and their advertising elements that match with the cognitive beliefs on the three brands of shampoo are: • Clinic plus-Cosmetic shampoo of Unilever with portfolio driven on “family value and health foundation”. it prevents from dirt and split ends. • Head & Shoulders-it’s an anti- dandruff brand of Proctor and gamble which is chemically tested. Approved by Dermatologist. • Chik- it’s a cosmetics shampoo mainly contributes in south at a very cheaper rate .It’s a cosmetic shampoo brand of Cavin kare which promises soft, nourished, beautiful hair. Question 3. What are the affective aspects reflected by advertisements of three brands of shampoo? (What are those advertising elements that, match with the affective beliefs?) Answer The advertising elements that match with the effective aspects on the three brands of shampoo are: Clinic plus Head and shoulder Chick Kind of Shampoo Cosmetic Shampoo, Anti-Dandruff Shampoo Cosmetic Shampoo Of Brand Of HUL Of P&G. Cavin Care Central Character Young School Going Young Male & Female...
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...GROUP OF ADVERTS The group of advertisements I have identified on television is the sensodyne toothpaste and Aqua fresh. They are both toothpastes which are advertised mostly on television and they differ in the way they are both aired. Aqua fresh toothpaste is highlighted as the only toothpaste that a family will need and they endorse in a way that all people with families should use Aqua fresh toothpaste. Sensodyne is toothpaste for sensitive teeth and it is dentist recommended and it is approved by the Kenya Dental Association. Both advertisements run every day on television and every company is trying hard to win consumers interest in terms of their product consumption. As much as it is healthy for people to brush their teeth with toothpaste, the way these products are advertised brings controversy in the society. People have different test and preference when it comes to sensitive products like toothpaste. Aqua fresh advertisement uses a family to endorse its product. The message accompanied by this product is; “what every family needs.” They portray their product to be the best for every family and they encourage parents to buy Aqua fresh toothpaste for r their families. Sensodyne toothpaste is for sensitive teeth and dentist recommended. Experts who are doctors are used in endorsing sensodyne toothpaste. The message that makes people think it’s the best toothpaste is where they say that it is recommended by the Kenya Dental Association. Many people are persuaded...
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...Supporting an idea is utilized as a basis for a claim, thus turning it into a credible argument. In order to establish a claim, one must understand the various ways that people can be persuaded by an argument. These elements of persuasion are logos, pathos, and ethos. By appealing to either one of these elements or all three, one can differentiate between that of nonsense and credibility. In the amusing video of Drunk History, a woman provides a secondary account of the story of Claudette Colvin and Rosa Parks. The beginning of the segment displays a vague interpretation of how racial discrimination ensued between a 15 year old African American girl and a white woman. Through the implementation of slurred dialects, the claim established provides a significant connection to the element of logos. This element demonstrates an example of how deductive reasoning is utilized by reaching a conclusion based on, "applying a general fact that we know--or belief that we hold--to a specific situation" (Austin 597). An example of this description is provided by how the woman felt entitled to a seat because of the belief that, "You have to move...
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...Persuasion is a definite aspect of education, both in a professor’s teaching methods and the students’ assignments for the teacher. Professors use various techniques of persuasion to influence and impart knowledge to their students on the subjects in which they are an authority to change their beliefs or attitudes towards those topics. The social psychologist Robert Cialdini (2003) discusses six principles of persuasion which are often used by people in everyday life whether unconsciously or consciously. It seems that the current theoretical and empirical studies on these principles of persuasion and various other “processes makes available to instructors a technology for systematically altering the nature of people’s beliefs and actions” (Friedrich...
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...Julius Caesar Theme Essay Persuasion in itself is a form of superiority. The conclusion from Julius Caesar's death is not only powerful, but fulfilling. Throughout the entire excerpt Caesar repeatedly voiced his prerogatives defiantly. This is not only because of this dedication towards the Roman citizens, but his commitment to his fellow peers. Although, some of his peers did not view his actions as beneficial, but more so as a negative impact towards society. One in particular, Cassius, who, by the power of persuasion, manipulated Brutus into his proclaimed conspiracy of killing Julius Caesar, along with several others. This act could not have been accomplished if it weren't for the capability of forging and perjury. These factors are also linked variables towards persuasion. Realistically, the “power” of Cassius, was subsequently altered into pure evil. This is proven throughout various scenarios that lead to the battle between Antony, a loyal acquaintance of Caesar, and Octavius, an appointed successor and the adopted son of Cassius, against Cassius and his men. Within the text Antony is able to recite Julius' will at his funeral, stating that a specific sum of his money be constituted to each of the fellow citizens of Rome, could this outcome come from a man that was assumed “ambitiously dangerous” to the community? No, however, this outcome is another form of power within the republic. In correlation with the specificity of word choice, Antony grieved the death of...
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...Young Girl was published in 1950, and is the diary of a girl named Anne Frank. Anne Frank along with her family hid from the Nazi’s during their occupation of Amsterdam. One of her protectors, Miep Gies, was later interviewed in the documentary Dear Kitty: Remembering Anne Frank. From these sources we can gather information on all the people involved, not just in Anne Franks case, but in occupied Holland as a whole. This information is rich in the concepts of social psychology, as we can study the victims, the perpetrators, the bystanders, and the rebels. In this paper, we will examine why everyone involved in Anne Franks hiding and death acted the way they did, and what may have motivated them to do so. The main perpetrators used persuasion and stereotyping to achieve essentially the brainwashing of a nation. The entire nation of Germany played a role in the Holocaust. Many German citizens were bystanders, some rebelled, and some took an active role. The perpetrators were the Nazi government, the Gestapo, the SS, the German police and the informants. Of these perpetrators, we have two kinds: those that engineered the plan and those who followed orders....
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...components of persuasion interpersonal communication and the attribution theory. Even though the young man and woman are still life images they are still using interpersonal communication. Just by looking at their facial expressions you can see that they are both smiling at each other as if they have first met. They are also gazing into each other eyes so that leads me to believe that they know each other. So, this ad incorporates a...
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