Practical influence - an introduction
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Introduction to the basic principles of influence and persuasion.
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Practical influence - an introduction
- 1. Practical Influence An Introduction 2014-12-03
- 2. Practical Influence An Introduction Will Munroe Senior Influence Architect March 16th, 2001 2014-12-03 2
- 3. Practical Influence Agenda Definitions Attitudes and Behaviour Two Ways of Thinking Current Trends Practical Applications Discussion 2006-09-24 3
- 4. Definitions Inform vs. Influence inform /in fôrm´/ vt. to give knowledge of something; tell influence /in´ floo wence/ n. deliberate effort to change a receiver's thoughts, feelings or behaviours 2006-09-24 4
- 5. Definitions Attitude and Persuasion attitude /at´ e tyood/ n. a person’s evaluation of an object of thought persuasion /per sway´ zhen/ vt. use of communication in an attempt to change a receiver’s attitude 2006-09-24 5
- 6. Attitudes and Behaviour How They Work Free will Attitudes influence behaviour Attitude Behaviour Consistency Behaviour not always consistent Relevant attitudes affect behaviour Available attitudes affect behaviour Applications 2006-09-24 6
- 7. Two Ways of Thinking Systematic and Heuristic Two distinct modes of thinking Systematic Heuristic Situation, personality affect choice Persuasion results vary by mode 2006-09-24 7
- 8. Two Ways of Thinking Systematic Thinking Best influence tool: argument Effort required of receiver: focused Successful persuasion means Persistent change Resistant attitudes Predictable results 2006-09-24 8
- 9. Two Ways of Thinking Systematic Thinking Types of Arguments Facts Evidence Examples Reasoning Logic 2006-09-24 9
- 10. Two Ways of Thinking Systematic Thinking: Challenges 2006-09-24 10
- 11. Two Ways of Thinking Heuristic Thinking 2006-09-24 11
- 12. Two Ways of Thinking Heuristic Thinking Best influence tool: cues Effort required of receiver: little Successful persuasion means Short-term change Vulnerable attitudes Less predictable results 2006-09-24 12
- 13. Two Ways of Thinking Heuristic Thinking Types of Cues (CLARCS) - Cialdini Comparison Liking Authority Reciprocity Commitment/Consistency Scarcity 2006-09-24 13
- 14. Two Ways of Thinking Influence Tactics To encourage systematic thought Ensure relevance, comprehension Monitor and control mental state Match tools with mental state Not sure? Use a cue. Develop arguments from the point of view of the receiver 2006-09-24 14
- 15. Current Trends Web and Wireless Online individuals Have greater control of information Have too much information Demand individual attention 2006-09-24 15
- 16. Practical Influence Important Applications Commercial Web sites Non-profit Web sites Charity Politics Environment and Health Fine Art and Performance Art New categories of products and services 2006-09-24 16
- 17. Practical Persuasion Review Definitions Attitudes and Behaviour Two Ways of Thinking Current Trends Practical Applications 2006-09-24 17
- 18. Practical Persuasion Thank You Will Munroe Senior Influence Architect will.munroe@clearintent.ca 2006-09-24 18