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Persuasion%20in%20Organizational%20Settings

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Persuasion in Organizational Settings ' ... Key issue--do you view persuasion as essentially a rational or a non-rational enterprise? ... – PowerPoint PPT presentation

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Title: Persuasion%20in%20Organizational%20Settings


1
Persuasion in Organizational Settings
  • I have this lovely swamp land in Florida you
    might be interested in.

2
Uncle Nicks Handy Midterm II Survival Guide
  • All material from the lectures/PowerPoint
  • Chapters 5, 6, 10, 12, 14
  • Chapter 5 especially pp. 123-128
  • Chapter 6 especially pp. 150-156
  • Chapter 10 especially pp. 241-254
  • Chapter 12 especially pp. 317-326
  • Chapter 14 especially pp. 368-376

3
Definitions and Initial Considerations
  • To persuade is to limit the options that are
    perceived as acceptable. Hamilton
  • Contrasted with coercion and informing
  • Key issue--do you view persuasion as essentially
    a rational or a non-rational enterprise?

4
Modes and Venues for Persuasion
  • Speaking to convince versus speaking to actuate
  • The attitude-behavior dichotomy
  • Persuasion happens in
  • public settings
  • formal one-on-one settings
  • informal settings

5
Yale School of Persuasion Research
  • Carl Hovland and colleagues
  • Attention
  • Comprehension
  • Acceptance
  • Retention
  • Action
  • Criticisms of the model

6
Maslows Hierarchy of Needs
  • Physiological needs
  • Security Needs
  • Social or love needs
  • Esteem needs
  • Self-actualization needs

7
Cialdinis Principles of Persuasion
  • Reciprocation
  • Commitment and Consistency
  • Social Proof
  • Liking
  • Authority
  • Scarcity

8
Monroes Motivated Sequence
  • Attention Step
  • Need Step
  • Satisfaction Step
  • Visualization Step
  • Action Step

9
Monroes Motivated Sequence Illustrated
  • Persuasive speech on improving workplace safety
  • Attention Personal experience of workplace
    accident
  • Need Severity and numbers of workplace
    injuries--stats, case studies, projections
  • Satisfaction solve through aggressive employee
    ed. and strict OSHA enforcement
  • Visualization lower worker comp costs
  • Action call insurance co., get OSHA training
    packages

10
Alternative Organizational Patterns
  • Problem solution format
  • Criteria satisfaction format
  • Cause-effect-solution format
  • Indirect sequence
  • establish the problem
  • outline criteria for response
  • disqualify alternatives
  • present the unpopular solution

11
Speaker Credibility
  • Extrinsic credibility--prior to
  • Intrinsic credibility--during
  • Dimensions of credibility
  • trustworthiness
  • competence/expertise
  • dynamism
  • objectivity
  • organizational rank

12
Final Thoughts
  • Audience analysis is key to effective persuasion
  • Ethics should not be an afterthought
  • Aristotle was probably right
  • ethos
  • pathos
  • logos
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