Humor and its Role in Persuasion

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Humor and Persuasion Mitch Earleywine, Ph.D.

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What humor can do ,[object Object],[object Object],[object Object],[object Object]

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No Yes Yes No (Surprise!) Set up generates expectation Punch fit? No Laugh Incongruity Explanation possible? Nonsense

“ The punch line triggers the switch from one script to the other by making the hearer backtrack and realize that a different interpretation was possible from the very beginning.” Attardo and Raskin, 1991

Greg Dean’s Approach ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Nonsense ,[object Object],[object Object],[object Object]

Round Table Question How would you apply this to your business, and what are the risks?

Relevance mediated by attention and mood.

Humor Styles:RELATIONSHIPS Tone Target POSITIVE NEGATIVE SELF Self-Enhancing Self-Defeating* OTHERS Affiliative** Aggressive

Who likes what? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Buying what? Functional Expressive High Risk Big Tools (White)* Large appliances Family Cars Insurance Big Toys (Red) Fashions Sports Cars Jewelry Low Risk Little Tools (Blue) Gasoline Cleaners Regular food Treats (Yellow) ** Beer COFFEE Desserts

Cialdini’s Big Six ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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The Social Self Three Motivations in Social Psychology Motivation for certainty  We need to feel like we understand our environment Motivation for esteem  We need to feel competent and proud of ourselves Motivation for belonging  We need pleasant and stable social connections Three Motivations in Social Psychology Motivation for certainty Motivation for esteem Motivation for belonging The way we view our self-concept is driven largely by these Self-concept: A system of knowledge and beliefs about our personal qualities Self-Concept Me My likes My values My skills My traits My feelings Sources of Knowledge Write a list of 5 subjective traits that define you I am outgoing (subjective) I am a student (objective) These can include your values, likes, talents, personality traits, aspirations, etc. Next to each one: How do you know? Knowledge Through Behavior Self-perception theory  We learn about ourselves by watching our own behaviors I am talking in front of a classroom, so I must be outgoing Our behaviors are more telling when: They are freely chosen There is no reward Knowledge Through Behavior Children asked to draw with new markers for 20 minutes Condition 1: Promised a “Good player” certificate 2 weeks later, played with markers 8% of free-time Condition 2: Not promised a certificate, but surprised with one 2 weeks later, played with markers 16% of free-time Condition 3: Not promised a certificate, not given one 2 weeks later, played with markers 16% of free-time Knowledge Through Behavior Why? Condition 1: I played with these before, but it was for a certificate, so I don’t actually like them Condition 2 + 3: I played with these before without the promise of a certificate, so I must like them! Knowledge Through Thoughts/Feelings Similarly, we use our thoughts and feelings to define who we are I am calm in this classroom right now, so I must be outgoing Knowledge Through Feelings/Thoughts Researchers put a female surveyor in a national park to approach men Condition 1: Men approached in an open field/ picnic area Condition 2: Men approached as they crossed a swaying, unstable bridge A second researcher approaches after and asks how attractive that female was Men in condition 2 reported being more attracted to her Knowledge Through Feelings/Thoughts Conclusion: Being on the bridge elevated heartrate, sweating, and attention Men took this to mean attraction Knowledge From Others’ Reactions We understand who we are through the ways others treat us/react to us. My brother asked me to talk at his wedding, so I must be outgoing We respond to both obvious and subtle information from others: Obvious: Others tell me I am creative, people are impressed by what I create Subtle: My brother asks me to help design his wedding invitations Works more with under-developed self-concepts or new domains Knowledge from Social Comparisons We judge who we are by how we co.

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