Uploaded byWill Munroe
Practical influence - an introduction
This document discusses influence and persuasion. It defines key terms like influence, attitude, and persuasion. It describes how attitudes influence behavior but behavior is not always consistent with attitudes. It outlines two ways of thinking - systematic and heuristic. Systematic thinking involves arguments while heuristic thinking involves cues. It discusses influence tactics and practical applications of influence in areas like commercial websites and politics.
Practical influence - an introduction
- 1. Practical Influence AnIntroduction 2014-12-03
- 2. Practical Influence AnIntroduction 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 andPersuasion 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 ofThinking 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 ofThinking 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 ofThinking Systematic Thinking Types of Arguments Facts Evidence Examples Reasoning Logic 2006-09-24 9
- 10. Two Ways ofThinking Systematic Thinking: Challenges 2006-09-24 10
- 11. Two Ways ofThinking Heuristic Thinking 2006-09-24 11
- 12. Two Ways ofThinking 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 ofThinking Heuristic Thinking Types of Cues (CLARCS) - Cialdini Comparison Liking Authority Reciprocity Commitment/Consistency Scarcity 2006-09-24 13
- 14. Two Ways ofThinking 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 Weband Wireless Online individuals Have greater control of information Have too much information Demand individual attention 2006-09-24 15
- 16. Practical Influence ImportantApplications 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 ThankYou Will Munroe Senior Influence Architect will.munroe@clearintent.ca 2006-09-24 18