Chapter 15 Interpersonal Persuasion

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Chapter 15 - Interpersonal Persuasion
mass persuasion interpersonal persuasion
electronically mediated typically F2F/voice to
voice
mass audience audience of one
idealized audience M.O.L. aware of other person
typically re attitudes typically re
action/behavior
in a sense, ALL persuasion is interpersonal since
our perceptions are ultimately based on our
individual environment/expectations/desires
but there is still something to be gained by a
discussion of interpersonal, face-to-face
persuasion as distinct from advertisements /or
elections
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interpersonal persuasion is about relationships
4 variables of relationships and interpersonal
persuasion

• Attraction how individuals feel about each
  otherphysical proximityphysical attractiveness
  similarities to ourselvesstatus
  (high/low)those who can provide us with personal
  rewards

• Dominance ability to control or influence
  another individual
• person trying to influence

person being influenced
not all under control or conscious
strategies used to influence
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C. Involvement breadth and depth of our
relationship with the other
involvement
intimate relationship
involvement achieved partially throughself-discl
osure telling another person info about yourself
that is not visible otherwise
lts.d. can be used strategicallygt
D. Situation communicate differently based on
the situation
- social environment- physical environment-
tasks and purposes present
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Many researchers try to understand interpersonal
persuasion under the rubric of
compliance gaining use of strategies to induce
behavior in an other
techniques of compliance gaining
- rewarding activity mc ginsberg offers wine to
its patrons
- punishing activity jailing someone, kids
timeout, grounding, etc.
- expertise strategy learn second language b/c
its good for you
- activation of internalized commitments /-
self-feelings, moral appeal, force
individuals to think about themselves
- activation of interpersonal commitments
altruism, debt, cause audience to think
about how others view them
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4 situations where people are likely to use
compliance-gaining strats.(p. 389-340)
1. noninterpersonal, short-term consequences (no
interp. relationship, short term results)
2. noninterpersonal, long-term consequences
altruism, debt, /- expertise
3. interpersonal, short-term consequences
altruism, altercasting, liking
4. interpersonal, long-term consequences threat,
promise, altruism
POWER of persuader influences choice of
compliance-gaining strategy
Two Sequential-Request Strategiesfocus on ways
to make initial requests in order to gain
acceptance of an ultimate request
A. Foot-In-The-Door technique small initial
request followed by a larger second request
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ex.- door-to-door solicitations may I leave
these informational materials for you?-
lowball prices as low as 14.99
B. Door-In-The-Face technique large first
request is turned down, smaller second
request is accepted
receiver views the retreat as a concession on the
part of the persuader and feels the need to
reciprocate if they gave a little then I should
too
ex. selling a house
Conflict what causes it?
different values, different perceptions of the
other, limited resources, turf battles
How are conflicts resolved?
always with/through persuasion and almost always
interpersonally
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Dispute/Conflict Resolution Mediation
http//www.resolv.org/articles/t_meetings.htm http
//www.resolv.org/articles/t_participation.htm