To Know from Readings Mc Raney 2011 Why

Persuasive Goals What Works & What Doesn’t… What We Know From Research

Goals • Goals are (Dillard, 1990): – viable explanat. for – Often focus of

What’s your goal? • • To inform? To educate? To raise awareness? To get

Most goals fall within: • Motives – – – ID-consistency? • Goals – –

PROTOTYPES OF COMPLIANCE-GAINING EVENTS (Cody et al. , 1994)

Tactics Used to Pursue Different Goal Types (Cody et al. , 1994)

Typology of Compliance-Gaining Goals (Cody et al. , 1994) • – Single, ongoing, personal,

Persuasion involves… n Process of trying to influence people’s attitudes, beliefs, & values •

Continuum of Dispositions s Change fairly frequently & easiest to influence Can be influenced,

Consider … • What is your goal? • Who is your audience? • What

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To Know from Readings • Mc. Raney (2011) – Why humans conform (Social & Authority reasons) – Basics of experiments by: • Asch • Milgram • Heinrichs (2017) – Kairos (1 • • st argument type) What it is Rhetoric types (demonstrative, forensic, deliberative) Role of digressions Anticipating audience response/context/circumstance – Anticipating objections (hypophora tool) – Spotting the “Inarguable” – Roles of blame, value, choice – 3 (more) Main Argument Types (& “concession” sides of each) • Ethos • Pathos • Logos

Persuasive Goals What Works & What Doesn’t… What We Know From Research

Goals • Goals are (Dillard, 1990): – viable explanat. for – Often focus of – Level at which occurs – Drive action/sequences • Multiple can exist at once • Proactive vs. Reactive

What’s your goal? • • To inform? To educate? To raise awareness? To get involvement? To elicit change? To be a resource? Combination?

Most goals fall within: • Motives – – – ID-consistency? • Goals – – May use to achieve motives • Sub-goals – Specif

PROTOTYPES OF COMPLIANCE-GAINING EVENTS (Cody et al. , 1994)

Tactics Used to Pursue Different Goal Types (Cody et al. , 1994)

Typology of Compliance-Gaining Goals (Cody et al. , 1994) • – Single, ongoing, personal, increased auton. • – Info, fund activity, purchase goods, $ assistance, favor/borrow, favor/consideration, selfish req. • – Relational, health/habit, soc. skill/appear. , $plan, careerplan • • – Mutual, target • (3 rd party) – Family coalition, resolve conflict, acquire info, relational initiat. • (buy/sell) – Selling, charity, buying • • – Initiation, escalation/estab. , de-escalation

Persuasion involves… n Process of trying to influence people’s attitudes, beliefs, & values • Attitudes – – (precedes & directs actions) to respond – favorably/unfavorably ( ) – toward (about) some attitude • Beliefs – Something be shown) true • Values as T/F even though not yet (or can’t – – about what is/isn’t good/right/important in regard to conduct/existence

Continuum of Dispositions s Change fairly frequently & easiest to influence Can be influenced, but only w/ much evidence Deeply held & most difficult to change

Consider … • What is your goal? • Who is your audience? • What is your preferred medium (& its limitations)?