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Download or read book Personality and Persuasibility written by and published by . This book was released on 1959 with total page 333 pages. Available in PDF, EPUB and Kindle. Book excerpt:
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Download or read book Personality and Persuasibility written by and published by . This book was released on 1959 with total page 333 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Personality and Persuasibility written by and published by . This book was released on 1968 with total page 333 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author: Robert Motzek
Publisher: GRIN Verlag
Published: 2011-11
Total Pages: 61
ISBN-13: 3656060177
DOWNLOAD EBOOKResearch Paper from the year 2011 in the subject Business economics - Business Management, Corporate Governance, grade: A, Harvard University (Harvard Business School), course: Psychology of Strategic Leadership, language: English, abstract: 1. Introduction Much has been written on which types of people have more influence, are more successful negotiators and the techniques related to persuasion. However, this assumes that most people have the ability to enter a situation and accurately judge their audiences and respond accordingly to cues and effectively use numerous appropriate persuasion techniques. The ongoing hypotheses in the literature is that all people are equal when it comes to persuasion, whereas in practice we may use how much somebody cares about when it is one friend and using social pressure on another friend depending on that friend's characteristics. Very little research has been done on how the identity of the audience changes their responsiveness to different persuasion techniques. The authors of this paper examine how the responsiveness to Cialdini's six persuasion techniques varies by gender, cultural background and personality type. Each of the techniques is briefly described in the table below. Our results show that there are indeed differences in responsiveness to techniques depending on demographic and personality differences. 2. Theoretical background 2.1 Personality and persuasion 2.1.1 Five-factor model of personality Fifty years ago, Tupes and Christal (1961) established a five-factor model of personal traits (often termed the Big Five) consisting of neuroticism, extraversion, openness to experience, agreeableness and conscientiousness.2 Today, this framework is widely used to describe the most important aspects of personalities.3 Several studies showed that the five traits are stable over time and can be applied across cultures.4 Table 2 lists the most representative attributes of the extremes for each of the five factors. 2.1.2 Pe
Download or read book Susceptibility of Personality Traits, Gender and Culture to Persuasion Techniques written by Robert Motzek and published by GRIN Verlag. This book was released on 2011-11 with total page 61 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research Paper from the year 2011 in the subject Business economics - Business Management, Corporate Governance, grade: A, Harvard University (Harvard Business School), course: Psychology of Strategic Leadership, language: English, abstract: 1. Introduction Much has been written on which types of people have more influence, are more successful negotiators and the techniques related to persuasion. However, this assumes that most people have the ability to enter a situation and accurately judge their audiences and respond accordingly to cues and effectively use numerous appropriate persuasion techniques. The ongoing hypotheses in the literature is that all people are equal when it comes to persuasion, whereas in practice we may use how much somebody cares about when it is one friend and using social pressure on another friend depending on that friend's characteristics. Very little research has been done on how the identity of the audience changes their responsiveness to different persuasion techniques. The authors of this paper examine how the responsiveness to Cialdini's six persuasion techniques varies by gender, cultural background and personality type. Each of the techniques is briefly described in the table below. Our results show that there are indeed differences in responsiveness to techniques depending on demographic and personality differences. 2. Theoretical background 2.1 Personality and persuasion 2.1.1 Five-factor model of personality Fifty years ago, Tupes and Christal (1961) established a five-factor model of personal traits (often termed the Big Five) consisting of neuroticism, extraversion, openness to experience, agreeableness and conscientiousness.2 Today, this framework is widely used to describe the most important aspects of personalities.3 Several studies showed that the five traits are stable over time and can be applied across cultures.4 Table 2 lists the most representative attributes of the extremes for each of the five factors. 2.1.2 Pe
Author: Robert Motzek
Publisher: GRIN Verlag
Published: 2011-11-18
Total Pages: 25
ISBN-13: 3656060061
DOWNLOAD EBOOKResearch Paper from the year 2011 in the subject Business economics - Business Management, Corporate Governance, grade: A, Harvard University (Harvard Business School), course: Psychology of Strategic Leadership, language: English, abstract: 1. Introduction Much has been written on which types of people have more influence, are more successful negotiators and the techniques related to persuasion. However, this assumes that most people have the ability to enter a situation and accurately judge their audiences and respond accordingly to cues and effectively use numerous appropriate persuasion techniques. The ongoing hypotheses in the literature is that all people are equal when it comes to persuasion, whereas in practice we may use how much somebody cares about when it is one friend and using social pressure on another friend depending on that friend’s characteristics. Very little research has been done on how the identity of the audience changes their responsiveness to different persuasion techniques. The authors of this paper examine how the responsiveness to Cialdini’s six persuasion techniques varies by gender, cultural background and personality type. Each of the techniques is briefly described in the table below. Our results show that there are indeed differences in responsiveness to techniques depending on demographic and personality differences. 2. Theoretical background 2.1 Personality and persuasion 2.1.1 Five-factor model of personality Fifty years ago, Tupes and Christal (1961) established a five-factor model of personal traits (often termed the Big Five) consisting of neuroticism, extraversion, openness to experience, agreeableness and conscientiousness.2 Today, this framework is widely used to describe the most important aspects of personalities.3 Several studies showed that the five traits are stable over time and can be applied across cultures.4 Table 2 lists the most representative attributes of the extremes for each of the five factors. 2.1.2 Personality and persuasibility Already before the five-factor personality model was created, Hovland et al. (1953) and Janis et al. (1959) studied personality factors related to persuasibility. In their Yale studies, the authors tested selected personal characteristics such as self esteem, richness of fantasy and interpersonal aggressiveness with regards to susceptibility to persuasion.7 These studies triggered further persuasion research which expanded to personal attributes such as anxiety, dogmatism and need for cognition.8 The following paragraphs summarize major findings regarding the five personality traits’ susceptibility to persuasion.
Download or read book Susceptibility of personality traits, gender and culture to persuasion techniques written by Robert Motzek and published by GRIN Verlag. This book was released on 2011-11-18 with total page 25 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research Paper from the year 2011 in the subject Business economics - Business Management, Corporate Governance, grade: A, Harvard University (Harvard Business School), course: Psychology of Strategic Leadership, language: English, abstract: 1. Introduction Much has been written on which types of people have more influence, are more successful negotiators and the techniques related to persuasion. However, this assumes that most people have the ability to enter a situation and accurately judge their audiences and respond accordingly to cues and effectively use numerous appropriate persuasion techniques. The ongoing hypotheses in the literature is that all people are equal when it comes to persuasion, whereas in practice we may use how much somebody cares about when it is one friend and using social pressure on another friend depending on that friend’s characteristics. Very little research has been done on how the identity of the audience changes their responsiveness to different persuasion techniques. The authors of this paper examine how the responsiveness to Cialdini’s six persuasion techniques varies by gender, cultural background and personality type. Each of the techniques is briefly described in the table below. Our results show that there are indeed differences in responsiveness to techniques depending on demographic and personality differences. 2. Theoretical background 2.1 Personality and persuasion 2.1.1 Five-factor model of personality Fifty years ago, Tupes and Christal (1961) established a five-factor model of personal traits (often termed the Big Five) consisting of neuroticism, extraversion, openness to experience, agreeableness and conscientiousness.2 Today, this framework is widely used to describe the most important aspects of personalities.3 Several studies showed that the five traits are stable over time and can be applied across cultures.4 Table 2 lists the most representative attributes of the extremes for each of the five factors. 2.1.2 Personality and persuasibility Already before the five-factor personality model was created, Hovland et al. (1953) and Janis et al. (1959) studied personality factors related to persuasibility. In their Yale studies, the authors tested selected personal characteristics such as self esteem, richness of fantasy and interpersonal aggressiveness with regards to susceptibility to persuasion.7 These studies triggered further persuasion research which expanded to personal attributes such as anxiety, dogmatism and need for cognition.8 The following paragraphs summarize major findings regarding the five personality traits’ susceptibility to persuasion.
Author: Textbook Publishers
Publisher:
Published: 2003-01
Total Pages: 333
ISBN-13: 9780758101068
DOWNLOAD EBOOKDownload or read book Personality and Persuasibility written by Textbook Publishers and published by . This book was released on 2003-01 with total page 333 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author: Irving Lester Janis
Publisher: Praeger
Published: 1982-10-21
Total Pages: 0
ISBN-13: 0313233209
DOWNLOAD EBOOKGeneral persuasibility--a person's readiness to accept social influence from others irrespective of what he or she knows about the communicator or what it is that the communicator is advocating--is studied. Significant contributions on individual differences in persuasibility made by a number of psychologists associated with the Yale Communication and Attitude Change Program are brought together in this volume.
Download or read book Personality and Persuasibility written by Irving Lester Janis and published by Praeger. This book was released on 1982-10-21 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: General persuasibility--a person's readiness to accept social influence from others irrespective of what he or she knows about the communicator or what it is that the communicator is advocating--is studied. Significant contributions on individual differences in persuasibility made by a number of psychologists associated with the Yale Communication and Attitude Change Program are brought together in this volume.
Author: L. R. Kahle
Publisher: Elsevier
Published: 2013-10-22
Total Pages: 177
ISBN-13: 1483285804
DOWNLOAD EBOOKAn important and interesting work which demonstrates the person-situation interaction theory of attitudes and attributes and shows how many of the principles of interaction or attribute research apply to attitude research (and vice versa). A new theory, social adaptation, is presented which attempts to account for the importance of attitudes and social cognition in human social behaviour, and applies Piaget's work on cognitive development to attitude research.
Download or read book Attitudes & Social Adaptation written by L. R. Kahle and published by Elsevier. This book was released on 2013-10-22 with total page 177 pages. Available in PDF, EPUB and Kindle. Book excerpt: An important and interesting work which demonstrates the person-situation interaction theory of attitudes and attributes and shows how many of the principles of interaction or attribute research apply to attitude research (and vice versa). A new theory, social adaptation, is presented which attempts to account for the importance of attitudes and social cognition in human social behaviour, and applies Piaget's work on cognitive development to attitude research.
Author: John Paul Robinson
Publisher: Gulf Professional Publishing
Published: 1991-01-11
Total Pages: 772
ISBN-13: 9780125902441
DOWNLOAD EBOOKThis volume is sponsored by Division 9 of the American Psychological Association: The Society for the Psychological Study of Social Issues.****This is an essential reference book for any social scientist or student who uses measuresof attitude or personality in his or her research. The earlier version, published twenty years ago, was to be found on the shelf of virtually everyone who worked in the field. Serves as an update and extension of a highly useful book published twenty years ago Employs a systematic standardized evaluation of 150 scales Chapters on specific types of scales are written by experts in those subfields
Download or read book Measures of Personality and Social Psychological Attitudes written by John Paul Robinson and published by Gulf Professional Publishing. This book was released on 1991-01-11 with total page 772 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume is sponsored by Division 9 of the American Psychological Association: The Society for the Psychological Study of Social Issues.****This is an essential reference book for any social scientist or student who uses measuresof attitude or personality in his or her research. The earlier version, published twenty years ago, was to be found on the shelf of virtually everyone who worked in the field. Serves as an update and extension of a highly useful book published twenty years ago Employs a systematic standardized evaluation of 150 scales Chapters on specific types of scales are written by experts in those subfields
Author: Richard Petty
Publisher: Psychology Press
Published: 2014-06-17
Total Pages: 490
ISBN-13: 1317770269
DOWNLOAD EBOOKFirst published in 1982. This collaborative product of leading contributors seeks to update information on the psychology of attitudes, attitude change, and persuasion. Social psychologists have invested almost exclusively in the strategies of theory-testing in the laboratory in contrast with qualitative or clinical observation, and the present book both exemplifies and reaps the products of this mainstream tradition of experimental social psychology. It represents experimental social psychology at its best. It does not try to establish contact with the content-oriented strategies of survey research, which have developed in regrettable independence of the laboratory study of persuasion processes.
Download or read book Cognitive Responses in Persuasion written by Richard Petty and published by Psychology Press. This book was released on 2014-06-17 with total page 490 pages. Available in PDF, EPUB and Kindle. Book excerpt: First published in 1982. This collaborative product of leading contributors seeks to update information on the psychology of attitudes, attitude change, and persuasion. Social psychologists have invested almost exclusively in the strategies of theory-testing in the laboratory in contrast with qualitative or clinical observation, and the present book both exemplifies and reaps the products of this mainstream tradition of experimental social psychology. It represents experimental social psychology at its best. It does not try to establish contact with the content-oriented strategies of survey research, which have developed in regrettable independence of the laboratory study of persuasion processes.
Author: Michael John Baker
Publisher: Taylor & Francis
Published: 2001
Total Pages: 576
ISBN-13: 9780415213998
DOWNLOAD EBOOKDownload or read book Marketing written by Michael John Baker and published by Taylor & Francis. This book was released on 2001 with total page 576 pages. Available in PDF, EPUB and Kindle. Book excerpt: