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Persuasive
Persuasion or persuasion arts is an umbrella term for Social influence, influence. Persuasion can influence a person's Belief, beliefs, Attitude (psychology), attitudes, Intention, intentions, Motivation, motivations, or Behavior, behaviours. Persuasion is studied in many disciplines. Rhetoric studies modes of persuasion in speech and writing and is often taught as a Classics, classical subject. Psychology looks at persuasion through the lens of individual behaviour and neuroscience studies the brain activity associated with this behaviour. History and political science are interested in the role of propaganda in shaping historical events. In business, persuasion is aimed at influencing a person's (or group's) attitude or behaviour towards some event, idea, object, or another person (s) by using written, spoken, or visual methods to convey information, feelings, or reasoning, or a combination thereof. Persuasion is also often used to pursue personal gain, such as election campa ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Pathos
Pathos (, ; plural: ''pathea'' or ''pathê''; , for " suffering" or "experience") appeals to the emotions and ideals of the audience and elicits feelings that already reside in them. Pathos is a term used most often in rhetoric (in which it is considered one of the three modes of persuasion, alongside ethos and logos), as well as in literature, film and other narrative art. Methods Emotional appeal can be accomplished in many ways, such as the following: * by a metaphor or storytelling, commonly known as a hook; * by passion in the delivery of the speech or writing, as determined by the audience; * by personal anecdote. appealing to an ideal can also be handled in various ways, such as the following: * by understanding the reason for their position * avoiding attacks against a person or audience's personally * use the attributes of the ideal to reinforce the message Pathos tends to use "loaded" words that will get some sort of reaction. Examples could include "victim," i ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Sales Pitch
As a selling technique, a sales presentation or sales pitch is a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service. A sales pitch is essentially designed to be either an introduction of a product or service to an audience who knows nothing about it, or a descriptive expansion of a product or service that an audience has already expressed interest in. Sales professionals prepare and give a sales pitch, which can be either formal or informal, and might be delivered in any number of ways. A sales pitch may be invited by an organisation looking to obtain supplies or services, for example in a commissioning context. Elements First impression The first visual and audible impression upon a market or client can appeal any of the five senses in order to initiate excellent chemistry between the buyer and seller. A way of luring in the potent ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Leon Festinger
Leon Festinger (8 May 1919 – 11 February 1989) was an American social psychologist who originated the theory of cognitive dissonance and social comparison theory. The rejection of the previously dominant behaviorist view of social psychology by demonstrating the inadequacy of stimulus-response conditioning accounts of human behavior is largely attributed to his theories and research. Festinger is also credited with advancing the use of laboratory experimentation in social psychology, although he simultaneously stressed the importance of studying real-life situations, a principle he practiced when personally infiltrating a doomsday cult. He is also known in social network theory for the proximity effect (or propinquity). Festinger studied psychology under Kurt Lewin, an important figure in modern social psychology, at the University of Iowa, graduating in 1941; however, he did not develop an interest in social psychology until after joining the faculty at Lewin's Research Cente ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Ancient Greece
Ancient Greece ( el, Ἑλλάς, Hellás) was a northeastern Mediterranean Sea, Mediterranean civilization, existing from the Greek Dark Ages of the 12th–9th centuries BC to the end of Classical Antiquity, classical antiquity ( AD 600), that comprised a loose collection of culturally and linguistically related polis, city-states and other territories. Most of these regions were officially unified only once, for 13 years, under Alexander the Great's Macedonian empire, empire from 336 to 323 BC (though this excludes a number of Greek city-states free from Alexander's jurisdiction in the western Mediterranean, around the Black Sea, Cyprus, and Cyrenaica). In Western history, the era of classical antiquity was immediately followed by the Early Middle Ages and the Byzantine period. Roughly three centuries after the Late Bronze Age collapse of Mycenaean Greece, Greek urban poleis began to form in the 8th century BC, ushering in the Archaic Greece, Archaic period and Greek colonis ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Stefano DellaVigna
Stefano DellaVigna (born June 19, 1973) is an Italian economist and the Daniel E. Koshland, Sr. Distinguished Professor of Economics and Professor of Business Administration at the University of California, Berkeley. Born in Como, Italy, he emigrated to the United States when he was 18. He joined the faculty of the University of California, Berkeley in 2002, after receiving his Ph.D. from Harvard University. His research focuses on behavioral economics, and he is a co-director of the Initiative for Behavioral Economics and Finance. He has published studies on the effects of Fox News on voter behavior, the effects of violent films on violent crime rates, and the response of stock market investors to corporate announcements of disappointing earnings. In 2021 he was named a Fellow of the Econometric Society In the scientific discipline of economics, the Econometric Society is a learned society devoted to the advancement of economics by using mathematical and statistical methods. ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Exposure And Response Prevention
Exposure therapy is a technique in behavior therapy to treat anxiety disorders. Exposure therapy involves exposing the target patient to the anxiety source or its context without the intention to cause any danger (desensitization). Doing so is thought to help them overcome their anxiety or distress. Procedurally, it is similar to the fear extinction paradigm developed for studying laboratory rodents. Numerous studies have demonstrated its effectiveness in the treatment of disorders such as generalized anxiety disorder, social anxiety disorder, obsessive-compulsive disorder, post-traumatic stress disorder (PTSD), and specific phobias. Medical uses Generalized anxiety disorder There is empirical evidence that exposure therapy can be an effective treatment for people with generalized anxiety disorder, citing specifically in vivo exposure therapy, (exposure through a real life situation), which has greater effectiveness than imaginal exposure in regards to generalized anxiety disord ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Fundamental Attribution Error
In social psychology, fundamental attribution error (FAE), also known as correspondence bias or attribution effect, is the tendency for people to under-emphasize situational and environmental explanations for an individual's observed behavior while overemphasizing dispositional- and personality-based explanations. This effect has been described as "the tendency to believe that what people do reflects who they are", that is, to overattribute their behaviors (what they do or say) to their personality and underattribute them to the situation or context. The error is in seeing someone's actions as ''solely'' reflective of their personality rather than ''somewhat'' reflective of it and also largely prompted by circumstances. It involves a type of circular reasoning in which the answer to the question "why would they do that" is only "because they ''would'' do that." Although things like personality differences and predispositions are in fact real, the fundamental attribution error is an ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Situational Attribution
Attribution is a term used in psychology which deals with how individuals perceive the causes of everyday experience, as being either external or internal. Models to explain this process are called attribution theory. Psychological research into attribution began with the work of Fritz Heider in the early 20th century, and the theory was further advanced by Harold Kelley and Bernard Weiner. Heider first introduced the concept of perceived 'locus of causality' to define the perception of one's environment. For instance, an experience may be perceived as being caused by factors outside the person's control (external) or it may be perceived as the person's own doing (internal). These initial perceptions are called attributions. Psychologists use these attributions to better understand an individual's motivation and competence. The theory is of particular interest to employers who use it to increase worker motivation, goal orientation, and productivity. Psychologists have identified va ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Dispositional Attribution
Dispositional attribution ''(or internal attribution)'' is a phrase in personality psychology that refers to the tendency to assign responsibility for others' behaviors due to their inherent characteristics, such as their motives, beliefs or personality, rather than the external (situational) influences, such as the individual's environment or culture. Attributions refer to inferences made regarding causal relationships or the qualities of someone or something. When a person uses internal attributions, they infer that a person is behaving in a certain way or that an event is occurring due to factors related to the person's character more than their situational context. Internal attribution is defined as the act of placing blame on some type of factor or criteria that could be controlled by an individual for the cause of a certain event. When making an internal attribution, people attempt to explain the cause of a situation or event to personal factors, often in a generalized sense ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Immanuel Kant
Immanuel Kant (, , ; 22 April 1724 – 12 February 1804) was a German philosopher and one of the central Enlightenment thinkers. Born in Königsberg, Kant's comprehensive and systematic works in epistemology, metaphysics, ethics, and aesthetics have made him one of the most influential figures in modern Western philosophy. In his doctrine of transcendental idealism, Kant argued that space and time are mere "forms of intuition" which structure all experience, and therefore that, while " things-in-themselves" exist and contribute to experience, they are nonetheless distinct from the objects of experience. From this it follows that the objects of experience are mere "appearances", and that the nature of things as they are in themselves is unknowable to us. In an attempt to counter the skepticism he found in the writings of philosopher David Hume, he wrote the '' Critique of Pure Reason'' (1781/1787), one of his most well-known works. In it, he developed his theory of ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Thomas Hobbes
Thomas Hobbes ( ; 5/15 April 1588 – 4/14 December 1679) was an English philosopher, considered to be one of the founders of modern political philosophy. Hobbes is best known for his 1651 book ''Leviathan'', in which he expounds an influential formulation of social contract theory. In addition to political philosophy, Hobbes contributed to a diverse array of other fields, including history, jurisprudence, geometry, theology, and ethics, as well as philosophy in general. Biography Early life Thomas Hobbes was born on 5 April 1588 (Old Style), in Westport, now part of Malmesbury in Wiltshire, England. Having been born prematurely when his mother heard of the coming invasion of the Spanish Armada, Hobbes later reported that "my mother gave birth to twins: myself and fear." Hobbes had a brother, Edmund, about two years older, as well as a sister named Anne. Although Thomas Hobbes's childhood is unknown to a large extent, as is his mother's name, it is known that H ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
Socrates
Socrates (; ; –399 BC) was a Greek philosopher from Athens who is credited as the founder of Western philosophy and among the first moral philosophers of the ethical tradition of thought. An enigmatic figure, Socrates authored no texts and is known mainly through the posthumous accounts of classical writers, particularly his students Plato and Xenophon. These accounts are written as dialogues, in which Socrates and his interlocutors examine a subject in the style of question and answer; they gave rise to the Socratic dialogue literary genre. Contradictory accounts of Socrates make a reconstruction of his philosophy nearly impossible, a situation known as the Socratic problem. Socrates was a polarizing figure in Athenian society. In 399 BC, he was accused of impiety and corrupting the youth. After a trial that lasted a day, he was sentenced to death. He spent his last day in prison, refusing offers to help him escape. Plato's dialogues are among the most co ... [...More Info...] [...Related Items...] OR: [Wikipedia] [Google] [Baidu] |
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