Podcasts about Elaboration likelihood model

Till Oyen - Creative Director und Co-Founder der Agentur Radikant. Radikant ist eine Branding-Agentur mit Schwerpunkten im Bereich Markenstrategie, Corporate und UX/UI Design und arbeitet u. a. für die Deutsche Telekom als der zentrale Hub zur Sicherung der Kohärenz des Markenauftritts. Kürzlich bin ich auf einen Report von Radikant aufmerksam geworden. Es übersetzt auf unterhaltsame Weise und grafisch sehr ansprechend aktuelle Erkenntnisse der Neurowissenschaften und der Wahrnehmungsforschung und erklärt, woran Markenkommunikation so oft scheitert Ads werden nicht geklickt, Websites nicht gelesen, der Vertrieb überzeugt nicht. Die Erkenntnis: Markenkommunikation spricht zu oft die falschen Systeme mit den falschen Botschaften an. Wir sprechen vor allem das dahinterliegende Elaboration Likelihood Model und die daraus folgenden Ableitungen für die Gestaltung von Werbung.

In the 1980s, two social psychologists--Rich Petty and John Cacioppo--devised a new way to make sense of persuasion: the Elaboration Likelihood Model. Their work came on the heels of an era in psychology when people were fed up with persuasion research. The old studies were a mess, and it wasn't clear if it was even possible to understand how persuasion works. In the course of studying for an exam in graduate school, Rich and John started sketching out some ways to make sense of things. Over the next decade or so, those ideas blossomed into a fully formed theory that continues to inspire persuasion research today.In this episode, I bring you up to speed on the Elaboration Likelihood Models and the incredible stories of happenstance that made it all happen. The foundation of the episode includes an interview with Rich Petty, a psychology professor at Ohio State University. In the latter half of the episode, we hear from Pablo Briñol, psychology professor at Universidad Autónoma de Madrid. Plus, there are some bonus words from Bob Cialdini.If you want to dive really deep into the Elaboration Likelihood Model, check out the 1986 chapter in Advances in Experimental Social Psychology (Petty & Cacioppo, 1986). For the updated aspect of the model--"self-validation"--you can check out a recent paper by Pablo and Rich (Briñol & Petty, 2022).For a transcript of this episode, visit this episode's page at: http://opinionsciencepodcast.com/episodes/Learn more about Opinion Science at http://opinionsciencepodcast.com/ and follow @OpinionSciPod on Twitter.

For his 2017 PhD, John Hunter put forward a hypothesis that offers insights into both the “transformational” experiences associated with large group awareness training (LGAT) participation and the common claims of psychological harm and problematic behaviour associated with participation. Dr Hunter presented his work at the 2023 International Cultic Studies Association conference, and for this episode, he breaks down some of his findings – including where LGATs may or may not intersect with cults and cult-like behaviour.Full episode page here. You can support us on Patreon or with a one-off donation. Links:John Hunter PhD websiteStress-induced hypomania in healthy participants: the allostatic “manic-defence hypothesis” — Dr John Hunter's 2017 PhD DissertationRational Emotive Behaviour Therapy (Dr Albert Ellis)Cognitive Behaviour Therapy (Dr Aaron T. Beck)Robert J. Lifton's Eight Criteria for Thought ReformThe Book of est — Kirkus Reviews'We're Gonna Tear You Down and Put You Back Together" — by Mark Brewer, Psychology Today, August 1975Mindbreakers — by Roland Howard, The Daily Mail, 23 July 2001Cults in Our Midst — by Margaret Singer, 1995Psychiatric disturbances associated with Erhard Seminars Training — by L. L. Glass, M. A. Kirsch & F. N. Parris, American Journal of Psychiatry, 1977Psychological effects of participation in a large group awareness training — by Fisher, J. D., Silver, R. C., Chinsky, J. M., Goff, B., Klar, Y., & Zagieboylo, C., Journal of Consulting and Clinical Psychology, 1989The Elaboration Likelihood Model of Persuasion — by Richard E. Petty & John T. Cacioppo, Advances in Experimental Social Psychology Vol 19, 1986Thinking, Fast and Slow — by Daniel Kahneman, Farrar, Straus and Giroux, 2011The Program: Cons, Cults and Kidnapping — Fishbowl Films, 2024 Subscribe and support the production of this independent podcast, and you can access early + ad-free episodes at https://plus.acast.com/s/lets-talk-about-sects. Hosted on Acast. See acast.com/privacy for more information.

John Hunter PhD continues his fascinating explanation of the processes used in Large Group Awareness Trainings (LGATs). We begin with the ominously named Elaboration Likelihood Model, which explores how likely it is that someone will think before acting. John touches on Daniel Kahneman's System One - quick thinking - and System Two - considered thinking. He talks about the 'philosophically pompous' statements found in LGAT literature and their demand that people put their experience above their reasoning. John is at the leading edge of research into authoritarian cults. John's PhD here and his ICSA presentation buy Jon's Tao Te Ching here

Kan man vinna en diskussion på facebook? Hur kan jag känna av vart förhandlingen, värvningen eller samtalet tar vägen? Lyckas jag övertyga till en attitydförändring eller slår samtalet bara rätt tillbaka och gör situationen värre än innan? Hur påverkar en källas trovärdighet vår attityd över tid? Kan en youtubekanal eller skidkung påverka mer än en stor samling forskare? Vi tar och tittar på ELM (Elaboration Likelihood Model) en förklaring till hur attityder förändras under ett samtal och glider även in på “sleeper effect” och “Dunning–Kruger effekten”. ELM är framtagen av psykologi och social neuroforskarna Richard E. Petty and John T. Cacioppo. Länkar: Till bilden på ELM “kartan”: https://mcdn.podbean.com/mf/web/rtrq6u/ELM-final65-1mb.jpg Dunning-Kruger effekten: https://mcdn.podbean.com/mf/web/6w7bek/Dunning-Kruger-effekten-Svenska-1mb.jpg Till artikeln om perception kring barns städande (Petra Krantz Lindgren): https://petrakrantzlindgren.se/2020/04/13/vad-hander-om-sma-barn-far-beloningar-nar-de-hjalper-andra-manniskor/?fbclid=IwAR0gK98jG7FSu40ZZKxbRLb5NsDSpO1nkZAkUx9r0Lp8a6_AoZ07eEuqdJU Källan till Petra Krantz Lindgrens artikel (Warneken, F., & Tomasello, M.): https://psycnet.apa.org/record/2008-16008-021   Nu kan även ni bli medlemmar i Fack You Podcast Arbetarkulturella Förening! Medlemskapet gäller i 1 år och du kan själv välja din medlemsavgift (ex: 500, 100, 200 eller helt valfri summa). Swisha ditt namn och e-postadress till nummer 123 09 084 26     Gilla dela och följ oss på sociala medier: https://www.facebook.com/fackyoupodcast http://instagram.com/fackyoupodcast   Ljud och musik: Introlåt: The WTF Singalong - Melody Sheep

Get-rich-quick schemes are known as too good to be true, so why do people continue to participate in these businesses?In this episode, Jessica is joined by Associate Professor Isaac Cheah and Associate Professor Billy Sung from the Curtin School of Marketing. They describe how get-rich-quick schemes work and why people continue to fall for them. They also explore whether social media will help or hinder these schemes in the future. What are get-rich-quick schemes?  [01:00]Reasons why people get involved in get-rich-quick schemes [03:14]Why health and wellness products lend themselves to pyramid and multi-level marketing schemes [07:43]Schemes using social media to target the vulnerable [12:37]Psychological tactics and effects of get-rich-quick schemes [15:47]Social media platforms banning pyramid and multilevel marketing scheme content [18:50]Learn moreThe Conversation: Multi-level marketing has been likened to a legal pyramid scheme – the backlash against it isgrowingThe Western Independent: Get rich or get scammedThe Guardian: ‘They have you in a cultish grip' — the women losing thousands to online beauty schemesConnect with our guestsAssociate Professor Isaac CheahAssociate Professor Cheah is from the School of Management and Marketing at Curtin University. He is the Editor for the Journal of Global Scholars of Marketing Science, and the Associate Editor for the International Journal of Advertising. His research focuses on the study of consumer behaviour, marketing communications, advertising appeals and market research.Associate Professor Cheah's staff profileAssociate Professor Billy SungAssociate Professor Sung is from the School of Management and Marketing at Curtin University. He is the Research Lead of Curtin's Consumer Research Lab, where his research focuses on the study of emotion and the application of psychophysiological methodology in multiple disciplines including marketing, consumer psychology, health, and robotics.Associate Professor Sung's staff profileQuestions or suggestions for future topicsEmail thefutureof@curtin.edu.auSocialshttps://twitter.com/curtinunihttps://www.facebook.com/curtinuniversityhttps://www.instagram.com/curtinuniversity/https://www.youtube.com/user/CurtinUniversityhttps://www.linkedin.com/school/curtinuniversity/TranscriptYou can read the full transcript for the episode at https://thefutureof.simplecast.com/episodes/get-rich-quick-schemes/transcript. Curtin University supports academic freedom of speech. The views expressed in The Future Of podcast may not reflect those of Curtin University.Music: OKAY by 13ounce Creative Commons — Attribution-ShareAlike 3.0 Unported — CC BY-SA 3.0 Music promoted by Audio Library. 

Week 8 (Mar 22) of COMM 226 - The Social Impact of Mass Media This episode covers the various theories that try to explain the process of persuasion, especially the Elaboration Likelihood Model. With instructor Stephen Warren

This episode is sponsored by the 2021 National Collegiate Sales Competition - a virtual role play competition and sales recruiting event happening March  5-8, 2021. If you're a company looking to hire top sales talent, you need to be involved in this. Visit www.ncsc-ksu.org for more information on how you can get involved. You're competitors might be there, so why not you? Curious about the Sales Enablement Conference Willy mentions in his intro? Visit: https://www.xing-events.com/SalesConference2021.html Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

ここのところ、入社試験や採用についてお話しています。そのなかでも特に、入社した後に「こんなはずじゃなかった」「聞いていた話と全然違うじゃないか」という悲しい事例の発生を防ぐために有効なリアリスティック・ジョブプレビュー（RJP）というプロセスを前回ご紹介しました。RJPとは、この組織の風土や仕事の進め方はこうなっています、あなたが採用された場合にお願いするのはこういう仕事ですよ、こんな大変なことやこういう課題もあります、というのをあらかじめ採用候補者に対してきちんと提示するということです。しかし、なかなかRJPを実際に行っている組織は少ないのが現実です。 RJPを上手くやれば、仕事のことがよく分かっている人だけが応募してくるので効果的です。にもかかわらず、実際にそれを行っている組織が少ないのは何故か。本日はこの問いについて考えていきましょう。 一つのポイントとして、RJPを行うことによって、それまで見えていなかった現実を伝えると、見かけ上の応募者数が減ってしまうという構造があります。ではどうすればよいのかというところを前回お話したのですけれども、そもそも、耳あたりがよいキラキラした情報ばかりのメッセージよりもリアルな情報を発信した方が不利になってしまうのは何故か、というところから考えてみたいと思います。 応募を考えている候補者は、本当ならば――これは、合理的に考えれば、という意味ですが――良い点も悪い点も含めて、リアルな情報を求めてしかるべき、です。 しかし、本当にそうであるならば、RJPを実践する企業の方が多くの応募者を集められそうなのに、実際にはそうなっていない。何故でしょうか？　この問いについては、エラボレーション・ライクリフッド・モデル（Elaboration Likelihood Model）という、ちょっと舌を噛みそうな名前の理論があり、ここにヒントがあると考えています。エラボレーション・ライクリフッド・モデルにはいくつか日本語訳があって、精緻化見込モデルとか言われたりもするのですが、かえってわかりづらいのでここでは「ELM」という略称を使わせて下さい。 ELMは、人が情報を受け取った時に行う情報処理のパターンを説明する理論です。それによると、ある情報を受け取った時、人はまずそれを深く検討するだけの強い動機と十分な余裕が感じられなければそもそもあまりメンタルエネルギーを割こうとしない。つまり、あまり余裕がない時はパッと見の印象だけで判断して、好ましそうな情報ならとりあえずそれを受けとめ、でなければすぐに無視してしまう。パッと見の印象が好ましい場合に「とりあえず受けとめる」というのは、例えば採用ページに見栄えのするオフィスの写真が載っているとか、WEBサイトに事業提携しているという有名企業のロゴマークが並んでいると、詳細は全然みていないけれど何となくよさそうだと思う、といったことです。ほかにも、僕がよく研究対象にするスタートアップでありがちなケースだと、創業チームのメンバーの顔写真と経歴が載っていて、そこに海外の有名大学だとか、誰もが名前を聞いたことがあるコンサルティング企業に勤めていましたといった情報が載っている、そういったものが表面的な情報になります。 あまり情報を吟味する余裕がないと、そういったパッと見の印象に流されて、情報の受け取り方が影響を受けてしまうということです。一方で、情報を吟味する強い動機がある、例えば、真剣に転職先を探しているとか、情報を詳しく検討する時間的・精神的な余裕がある場合、人はメッセージの中身を詳細に分析します。その時、ちょっと大げさな表現ですが、自分が持っている世界観に変化が生じたかどうかがELMでは鍵になります。就職や転職の文脈でいうと、採用に関する情報を目にした候補者が、これまで彼女ないし彼が自分の世界観の中で「応募の検討対象」として位置づけてなかった組織に対して新たなイメージを抱くようになり、これは応募をするために自分の時間や労力を費やしてもいい対象だと思い直して世界観がアップデートされたか、これを判断するフェーズに入るということです。 ここで、確かにこの組織で仕事することは自分にとって魅力的だと、中身をしっかり吟味した上で判断した場合、その人のその後の行動はかなり持続的になります。つまり、多少選考プロセスが長かったり、あるいはその間の負担が大きかったりしても、しっかりそれを乗り越える努力をし続けてくれると予想されます。RJPはこの段階にある人を対象にするのが望ましいと思われます。何故なら、そういう人であればRJPによるワクチン効果、つまりリアルな実情を知ってこういう大変なことがあるけれど大丈夫ですかというふうに言っても、しっかり受けとめてくれることが予想されるからです。 しかし、まだそこまで強い動機を抱いていない人だとか、就職や転職を真剣に考えてはいるのだけれど、それ故日々多くの情報に目を通さなければいけなくて、情報処理能力がパンクしそうになっている人等は、一つ一つの情報をそこまで吟味出来ません。これは個人のやる気や能力の問題ではなくて、状況や環境の問題です。 以上のELMによる示唆をまとめると、時間的・精神的に余裕がない人にRJPを行って仕事の状況や職場環境のリアルについて詳細に伝えようとすると、かえってオフィスの見た目だとか、関係者の学歴など、表面的な情報に目を向けさせることになってしまうということになります。「その程度の情報処理能力しかない人は、うちに元々合わないよ」というのはもちろんその組織の自由なんですけれど、先ほど述べた通り、これは個人の能力だとかやる気よりも環境の問題だと考えるべきです。特に最近は人事・採用関係のサービスがたくさんありますので、候補者からすると興味を持っていくつかめぼしいものに登録してみるだけでも、いくつもいくつも情報が流れてきます。とてもすべてを全力で検討するわけにはいかないというのが実情と思います。 それでは、どうしたらいいのでしょうか？　これを解消するために、採用エージェントの力を借りて、候補者にはエージェントの方と一対一で検討を進めて頂くというのが一つの策ではあろうかと思います。しかし、どの会社もエージェントも使うようになれば結局状況がさらに複雑化するだけですし、新卒採用等でエージェントが一人一人に対して対応するのは現実的ではないというケースもあるかと思います。そこで次回は、RJPを行いつつ候補者に自社で働く事を真剣に吟味してもらう手段として、大学とコラボして産学連携の授業を行うというアプローチについて実例を交えてお話しようと思います。 今日のまとめです。人が情報処理をする時の思考パターンには大きく分けて、真剣に吟味するときと、パッと見の表面的情報で判断するときの二つがあり、どちらのパターンに思考が向かうのかは個人のやる気や能力よりもその時の状況に左右されます。真剣に情報を吟味した結果自社への応募を決心してくれた候補者は持続性が高く、仕事のリアルな実情を伝えた時にも怯むことはありません。しかし、情報を深く検討する余裕がない人に詳細にわたる情報を送っても、かえって表面的な部分に目を向けさせる結果になりかねません。

Wie kann man Menschen überzeugen? Ein schon "klassisch" zu nennendes Modell, das Elaboration-Likelihood-Model, beschreibt, wie Menschen auf Botschaften reagieren, mit denen ihre Einstellungen verändert werden sollen (z. B. in der Werbung). Wie Prof. Erb im Gespräch mit Judith Balzukat, B.Sc. erläutert, spielen die Motivation und die Fähigkeit, ausführlich Information zu verarbeiten, die entscheidende Rolle. Hier der Link zum YouTube-Video: https://www.youtube.com/watch?v=2f8mGeD5W50

Этот выпуск в YouTube: https://youtu.be/KPD_5BuasEk Дима и Вячеслав расставляют точки над i в обсуждении столпов бизнеса, начатом в предыдущем выпуске, делятся мнением о подкастах и пытаются решить проблему отсутствия на митингах. История Вячеслава о винтовке и сопромате тем временем приобретает новый оборот благодаря комментарию Константина. * Домашнее задание переносится на следующий ~~урок~~ выпуск: как встретиться с человеком в Лондоне 1-го января? * Комментарий от Константина о взаимодействии с CEO, похоже, перерастет в отдельный выпуск * Эпизод Revisionist History о злых шутках нашей памяти: Free Brian Williams (http://revisionisthistory.com/episodes/24-free-brian-williams) * You Are Not So Smart 134: The Elaboration Likelihood Model (https://youarenotsosmart.com/2018/09/11/yanss-134-the-elaboration-likelihood-model/) * Подкаст Intelligence Squared (https://www.intelligencesquaredus.org/podcasts) * Подход "семеро одного не ждут" в планировании митингов * Дима заново рассказывает о концепции 5 столпов бизнеса и отвечает на вопросы слушателя

In this episode we sit down with psychology legend Richard Petty to discuss the Elaboration Likelihood Model, a theory he developed with psychologist John Cacioppo in the 1980s that unified the study of attitude change and persuasion and has since become one of the most robust models for explaining how and why some messages change people’s minds, some don’t, and what makes some stick and others fade in influence over time. - Show notes at: www.youarenotsosmart.com - Become a patron at: www.patreon.com/youarenotsosmart SPONSORS • The Great Courses: Free month at www.thegreatcoursesplus.com/smart • Squarespace: Use the offer code SOSMART at www.squarespace.com for 10 percent off your first purchase. See omnystudio.com/listener for privacy information.

In this episode we sit down with psychology legend Richard Petty to discuss the Elaboration Likelihood Model, a theory he developed with psychologist John Cacioppo in the 1980s that unified the study of attitude change and persuasion and has since become one of the most robust models for explaining how and why some messages change people’s minds, some don’t, and what makes some stick and others fade in influence over time. - Show notes at: www.youarenotsosmart.com - Become a patron at: www.patreon.com/youarenotsosmart SPONSORS • The Great Courses: Free month at www.thegreatcoursesplus.com/smart • Squarespace: Use the offer code SOSMART at www.squarespace.com for 10 percent off your first purchase. See omnystudio.com/listener for privacy information.

Hey Everyone! This is not a full episode of my podcast Circle of Willis! What this is…this is BONUS MATERIAL from Episode 6, where I talked with JOHN CACIOPPO. This is material that might be a little tougher for some people—people who are not social psychologists or psychophysiologists… But if you are one of those people, or if you're comfortable doing a little google searching, there is some great stuff here. It’s me and John Cacioppo talking about the work John did with Richard Petty on the Elaboration Likelihood Model, John’s methodological work on the field of Electromyography (see the awesome image at the right for the picture John and I laugh about), John’s willingness to forgo tenure in order to do the science correctly…good stuff! And of course at some point John and I just started to geek out about the early days of a discipline called psychophysiology. We talk a bit about how psychophysiologists can easily get really focused on their physiological specialty. It was great fun for me and I hope it's enjoyable for you, too!  

Welcome to Episode 6, where Professor JOHN CACIOPPO and I talk about inferring causal associations between mind and body, and how to be human is to care for others.   John is the Tiffany and Margaret Blake Distinguished Service Professor, and the founder and director of the Center for Cognitive and Social Neuroscience, at the University of Chicago   John’s contributions to the fields of Social Psychology, Psychophysiology, Social Neuroscience (an entire field he helped create more or less from scratch), research methodology, philosophy of science…on and on…would be hard or impossible to overstate. He is a quasi-religious figure to me in that I’ve been reading his methodological critiques and recommendations about mind-body research, as well as his work on the Elaboration Likelihood Model, Electromyography, and Loneliness, for my entire career. I’ve described his groundbreaking book, PRINCIPLES OF PSYCHOPHYSIOLOGY (later, the HANDBOOK OF PSYCHOPHYSIOLOGY) as the holy text of my scholarly origin story, and I mean it. It was published in 1990, right about the time I went back to college as a nervous 21-year-old, and soon after going to work in John Gottman’s lab. There, the book was literally required reading. As I moved through graduate school and well into my career, John has been a guide to the work I do, conceptually, methodologically, and philosophically, and the same can be said of a relatively unknown ocean of researchers all across the globe.    John’s recent popular book, LONELINESS, covers decades of work he and others have done documenting the cost of social isolation, whether “objective” isolation (as he calls it) or perceived. It turns out that perceived isolation may be the most harmful of the two kinds, and in any case, isolation kills. We are not a species that relies on our own resources to survive just long enough to reproduce. We are a species that cares for others, and that expects to be cared for.    At any rate, I hope you enjoy this chance to spend a little time with one of psychology’s most prolific and restless minds. I know I did.    *    *    * As always, remember that this podcast is brought to you by VQR and the Center for Media and Citizenship. Plus, we're a member of the TEEJ.FM podcast network.   AND... The music of CIRCLE OF WILLIS was composed and performed by Tom Stauffer, Gene Ruley and their band THE NEW DRAKES. You can purchase this music at their Amazon page. 

This is a long episode.  Mainly because this is a complex and complicated area.  Also though, Dawn and I are research colleagues and friends too.  In this episode we get into a whole host of interesting and linked topics: Impression Management - how we work (non)strategically to manage how others see us Self Presentation - how we will work to present our 'best possible self' according to context Face and facework - the lines we negotiate, others give us or let us take in interaction and how they shape our identity(ies) Dark side of EI - how emotional intelligence can be used to change behaviour of others Principles of Influence - linking to Cialdini's 6 principles (Authority, Liking, Social Proof, Scarcity, Commitment and Consistency and Reciprocity) This was a joy to record and I hope that you enjoy listening to it.  Yes, it is a) long b) geeky c) academic at times d) practical at times  It is also a whole lot of fun and you, dear listener, are getting a deep insight into human interaction.  ENJOY!!!! References: EI (including the “dark side”) Kilduff, M., D.S. Chiaburu and J.I. Menges (2010). ‘Strategic use of emotional intelligence in organizational settings: Exploring the dark side’. Research in Organizational Behavior 30: 129-152.   Mayer, J.D. and P. Salovey (1997). ‘What is emotional intelligence?’ In: P. Salovey and D.J. Sluyter (eds.). Emotional development and emotional intelligence, pp.3-31. New York: Basic Books. Credibility/image restoration Benoit, W.L. (1997). “Image Repair Discourse and Crisis Communication”, Public Relations Review, 23(2), pp. 177-186. Benoit, W.L. & Drew, S. (1997). “Appropriateness and effectiveness of image repair strategies”, Communication Reports, 10, pp. 153-163. Benoit, W.L. and Stratham, A. (2004). “Source Credibility and the Elaboration Likelihood Model”. In: J.S. Seiter and R.H. Gass, Perspectives on Persuasion, Social Influence, and Compliance Gaining. London: Pearson Education, Inc. Facework  Goffman, E. (1967). Interaction Ritual: Essays on Face-to-Face Behavior. Garden City, N.Y.: Anchor Books. Impression management DuBrin, A. (2010). Impression Management in the Workplace: Research, Theory, Practice. London: Routledge. Goffman, Erving 1959. The Presentation of Self in Everyday Life. Garden City, NY: Anchor/  Doubleday. Self-presentation / self-disclosure Dindia, K.(2000). ‘Self-disclosure, identity and relationship development’.   In: K. Dindia and S. Duck (eds.). Communication and Personal Relationships. Chichester: Wiley. McKay, R., M. Davis and P. Fanning (2009). Messages: The Communication Skills Book. Oakland, C.A.: New Harbinger.  Schlenker, B. (2003) ‘Self-presentation’, in M. Leary and J. Price (eds) Handbook of Self and Identity. New York, NY: Guilford Press. 492-518. Influence Gass, R.H. and J.S. Seiter 2015. Persuasion: Social Influence and Compliance Gaining. Fifth Edition. London and New York: Routledge. https://www.amazon.co.uk/Influence-Psychology-Robert-PhD-Cialdini/dp/006124189X https://www.amazon.co.uk/Pre-Suasion-Revolutionary-Way-Influence-Persuade/dp/1847941435/ref=pd_lpo_sbs_14_t_1/262-4045715-2874451?_encoding=UTF8&psc=1&refRID=X5VV0EYGE3YJ626MVS34

Growing up in Southern California, the most famous car salesman on my TV was Cal Worthington. He and his hat and his (never really a canine) "dog" Spot persuaded me, a six year old, that I need to buy a car. From him. How did he do that? In this episode of the N of Us, Cal, homemaker Betty and her Tupperware and Top Gun lead us down the two routes of the Elaboration Likelihood Model of Persuasion to find out.

Whether in advertising, in politics or in everyday conversation with acquaintances or friends: Persuasion is omnipresent.Especially in advertising, persuasion attempts are rarely based on substantial arguments.Instead, marketers often introduce (supposed) experts, celebrities or seducingbackground music. Quite often even beautiful models are photoshopped and speaker voices aremade even more enjoyable by sound designers.But are we really fooled by these superficial characteristics? And if so - under what circumstances?The Elaboration Likelihood Model (ELM) by Petty and Cacioppo yields reliable predictions.Keywords:Persuasion - Influence - Manipulation - Psychology - nonverbal communication - Speaker - Voice - body language - mind - brain - music - social psychology - psychology of advertising - consumer psychology - mind control - marketing - ELMAuthor: Eskil Burckhttp://www.learningpsychology.net/