We have written about using emotions in our
storytelling especially related to trust, by Brene
the psychology of influence. His latest Pre-suasion
is highly recommended in offering ways to understand
how we are influenced and might be able to express
Cialdini presents “pre-suasion” as frontloading attention
by altering audience members associations with what we do
or say next.
- privileged moments: tuning in to times when audience
is most receptive
- channeling attention using attractors and magnetizers
- ‘I link, therefore I think’ - creating or building on
Agenda setting theory- media rarely produce change by
presenting compelling evidence; more likely persuade
indirectly by selecting issues and facts and excluding
Forced confessions have a history going back to the 1692
witchcraft trials appearing in many trials, Chinese Cultural
Revolution ‘convictions’, and Joseph McCarthy Communist
Party affiliations indictments 1950s.
Neidert Core Motives Model of Social Influence
Stage 1: cultivating a positive association, using
“reciprocity” and “liking” in a meaningful, unexpected and
Stage 2: reducing uncertainty, using authority and social
proof to provide priority to a course of action
Stage 3: motivating positive action, sealing the action
to move ahead.
Where Influencing is used in marketing:
1. media traffic reports as programming space editors
2. naming of supplements and nutrients sounding like
derivation from natural products.
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