The Science of Persuasion. Sue Frantz February 20, 2004. Central. Peripheral. Routes to Persuasion. Motivated & Able. Not Motivated or Not Able. Reciprocity Scarcity Social Proof. Liking Authority Commitment & Consistency. Reciprocity. Reciprocity. Reciprocity. Reciprocity.
February 20, 2004
Routes to Persuasion
Motivated & Able
Not Motivated or Not Able
“Wilford Brimley, Actor, Liberty Spokesperson and Diabetes Customer”
Antiques Roadshow: 1930s Minor-League Baseball
Appraised at $10,000
Cialdini, R. (2000). Influence: Science and Practice, 4th ed.
Pratkanis, A. and Aronson, E. (2001). Age of Propaganda: The Everyday Use and Abuse of Persuasion.