Theories about persuasion

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Here are academic theories about how we persuade other people.

Amplification Hypothesis: Certainty hardens attitude.

Bait-and-switch: Great offer that never happens.

Conversion Theory: Minorities can convert majority people.

Door In The Face (DITF): Cause rejection then make real offer.

Foot In The Door (FITD): Make small offer then increase.

Forced Compliance: Obligation to obey.

Identifiable Victim Effect: Empathizing with one more than many.

Information Manipulation Theory: Breaking one of the four conversational maxims.

Persuasion: factors important in persuasion.

Priming: Setting up memory to be used later.

Reciprocity Norm: we feel obliged to return favors.

Scarcity Principle: we want what is of limited availability.

Sleeper Effect: when persuasive messages increase effectiveness over time.

Social Influence: How we are strongly influenced by others.

Subliminal Messages: famous method that is a sham.

Ultimate Terms: some words are particularly powerful.

Weak Ties Theory: How far does influence go?

Yale Attitude Change Approach: factors important in persuasion.

See also