How we change what others think, feel, believe and do |
Information Manipulation Theory
Explanations > Theories > Information Manipulation Theory Description | Example | So What? | See also | References
DescriptionIn order to persuade or deceive, a person deliberately breaks one of the four conversational maxims:
ExampleA student is late handing in an essay. They approach the lecture trembling and weeping, saying how they have just been dumped by their long-term partner and forgot to hand in the essay (they had done it in time, honestly!). So what?Using itPersuade by omitting information, telling untruths, going off the subject and confusing the other person. Use excuses. Be economical with the truth. Woffle. DefendingQuestion what you are told, especially you find yourself changing your mind as a result. Probe for detail. Seek corroborating evidence. Watch the body language. See alsoPersuasion, Non-Verbal Behavior, Theories about trust, Expectancy Violations Theory ReferencesDawson and Brashers (1996), McCornack, Levine, Solowczuk, Torres and Campbell (1992)
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| Home | Top | Quick Links | Settings | |
Main sections: | Disciplines | Techniques | Principles | Explanations | Theories | |
Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help | |
More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes | |
Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate | |
| Home | Top | Menu | Quick Links | |
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