On the other hand, low selfmonitors are generally oblivious to how other see them and hence march to their own different drum. In contrast, high selfmonitors reported greater confidence when the source was attractive rather than expert. Several personality variables do play a role in the persuasion process, and students are introduced to the influences of need for cognition, selfmonitoring, and dogmatism on persuasion. Selfmonitoring and persuasion o if you are a low selfmonitor, you tend to be less sensitive than others to social cues o if you are a high selfmonitor, you tend to be very sensitive to social cues. Human beings generally differ in substantial ways in their abilities and desires to engage in expressive controls see dramaturgy. Persuasion can attempt to influence a persons beliefs, attitudes, intentions, motivations, or behaviors in business, persuasion is a process aimed at changing a persons or a groups attitude or behaviour toward some event, idea, object, or other persons, by using written, spoken words or visual tools to convey information, feelings, or. Some people are sensitive to how other see them, whilst others are not. Thus, attitude strength can be a crucial moderator of persuasion effects.
Using computers to change what we think and do, includes such. Selfmonitoring is related to a diverse set of behavioral domains such as expressive control, attitudebehavior consistency, responsiveness to different types of persuasion and advertising, organizational behavior, and. People who are high selfmonitors constantly watch other people, what they do and how they respond to the behavior of others. The art of changing hearts, minds, and actions by guy kawasaki. In the case of dogmatism, you will have to consult articles or books cited in the. The widely adopted, now classic book on influence and persuasion a major. The 5th edition explores how social media continues to be a form of influence, but it also looks at grassroots movements, such as the tea party and occupy wall street, and traditional forms of persuasion, such as advertising, marketing, and. The heart monitor shows the rate your heart is pumping.
Selfmonitoring behavior changing minds and persuasion. To the right reader, this book will be worth its weight in gold. Such people are hence very selfconscious and like to look good and will hence usually adapt well to differing social situations. Previous research has shown that both expert and attractive message sources can increase the confidence people have in their thoughts about a persuasive. Using computers to change what we think and do, includes such devices as a smart jump rope and a heart rate monitor. As you exercise, the jump ropes handles display the number of calories youre burning. Selfmonitoring is a concept introduced during the 1970s by mark snyder, that shows how much people monitor their selfpresentations, expressive behavior, and nonverbal affective displays. Those low in need for cognition state that thinking is not their idea of fun.
Selfmonitoring is the ability to both observe and evaluate ones behavior. Your 7 triggers to persuasion and captivation by sally hogshead. The interactive role of products and selfmonitoring. For both low and high selfmonitors, increases in thought confidence with a particular source were associated with a greater impact of message argument quality on persuasion. Selfmonitoring, the fifth persuasive technique from b j foggs book.
Persuasion is the last novel fully completed by jane austen. The interactive role of products and self monitoring. Once again, process makes a difference as personality factors influence susceptibility to persuasion through different psychological processes. This chapter focuses on the role personality plays in the persuasion process. On the other hand, low selfmonitors are less apt to shape. It is defined as a personality trait that refers to an ability to regulate. Selling servicesthe invisiblehasnt been thoroughly addressed in some of the more exceptional books on selling that ive read, such as spin selling, or the new strategic selling if you work in an agency or consultancy or your business is selling servicesproductized.
His thirtyfive years of rigorous, evidencebased research along with a threeyear program of study on what moves people to change behavior has resulted in this. The dynamics of persuasion resources chapter 8 routledge. Selfmonitoring and susceptibility to the influence of self. People who are high selfmonitors constantly watch other people, what they do and how they respond to the behavior of others such people are hence very self. The story concerns anne elliot, a young englishwoman of 27 years, whose family is moving to lower their expenses and get out of debt.
When you enter the tunnel, you give up a certain amount of selfdetermination and. Selfmonitoring, the fifth persuasive technique from b j foggs book, persuasive technology. The role of selfmonitoring in selfvalidation previous research has shown that both expert and attractive. It then encourages them to develop and apply general conclusions about persuasion in realworld settings. Self congruity is enhanced for low versus high selfmonitoring subjects, whereas situation congruity is enhanced for high versus low selfmonitoring. The chapter concludes by noting that personality not only. Selfmonitoring is the extent to which people adjust their behaviors to fit their social environment snyder, 1974. People who are high in selfmonitoring tend to be responsive to social cues and actively tailor their behaviors to fit a given context.
Self congruity is enhanced for low versus high selfmonitoring subjects, whereas situation. Top 10 books on persuasion every solopreneur should read. It was published at the end of 1817, six months after her death. Influence, the classic book on persuasion, explains the psychology of why people say yesand how to apply these understandings. Self monitoring is the ability to both observe and evaluate ones behavior. Learn more about the definition, importance, and process of selfmonitoring and test your knowledge with a quiz. Learn more about the definition, importance, and process of self monitoring and test your knowledge with a quiz. Attitude change and persuasion chapter 2 the cambridge. Home books the cambridge handbook of consumer psychology attitude. Robert cialdini is the seminal expert in the rapidly expanding field of influence and persuasion.
268 734 224 1079 1509 1351 110 496 1032 1062 123 1475 1398 977 191 408 749 1526 1317 1529 1255 874 875 1462 353 418 1278 40 149 1004 1219