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Concept
Persuasion
Summary
Persuasion or persuasion arts is an umbrella term for influence. Persuasion can influence a person's beliefs, attitudes, intentions, motivations, or behaviours.
Persuasion is studied in many disciplines. Rhetoric studies modes of persuasion in speech and writing and is often taught as a classical subject. Psychology looks at persuasion through the lens of individual behaviour and neuroscience studies the brain activity associated with this behaviour. History and political science are interested in the role of propaganda in shaping historical events. In business, persuasion is aimed at influencing a person's (or group's) attitude or behaviour towards some event, idea, object, or another person (s) by using written, spoken, or visual methods to convey information, feelings, or reasoning, or a combination thereof. Persuasion is also often used to pursue personal gain, such as election campaigning, giving a sales pitch, or in trial advocacy. Persuasion can also be interpreted as using personal or positional resources to change people.
Propaganda is a form of persuasion used to indoctrinate a population towards an individual or a particular agenda.
Coercion is a form of persuasion that uses aggressive threats and the provocation of fear and/or shame to influence a person's behavior.
Systematic persuasion is the process through which attitudes or beliefs are leveraged by appeals to logic and reason.
Heuristic persuasion, on the other hand, is the process through which attitudes or beliefs are leveraged by appeals to habit or emotion.
Rhetoric#History
The academic study of persuasion began with the Greeks, who emphasized rhetoric and elocution as the highest standard for a successful politician. All trials were held in front of the Assembly, and the likelihood of success of the prosecution versus the defense rested on the persuasiveness of the speaker. Rhetoric is the art of effective persuasive speaking, often through the use of figures of speech, metaphors, and other techniques.
Official source
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