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Personality And Persuasibility
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Download or read book Personality and Persuasibility written by and published by . This book was released on 1959 with total page 333 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Personality and Persuasibility written by and published by . This book was released on 1968 with total page 333 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Susceptibility of Personality Traits, Gender and Culture to Persuasion Techniques by : Robert Motzek
Download or read book Susceptibility of Personality Traits, Gender and Culture to Persuasion Techniques written by Robert Motzek and published by GRIN Verlag. This book was released on 2011-11 with total page 61 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research Paper from the year 2011 in the subject Business economics - Business Management, Corporate Governance, grade: A, Harvard University (Harvard Business School), course: Psychology of Strategic Leadership, language: English, abstract: 1. Introduction Much has been written on which types of people have more influence, are more successful negotiators and the techniques related to persuasion. However, this assumes that most people have the ability to enter a situation and accurately judge their audiences and respond accordingly to cues and effectively use numerous appropriate persuasion techniques. The ongoing hypotheses in the literature is that all people are equal when it comes to persuasion, whereas in practice we may use how much somebody cares about when it is one friend and using social pressure on another friend depending on that friend's characteristics. Very little research has been done on how the identity of the audience changes their responsiveness to different persuasion techniques. The authors of this paper examine how the responsiveness to Cialdini's six persuasion techniques varies by gender, cultural background and personality type. Each of the techniques is briefly described in the table below. Our results show that there are indeed differences in responsiveness to techniques depending on demographic and personality differences. 2. Theoretical background 2.1 Personality and persuasion 2.1.1 Five-factor model of personality Fifty years ago, Tupes and Christal (1961) established a five-factor model of personal traits (often termed the Big Five) consisting of neuroticism, extraversion, openness to experience, agreeableness and conscientiousness.2 Today, this framework is widely used to describe the most important aspects of personalities.3 Several studies showed that the five traits are stable over time and can be applied across cultures.4 Table 2 lists the most representative attributes of the extremes for each of the five factors. 2.1.2 Pe
Book Synopsis Personality and Persuasibility by Irving L. Janis, Carl I. Hovland, Peter B. Field, Harriet Linton [etc.]. by : L.. Janis
Download or read book Personality and Persuasibility by Irving L. Janis, Carl I. Hovland, Peter B. Field, Harriet Linton [etc.]. written by L.. Janis and published by . This book was released on 1959 with total page 333 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Susceptibility of personality traits, gender and culture to persuasion techniques by : Robert Motzek
Download or read book Susceptibility of personality traits, gender and culture to persuasion techniques written by Robert Motzek and published by GRIN Verlag. This book was released on 2011-11-18 with total page 31 pages. Available in PDF, EPUB and Kindle. Book excerpt: Research Paper (postgraduate) from the year 2011 in the subject Business economics - Business Management, Corporate Governance, grade: A, Harvard University (Harvard Business School), course: Psychology of Strategic Leadership, language: English, abstract: 1. Introduction Much has been written on which types of people have more influence, are more successful negotiators and the techniques related to persuasion. However, this assumes that most people have the ability to enter a situation and accurately judge their audiences and respond accordingly to cues and effectively use numerous appropriate persuasion techniques. The ongoing hypotheses in the literature is that all people are equal when it comes to persuasion, whereas in practice we may use how much somebody cares about when it is one friend and using social pressure on another friend depending on that friend’s characteristics. Very little research has been done on how the identity of the audience changes their responsiveness to different persuasion techniques. The authors of this paper examine how the responsiveness to Cialdini’s six persuasion techniques varies by gender, cultural background and personality type. Each of the techniques is briefly described in the table below. Our results show that there are indeed differences in responsiveness to techniques depending on demographic and personality differences. 2. Theoretical background 2.1 Personality and persuasion 2.1.1 Five-factor model of personality Fifty years ago, Tupes and Christal (1961) established a five-factor model of personal traits (often termed the Big Five) consisting of neuroticism, extraversion, openness to experience, agreeableness and conscientiousness.2 Today, this framework is widely used to describe the most important aspects of personalities.3 Several studies showed that the five traits are stable over time and can be applied across cultures.4 Table 2 lists the most representative attributes of the extremes for each of the five factors. 2.1.2 Personality and persuasibility Already before the five-factor personality model was created, Hovland et al. (1953) and Janis et al. (1959) studied personality factors related to persuasibility. In their Yale studies, the authors tested selected personal characteristics such as self esteem, richness of fantasy and interpersonal aggressiveness with regards to susceptibility to persuasion.7 These studies triggered further persuasion research which expanded to personal attributes such as anxiety, dogmatism and need for cognition.8 The following paragraphs summarize major findings regarding the five personality traits’ susceptibility to persuasion.
Book Synopsis Personality and persuasibility, etc. (Edited by Carl I. Hovland and Irving L. Janis. Third printing.) [By various authors.]. by : Carl Iver HOVLAND (and JANIS (Irving Lester))
Download or read book Personality and persuasibility, etc. (Edited by Carl I. Hovland and Irving L. Janis. Third printing.) [By various authors.]. written by Carl Iver HOVLAND (and JANIS (Irving Lester)) and published by . This book was released on 1966 with total page 333 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Personality and Persuasibility by : Textbook Publishers
Download or read book Personality and Persuasibility written by Textbook Publishers and published by . This book was released on 2003-01 with total page 333 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Culture, Personality and Persuasibility by : Godwin Chien Chu
Download or read book Culture, Personality and Persuasibility written by Godwin Chien Chu and published by . This book was released on 1980 with total page 340 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Personality and persuasibility. 333 p by : Yale University. Institute of Human Relations
Download or read book Personality and persuasibility. 333 p written by Yale University. Institute of Human Relations and published by . This book was released on 1961 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Persuasibility in Personality and Culture by : Judah Jacob Rosenberg
Download or read book Persuasibility in Personality and Culture written by Judah Jacob Rosenberg and published by . This book was released on 1975 with total page 450 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis An Attributional and Cognitive Response Approach to Personality and Persuasibility by : Richard M. Perloff
Download or read book An Attributional and Cognitive Response Approach to Personality and Persuasibility written by Richard M. Perloff and published by . This book was released on 1978 with total page 426 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Personality and Persuasibility by : Emile Langui
Download or read book Personality and Persuasibility written by Emile Langui and published by . This book was released on 1959 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Persuasibility in Personality and Culture by : Judah Jacog Rosenberg
Download or read book Persuasibility in Personality and Culture written by Judah Jacog Rosenberg and published by . This book was released on 1962 with total page 450 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Culture, Personality, and Persuasibility by : Godwin C. Chu
Download or read book Culture, Personality, and Persuasibility written by Godwin C. Chu and published by . This book was released on 1963 with total page 364 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis Persuasibility and Its Relationship to Affect, Sex and Type of Persuasive Appeal by : Ivan Reed Payne
Download or read book Persuasibility and Its Relationship to Affect, Sex and Type of Persuasive Appeal written by Ivan Reed Payne and published by . This book was released on 1963 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Suggestible Personality by : Hans Henry Leo Abraham
Download or read book The Suggestible Personality written by Hans Henry Leo Abraham and published by . This book was released on 1960 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis A Factor Analytic Investigation of Some Personality and Intellectual Correlates of Persuasibility by : Robert Chell Adams
Download or read book A Factor Analytic Investigation of Some Personality and Intellectual Correlates of Persuasibility written by Robert Chell Adams and published by . This book was released on 1971 with total page 396 pages. Available in PDF, EPUB and Kindle. Book excerpt: