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Persuasion or persuasion arts is an umbrella term for influence. Persuasion can influence a person's beliefs, attitudes, intentions, motivations, or behaviours.
A narrative, story, or tale is any account of a series of related events or experiences, whether nonfictional or fictional. Narratives can be presented through a sequence of written or spoken words, through still or moving images, or through any combination of these. The word derives from the Latin verb narrare, which is derived from the adjective gnarus. The formal and literary process of constructing a narrative—narration—is one of the four traditional rhetorical modes of discourse, along with argumentation, description, and exposition. This is a somewhat distinct usage from narration in the narrower sense of a commentary used to convey any written narrative. Many additional narrative techniques, particularly literary ones, are used to build and enhance any given story.
William Labov is an American linguist widely regarded as the founder of the discipline of variationist sociolinguistics. He has been described as "an enormously original and influential figure who has created much of the methodology" of sociolinguistics.
In psychology, attitude is a psychological construct that is a mental and emotional entity that inheres or characterizes a person, their attitude to approach to something, or their personal view on it. Attitude involves their mindset, outlook and feelings. Attitudes are complex and are an acquired state through life experience. Attitude is an individual's predisposed state of mind regarding a value and it is precipitated through a responsive expression towards oneself, a person, place, thing, or event which in turn influences the individual's thought and action.
Narration is the use of a written or spoken commentary to convey a story to an audience. Narration is conveyed by a narrator: a specific person, or unspecified literary voice, developed by the creator of the story to deliver information to the audience, particularly about the plot: the series of events. Narration is a required element of all written stories, presenting the story in its entirety. However, narration is merely optional in most other storytelling formats, such as films, plays, television shows, and video games, in which the story can be conveyed through other means, like dialogue between characters or visual action.
Mass marketing is a marketing strategy in which a firm decides to ignore market segment differences and appeal the whole market with one offer or one strategy, which supports the idea of broadcasting a message that will reach the largest number of people possible. Traditionally, mass marketing has focused on radio, television and newspapers as the media used to reach this broad audience. By reaching the largest audience possible, exposure to the product is maximized, and in theory this would directly correlate with a larger number of sales or buys into the product.
Narratology is the study of narrative and narrative structure and the ways that these affect human perception. It is an anglicisation of French narratologie, coined by Tzvetan Todorov. Its theoretical lineage is traceable to Aristotle (Poetics) but modern narratology is agreed to have begun with the Russian formalists, particularly Vladimir Propp, and Mikhail Bakhtin's theories of heteroglossia, dialogism, and the chronotope first presented in The Dialogic Imagination (1975).
Attitudes are associated beliefs and behaviors towards some object. They are not stable, and because of the communication and behavior of other people, are subject to change by social influences, as well as by the individual's motivation to maintain cognitive consistency when cognitive dissonance occurs—when two attitudes or attitude and behavior conflict. Attitudes and attitude objects are functions of affective and cognitive components. It has been suggested that the inter-structural composition of an associative network can be altered by the activation of a single node. Thus, by activating an affective or emotional node, attitude change may be possible, though affective and cognitive components tend to be intertwined.
In media studies, mass communication, media psychology, communication theory, and sociology, media influence and themedia effect are topics relating to mass media and media culture's effects on individuals' or audiences' thoughts, attitudes, and behaviors. Through written, televised, or spoken channels, mass media reach large audiences. Mass media's role in shaping modern culture is a central issue for the study of culture.
Salience is the state or condition of being prominent. The Oxford English Dictionary defines salience as "most noticeable or important." The concept is discussed in communication, semiotics, linguistics, sociology, psychology, and political science. It has been studied with respect to interpersonal communication, persuasion, politics, and its influence on mass media.
The elaboration likelihood model (ELM) of persuasion is a dual process theory describing the change of attitudes. The ELM was developed by Richard E. Petty and John Cacioppo in 1980. The model aims to explain different ways of processing stimuli, why they are used, and their outcomes on attitude change. The ELM proposes two major routes to persuasion: the central route and the peripheral route.
Narrative paradigm is a communication theory conceptualized by 20th-century communication scholar Walter Fisher. The paradigm claims that all meaningful communication occurs via storytelling or reporting of events. Humans participate as storytellers and observers of narratives. This theory further claims that stories are more persuasive than arguments. Essentially the narrative paradigm helps us to explain how humans are able to understand complex information through narrative.
In narratology, fabula equates to the thematic content of a narrative and syuzhet equates to the chronological structure of the events within the narrative. Vladimir Propp and Viktor Shklovsky originated the terminology as part of the Russian Formalism movement in the early 20th century. Narratologists have described fabula as "the raw material of a story", and syuzhet as "the way a story is organized".
Inoculation theory is a social psychological/communication theory that explains how an attitude or belief can be made resistant to persuasion or influence, in analogy to how a body gains resistance to disease. The theory uses medical inoculation as its explanatory analogy but instead of applying it to disease, it is used to discuss attitudes. It has applicability to public campaigns targeting misinformation and fake news.
Regulatory focus theory (RFT) is a theory of goal pursuit formulated by Columbia University psychology professor and researcher E. Tory Higgins regarding people's motivations and perceptions in judgment and decision making processes. RFT examines the relationship between the motivation of a person and the way in which they go about achieving their goal. RFT posits two separate and independent self-regulatory orientations: prevention and promotion.
Narrative transportation theory proposes that when people lose themselves in a story, their attitudes and intentions change to reflect that story. The mental state of narrative transportation can explain the persuasive effect of stories on people, who may experience narrative transportation when certain contextual and personal preconditions are met, as Green and Brock postulate for the transportation-imagery model. As Van Laer, de Ruyter, Visconti, and Wetzels elaborate further, narrative transportation occurs whenever the story receiver experiences a feeling of entering a world evoked by the narrative because of empathy for the story characters and imagination of the story plot.
In social psychology, the Yale attitude change approach is the study of the conditions under which people are most likely to change their attitudes in response to persuasive messages. This approach to persuasive communications was first studied by Carl Hovland and his colleagues at Yale University during World War II. The basic model of this approach can be described as "who said what to whom": the source of the communication, the nature of the communication and the nature of the audience. According to this approach, many factors affect each component of a persuasive communication. The credibility and attractiveness of the communicator (source), the quality and sincerity of the message, and the attention, intelligence and age of the audience can influence an audience's attitude change with a persuasive communication. Independent variables include the source, message, medium and audience, with the dependent variable the effect of the persuasion.
Personal narrative (PN) is a prose narrative relating personal experience usually told in first person; its content is nontraditional. "Personal" refers to a story from one's life or experiences. "Nontraditional" refers to literature that does not fit the typical criteria of a narrative.
Self-persuasion is used to explain one aspect of social influence. This theory postulates that the receiver takes an active role in persuading himself or herself to change his or her attitude or behavior. Unlike the direct technique of Persuasion, Self-persuasion is indirect and entails placing people in situations where they are motivated to persuade themselves to change. More specifically what characterizes a self-persuasion situation is that no direct attempt is made to convince anyone of anything. Thus, with self-persuasion, people are convinced that the motivation for change has come from within, so the persuasion factors of another person's influence is irrelevant. Therefore, Self-persuasion is almost always a more powerful form of persuasion than the more traditional persuasion techniques. Self-Persuasion, also has an important influence in Social judgment theory, Elaboration Likelihood Model, Cognitive Dissonance and Narrative paradigm.
References
- ↑ Sturgess, P. J. M. (1992). Narrativity: Theory and practice. Oxford, UK: Clarendon.
- ↑ van Laer, T., de Ruyter, K., Visconti, L. M., & Wetzels, M. (2014). "The Extended Transportation-Imagery Model: A meta-analysis of the antecedents and consequences of story receivers' narrative transportation." Journal of Consumer Research, 40(5), 797–817. SSRN 2033192. JSTOR 10.1086/673383.
- ↑ van Laer, T., Escalas, J. E., Ludwig, S., & van den Hende, E. A. (2018). "What happens in Vegas stays on TripAdvisor? A theory and technique to understand narrativity in consumer reviews." Journal of Consumer Research, 46(2), 267–285. SSRN 2702484. doi : 10.1093/jcr/ucy067
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