Can you see what I’m saying?
In regards to Consistency Theory, Vaidyanathan, R. & Aggarwal, P. (2005). Using commitments to drive consistency: Enhancing the effectiveness of cause-related marketing communications. People may be lead to make a larger decision/investment if they are comfortable making smaller ones along the way. For example, getting a commitment to visit a university campus shows potential obligation. When a visitor arrives, the acceptance of small items, such as t-shirts, pens, coffee mugs can be used to create a sense of buy-in on part of the visitor.
Persuasion can be defined as the ability to logically articulate a position as to influence a person to make a decision in a manner consistent with your ideology. This is different from convincing a person to do something based on the motive to agree because you want them to. A car salesman may be able to convince a person to buy a specific car because he sells the car based on wants, verses selling the car based on personal needs. Persuasion is made when you present the facts that correlate with a person’s need of transportation. Basically, a person may say no in the beginning, but may make a different decision based on new information.
Specifically, we can apply the concepts/theories of elaboration theory using nonverbal communication as a persuasion tool. By noticing and utilizing nonverbal communication skills to the fullest will help develop rapport, trust and open dialog with those who are looking to invest two or more years of their finances and lives in the pursuit of higher education.
What we must understand about persuasion to be a successful leader in the 21st century is that leadership is influence. The ability to effectively persuade and influence a person or group of people using ethical dialog and non-verbal communication can enhance our position to lead in a direction that can be defined as a win-win for both parties.
In Michael Brooks book Instant Rapport (1989), he makes a strong case, based on research analysis, that the ability to persuade someone is based on how we communicate with them. We can break down communication barriers and in essence, control the way others perceive us and negotiate more effectively. A person who has visual tendencies may not be able to effectively communicate with someone who has auditory dominant tendencies, in effect saying, “I can’t see what you are saying,”
_______________________________________________________
References:
Vaidyanathan, R. & Aggarwal, P. (2005). Using commitments to drive consistency: Enhancing the effectiveness of cause-related marketing communications. Journal of Marketing Communications, 11(4), 231-246.
Kopacz, M. (2006). Nonverbal communication as a persuasion tool: Current status and future directions. Rocky Mountain Communication Review, 3(1), 1-19.
Pashupati, K., Arpan, L., Nikolaev, A.(2002). Corporate advertising as inoculation against negative news: An experimental investigation of efficacy and presentation order effects. Journal of Current Issues and Research in Advertising, 24(2), 1-16.
Smith, S., Atkin, C., Martell, D., Allen, R., & Hembroff, L. (2006). A social judgment theory approach to conducting formative research in a social norms campaign. Communication Theory, 16, 142-152.
Brooks, Michael (1989). Instant Rapport. New York, NY: Time Warner Book Group.
In regards to Consistency Theory, Vaidyanathan, R. & Aggarwal, P. (2005). Using commitments to drive consistency: Enhancing the effectiveness of cause-related marketing communications. People may be lead to make a larger decision/investment if they are comfortable making smaller ones along the way. For example, getting a commitment to visit a university campus shows potential obligation. When a visitor arrives, the acceptance of small items, such as t-shirts, pens, coffee mugs can be used to create a sense of buy-in on part of the visitor.
Persuasion can be defined as the ability to logically articulate a position as to influence a person to make a decision in a manner consistent with your ideology. This is different from convincing a person to do something based on the motive to agree because you want them to. A car salesman may be able to convince a person to buy a specific car because he sells the car based on wants, verses selling the car based on personal needs. Persuasion is made when you present the facts that correlate with a person’s need of transportation. Basically, a person may say no in the beginning, but may make a different decision based on new information.
Specifically, we can apply the concepts/theories of elaboration theory using nonverbal communication as a persuasion tool. By noticing and utilizing nonverbal communication skills to the fullest will help develop rapport, trust and open dialog with those who are looking to invest two or more years of their finances and lives in the pursuit of higher education.
What we must understand about persuasion to be a successful leader in the 21st century is that leadership is influence. The ability to effectively persuade and influence a person or group of people using ethical dialog and non-verbal communication can enhance our position to lead in a direction that can be defined as a win-win for both parties.
In Michael Brooks book Instant Rapport (1989), he makes a strong case, based on research analysis, that the ability to persuade someone is based on how we communicate with them. We can break down communication barriers and in essence, control the way others perceive us and negotiate more effectively. A person who has visual tendencies may not be able to effectively communicate with someone who has auditory dominant tendencies, in effect saying, “I can’t see what you are saying,”
_______________________________________________________
References:
Vaidyanathan, R. & Aggarwal, P. (2005). Using commitments to drive consistency: Enhancing the effectiveness of cause-related marketing communications. Journal of Marketing Communications, 11(4), 231-246.
Kopacz, M. (2006). Nonverbal communication as a persuasion tool: Current status and future directions. Rocky Mountain Communication Review, 3(1), 1-19.
Pashupati, K., Arpan, L., Nikolaev, A.(2002). Corporate advertising as inoculation against negative news: An experimental investigation of efficacy and presentation order effects. Journal of Current Issues and Research in Advertising, 24(2), 1-16.
Smith, S., Atkin, C., Martell, D., Allen, R., & Hembroff, L. (2006). A social judgment theory approach to conducting formative research in a social norms campaign. Communication Theory, 16, 142-152.
Brooks, Michael (1989). Instant Rapport. New York, NY: Time Warner Book Group.
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