Attitude

13 Pages 3290 Words

ecision. His findings were inconclusive so one must reason that there are different ways to approach the study of such a topic. Latting himself even devotes a section of his article addressing how his persuasion efforts could have been more effective, which suggested a different approach to this study.
Influential tactics have been developed into a large field of study in present research. Schank and Abelson’s (1977) Persuade Package is a small standard set of influential tactics with the objective of persuading the target to behave in a particular way. Many researchers have used this package, most notably Aguinis, Nesler, Hosoda, and Tedeschi (1993). Schank and Abelson’s package included four tactical methods: rationality, ingratiation, assertiveness, and exchange. Rationality is defined as when the source presents facts in an attempt to obtain cooperation. Ingratiation is defined as when the source attempts to make a target feel wonderful or important in an attempt to obtain cooperation. Assertiveness is defined as when the source uses ...