Triggering Routes for Persuasion

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TRIGGERING ROUTES IN PERSUASION

STEPS TO FOLLOW:

1.     EVALUATE THE PERSUASION SITUATION - MOTIVATION, KNOWLEDGE, PERSONAL RELEVANCE.

2.     SELECT THE ROUTE TO TRIGGER - CENTRAL OR PERIPHERAL

AUDIENCE: FACTORS WHICH INDICATE ROUTE STRATEGY FROM PERSUADER

Audience Factor	Choose Peripheral	Choose Central
Level of Motivation	Low	High
Personal Relevance	Low	High
Previous Knowledge	Use It	Add to It
Opinion of Speaker	High is Essential	High is Useful

3. TRIGGER THAT ROUTE –

CENTRAL:

            Personal relevance for motivation

            New information

            Arguments, evidence, logic

            Clear explanation

            Cognitive involvement

            Use of source as a logical argument

PERIPHERAL

            Source focus

            Intangilbles and associations

            Use existing beliefs-biased elaboration

            Use images and symbols

            Use strategic confusion

            Repetition

4. FOLLOW THROUGH ON THAT ROUTE

SOURCE:

PERIPHERAL

            Known, trusted, distracting, socially inviting.

            Personal relationship, inclusion.

CENTRAL

            Expertness as an argument

            Source experience as an argument

            Non-distracting.

MESSAGE:

PERIPHERAL

            Entertaining, mildly distracting

            Appeal to biases and social norms

            Use expertness

CENTRAL

            Organize into major arguments

            Each major argument should have reasoning, explanation, evidence

            Emphasize how it impacts the audience early in the speech

            Point out new information, promise new information early in the speech

Thanks For reading Triggering Routes for Persuasion url link https://nlpapplicative.blogspot.com/2014/09/triggering-routes-for-persuasion.html