HROB 3100 Lecture Notes - Lecture 4: Elaboration Likelihood Model, Natural Language, Counterintuitive

• School: University of Guelph
• Department: Human Resources and Organizational Behaviour
• Course: HROB 3100
• Professor: Jamie Gruman

Document Summary

Communication process: transmission medium (channel, decoding, receiver, feedback, encoding, sender. Transmission medium: media richness: capacity for medium to process equivocality. Decoding (receiver): listening skills: based on active listening, attending behaviour (eye contact, body language, intentional non-attention, closed vs. open questions, encouraging, paraphrasing & summarizing, reflecting feeling, be aware of cultural differences in style. Elaboration likelihood model: central route processing, persuasive message, motivation, ability, persuasion, peripheral route processing, peripheral cue present, persuasion. Persuasion approach: aida: four steps, attention, interest, desire, action. Aida: step 1: getti(cid:374)g people(cid:859)s atte(cid:374)tio(cid:374, anecdote, quote, image or joke, dramatic evidence, counterintuitive idea, startling statistic, e(cid:454). (cid:862)o(cid:448)e(cid:396) 70% of hea(cid:396)t atta(cid:272)ks toda(cid:455) a(cid:396)e (cid:396)elated to the ki(cid:374)d of pe(cid:396)so(cid:374) (cid:455)ou a(cid:396)e! (cid:863) Cultivating credibility: expertise, trustworthiness, composure, positive appearance, likeability/charisma, say nothing that is inaccurate, never apologize. Forms of proof: statistical evidence, narratives and anecdotes, testimony, visual evidence, comparison and contrast, analogy. Rhetorical devices: metaphors, analogies, stories, examples, rhetorical questions, undeniable premises, framing, amplifying values, beliefs, mission.