INAG 110 Lecture Notes - Lecture 4: Peer Pressure

• School: University of Maryland
• Department: Institute of Applied Agriculture
• Course: INAG 110
• Professor: Eric Dunning

Document Summary

3/28/17: fact-a question about the truth or falsity of an assentation usually organized by topic. Persuade the audience to accept a particular view: value- a question about the rightness, worth or morality of and action. Involve making a value judgement: policy- a question about whether a specific cause of action should/should not be taken (passive/agreement, motive involvement) Prove that change is needed: plan-if there is a problem with the current policy, practicality-the plan must solve the problem, not create new/more severe ones, is it logistical. Methods: ethos-credibility appeal, perception of person that the information comes from, pathos-emotional appeal, fear, love, greed, logos- rational appeal, consider evidence and reasoning. Principles of influence/persuasion: authority-ethos, easy to persuade others, likeability-if likeable people will listen, reciprocity- scratch my back i"ll scratch yours , consistency- not always the same but fair, consensus- peer pressure, scarcity- threatened to take away.