PSYCO342 Chapter Notes -Attachment Theory, Pathos, Ingratiation
Document Summary
Defined as external inducements, often of an emotional nature that are designed to increase an individual"s drive to perform an action. External inducement: incentives that exist apart from the content of the persuasive message, typically seeks to alter mood/emotion to persuade. Provide an external incentive to perform an action. Logos = logic and pathos = passion. The distinction between them was made into an artificial dichotomy. Whether one perceives a message to be logical or emotional depends on the message and the person. Agreement with message message is perceived as logical. Disagreement with message message is perceived as emotional. Emotional marketing is a type of motivational appeal that is based off of attachment theory which suggests that people develop emotional ties to specific brands. People develop emotional ties to specific brands. The emotional attachments enable marketers to engage consumers by making them feel passionate about the brand. Persuaders in the real world have acknowledged the effectiveness of motivational appeals.
