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Related Concept Videos

Routes of Persuasion02:20

Routes of Persuasion

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Persuasion is the process of changing our attitude toward something based on some kind of communication. Much of the persuasion we experience comes from outside forces. How do people convince others to change their attitudes, beliefs, and behaviors? What communications do you receive that attempt to persuade you to change your attitudes, beliefs, and behaviors?
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Social psychologists have documented that feeling good about ourselves and maintaining positive self-esteem is a powerful motivator of human behavior (Tavris & Aronson, 2008). In the United States, members of the predominant culture typically think very highly of themselves and view themselves as good people who are above average on many desirable traits (Ehrlinger, Gilovich, & Ross, 2005). Often, our behavior, attitudes, and beliefs are affected when we experience a threat to our...
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One influential perspective on what motivates people's behavior is detailed in Tory Higgin's self-discrepancy theory (Higgins, 1987). He proposed that people hold disagreeing internal representations of themselves that lead to different emotional states.  
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People can go to great lengths to protect their self-image and present themselves in ways that they want others to see them. Sociologist Erving Goffman presented the idea that a person is like an actor on a stage. Calling his theory dramaturgy, Goffman believed that we use “impression management” to present ourselves to others as we hope to be perceived. Each situation is a new scene, and individuals perform different roles depending on who is present (Goffman, 1959). Think about...
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Social proof is a form of persuasion based on comparison and conformity. People compare their behavior and actions to what others are doing and will change to conform to do what their peers do.
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Persuasion Strategies01:52

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Researchers have tested many persuasion strategies, including the foot-in-the door and the door-in-the-face techniques, in a variety of contexts. Ultimately, the principles are effective in selling products and changing people’s attitude, ideas, and behaviors (Cialdini & Goldstein, 2004).
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Related Experiment Video

Updated: Jul 1, 2025

Author Spotlight: Addressing Technical and Subjective Challenges in Measuring Classroom Attention
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Attention-Getting Mechanisms (AGMs): A Personal Journey.

Richard M Billow

    International Journal of Group Psychotherapy
    |March 7, 2024
    PubMed
    Summary

    This study introduces Attention-getting Mechanisms (AGMs) as unhealthy interpersonal styles stemming from attention deficits. It explores how these self-defeating behaviors, often rooted in trauma, manifest and impact individuals and relationships.

    Area of Science:

    • Psychology
    • Interpersonal Dynamics
    • Clinical Psychology

    Background:

    • Relationships involve managing competing needs for attention.
    • Unhealthy interpersonal styles, termed Attention-getting Mechanisms (AGMs), are often rooted in trauma and attention deficits.
    • AGMs are counterproductive and harmful to self and/or others.

    Purpose of the Study:

    • Introduce and define the concept of Attention-getting Mechanisms (AGMs).
    • Explore the spectrum of AGMs, from subtle to pathological.
    • Examine the link between AGMs, trauma, and psychological disturbance.

    Main Methods:

    • Qualitative analysis of two group therapy sessions focused on attention-seeking dilemmas.
    • Personal reflection on childhood trauma related to the concept of AGMs.

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  • Integration of clinical observations with diagnostic criteria, research, and theory.

    • Main Results:

    • The study evolved from initial exploration to a deeper understanding of AGMs through group sessions.
    • Personal experiences and childhood trauma were unexpectedly linked to the AGM concept.
    • AGMs are understood as a response to enduring deficits in receiving adequate attention.

    Conclusions:

    • AGMs represent a significant area of study in understanding maladaptive interpersonal behaviors.
    • Further research is needed to connect AGMs to current diagnostic and theoretical frameworks.
    • Addressing underlying attention deficits and trauma is crucial for mitigating harmful AGMs.