Discussion Questions
Chapter 7: Persuasion
1. In Chapter 1 you learned about internal consistency, which suggests that theories
within the same context should have similarities. In what ways do you see internal
consistency with the four theories in this chapter?
2. Aristotle openly preferred logos. Fisher emphasizes mythos. Discuss whether
3. Perceived behavioral control can bypass behavioral intent altogether in the theory
of planned behavior. In what instances did that happen to you? How were both
self-efficacy and controllability in effect?
4. Elaboration Likelihood Model explores the idea that people either think about
arguments and evidence when making decisions or they don’t. If somebody
follows the central route to persuasion they tend to evaluate information and
analyze material. In short, they think! How much time you actually spend
thinking during the day? How much time do you spend analyzing information? If
we don’t practice thinking, how can we ever develop the skills to actually think?
5. Persuasion, by definition, is to offer the receiver “free will.” If your boss asks you
if you can stay late, do you have free choice to say “no?” If you tell your child
“no dessert unless you eat your vegetables,” does the child perceive choice? Is
persuasion without “free will” ever justified?