Persuasive Techniques

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					Persuasive Techniques
Used in Advertising


 Introductory Video:
 http://www.youtube.com/watch?v=jaGJNxCxB-s
Advertising Strategies
• Advertisers use a variety of strategies to do a variety of
  things:

They entice…
• Consumers to buy products.
• Choose a business or service that they need.
• Hungry people to eat at a particular restaurant.
• Children to want a specific toy.
• People to donate to a certain cause or organization.
• Drivers to want a reliable, sporty, or fuel efficient car.
• …and more!
Advertising Techniques: ETHOS
AKA CREDIBILITY
Who is doing the persuading?
Ethos (Credibility), or ethical appeal, means convincing by the character
  of the author. We tend to believe people whom we respect. One of the
  central problems of argumentation is to project an impression to the reader
  that you are someone worth listening to, in other words making yourself as
  author into an authority on the subject of the paper, as well as someone who
  is likable and worthy of respect.

• Ethos (Greek for 'character') refers to the trustworthiness or credibility of
  the writer or speaker. Ethos is often conveyed through tone and style of the
  message and through the way the writer or speaker refers to differing views.
  It can also be affected by the writer's reputation as it exists independently
  from the message--his or her expertise in the field, his or her previous
  record or integrity, and so forth. The impact of ethos is often called the
  argument's 'ethical appeal' or the 'appeal from credibility.
Examples of advertisements with
ETHOS:
• In advertising, celebrities, experts, and intelligent confident people are
  usually the ones who appeal to consumers the most.

SAFE AUTO
http://www.youtube.com/watch?v=Py8yznIZN94
“VOTE”
http://www.youtube.com/watch?v=B3aqajRVi3U
ADIDAS
http://www.youtube.com/watch?v=UsgSwyAw_WU
TOOTHPASTE (1960s!)
http://www.youtube.com/watch?v=BPu1VevHWLU
NIKE
http://www.youtube.com/watch?v=N9kSfQybPsA
Advertising Techniques: LOGOS
• Logos (Logical) means persuading by the use of reasoning.
  This will be the most important technique we will study, and
  Aristotle's favorite. We'll look at deductive and inductive
  reasoning, and discuss what makes an effective, persuasive
  reason to back up your claims. Giving reasons is the heart of
  argumentation, and cannot be emphasized enough. We'll study
  the types of support you can use to substantiate your thesis, and
  look at some of the common logical fallacies, in order to avoid
  them in your writing.

• Logos (Greek for 'word') refers to the internal consistency of the
  message--the clarity of the claim, the logic of its reasons, and the
  effectiveness of its supporting evidence. The impact of logos on
  an audience is sometimes called the argument's logical appeal.

• This means saying things that make sense and that sound logical
  to the reader, that are backed up by facts and figures, and
  making one statement follow another in a logical way.
Examples of advertisements that
appeal to LOGIC:
ABOVE THE INFLUENCE
http://www.youtube.com/watch?v=nPgMd_C83pw

PROGRESSIVE INSURANCE
http://www.progressive.com/commercials/empowered.aspx
http://www.progressive.com/commercials/brad.aspx

HONDA
http://www.youtube.com/watch?v=bY-CQw3-G0k

APPLIANCES
http://www.youtube.com/watch?v=mQMj2FMVylg
Advertising Techniques: PATHOS
Emotional Appeal
• This technique of advertising is done with help of two factors -
  needs of consumers and fear factor. Most common appeals
  under need are:
  ▫ need for something new
  ▫ need for getting acceptance
  ▫ need for not being ignored
  ▫ need for change of old things
  ▫ need for security
  ▫ need to become attractive, etc.
• Most common appeals under fear are:
  ▫ fear of accident
  ▫ fear of death
  ▫ fear of being avoided
  ▫ fear of getting sick
  ▫ fear of getting old, etc.
Example of commercials with EMOTIONAL
APPEAL:
 Dear Sophie – Google Chrome
 http://www.youtube.com/watch?v=wHBQ25-uMYs

 Anti-Dog Fighting Campaign
 http://www.youtube.com/watch?v=iG6dAnIMDys

 The Few, the Proud, the Marines
 http://www.youtube.com/watch?v=5hbTDolkEhs

 Budweiser – Remember 9/11
 http://www.youtube.com/watch?v=Px5YcOeQB4I

 NIKE – Women in Sports
 http://www.youtube.com/watch?v=f1ighxU1vYw

 Anti-Drug – When I Grow Up
 http://www.youtube.com/watch?v=giGkt5oAhT0
Persuasive Techniques in Advertising
Avante Garde
Weasel Words
Magic Ingredients
Patriotism
                     See the back of the handout from yesterday
Transfer                for definitions of these terms and be
Plain Folks                   sure to add the last two!
Snob Appeal
Bribery                  Quiz next week over this material!
Bandwagon
ADD THESE TWO:
Humor
Sex Appeal
More Persuasive TV Commercials
Which APPEAL & TECHNIQUES are used???
 • VW - Dog Strikes Back
 http://www.youtube.com/watch?v=0-9EYFJ4Clo&list=PL73lfVViTHsI-
    B423fkPtlSpnZ_gpJ3iM

 • Apple – Get a Mac
 http://www.youtube.com/watch?v=UKNwugAUoLM

 • Scope Dual-Blast
 http://www.youtube.com/watch?v=_UC5ikqhUMc&list=PL73lfVViTHsI-
    B423fkPtlSpnZ_gpJ3iM

 • Pepsi Max
 http://www.youtube.com/watch?v=A7USr2kriO8&list=PL73lfVViTHsI-
    B423fkPtlSpnZ_gpJ3iM

 • Dr. Pepper
 http://www.youtube.com/watch?v=z6SoqMPhDXQ&list=PL73lfVViTHsI-
    B423fkPtlSpnZ_gpJ3iM

 • Proctor & Gamble        http://www.pg.com/en_US/brands/index.shtml

 http://www.youtube.com/watch?v=VSn5Z7EC4ME
• Domestic Violence
http://www.youtube.com/watch?v=s5lULB1qOeE

• Pro Activ
http://www.youtube.com/watch?v=xoGoeT41onM
http://www.youtube.com/watch?v=fB2x2M5SC1Y

• RJ Reynolds Ad (late 1940s/early ‘50s!)
http://www.youtube.com/watch?v=BYgLAPhbyKg

• Bud Light
http://www.youtube.com/watch?v=e_HBagK2ETs

• Doritos
http://www.youtube.com/watch?v=bptmb0Ygmus

• Coca-Cola
http://www.youtube.com/watch?v=8zTDbpxT8ZI
http://www.youtube.com/watch?v=2_NyHerrWC8

• Budweiser
http://www.youtube.com/watch?v=koMMZfOHhjs
http://www.youtube.com/watch?v=xD6ghskNKa8
Companies Famous for their
Commericals & Ads
• Coca-Cola
1950s
http://www.youtube.com/watch?v=QN_UqvcynYw
Coca-Cola Bears
http://www.youtube.com/watch?v=S2nBBMbjS8w
http://www.youtube.com/watch?NR=1&v=lqT_dPAp
  j9U
Christmas
http://www.youtube.com/watch?v=OF_CW4DGnNg
• NIKE
• Budweiser
Print Ads - LOGOS
Autism Awareness PSA




• Ads that Make You Think
//www.hongkiat.com/blog/creative-public-awareness-ads/
Print Ads - LOGOS
Anti-Censorship PSA
Print Ads - LOGOS
Panasonic 3-D TV
Popular Advertising Techniques
http://www.slideshare.net/kjhatzi/common-
 advertising-
 strategies?utm_source=slideshow02&utm_med
 ium=ssemail&utm_campaign=share_slideshow
 _loggedout
Ten Timeless Persuasive Writing
Techniques (also used in advertising!)
•    Repetition - To stay on the good side, make your point in several different ways,
    such as directly, using an example, in a story, via a quote from a famous person, and
    once more in your summary.

•    Reasons Why - When you need people to be receptive to your line of thinking,
    always give reasons why.

•    Consistency - Consistency is associated with integrity and rational behavior.
    Use this in your writing by getting the reader to agree with something up front that
    most people would have a hard time disagreeing with. Then rigorously make your
    case, with plenty of supporting evidence, all while relating your ultimate point back
    to the opening scenario that’s already been accepted.

•    Social Proof - Obvious examples of social proof can be found in testimonials and
    outside referrals, and it’s the driving force behind social media. But you can also
    casually integrate elements of social proof in your writing, ranging from skillful
    alignment with outside authorities to blatant name dropping.

•    Comparisons - Metaphors, similes and analogies are the persuasive writer’s best
    friends. When you can relate your scenario to something that the reader already
    accepts as true, you’re well on your way to convincing someone to see things your
    way.
•   Agitate and Solve - First, you identify the problem and qualify your audience. Then you agitate the
    reader’s pain before offering your solution as the answer that will make it all better.

•    Prognosticate - Providing your readers with a glimpse into the future. This entire strategy is built on
    credibility. Only attempt if you can back up your claims with your credentials or your obvious grasp of the
    subject matter.

•    Go Tribal - Give someone a chance to be a part of a group that they want to be in—whether that be
    wealthy, or hip, or green, or even contrarian—and they’ll hop on board whatever train you’re driving.

•    Address Objections - Addressing all the potential objections of at least the majority of your readers
    can be tough, but if you really know your subject the arguments against you should be fairly obvious

•    Storytelling - The reason why storytelling works so well lies at the heart of what persuasion really is.
    Stories allow people to persuade themselves, and that’s what it’s really all about. You might say that we
    never convince anyone of anything—we simply help others independently decide that we’re right

• Sex Appeal
Megan Fox MOTOROLA
http://www.youtube.com/watch?v=NT1IWB2OpsE

Humor
Allstate Insurance
http://www.allstate.com/mayhem-is-everywhere.aspx
Stanley Steemer
http://www.youtube.com/watch?v=2H1PdTmBtWw
• Humorous Commercials from Super Bowl 2012
http://www.youtube.com/watch?v=enzkdcCE8s4
USE OF LOADED LANGUAGE
Ad Campaigns the Hurt Sales
• http://www.cracked.com/article_19297_5-
  famous-ad-campaigns-that-actually-hurt-
  sales_p2.html

• Best Super Bowl Commercials of All Time
http://www.youtube.com/watch?v=jaGJNxCxB-s

Propanga techniques
http://www.youtube.com/watch?v=Pw8mQFCfG
 xE
• Media Literacy Search
http://medialiteracyproject.org/search/node/advertis
  ing%20techniques

• Comprehensive List of Techniques
http://medialiteracyproject.org/language-persuasion

• 2013 Super Bowl Ads
http://adage.com/article/special-report-super-
  bowl/buying-super-bowl-2013/238489/

				
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posted:5/21/2013
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