Internal and External Factors that Influence Behavior - Research Paper Example

? Persuasion Introduction Reflecting on definition, persuasion is the procedure through which a message induces change in attitudes, beliefs, or behaviors. Every person is expected to behave appropriately based on human ethics and morals. Ethical behavior is the right way a person is expected to behave. The right behavior helps a person choose the good and not the bad. Positive ethical behavior makes a person apply the best practices by ensuring all words and actions follow the principles of ethics and morality. It is a major expectation of everyone that other people will have good behavior. “Ethical behavior is very significance and important in the society (Johannesen, 2007).” In this paper we will explore the internal and external factors that influence behavior use of deception-Manipulation Theory, Four Factor Model, and Interpersonal Deception Theory. The paper also discusses how visual images, iconic images, music and aroma effect persuasion; Subliminal Messages VS. Supraliminal Messages, Backward Masking, and Neurolinguistic Programming (NLP). Internal and External Factors that Influence Behavior Positive ethical behavior is expected in all careers and engagements in life. In our current society, people do not always do what is expected from them. Sometimes a person is aware that a given action will have negative consequences but still does it. In the society, it is something nice for every person to be responsible and do only what is right. This is the best way to maintain social responsibility and ethical conduct. At the same time, a person should not be guided to act in a given manner. Such ethical behavior and act should be intrinsic and consistent with human ethical principles, values and moral obligations. The importance of this behavior is that the society will live in harmony and reduce a great deal of problems faced in it (Freeman & Stewart, 2006). With reference to research, it is clear that manipulation theory offers a way of examining at a distinctive part of the interpersonal communication procedure that deals with the manner through which information packages. It is worth noting that manipulation theory is more concerned with the substance of the deceptive messages, the situational substances that bring them about, the extent to which the recognition of that message affects awareness of the deception and the relational effects related with deceptive messages. Ethical behavior determines a person’s action and how it will influence the people around him. For any action, it is necessary to make sure the greatest gain is realized. This can be explained using the utilitarian theory, which is a major ethical theory. According to utilitarianism, an action is viewed ethical if it promotes the greatest or best consequence. The resultant consequence, according to the utilitarian theory, should maximize happiness (Johannesen, 2007). The argument of this ethical theory is that actions are only right if they will promote happiness and wrong if they produce the opposite of happiness. Any form of ethical behavior should therefore be aimed at maximizing happiness. With reference to the Four Factor Model, whenever people are telling lies, there are usually four fundamental mechanisms at work. Such mechanisms include arousal, behavior control, emotion, and thinking. To begin with is arousal. Lying results to arousal and anxiety. This occur either due to disagreement at conflicting behavior and value, or because of the fear of being caught. The second factor is behavior control. Human beings try to have power over body language that might give them away. In actual fact this is impossible and leakage frequently takes place, for instance where one is controlling his or her face and his legs give him away. Emotion: Human emotions usually change whenever lying (Freeman & Stewart, 2006). Thinking: to lie, we frequently have to think harder in order to guarantee coherence in our arguments. Research records that interpersonal deception theory explains the way through which people cope with perceived or actual deception on the subconscious and conscious levels whilst engaged in persuasion. In its implication, persuasion is not still, it is influenced not only by individual own goals, but also by the implication of the communication as it unfolds. On the other hand, the Kantian ethics theory is widely applied in determining what ought to be an ethical behavior. “According to the Kantian theory, an action is deemed right if it is done in accordance with the moral principles or rules (Freeman & Stewart, 2006).” This moral principle is one required or established by rationality. According to Kant, there are certain moral rules used to determine whether an action is ethical or not. These two theories qualify in determining and outlining ethical practices or behavior. Proper ethical behavior determines how people interact with one another and how issues affecting them are addressed. Ethical behavior therefore plays a big role in the workplace, in religion, and also in human interaction in the society. In human life, persuasion is a very important practice whereby people influence others through an ethical behavior. “Persuasion is the process of guiding a person or oneself towards the acknowledgement and adoption of attitude, idea, or an action (Freeman & Stewart, 2006).” This is achieved by use of symbolic or rational means. Persuasion can be achieved by use of other means such as propaganda, appeal to certain emotions, deception, or use of appeals based on reason. Human communication should be defined ethically and it is an important element of persuasion. Communication is also the beginning of sharing information between a person and another or between groups. To achieve successful communication, which is very significant in persuasion, the application of ethical behavior is necessary. The first thing in persuasion is to examine the gender, social expectations, and the need of the persuasion. This approach ensures that ethical persuasion has successfully been achieved. Listening is a key tool during persuasion. “With developed ethical behavior, a person will easily be accepted by others thus making it possible to influence the ideas and opinions of others (Verbeek, 2006).” This is the reason why possession of proper ethical values and practices makes it possible to persuade others. Ethical practices and behavior greatly determine the outcome of persuasion. For instance, a person with proper ethical and moral practices in the society has a higher chance of influencing another person and vice-versa. People begin by viewing the relevance of the persuader based on his moral obligations and ethical foundations. Ethical behavior will determine the approach undertaken by the individual (Johannesen, 2007). For instance, proper ethical practices will require that a person understands the other individual, or group, before the persuasion process begins. As well, there is need to understand the problems faced and the feelings aroused. A mutual understanding between the parties is necessary so that the two can figure out what they should do. The initial approach towards persuasion is critical because it determines the fate of the process. Ethical behaviors require that an individual is keen on what is being said, how it is said, and the significance of the entire process. The person will also attach a great significance to the process and argument in order to prevent unfair persuasion. “Use of appropriate emotional and tone appeals is also an important element of ethical practice in persuasion (Verbeek, 2006).” While other forms of persuasion exist, the use of moral practices and ethical behavior remains the best process because a common understanding between the parties or individuals is founded thus increasing trust. Another important thing is that, the persuader practicing ethical behavior will determine the nature and intention of the persuasion thereby coming up with the right approach. He will know what concepts to use and the kind of message to be passed across. This person also knows that the immediate goal is to develop a mutual understanding, and not necessarily a problem-solving process. The mutual understanding between the two individuals creates value and trust. When this is achieved, it will be very easy to elicit the other individual’s feelings, desires and thoughts about the subject being discussed. Ethical behavior does not call for misconception or deception in the process. “The person being persuaded is at liberty to disagree or defend his opinions without necessarily having to cause trouble (Johannesen, 2007).” Proper and critical description of the topic of discussion is also employed in an ethical manner to ensure the process is successful. This approach therefore determines the success of ethical persuasion. According to his philosophy and theory of virtue ethics, Aristotle sees virtue ethics as the major concept towards understanding how human beings can distinguish between what is wrong and what is right. According to Aristotle, ethics should be seen as a systematic theory or study trying to explain how human beings can live to their fullest potential. Aristotle believes strongly that virtue ethics is the best approach to address most of the problems faced in the society. His studies of virtue and ethics were originally concerned with looking closely at the political and legal policies applied in the society. For instance, he noted that some law-making processes were done without considering some important issues in the society. Therefore, Aristotle question was how the community’s needs could be addressed and have the best life possible for all. This resulted in the original Aristotelian answer on how human beings can achieve equality and live happily (Gilbert, 2008). As Aristotle argues, virtue should be a very important human aspect. He argues that someone who has been brought up in the best way possible will possess good characters and habits. The person will also be courageous and at the same time show intellectual virtue and friendship. Therefore, proper knowledge of virtue ethics make people differentiates the right thing from the bad. When the main goal in life is to achieve the greatest happiness, everyone will be keen to pursue this kind of virtue (Gilbert, 2008). Therefore, virtue ethics is a very important concept in ensuring that human beings understand what is wrong and what is right. Everyone will be obliged to do what results in happiness hence people will be in a position of distinguishing between the right and the wrong. For Aristotle, virtue is a purely rational activity and follows a certain rational principle leading to doing the right only. Therefore we can say that virtue ethics is the key concept towards differentiating the wrong from the right as proposed by Aristotle. How Visual Images, Iconic Images, Music and Aroma Effect Persuasion Iconic images correspond to, or sum up, concepts and ideas. In that sense, they serve as figurative representations of things. It is worth contemplating that iconic images bring to mind emotional responses in receivers. To the large part, iconic images can disfigure or violate reality (Gilbert, 2008). A large number of iconic images are selective, thus they can overstate or minimize certain features over other features. Studies have it clear that architectural design can facilitate various forms of behavior at the same time as inhibiting others. Visual and spatial signals affect the perception of human beings, and attitude towards their environment. Storytelling in films also plays a great role in persuasion. In most cases, viewers do not anticipate to be persuaded by movies; as a result they let down their guard. Movies support popular culture that is; trends, fashions, and lifestyles. What is more, movies promote audience identification with characters. Song lyrics also persuade through the central route, but become more effective than words alone for the reason that the music assists to relax the listener and become more open to the information provided. Most remarkably, music persuades through the peripheral route because it puts human beings in a better mood and relaxes them at the same time as exposed to ads. Background music is commonly used by retailers in order to influence consumer behavior. In most cases, such music has been shown to affect shopping rate as well as moods. Fragrance manufacturing is a known as a billion dollar business. On the other hand, much of what sell a fragrance, similar to perfume, is the pledge that one will be sexy like the brand in the advertisement allegedly through the use of the perfume. Noteworthy, some evidence recommends that fragrances may augment attraction. The same as with positively received music, ambient aromas such as chocolate, vanilla, and floral scents can affect clients’ shopping pace, thus making them linger longer in restaurants and stores. Repeated exposure to a certain fragrance may result in desensitization or develop an aversion to the smell. Our regular conscious method of learning is all the way through repeated practice and experience. Through such process, the new information is usually stored deep in our mind on an unconscious level. Subliminal learning sidesteps such conscious practice and experience stage and directs information to human unconscious mind. Human beings are always exposed to subliminal messages each day because of the massive amounts of information they are exposed to, and their restricted ability to deliberately register it (Gilbert, 2008). Therefore, such may result to small changes in human minds, or over time if one is exposed to the same subliminal information over and over after that there will be lasting changes. Our subliminal recommendations are essentially positive affirmations intended to develop for you the rich mindset, but in its place of one having to repeat them we have completed the work for you, and instead of getting them audibly they enter your mind subliminally. That is, without necessary distracting you and without one being aware of them. On the contrary, supraliminal messages define the act of being on top of the threshold of consciousness. According to statistics, Neuro-linguistic programming refers to an approach to personal development, communication and psychotherapy. It declares a relation between the behavioral patterns learned in the course of experience and the neurological procedures. In contrast, backmasking defines a recording method through which message or sound is captured backward onto a track that is intended to be played forward. Conclusion Ethical behavior is very importance in the society. It determines how people relate with each other, and how problems faced in the society are addressed. Different theories are outlined to describe the process of ethical behavior and response to societal dynamics. Theories such as Utilitarian and Kantian ethics theory have been used to explain human behavior and moral conduct thus making it possible to address a couple of issues affecting humanity. In this paper we have also seen the importance of ethical behavior and practices. Human relationships can only be maintained by behaving in an ethically acceptable manner (Freeman & Stewart, 2006). In the process of persuasion, ethical practice is very significance because it determines the success of the process and how the ideas, opinions and decisions of another person can be influenced. Ethical practices are therefore beneficial in influencing the success of persuasion. References Freeman, R. & Stewart, L. (2006). Developing Ethical Leadership. Journal of ethics in leadership, 2(3), 71-88. Gilbert, K. (2008). Ethical Views on Global Health Issues. Oxford: Oxford University Press. Johannesen, R. (2007). Perspectives on Ethics in Persuasion. Journal of Sociology, 2(4), 26-53. Verbeek, P. (2006). Persuasive Technology and Moral Responsibility: Toward an Ethical Framework for Persuasive Technologies. Journal of Ethics and Behavior, 3(1), 24-43. Read More