ACE Model (Persuasion)

Suggest a set of actions that will result in persuading their manager to allow them to go to a conference.

A more recent model of persuasion effectiveness is Reardon's ACE Theory. She suggests that people use three criteria to determine whether to respond to a persuader's arguments: appropriateness, consistency, and effectiveness.This further reinforces the need for trust and trustworthiness in relationships to be able to implement persuasive communication. The most successful appeals are those judged to demonstrate:

Appropriateness—the right thing to do, based on generally accepted standards or norms, or in some cases, rules of law or morality. Appropriateness appeals are geared to the persuadee's or audience's belief system and interests.

Consistency—the degree to which the action or belief proposed compares to that of similar others or to their own past behaviors or espoused beliefs. Appeals to consistency demonstrate that the persuader understands the beliefs or past behaviors of similar others and presents arguments that make sense or track with these beliefs or behaviors.

Effectiveness—the degree to which an action or idea leads to a desirable state or outcome. By knowing what the persuadee or audience wants or needs, a persuader can demonstrate how adoption of the proposed idea or action will help meet those needs.

Here's the situation:

You were recently hired into a marketing organization. During the interview, your prospective boss highlighted the company's commitment to the education and development of its employees. Six months into the job, you learn of a conference that could provide needed training to increase your ability to perform your current duties and marketing research, and could increase the skills you need to advance in the firm. Unfortunately, the conference comes just prior to the fiscal year end—a busy time. You could just give your boss a flyer describing the conference and ask if you could go. Or, you could apply the ACE theory.

Your exercise assignment is to try to develop persuading statements that will convince your manager to approve the conference. Submit approaches (statements you would use with the manager) to the Discussion Thread for everyone to review and offer comment. This exercise is not graded, but your participation and level of effort will go toward your Unit participation grade.