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Understanding Credibility and Brainwashing: Lifton's Theory of Ideological Totalism

This comprehensive analysis explores Lifton's Theory of Ideological Totalism, detailing the psychological and social mechanisms behind brainwashing. It examines factors such as parental domination and identity problems that contribute to "all or nothing" emotional alignments. The paper investigates various models of credibility, including Aristotle's principles and Cialdini’s strategies of influence, emphasizing cognitive consistency and dissonance theories. The relevance of these theories in contexts like job interviews and social persuasion is also discussed, providing insights into enhancing personal and professional credibility.

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Understanding Credibility and Brainwashing: Lifton's Theory of Ideological Totalism

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  1. AGENDA • Brainwashing • Credibility

  2. Lifton’s Theory (1961) Ideological Totalism • Internal backgrounds of brainwashed: “all or nothing emotional alignments” Based on: • Biographical factors such as parental domination • Guilt • Identity problems Resistors rebelliousness self expression family loyalty Westernization

  3. Falun Gong

  4. Stockholm Syndrome

  5. A Moon for the Misbegotten?

  6. AGENDA • Credibility • Cognitive Consistency Theories • Cognitive Dissonance Theory • Social Judgment Involvement Theory • Elaboration Likelihood Model • Cialdini’s Strategies of Influence

  7. Source Credibility: The Search for Factors Competing Definitions: • Attitude toward the source • Image of the source

  8. Source Credibility: The Search for Factors Aristotle (343 B.C.E.) • Intelligence • Good Character • Good Will

  9. Source Credibility: The Search for Factors Aristotle (343 B.C.E.) • Intelligence • Good Character • Good Will

  10. Source Credibility: The Search for Factors Aristotle (343 B.C.E.) • Intelligence • Good Character • Good Will Hovland (1953) • Safety • Competence • Intention Toward the Audience

  11. Source Credibility: The Search for Factors Berlo (1966) • Trustworthiness • Competence • Dynamism

  12. Source Credibility: The Search for Factors McCroskey (1966) • Character • Authoritativeness

  13. Source Credibility: The Search for Factors McCroskey in the 1970s • Character • Competence • Sociability • Extroversion • Composure & the critics

  14. A Return ? • McCroskey and Young (1981) reductio ad absurdum • McCroskey & Teven (1999) the return of good will

  15. Using CredibilityAny Questions?

  16. Credibility in the Job Interview Any Questions? To show character: • What can you tell me so that I would be able to get along effectively with the people with whom I will be working? • Would I be allowed to assume additional authority once I successfully handle the responsibility with this position? • Do you allow employees to become shareholders in the company?

  17. Credibility in the Job Interview Any Questions? To show competence: • What kinds of opportunities for advancement would exist for an especially competent person in a position such as this one? • Does your training program allow for individual study and enrichment? • If I were to have an idea that seemed particularly useful, would I be able to introduce it for management’s consideration?

  18. Credibility in the Job Interview Any Questions? To show dynamism: • Could you suggest some material I could read that would begin to prepare me for this position? • What levels of management can I reasonable aspire toward within this form? How rapidly can I move toward these opportunities? • What do you see as the greatest problem that must be solved by a person in this position before He or she can achieve great success?

  19. Credibility in the Job Interview Any Questions? To encourage them to make a commitment to you: • If you knew that I were to be awarded this position, what one piece of advice would you give me to help assure that I made a good start with this company? • Assuming I am offered this position, what argument would you use to persuade me to accept it?

  20. AGENDA • Credibility • Cognitive Consistency Theories • Cognitive Dissonance Theory • Social Judgment Involvement Theory • Elaboration Likelihood Model • Cialdini’s Strategies of Influence

  21. Language • Attitude: “our judgment” • Beliefs: “what we ‘know’ to be true or false” • Values: “core ideals about how to conduct our lives”

  22. US - + + Sexyfriend

  23. US - + + - Sexy friend’s spouse Sexyfriend

  24. US - + + - Sexy friend’s spouse Sexyfriend -

  25. + - - + - - + + -

  26. - + + + + - + - +

  27. AGENDA • Credibility • Cognitive Consistency Theories • Cognitive Dissonance Theory • Social Judgment Involvement Theory • Elaboration Likelihood Model • Cialdini’s Strategies of Influence

  28. Cognitive Dissonance Theory • We reduce cognitive dissonance by either: • Changing a cognitive element • Adding a cognitive element • Paradigms forced compliance social support

  29. When Prophecy Fails

  30. Paradigms forced compliance social support

  31. AGENDA • Credibility • Cognitive Consistency Theories • Cognitive Dissonance Theory • Social Judgment Involvement Theory • Elaboration Likelihood Model • Cialdini’s Strategies of Influence

  32. Social Judgment-Involvement Theory • Elements: latitudes of acceptance rejection (non commitment) • Prediction: the greater the latitude of rejection, the greater the degree of ego involvement

  33. Social Judgment Involvement Theory The House Immigration Reform Bill Good___:____:____:____:____:____:____Bad

  34. Social Judgment Involvement Theory The House Immigration Reform Bill Good___:____:____:____:__X_:____:____Bad

  35. Social Judgment Involvement Theory The House Immigration Reform Bill Good___:____:____:__A_:__X_:_A__:____Bad

  36. Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad

  37. Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad

  38. Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad Good_R_:_R__:_A_:__A_:__X_:_A__:_R__Bad

  39. Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad Good_R_:_R__:_A_:__A_:__X_:_A__:_R__Bad

  40. Social Judgment Involvement Theory The House Immigration Reform Bill Good_R_:_R__:_R_:__A_:__X_:_A__:_R__Bad Good_R_:_R__:_X_:__A_:__A_:_A__:_R__Bad

  41. Examples of Dissonance • Positive Self Talk • Casablanca

  42. When Does Dissonance Work? • No external rewards • Effort must be put into it • Consequences must believed important • Free choice to perform overt behavior

  43. Elaboration Likelihood Model • Two Paths: • Central Route (based on content appeals) • Peripheral Route (based on external elements) • Simultaneous Processing of Information on each path

  44. Cialdini’s Methods of Persuasion • Reciprocation • Consistency • Social Proof • Liking • Authority • Scarcity

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