Persuasion & Interpersonal Communication

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Abstractions about how messages persuade and communication unfolds between people, including elaboration and processing routes, credibility and bias effects, deceptive or strategic signaling, and models of interpersonal and mediated exchange.

16 abstractions in this family — domain-specific abstractions that sit near one another in structural-signature space (k-means over structural-signature embeddings). Each is shown with its short description.

• Bayesian Persuasion — Model how a sender who cannot lie — committed to a public, truthful signal structure faced by a Bayes-rational receiver — still shifts the receiver's action by choosing how informative the signal is, solved geometrically as the concave closure of the sender's value over posteriors.
• Central Route Processing — The Elaboration Likelihood Model's pathway in which a recipient with both motivation and ability scrutinizes a message's argument substance, producing attitude change that is more durable, counter-persuasion-resistant, and behaviorally predictive than cue-driven peripheral change.
• Cheap Talk — Costless, non-binding communication whose credibility rests entirely on incentive alignment: as the gap between sender and receiver interests widens, the information a costless message can carry shrinks through ever-coarser partitions down to meaningless babble.
• Courtesy Bias — The questioner-directed tendency of respondents to shift reported answers toward what this immediate asker appears to want — inflating positives and suppressing negatives, scaling with status asymmetry and politeness norms, and correctable only by removing the questioner.
• Destination memory — Destination memory is memory for the recipient to whom one previously communicated a particular item of information, distinct from memory for the item's content or source.
• Elaboration Likelihood — Predict the route by which a persuasive message changes attitudes from the recipient's motivation and ability — a central route scrutinising argument quality when both are high, a peripheral route riding surface cues otherwise — with central-route attitudes proving far more durable.
• Information Manipulation Theory — A theory of deceptive message design in which speakers mislead by covertly manipulating the quantity, quality, relevance, or manner of information relative to conversational expectations.
• Interpersonal Communication — Study meaning as co-constructed turn by turn in dyadic exchange, reading every utterance on two simultaneous layers — content and relational — and tracking a small running state (common ground, face, repair) whose updates give the trajectory.
• Interviewer Leading — Treat every recorded answer as the sum of the respondent's underlying state and the elicitation channel's own response function, since the act of asking — wording, presupposition, anchoring, order, interviewer affect — contributes content to the answer rather than transparently retrieving it.
• Media naturalness theory — Media naturalness theory is also known as the psychobiological model.
• Native-advertising confusion — Diagnose a media artifact by splitting its content from its channel signal, so the failure becomes a decoupling — editorial-coded layout asserting journalistic provenance over commercially-incentivized content — and credibility tracks the signal, not the disclosure label.
• Poe's Law — Without an explicit marker of intent, a faithful parody of an extreme position becomes indistinguishable from a sincere expression of it, because sincere and parodic content overlap completely once the channel strips tone, context, and the sender's known standing.
• Sleeper Effect — Explain why a message paired with a discounting cue can grow more persuasive over weeks: the persuasive content and the cue that braked it are stored as separate memory traces that decay at different rates, so when the cue fades faster the net persuasion inverts sign at delayed recall.
• Social Presence — The felt sense of being together with another social actor through a medium — a variable distinct from transmission fidelity, jointly produced by cue inventory, self-disclosure, turn-taking synchrony, and individual recognition, and upstream of engagement, trust, learning, and retention.
• Source Credibility — A receiver-side, perception-mediated weighting attached to a communicator — decomposing into expertise, trustworthiness, and goodwill — that gates how much of a message's content is accepted and acted upon, independent of the content's own evidential quality.
• Two Generals' Problem — Prove that no finite exchange of messages can make two parties certain they agree when any single message might be lost, because the last message in any protocol is itself unacknowledged.