Teoria de La Persuacion

 

YodrëM Io Fm Sorsums`üA - Srosoatmt`da Yrmaslr`pt Lmkn`d io mlt`tui io fds kmss koi`m8 `kpf`lml`daos iof kdiofd io porsums`üa io ofmndrml`üa prdnmnfo Dltunro = iof >337 =. Yodrëms Yodrëms io fm po porsums rsums`üa8 `üa8 Sr Sr`al`p `al`pmfos mfos Ror Rort`oat t`oatos os      

Fms `avost`eml`daos8 Lmrf Gdvmai, @rv`ae Hma`s, Gmrdfi Joffoy (=0?. Fms otmp otmpms ms io fm fm por porsum sums`ü s`üa a   

  

.= Yodrëms sdnro fm Sorsums`üa >.=.= Of erupd io @avost`eml`daos io Pmfo

Of pr`kor mndrimho s`stokít`ld sdnro of tokm so fo mtr`nuyo m Lmrf Gdvfmai, @rv`ae Hma`s y Gmrdfi Joffoy (=0?.=.> Fms Idlo Otmpms io fm Sorsums`üa, soeøa KlEu`ro

Osto mutdr oa sus `avost`eml`daos iosio =020 gmstm =07? so gm loatrmid oa fds prdlosds quo dlurroa oa of roloptdr oa fm ldkua`lml`üa porsums`vm, pdstufmaid idlo pmsds iof prdlosd io porsums`üa8 oxpds`l`üa, mtoal`üa, `atoràs, ldkproas`üa, eoaorm eoa ormf`z f`zml` ml`üa üa io lde ldea`l a`l`da `daos os rof rofml` ml`dam damims ims,, miq miqu`s u`s`l`ü `l`üa a io gmn gmn`f` `f`imi imios os rofovm rofovmato atos, s, mlo mloptm ptml`ü l`üa, a, kok kokdr` dr`zml zml`üa `üa,, roluporml`ü rolup orml`üa, a, tdkm io iol`s` iol`s`üa, üa, mltuml`üa y ldasdf ldasdf`iml`ü `iml`üa a pdstm pdstmll`üa. ll`üa. \oeøa Kdrmfos, Kdrmfos, ^ondf ^ondffdsd fdsd y Kdy Kdym m (=009 (=009), ), osto osquokm ostí nmsmid oa of kdiofd iof erupd io Pmfo, muaquo os kís iotmffmid y lda otmpms mi`l`damfos. Osto kdiofd gm s`id roiul`id roiul`id broluoato broluoatokoat koato o m ids bmltdro bmltdros s quo sda rolopl`üa y mloptml`üa  pmrm gmlor ua kmrld io roboroal`m m fm `avost`eml`üa oa Ss`ldfdeëm \dl`mf oa of lmkpd io fm porsums`üa (Omefy y Lgm`joa oa Kdrmfos, =009). Io osto kdid dntoairokds ua kohdr p`o pmrm vor of oboltd io fms i`st`atms vmr`mnfos io ua koasmho porsums`vd y su oboltd sdnro mfeuad io fds ohos io fm todrëm. Of kdiofd io KlEu`ro `kpf`lm ids mspoltds m ldas`iormr. Sr`kord os quo fds i`vorsds pmsds d otmpms iopoaioa uads io fds dtrds: of roloptdr ionorí pmsmr pdr lmim uad io fds pmsds s` so qu`oro quo fm ldkua`lml`üa toaem su `kpmltd

 

porsums`vd, d som ad gmy ldkproas`üa s`a mtoal`üa, msë ldkd ad gmy mloptml`üa s`a ldkproas`üa (KlEu`ro oa Kdrmfos, =009). Fd soeuaid os quo of oboltd io uam ldkua`lml`üa sdnro of lmkn`d io mlt`tui puoio ldkproaiorso kohdr s` so mamf`zm su `kpmltd oa lmim otmpm. Os msë pds`nfo quo l`ortms lmrmltorëst`lms iof koasmho d io fm buoato toaema oboltds pds`t`vds oa uams otmpms y aoemt`vds oa dtrms. Ostd so oatoaiorí kohdr oa of lmsd iof a`vof `atofoltumf iof roloptdr, quo mukoatmrí prdnmnfokoato fm mtoal`üa y fm ldkproas`üa io ua koasmho, pord ad su mloptml`üa. >.=.< Fm Yodrëm io fm ^ospuostm Ldea`t`vm

Oa romf`imi of oabdquo ldea`t`vd ostí tmkn`àa prosoato oa of oabdquo io KlEu`ro y oa fms ids todrëms m oxpdaor m ldat`auml`üa, y fm bdlmf`zml`üa lms` oxlfus`vm oa fds prdlosds io osto drioa quo dlurroa oa fm porsums`üa sda prdvorn`mfos oa fm ps`ldfdeëm sdl`mf. Fm todrëm io fm rospuostm ldea`t`vm pdstufm quo s`okpro quo ua roloptdr rol`no ua koasmho porsums`vd, osto fd i`lgd pdr  fm buoat buoato o lda sus soat soat`k`oa `k`oatds tds y mlt`t mlt`tuios uios prov`ms rospol rospoltd td mf tokm oa luos luost`üa, t`üa, eoaormai eoaormaid d rospu rospuostms ostms ldea`t ldea`t`vms `vms (Erooawmf (Ero oawmfi, i, =027 oa Kdrm Kdrmfos, fos, =009). Ostds koasmh koasmhos os ro`at ro`atorprot orprotmids mids y mutdeo mutdeoaormid aormids, s, y oa ospol ospol`mf `mf su mspoltd mutdovmfumt`vd y msdl`mt`vd, sda fds quo iotork`ama of rosuftmid b`amf iof koasmho porsums`vd. \` fds poasmk`oatds vma oa fm i`roll`üa `ai`lmim pdr of koasmho, gmnrí porsums`üa, ad msë s` vma oa ldatrm, idaio puoio `alfusd prdiul`rso ua oboltd nddkormae. Oatoaiorokds oatdalos quo fds roloptdros ym ad sda porsumi`ids pdr fm buoato d of koasmho, s`ad kís n`oa pdr sus prdp`ms rospuostms mato fd quo fm buoato y of koasmho i`loa. Smrm ostm todrëm fd buaimkoatmf os iotork`amr quo bmltdros y io quo kmaorm `abfuyoa sdnro fm lmat`imi io mreukoatds quo of roloptdr eoaorm, m bmvdr d oa ldatrm, io fd prdpuostd pdr of koasmho. Ox`stoa vmr`mnfos quo `abfuyoa sdnro fm lmat`i lma t`imi mi io mre mreuko ukoatd atds s eoa eoaorm ormids ids,, ldk ldkd d fm i`strmll`üa, quo i`sk`auy i`sk`auyo o of aøk aøkord ord io mre mreuk ukoat oatds, ds, msë ldk ldkd d fm `kpf`lml`üa porsdamf iof roloptdr oa of tokm (quo mukoatm fm lmat`imi io fds mreukoatds pds`t`vds d aoemt`vds io bdrkm i`roltmkoato prdpdrl`damf m fm `kpf`lmal`m). Fm kmaorm oa quo ostds bmltdros `abfuyoa sdnro of rosuftmid iof koasmho os ldkpfohm, ym quo ad iopoaio süfd io fm lmat`imi io mreukoatds eoaormids, s`ad iof t`pd io ostds mreukoatds, d som, m bmvdr d oa ldatrm iof koasmho. Msë s` fds mreukoatds mutdeoaormids bmvdrmnfos mf koasmho, fm i`strmll`üa t`oao ua oboltd aoemt`vd d roiultdr io fm porsums`üa: io bdrkm ldatrmr`m, s` fds mreukoatds sda ldatrmr`ds mf koasmho, fm i`strmll`üa, mf gmlor quo of roloptdr ldastruym koads mreukoatds, prdiulo ua kmydr `kpmltd oa fm i`roll`üa `ai`lmim pdr fm buoato (Kdrmfos, =009). >.=.9 Of Kdiofd Gourëst`ld

Gokds v`std quo fds kdiofds mator`dros prosupdaoa quo pmrm quo ua koasmho som ob`lmz, of roloptdr iono `kpf`lmrso mlt`vmkoato oa of prdlosmk`oatd ldea`t`vd iof koasmho. Ionorí mtoaiorfd, oatoaiorfd, vor sus ldasoluoal`ms pmrm ior`vmrfd m uam mloptml`üa, rofml`damrfd lda sus ldadl`k`oatds prov`ds, otl. M posmr io ostd toaokds ldal`oal`m io quo kulgms volos so ads porsumio s`a quo ads iokds luoatm, s`a gmnor osluir`ýmid of ldatoa`id iof koasmho. Oa dlms`daos sdkds porsumi`ids pdrquo soeu`kds roefms gourëst`lms io iol`s`üa, pdr fd quo fm porsums`üa ad os tmatd rosuftmid rosu ftmid iof maíf`s maíf`s`s `s io vmf`i vmf`ioz oz iof koas koasmho, mho, s`ad io mfeuam soýmf d lmrml lmrmltorës torëst`lm t`lm suporb`l suporb`l`mf `mf iof koas koasmho, mho, ldkd fm fdae`tui fdae`t ui d of aøkord io mreukoatds mreukoatds quo so ima, d n`oa puoio puoio sor fm buoato quo fd ok`to (mpofmaid m su mtrmlt`vd d oxpor`oal`m), d io fms romll`daos io fds dtrds quo rol`noa of k`skd koasmho  (Omefy y Lgm`joa, =079 oa Kdrmfos, =009). Fds gourëst`lds kís broluoatos so nmsma oa fm oxpor`oal`m io fm buoato8 "Fds quo smnoa io kdtdros dlupma Mlo`to W" (lda Of`sod \mfmzmr, ldrroidr io mutds, gmnfmaid io fms ndaimios iof prdiultd). Ymkn`àa ostí of gourëst`ld io sokohmazm ("Y ("Ydim dim fm eoato lddf  (nuoam   (nuoam daim) usm Fov`‐s"): of io ldasoasd ("\` fm eoato vdtm pdr àf os pdrquo os uam nuoam porsdam"): d oa of aøkord y fdae`tui io fds mreukoatds ("Lda tmatd quo iol`r, iono toaor ua süf`id ldadl`k`oatd"). Ymkn`àa ox`sto dtrds gourëst`lds kís ospolëb`lds ldkd "fms ostmiëst`lms ad k`oatoa", "fds quo ko lmoa n`oa t`oaoa fms dp`a`daos kís `atorosmatos" y dtrds s`k`fmros. Dnv`mkoato, ad s`okpro ads iohmkds ffovmr pdr fms soýmfos por`bàr`lms, pdr fd quo os kís prdnmnfo quo ads iohokds ffovmr pdr offms oa fms s`eu`oatos s`tuml`daos8 m. n.

nmhm nmhm kdt` t`v vml`ü ml`üa. a. nmhm lmpm lmpml`imi l`imi pmrm pmrm ldkproai ldkproaior or of koas koasmho8 mho8 pdr ox oxport` port`l`m, l`m, lmp lmpml`im ml`imi i `atofoltumf, `atofoltumf, otl otl..

l.

mftm prdk prdk`aoal `aoal`m `m io fm roefm gourëst`l gourëst`lm m oa fm s`tuml s`tuml`üa8 `üa8 ldk ldkd d of usd iof i`slu i`slursd rsd io "fds i imtds mtds ad k`o k`oatoa" atoa" oa i`slus`daos l`oatëb`lms d quo ox`hma of usd io fm rmzüa pdr sdnro fds soat`k`oatds y ad oa of lmsd io i`slus`daos mkdrdsms y

 

i.

fds ofok ofokoatds oatds ox oxtorads torads mf pr prdp`d dp`d koa koasmho smho sda ku kuy y ffmkmt ffmkmt`vds, `vds, d som som,, uam buoato quo ffm ffmko ko pdiordsmk pdiordsmkoato oato fm mtoal`üa iof roloptdr.

>.=.? Of Kdiofd io fm Srdnmn`f`imi io fm Ofmndrml`üa

Sotty y Lml`dppd gma ofmndrmid ua kdiofd quo lrët`ld o `atoermt`vd io fds oabdquos mator`dros, prdpda`oaid quo mf rol`n`r  of roloptdr of koasmho, àsto puoio sor mamf`zmid tmatd io bdrkm rml`damf ldkd io bdrkm mutdkít`lm, d som, eu`mim pdr  mfeøa gourëst`ld. M su voz lr`t`lmrda of kdiofd io Pmfo mf ldas`iormr quo fds bmltdros ldkd of ldkua`lmidr, of koasmho y fm mui`oal`m sda io `kpdrtmal`m soluaimr`m oa of lmkn`d io mlt`tui y quo su oboltd so roiulo mf lmsd oa quo fm porsdam ad osto romfkoato oavuoftm oa fm s`tuml`üa (Sg`f`plgmfj y KlLdaaoff, =009). ´^omfkoato ads prodlupmkds io fds prdiultds quo so ads maual`ma4, s` ad os msë, `aiuimnfokoato of "mtrmlt`vd" io ua ldkua` ldk ua`lmi lmidr( dr(m) m) ads pdi pdirëm rëm okn oknmul mulmr. mr. Sor Sord d mf `avdfu `avdfulr lrmr mr msu msuatd atds s `kp `kpdrt drtmat matos os io auo auostr strm m v`i v`im, m, toa toaiok iokds ds m "robfox`vmkoato dnsorvmr y ofmndrmr oa fds kàr`tds loatrmfos io fds koasmhos quo rol`n`kds". \` auostrms dnsorvml`daos sda pds`t`vms, auostrms mlt`tuios lmkn`mría oa uam i`roll`üa pds`t`vm. Io lumfqu`or bdrkm, os auostrm rospuostm ldea`t`vm mf koasmho fd quo lmkn`m fms mlt`tuios: k`oatrms kís ofmndrmkds d poasmkds mlorlm io fds koasmhos porsums`vds, kmydr sorí fm prdnmn`f`imi quo osto ads mbolto (Sotty y Lml`dppd, =072 oa Sg`f`plgmfj y KlLdaaoff, =009). Sotty y Lml`dppd iob`aoa ids pr`al`pmfos ostrmtoe`ms usmims pdr of roloptdr pmrm iol`i`r s` mloptmrí d ad of koasmho8 m.

n.

Fm pr`k pr`kor orm m ost ostrm rmto toe` e`m, m, io ioad adk` k`am amim im rutm loatrmf, so im lumaid of roloptdr `atoatm romf`zmr uam ovmfuml`üa lrët`lm iof iof ko koas asmh mho, o, pmrm pmrm fd lumf lumf mamf mamf`z `zm m ioto iotoa` a`im imko koat ato o fd fds s mreu mreuko koat atds ds pros prosoa oatm tmid ids, s, ov ovmf mføm øm su sus s pds` pds`nf nfos os ldasoluoal`ms y fds pdao oa rofml`üa lda sus ldadl`k`oatds prov`ds sdnro of tokm. Os, pdr fd tmatd, uam ofmndrml`üa s`stokít`lm io poasmk`oatds oa sor`o sdnro ua koasmho (Sotty y Lml`dppd, =072 oa Kdrmfos, =009). Fm so soeu euai aim m ost ostrm rmto toe` e`m, m, fm rutm por`bàr`lm, dlurro lumaid of roloptdr lmrolo io kdt`vml`üa d lmpml`imi io romf`zmr  uam ovmfuml`üa iotoa`im iof koasmho. Of prdlosmk`oatd por`bàr`ld ioslr`no of lmkn`d io mlt`tui quo dlurro s`a aolos`imi io kulgd osbuorzd ldea`t`vd oa tdrad mf ldatoa`id iof koasmho y su ok`sdr, lmamf, otl. Oa osto lmsd fms mlt`tuios so voa kís mboltmims pdr ofokoatds oxtorads mf prdp`d koasmho, ldkd of mtrmlt`vd io fm buoato d fms roldkpoasms pdr msuk`r l`ortm mlt`tui. Osto lmk`ad ut`f`zm ua prdlosmk`oatd gourëst`ld io fd porl`n`id lda rospoltd mf koasmho y su trmsbdaid.

Kdiofd Soty & Lml`dppd sdnro fm Srdnmn`f`imi io fm Ofmndrml`üa Ld Ldku kua` a`lm lml` l`üa üa @kpdrtmato Ldkua`lml`üa @kpdrtmato

Sors Sorsum ums` s`vm vm

Ad ^utm Sor`b Sor`bàr`lm àr`lm Srdl Srdlosmk osmk`oatd `oatd Ad ;;1 @avdfulrmid

Sorsums`vm ^utm utm Loatr oatrmf mf @avdfulrmid

Sr Srdl dlos osmk mk`o `oat atd d

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Lm Lmkn kn`d `d Nmsm Nmsmid id Sorsums`vds

oa

Gour Gourës ëst` t`ld lds s

Lmkn`d Nmsmi Lmkn`d Nmsmid d oa fm Buo Buorz rzm m iof  Mreukoatd

Of lmkn`d io mlt`t mlt`tui ui prdiul`id m trmvà trmvàs s io fm rutm loatr loatrmf mf sorí, soeø soeøa a Sotty y Lml`dppd Lml`dppd,, kís iurmior iurmiord, d, sorí ua kohdr  proi`ltdr io fm ldaiultm y sorí kís ros`stoato m lumfqu`or `atoatd io porsums`üa ldatrmr`m quo of lmkn`d io mlt`tui prdiul`id m trmvàs io fm rutm por`bàr`lm. Ov`ioatokoato mknms ostrmtoe`ms sda oxtrokds io ua ldat`aud: of ldat`aud io fm prdnmn`f`imi io fm ofmndrml`üa. Sdr ofmndrml`üa so oatoaiorí nís`lmkoato quo of roloptdr so `kpf`quo oa poasmk`oatds rofovmatos mf tokm. Lumaid fm prdnmn`f`imi io ofmndrml`üa os kuy ofovmim, of roloptdr ostmrí usmaid fm rutm loatrmf: lumaid os kuy nmhm ostmrí dlupmaid fm rutm por`bàr`lm. Oa mknds lmsds pdirí gmnor porsums`üa, y ostm pdirí imrso oa lumfqu`or puatd iof ldat`aud, ym quo fm amturmfozm iof prdlosd porsums`vd os i`boroato oa lmim lmsd. Mf trmtmrso io ua ldat`aud, ldabdrko fm prdnmn`f`imi io ofmndrml`üa mukoatm, fm `kpdrtmal`m io fms soýmfos por`bàr`lms i`sk`auyo: ldkd mf nmhmr fm prdnmn`f`imi io fm ofmndrml`üa, fms soýmfos por`bàr`lms mukoatma su `ahoroal`m. \oeøa Kdrmfos (=009), Sotty y Lml`dppd, mf ldalon`r of kdiofd ldkd ua ldat`aud, roldadloa quo oa a`vofos kdiormids io prdnmn`f`imi io ofmndrml`üa, of prdlosd io porsums`üa roprosoatmrí uam kozlfm ldkpfohm io lmrmltorëst`lms io mknms rutms. Fm prdnmn`f`imi io ofmndrml`üa iopoaio io ids bmltdros aolosmr`ds y s`kuftíaods, ldkd sda fm kdt`vml`üa, ym quo m kmydr kmy dr ofmndrml`üa, ofmndrml`üa, kmydr aolos aolos`imi `imi io t`ok t`okpd pd y osbu osbuorzd, orzd, y fm lmpml`imi . Oatro fms vmr`mnfos kdt`vml`damfos kís ostui`mims ostí fm rofovmal`m porsdamf iof tokm iof koasmho. Dtrds bmltdros quo mukoatma fm kdt`vml`üa iof roloptdr pmrm ofmndrmr os of golgd io quo of koasmho prdvoaem io køft`pfos buoatos lda køft`pfos mreukoatds y fm aolos`imi io ldea`l`üa quo lmim roloptdr toaem. Ostm øft`km vmr`mnfo pork`to i`bor`r oa quo ermid ads `kpf`lmkds y i`sbrutmkds poasmaid, y m kmydr io aolos`imi io ldea`l`üa porsdamf, kmydr sorí su toaioal`m m ofmndrmr rospuostms ldea`t`vms.

 

Dtrds bmltdros quo `abfuyoa oa fm lmpml`imi iof roloptdr pmrm `kpf`lmrso oa fm ofmndrml`üa io rospuostms ldea`t`vms sda fm i`strmll`üa (m kmydr i`strmll`üa, koadr prdnmn`f`imi io ofmndrml`üa y of ldadl`k`oatd prov`d, quo k`oatrms kmydr som, kmydr lmpml`imi io eoaormr poasmk`oatds rofovmatos sdnro of tokm. >.=.2 Ostrmtoe`ms pmrm of Lukpf`k`oatd (u dnoi`oal`m d mloptml`üa)

Oa =025, Kmrwoff mai \lgk`tt f`stmrda =2 tàla`lms quo lroyorda quo fm eoato usm pmrm fdermr fm dnoi`oal`m io fds dtrds. \u tmxdadkëm ldrrospdaio mf lmkpd io fm \dl`dfdeëm, pord, soeøa F`sjm y Lrdajg`to (=00?), su trmnmhd buo kohdr  ldas`iormid oa fms osborms io fm ldkua`lml`üa, ospolëb`lmkoato lda rospoltd m fm porsums`üa, kís quo oa su i`sl`pf`am io dr`eoa. \` n`oa sus pfmatomk`oatds so rob`oroa m bdrkms porsums`vms (d i`sums`vms, s` so qu`oro), kulgds io ostds mx`dkms sda usmids oa of i`soýd io koasmhos porsums`vds oa fds koi`ds io ldkua`lml`üa io kmsms. Ymnfm =. I`ol`sà`s Ostrmtoe`ms pmrm Fdermr of Lukpf`k`oatd u Mloptml`üa =. Srdkosm >. Mkoamzm . ^obfox`+) üa Mftoram (pds`t`vm)_am porsdam io nuoams lumf`imios dnoiolorëm (Mftorlmst`ae =