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Psych 280 Exam 1 > Persuasion > Flashcards

Persuasion Flashcards

1
Q

You can “inoculate” or immunize people against persuasion by exposing people to weak (easily refutable) arguments against their position

A

Attitude inoculation

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2
Q

efforts of the media to select certain events and topics to emphasize, thereby shaping which issues and events people think are important.

A

agenda control

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3
Q

what makes a speaker more persuasive?

  • Physical appeal
  • Similarity
A

Attractiveness

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4
Q

whom: mood, distraction, movement

what makes an audience more persuasive?

  1. Mood
    - A positive mood may lead to greater persuasion
    - Misattribute good mood to the message
  2. Distraction
    - If…
    - The message arguments are weak
    - The message is delivered by a credible person
  3. Movement
    - Head nodding (wells and petty, 1980)
A

audience effects

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5
Q

an appeal to follow the crowd, to join in because others are doing so as well

A

bandwagon effect

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6
Q

presenting information that is positive to an idea or proposal and emitting information contrary to it

ex:
- a brand of snack food is loaded with sugar (and calories), the commercial may boast that the product is low in fat, which implies that it is also low in calories

A

card stacking

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7
Q
  • Perceived expertise
  • Trustworthiness
  • Arguing against self-interest
  • Speaking quickly and without hesitation
A

Credibility

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8
Q
  • Distinctive ritual and beliefs related to its devotion to a god or a person, usually far outside the mainstream
  • Isolation from the surrounding “evil culture”
  • A charismatic leader
A

cults

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9
Q

the rubber band effect (wanting space and pulling back)

  • a lack of compatibility or similarity between two or more facts
  • More … leads to more persuasion to a point, after which too much is bad
  • Experts get away with this more
A

Discrepancy

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10
Q
  • If…
  • The message arguments are weak
  • The message is delivered by a credible person
A

distractions

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11
Q

Two possible processing routes that can cause persuasion

  • Peripheral Route Processing
  • Central Route Processing
  • The way we process persuasive messages is based on motivation and ability
A

Elaboration likelihood model

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12
Q
  • Effortless processing
  • Not directly pertinent to the argument

ex. celebrity in ads

A

Peripheral Route Processing

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13
Q
  • Effortful processing
  • Effect of argument quality
A

Central Route Processing

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14
Q
  • Greater personal relevance, greater need for cognition
  • No distractions, sufficient information and time to process
A

High Motivation and High Ability

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15
Q
  • Less personal relevance, less need for cognition
  • Lots of distractions, insufficient information and time to process
A

Low Motivation and Low Ability

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16
Q
  • Only effective in some conditions
  • When coupled with behavioral recommendations
  • Not effective in domains that are already scary

ex. Smoking kills in many ways … quit smoking right now

A

Fear appeals

17
Q

words that have different positive meaning for individual subjects, but are linked to highly valued concepts

ex. “This product promises everything you could ever want in toothpaste”

A

Glittering generalities technique

18
Q

individual person you can identify as a victim of a conflict

A

Identifiable victim effect

19
Q

presenting an idea or proposal as the least offensive option

A

Lesser of Two Evils

20
Q

Isolated from friends and family who could help counter-argue

A

One-sided appeals

21
Q

the “what”
- what makes a message more persuasive?

A

message effects

22
Q

Our attitudes about our own thoughts

  • awareness and understanding of one’s own thought processes.
A

Metacognition

23
Q
  • A positive mood may lead to greater persuasion
  • Misattribute good mood to the message
A

mood

24
Q

head nodding

A

movement

25
Q

mediates the relation between expert and explanation quality

  • credibility
A

Perceived expertise

26
Q

oversimplifying a complex situation by presenting one specific group or person as the enemy

A

Pinpointing the Enemy

27
Q

convincing the audience that one’s views are those of the common person and that they are also working for the benefit of the common person

A

Plain Folks

28
Q

information presented at the beginning is most persuasive

Message 1–> Message 2 –> Delay =

A

Primacy effects

29
Q

information presented at the end is most persuasive

Message 1–> Delay –> Message 2

A

Recency effects

30
Q

an unpleasant motivational arousal that emerges when people experience a threat to or loss of their free behaviors

A

Reactance

31
Q

Information becomes dissociated from its original, non-credible source over time

A

Sleeper effect

32
Q

the “who”

  • what makes a speaker more persuasive?
A

Speaker effects

33
Q

an attempt to persuade the reader by using a famous person to endorse a product or idea

A

Testimonials technique

34
Q

Public commitment to a belfie causes resistance to persuasion

A

Thought polarization

35
Q

individuals will perceive media messages to have greater effects on other people than on themselves

A

Third-person effect

36
Q
  • presenting pro and con arguments

If…
Audience is or WILL BE aware of both sides

  • Audience disagrees with you
  • …then acknowledge the other side
  • BUT, backfires when the audience is on your side, so stick with a one-sided appeal
A

Two-Sided Appeals

37
Q

Who says What to Whom

  • Who: Speaker Effects (credibility and attractiveness)
  • What: Message Effects (discrepancy, two-sided appeals, primacy and recency effects and fear appeals)
  • Whom: Audience Effects (mood, distraction, movement)
A

yale model

38
Q

Messages with a single identifiable victim are more compelling than those without such vivid imagery

A

Identifiable victim effect

Psych 280 Exam 1 (9 decks)

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