ch 2

Question 1

pure persuasion

Answer 1

genuine attempts to influence someone’s attitudes, beliefs, or behaviours using logical reasoning, emotional appeals, and credible arguments rather than force or deception.

Examples include tv commercials, pop up on the internet

Question 2

borderline persuasion

Answer 2

less obvious cases of persuasion.
overheard convos, blinking, eavesdropping, stomach growling

Question 3

-pure persuasion is
-borderline persauasion is

Answer 3

-intentional, measured by effectiveness.
-may or may not produce the intended effect

Question 4

5 limiting Factors for defining Persuasion

Answer 4

intentionally, effects, freewill, symbolic action, intra/interpersonal

Question 5

effects

Answer 5

focuses on whether persuasion has taken place.

Question 6

freewill & conscious awareness

Answer 6

-believed that mindfulness is a prereq for free choice
-not all choices are completely free

Question 7

symbolic action
&
EG) of non-linguistic influence

Answer 7

-persuasion involves more than words. EG) socital and cultural norms, tone of voice.
-eg) restaurant ambiance, background music

Question 8

self-persuasion is

Answer 8

quite common, like new years resolution, life mottos

Question 9

much of persuasion ..

Answer 9

is in people’s heads like attitudes, beliefs, and intentions.

Question 10

dual process model

Answer 10

how people make decisions in two different paths.

Question 11

two different modes of info processing

Answer 11

-Fast vs slow thinking
- Reflexive vs reflective thinking
-Mental shortcuts vs thoughtful deliberation

Question 12

elaboration likelihood model- central route

Answer 12

-Examining evidence and reasoning
-more likely with high issue involvement.
-Motivation to process the message

Question 13

elaboration likelihood model- peripheral route

Answer 13

fast, mental shortcuts.
-More likely with low issue involvement, low motivation to process the message

Question 14

The Heuristic Systematic Model (HSM)- systemtic processing

Answer 14

-thoughtful & deliberate
-similar to central processing

Question 15

Heuristic processing

Answer 15

-mental shortcuts (always reject the first offer)
- decision rules (always tip 20%)
-similar to peripheral processing

Question 16

People strive to
know as much as
they need to make
a decision – no
more or no less

Answer 16

sufficiency principle

Question 17

If one thinks more-
If one thinks less-

Answer 17

-cognitive elaboration will be higher
-cognitive elaboration will be lower

Question 18

unimodal

Answer 18

-opposite of dual process model
-rejects the idea of two processing models

Question 19

two limiting criteria for defining persuasion are primarily receiver-based?

Answer 19

effects, free choice