Ch 7 - Language And Persuasion Flashcards Preview

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Flashcards in Ch 7 - Language And Persuasion Deck (9)
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1

Familiar phases

More persuasive- familiar phrases work as used in peripheral root (money doesn't grow on trees)
Less persuasive- familiar phrases when audience using central root

2

Euphemisms

More: use well known ones for more effect. Perceived as less threatening and more tasteful message
Less: newer, less familiar euphemisms have less impact

3

Avoid profanity

More: increases credibility and persuasiveness. Moderate profanity could increase credibility as peripheral cue
Less: excessive profanity is generally perceived as less credibility

4

Politically correctness

More: using politically correct language combined with positive language and non verbal is more persuasive
Less: being politically incorrect or politically correct but insincere decreases perceived credibility

5

Descriptive language

More: use vivid, descriptive language when congruent with topics/message
Less: incongruent with message is non-persuasive

6

Audience style

More: match language style to audience style and expectations. Intensity of language persuades audiences who relate
Less: language intensity overwhelms non intense audiences

7

Labeling terms

More: labeling terms depend on audience. May be pos or neg. link to Saphir-Whorf hypothesis and perception.
Saphir-Whorf: language is both instrument and environment - words we use can influence your view of the world - framing

8

Female vs. Male

F more persuasive to M when using powerless speech
F more persuasive to F when using powerful speech
No differences to M

9

Powerless language reduces credibility

-hesitations
-hedges
-intensifiers
-polite forms
-tag questions
-disclaimers