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341 Persuasion > e3 > Flashcards

e3 Flashcards

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1
Q

What is denotative meaning?

A

Dictionary definition of a word

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2
Q

What is connotative meaning?

A

Personal meaning or emotional associations surrounding a word (e.g., friends, dating, like, love, exclusive)

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3
Q

What are Richard Weaver’s ultimate terms?

A

Revered and accepted words within cultures: God terms (greatest blessing, e.g., family values), Devil terms (disgusting/abhorrent, e.g., racist), and Charismatic terms (abstract/mysterious, e.g., freedom)

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4
Q

How do aphorisms function in persuasion?

A

Famous sayings, proverbs, and folk wisdom function as peripheral cues; they are especially effective when audiences are distracted

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5
Q

What is the Sapir-Whorf hypothesis?

A

Language and labels structure the way we perceive the world; language can facilitate or inhibit certain types of thinking

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6
Q

What are euphemisms in persuasion?

A

Words/phrases that make something sound better or less direct (e.g., ‘between jobs’ instead of ‘unemployed’); they can help people save face or hide/obfuscate information

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7
Q

What is doublespeak?

A

Language used by people in power to hide or control the environment

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8
Q

How does profanity affect persuasion?

A

Rarely a persuader’s friend; tends to lower credibility but can work when cussing violates audience expectations in a positive way

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9
Q

Who is Frank Luntz and what is he known for?

A

Famous for framing research; credited with coining term ‘climate change’; found that changing ‘estate tax’ to ‘death tax’ changed support from 2/3 supporting to 2/3 opposing

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10
Q

What is powerful language in persuasion?

A

Assertive speech without hedges, hesitations, or disclaimers (e.g., ‘I have an important question’ vs ‘This may sound like a dumb question but…’)

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11
Q

What is powerless language?

A

Speech with disclaimers, hedges, hesitations, intensifiers, polite forms, and tag questions that signal low status and credibility

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12
Q

What is the Direct Effects Model of Immediacy?

A

There is a direct, positive relationship between persuasion and immediacy; warm, friendly, and involving behaviors enhance persuasiveness

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13
Q

How does eye contact affect persuasion?

A

Eye contact usually enhances persuasion by conveying interest, attention, attraction, liking, warmth, and immediacy

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14
Q

How does smiling affect persuasion?

A

Smiling conveys warmth, attraction, liking, and sincerity; increases persuasion but excessive smiling may backfire

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15
Q

What is mirroring in nonverbal communication?

A

Matching another’s eye contact, posture, gestures, stance; conveys similarity and empathy; increases persuasion

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16
Q

How do gestures affect persuasion?

A

Illustrators add emphasis and clarification; emblems increase recall; adaptors (self-touching behaviors) decrease persuasiveness

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17
Q

How does touch (haptics) affect persuasion?

A

Touch generally increases persuasiveness but context is key; must be perceived as appropriate in location, duration, intensity

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18
Q

What is proxemics?

A

Study of personal space; geographical closeness increases liking and attraction; standing closer tends to facilitate compliance gaining

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19
Q

What is Expectancy Violations Theory?

A

People have expectations about appropriate behavior; violations are perceived positively or negatively depending on status/power of communicator and interpretation of the act

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20
Q

How does chronemics relate to persuasion?

A

Study of time in communication; time spent waiting confers power/status; tardiness negatively impacts credibility; urgency is often a sales tactic

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21
Q

How does clothing affect persuasion?

A

Clothing signifies status and authority; uniforms facilitate persuasion; clothing and artifacts are extensions of self and create identity

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22
Q

How does attractiveness affect persuasion?

A

Attractiveness is an asset in persuasion (Halo Effect); attractive people are perceived as having other positive traits; handsome defendants more likely to avoid jail

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23
Q

What facial features are considered most persuasive?

A

Mature-faced = more serious/expertise; Baby-faced = more trustworthy; Facial symmetry and proportionality are preferred

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24
Q

How does body shape affect persuasion?

A

Mesomorphs (muscular) = athletic/adventurous; Ectomorphs (thin) = tense/pessimistic/quiet; Endomorphs (round) = warm/agreeable

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25
How does paralanguage affect persuasion?
Warm, steady, deeper voices more persuasive; fluency facilitates persuasion; speaking faster generally increases credibility; pitch variation increases persuasiveness
26
When are explicit conclusions more effective?
For uninvolved listeners; for audiences who aren't knowledgeable on the issue; for complex messages
27
When are implicit conclusions more effective?
For involved listeners; more participatory; self-generated conclusions are more palatable; less risk of psychological reactance
28
What is gain-framed messaging?
Messages focused on potential gains (e.g., 'You could get rich on this investment opportunity!'); works best on future-minded people
29
What is loss-framed messaging?
Messages focused on potential losses (e.g., 'You could lose everything you've saved'); works best on present-minded people; generally more effective because people are risk-averse
30
When is quality of arguments more important?
For high involvement audiences
31
When is quantity of arguments more important?
For low involvement audiences
32
What is the Mere Exposure Effect?
Repeated exposure to a message increases liking for the message; ideas, brands, and people tend to grow on us; what's familiar is comfortable and reassuring
33
What is the primacy effect?
People remember the first items on a list; items presented early get more attention and elaboration, making them more likely to enter long-term memory
34
What is the recency effect?
People remember the last items on a list; items are fresh in short-term memory at the time of recall
35
When is it better to go first or last in presentations?
Early decisions/votes = go last; Delayed or memory-based decisions = go first
36
What is Inoculation Theory?
When a communicator exposes their audience to a 'weak dose' of an opponent's argument and then refutes it; makes audience resistant to persuasion; refutational arguments are more persuasive than one-sided arguments
37
What is the Foot-in-the-Door tactic?
Starting with a small request that's easy to say yes to, then following up with a larger request; works best when there's time between requests, they're logically connected, and the first request requires effort
38
What is the Door-in-the-Face tactic?
Starting with a large, unreasonable request that's rejected, then following up with a smaller, more reasonable request; works best when the same person makes both requests and they're related
39
What is the 'But You Are Free' (BYAF) technique?
Making a request then explicitly acknowledging the person's freedom to refuse ('But you are free to accept or refuse'); reduces psychological reactance
40
What is the That's Not All tactic?
Adding additional incentives to the original offer ('But wait, there's more...'); free extras add perceived value; often combined with scarcity principle
41
What is Lowballing?
Making an offer that sounds too good to be true; once the consumer is psychologically committed, it's hard to back out when additional costs or conditions are revealed
42
What is the Disrupt-Then-Reframe tactic?
Using confusion to unfreeze 'default no' response; stating requests in a strange way (e.g., '300 pennies' instead of '$3.00')
43
What is Legitimizing Paltry Contributions?
'Even a penny will help!' - preempts potential objections; induces guilt if target declines; donors tend to give more than the minimum
44
What is the Hurt and Rescue/Fear-then-Relief technique?
Creating anxiety then offering relief; 'a drowning person will grab at anything, so metaphorically push them in the water and throw them a life line'
45
What is the Four Walls technique?
Repeating 'yes' - getting agreement to a series of questions before making the actual request
46
What is the Dump-and-Chase tactic?
Ask for something; when they refuse, ask why; turn the discussion into a negotiation where you remove reasons for not agreeing
47
What is the Foot-in-the-Mouth tactic?
Asking someone how they're feeling or establishing small talk before making a request; acknowledging good mood predisposes person to be more agreeable
48
What is the reciprocity norm?
Favors and gifts create sense of indebtedness; returning favors is culturally universal; creates obligation to reciprocate
49
What are the 3 E's of pitching?
Empathy, Energy, and Enthusiasm
50
What are the 3 'why questions' to consider when planning a pitch?
Why you? Why this? Why now?
51
What was the key finding of the Langer et al. (1978) copy machine study?
Adding 'because' to a request increased compliance, even when the reason was meaningless ('because I have to make copies') - but only for small requests
52
What is Monroe's Motivated Sequence?
Attention Need Satisfaction Visualization Action
53
What is the Peak-End Rule?
Great experiences hinge on great moments; people remember experiences based on their peak (most intense point) and end, not the average
54
What is color psychology in persuasion?
Colors have attitudinal associations; can affect moods/emotions; primary colors are bold/energetic/stimulating; pastels are relaxing/calming
55
How does music affect persuasion?
Can function as mnemonic device; create exposure effect; affect shopping pace; enhance moods; improve task performance
56
How does aroma affect persuasion?
Can alter moods; improve task performance; make shoppers linger in stores; reduce stress; link memory and emotion
57
What is Victor Gruen known for?
Architect who invented shopping malls; created Southdale Center as a 'third place' for community interaction
58
What is the Gruen Transfer?
When a shopper shifts from purposeful buying to impulsive consumption after being disoriented by mall design
59
What are the six reasons people shop?
space, isolation, Exploration, absorption, new, Social
60
What are the two concurrent functioning devices in coercive environments?
1) Overarching theme 2) Sensory stimulus
61
What is a 'third place' according to Ray Oldenburg?
Places beyond home (first place) and work (second place) where there is community (shops, coffee shops, places to meditate, pray, workout)
62
What is Frank Baum's 'first theme' in retail environments?
Ambiance of pure affluence (Desire + Unworthiness)
63
What is the decompression zone in store layout?
Entry area designed to slow shoppers down as they transition into the shopping environment
64
What is the 'law of the Invariant Right'?
Shoppers tend to turn right upon entering a store
65
What are anchors in mall design?
Major stores placed at opposite ends of malls; nearly always 600 feet apart and at angles to force shoppers to traverse the entire mall
66
What is 'atmospherics' according to Philip Kotler?
The continuous planning of the environment to contribute to buyers' purchasing propensity
67
What is subliminal messaging?
Messages below the threshold of conscious perception (embedded images, subaudible messages, electronically altered signals)
68
What is supraliminal messaging?
Messages that are consciously recognized and processed but often not noticed (e.g., product placement)
69
Are subliminal messages effective according to research?
Not persuasive; very few studies have documented any lasting effects from subliminal stimuli; some subliminal messages explained by placebo effect
70
What is Neuro-Linguistic Programming (NLP)?
Pseudoscience touted by motivational speakers; claims certain words and actions have hypnotic power; research studies have not supported either the fundamental tenets or the techniques of NLP
71
What is anticlimax order in persuasive messages?
Giving your best arguments first
72
What is pyramidal order in persuasive messages?
Placing your best arguments in the middle
73
What is climax order in persuasive messages?
Saving your best arguments for the end
74
What are similes and metaphors in persuasion?
Figures of speech that make comparisons (similes use 'like' or 'as'); they frame and define issues
75
What is allusion in persuasion?
A brief or casual reference to a famous person, historical event, place, or work of art
76
What is alliteration in persuasion?
Repetition of words beginning with the same sounds
77
What is synecdoche in persuasion?
When a part stands for the whole (e.g., 'gray beard' for old person, 'hands' for workers)
78
What is metonymy in persuasion?
When something associated with something else stands for it (e.g., 'Hollywood' for film industry, '9/11' for terrorist attacks)
79
What is apophasis/paralipsis in persuasion?
Bringing up a taboo subject by either denying it or pretending to pass over it
80
What is irony in persuasion?
Words that mean the opposite of the literal meaning
81
What is sarcasm in persuasion?
Non-literary irony; saying the opposite of what you mean with negative intent
82
What is hyperbole in persuasion?
Exaggeration, usually for comic effect
83
What are rhetorical questions in persuasion?
Questions that don't require an answer; create sense of anticipation and participation
84
What is repetition in persuasion?
Repeating words or phrases to create power and emotion; allows speaker to 'amp up' delivery
85
What is parallelism in persuasion?
Parallel construction of phrases or sentences; creates rhythm and emphasis
86
What is anaphora in persuasion?
Repetition at the beginning of successive clauses
87
What is epistrophe in persuasion?
Repetition at the end of successive clauses
88
What is antithesis in persuasion?
Contrasting opposing ideas in adjacent phrases, clauses, or sentences
89
What is antimetabole in persuasion?
Repetition of words in reverse grammatical structure
90
What is facework in politeness theory?
Managing one's own and others' identities; positive face (positive self-image) and negative face (freedom from constraints)
91
What are face threats in persuasion?
Positive face threats convey disapproval; negative face threats constrain freedom or autonomy
92
What is Information Manipulation Theory?
Theory that liars manipulate quantity, quality, manner, and relevance of information
93
What is the Four Factor Model of deception?
Arousal (lies increase anxiousness), Emotion (lying triggers negative emotions), Thinking (more mental effort), Attempted control (focus on controlling facial cues)
94
What is Interpersonal Deception Theory?
Theory explaining strategic behaviors (uncertainty/vagueness, non-immediacy, dissociation, image protection) and non-strategic behaviors (leaking, arousal, negative effect, incompetent performance) of liars
95
How often do people lie according to research?
Average person lies to 34% of people in typical week; 83% lie to get a job
96
What are the main reasons people deceive?
To benefit another (biggest reason), for affiliation, privacy, conflict, self-promotion, self-protection, benefit self, malicious harm, amusement
97
What is the veracity effect?
People are better at detecting truths than lies
98
Are people good at detecting deception?
No, average accuracy is only 54%
99
What is the Othello error?
When someone telling truth appears deceptive because they're nervous about being disbelieved
100
What is the truth bias?
Tendency to believe others are being truthful
101
What is the lie bias?
Tendency to believe others are lying
102
What is the probing effect?
Asking follow-up questions makes it harder to detect lies
103
What helps detect deception?
Imposing cognitive load (telling story in reverse), sketching approach, strategic questioning (asking unanticipated specific questions), considering contextual cues
104
What is small talk and how does it affect persuasion?
Establishing rapport before making a request; acknowledging good mood predisposes person to be more agreeable
105
What are figures of speech and how do they function in persuasion?
Figurative language that makes speeches memorable and persuasive; includes metaphors, similes, allusion, alliteration, synecdoche, metonymy, apophasis, irony, sarcasm, hyperbole, rhetorical questions, repetition, parallelism, anaphora, epistrophe, antithesis, antimetabole
106
What is the Un-theme in retail environments?
Stores that prioritize function over fantasy, practicality over polish (e.g., Costco, Walmart); theme = no theme
107
What are the elements of the SOLAR approach to active listening?
Sit square/straight, Open posture, Lean forward, Eye Contact, Relax
108
What are the elements of the SURETY approach to active listening?
Sit at an angle, Uncross arms and legs, Relax, Eye contact, Touch, Your intuition

341 Persuasion (4 decks)

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