Exam 1

Question 1

When is persausion pure?

Answer 1

When all 5 dimensions are present.

Question 2

If one dimension is missing why type of persausion is it?

Answer 2

Boderline

Question 3

What are the 5 dimensions of persausion?

Answer 3

-Effects
-coercion
symbols
verbal or non-verbal
interperosnal or intrperosnal

Question 4

Defintion of attitude

Answer 4

a psychological tendency that is expressed by evaluating particular entity.

Question 4

How do you know when it is manipulation not persausion?

Answer 4

Message disguses true intent

Question 5

Propaganda

Answer 5

commmunication in which a ruling group has control over trasnmissons of information

Question 6

Whats an explict attitude?

Answer 6

Explicit attitudes are attitudes that are at the conscious level. They are deliberately formed and easy to detect and report.

Question 7

Whats an implict attitude?

Answer 7

Unidentifiable or indirect attitude

Question 8

What is cognitive dissonance?

Answer 8

pain from conflicting opinions

Question 9

Consistency strategy

Answer 9

the more commmited you are to your target the harder to persaude

Question 10

What are the three modes of persuasion?

Answer 10

Ethos, pathos, logos

Question 11

What is charisma?

Answer 11

person who has a certain type of charm

Question 12

What is charismatic leadership?

Answer 12

person in position of power believe they can overcome constraints (not always good)

Question 13

social attractiveness

Answer 13

contextual not just physical (why do we like the people we like?)

Question 14

What factors give something credibility?

Answer 14

goodwill, trustworthiness, confidence similarity or likability

Question 15

What do attitude do?

Answer 15

They help predict, explain and modify behavior.

Question 16

What are attitude based on?

Answer 16

personal experiences and associations

Question 17

What does the yale attitude change model say?

Answer 17

people are most likely to change their attitudes in response to persuasive messages. The source of the communication, the nature of the communication and the nature of the audience all affect a persuasive communication.

Question 18

Motivated reasoning

Answer 18

When people have pre-existing believes to back up whether they are persuaded by something or not.

Question 19

Ethos

Answer 19

credibility, authority, reliability

Question 20

pathos

Answer 20

emotion, imagination, sympathy

Question 21

Logos

Answer 21

logic and reasoning

Question 22

What is conformity?

Answer 22

changing our behavior based on real or imagined influence of a group

Question 23

Peripheral route processing

Answer 23

Relatively temporary and susceptible to change, relies on mental shortcuts

Question 24

Central route Processing

Answer 24

Involve more thought harder to change, enduring and resistant

Question 25

What is a heuristic?

Answer 25

information short cuts such as rules of thumb, intuitive judgement and common sense

Question 26

Examples of heuristics?

Answer 26

bandwagon effect, symbols, experts appearance

Question 27

What is an attitude object

Answer 27

concept around which an attitude is formed and can change over time.

Question 28

Authority

Answer 28

People obey due to legitimacy; this is a type of persuasions. avoid punishments and maximize rewards.

Question 29

Anchor

Answer 29

beliefs, values, norms, and attitudes already accepted by a group

Question 30

social judgment theory

Answer 30

Message compares with pre-existing anchor and is accepted or rejected based on similarity or differnces

Question 31

Who are the easiest people go persuade?

Answer 31

Those in agreement or those who don't care

Question 32

Persuadably is more related to __________ then it is gender

Answer 32

ones beliefs, goals, plans, and resources

Question 33

Group think

Answer 33

People begin to think the same when they have been working together for long enough

Question 34

deindividuation

Answer 34

idea that, when in groups, people act differently than they would as individuals.

Question 35

Why do we conform?

Answer 35

we feel the need to be liked or the rest of the group is in agreement.

Question 36

Conformity

Answer 36

change of our bahvior based on the real or imagined influence of a group

Question 37

Who is more subject to conformity?

Answer 37

Women, teens, high self moniters

Question 38

Why are certain people more subject to conform?

Answer 38

Self esteem, lack of power or knowledge, and lack of self awareness or confidence

Question 39

High self monitor

Answer 39

sensitive to social cues, influenced by situations that yield social benefit or enhance one image

Question 40

low self monitor

Answer 40

Less sensitive to social cues, more internally motivated, less susceptible to rewards

Question 41

What age groups are easiest to persuade?

Answer 41

Children under 12 and elders.

Question 42

What is social norm campaign?

Answer 42

Uses marketing tactics to create norms, target must identify with group being promoted