Exam III

Question 1

Is all persuasion deliberate?

Answer 1

Absolutely not.

Question 2

What is persuasion?

Answer 2

Refers to all communication that either unintentionally or intentionally influences your choices.

Question 3

Who is in charge of persuading you?

Answer 3

All persuasion is self-persuasion. You persuade yourself.

Question 4

Attitude Change Theory

Answer 4

Existing attitudes and beliefs influence your behavior. So, you are persuaded to act only to the extent that communicators influence your underlying attitudes.

Question 5

What are the 5 key components of the attitude change theory?

Answer 5

Necessitates 5 things; 1) getting your attention 2) ensuring your understanding of the message 3) convincing you to accept the message 4) ensuring that you remember the message 5) describing the action you should take as the result of the encounter

Question 6

Consistency Theory

Answer 6

Change your beliefs so that they are compatible with other information - with your existing schema. Persuaders intentionally use cognitive dissonance to persuade you to change your mind about an existing belief.

Question 7

Under what conditions do you experience inconsistency?

Answer 7

When you like the speaker but disagree with the speaker’s ideas.
When you dislike the speaker but agree with their ideas.

Question 8

Under what conditions do you experience inconsistency?

Answer 8

When you like the speaker but disagree with the speaker’s ideas.
When you dislike the speaker but agree with their ideas.

Question 9

Social judgement theories

Answer 9

The notion that you develop attitudes and learn how to behave as a result of your interactions with people.

Question 10

How does one express social judgement?

Answer 10

Often through rewards and punishments.

Question 11

Latitude of non-commitment

Answer 11

area where you are particularly vulnerable to persuasive efforts because you have no opinion on the topic.

Question 12

Are we as open-minded as we think we are?

Answer 12

Absolutely not.

Question 13

Are schemas always good?

Answer 13

NO. Sometimes they can prevent you from searching for more current or complete information.

Question 14

What do effective listeners do well?

Answer 14

Recognize limitations of their own knowledge and listen to others with the understanding the they opinions may be altered as a result.

Question 15

What are the principles of critical thinking?

Answer 15

1) There’s always more to know.
2) Me ready to modify your position
3) Consider differences as well as similarities
4) Recognize self-fulfilling prophecies
5) Use indexing tools to focus on individuals rather than categories
6) Date you information and constantly reassess the situation
7) There’s a lot of gray between black and white

Question 16

Speaker credibility

Answer 16

Judge on character and competence. They are perceived as trustworthy, dynamic, and have expertise in their subject area.

Question 17

SC: Trust

Answer 17

established with nonverbal communication, and appearance. This is where actions and words align to produce effective communication and partnership.

Question 18

SC: Charisma

Answer 18

Individuals who have presence, an intangible manner about them that others find attractive, are more persuasive than their peers. This can be created through vocal variety, powerful range, facial cues, and strong eye contact.

Question 19

SC: Expertise

Answer 19

Credibility is built using:
An impactful message. 
An effective introduction
Perceived similarity to the listener
Females are less credible than males
You can loose credibility over the speech

Question 20

Initial credibility

Answer 20

refers to the way a speaker is perceived before the communication begins. If you have a lot of prior information about the speaker, that information can be a very powerful factor in shaping your perceptions.

Question 21

Derived credibility

Answer 21

is determined by the degree of perceived trustworthiness and expertise the speaker generates during the communication event. The assistant teacher has no control over initial credibility, but can control how she presents herself in the immediate speech situation.

Question 22

How does one derive credibility?

Answer 22

references to personal experiences
citing reliable sources
effective delivery (pitch, gestures, appearances, fluency)
Knowledge o the audience or listener.

Question 23

Rational approach

Answer 23

Using evidence and reasoning to persuade someone.

Question 24

Fact

Answer 24

can be verified; potentially, everyone can agree on a matter of fact. Facts do not take the place of true understanding, and it skilled communication to interpret them accurately and use them wisely.

Question 25

Opinions

Answer 25

Are subject to continuing modification. Sound opinions are based on careful examination and evaluation of the facts at hand.

Question 26

Inference

Answer 26

are not obtained by direct observation or description. n inference is a "good guess." You can form an inference to complete a piece of lacking information. Facts aren't always available, so inferences are sometimes required to get things done.

Question 27

Inductive Reasoning

Answer 27

moves from specifics to a conclusion. By surveying a group and forming a statement based on result, you are using inductive reasoning. Going from specific answers to a broad conclusion.

Question 28

Deductive Reasoning

Answer 28

process of applying a concluding or generalization to an individual case. Going from concussions to specifics.

Question 29

Begging the question (fallacy)

Answer 29

when a question is begged, the speaker never really proves the point she is trying to make. The individual argues in a circle, using one unsupported proposition to "prove" another. No assertion is substantiated.

Question 30

Hasty generalization (fallacy)

Answer 30

Occur when a communicator does not have enough support for the conclusion she draws. When someone goes to dinner at three different places, doesn't like any of them, and says ever restaurant in the whole city sucks.

Question 31

Either-or (fallacy)

Answer 31

At times a person feels so strongly about an issue that he begins to look at the situation as black and white. Either a particular proposal is adopted entirely, or it's dropped.

Question 32

Post hoc, ergo proper hoc (fallacy)

Answer 32

In this fallacy, the speaker reasons that because one event followed another, there must be a cause-effect relationship. Superstitions belong here. It is "false cause." People often look for easy answers to explain unpleasant circumstances.

Question 33

Name calling (propaganda)

Answer 33

In name-calling, the speaker gives a person or an idea a negative label without providing any evidence to prove the assertion. Make sure the speaker presents an argument after calling someone a "jerk."

Question 34

Card stacking (propaganda)

Answer 34

method in which the speaker, instead of presenting all of the important evidence, tells you only those facts that support the point she is trying to make.

Question 35

The bandwagon (propaganda)

Answer 35

the speaker tries to convince you to "jump on the bandwagon" by telling you that everyone else is doing something -- whether it is purchasing a particular computer or drinking a certain beverage.

Question 36

Glittering generalities (propaganda)

Answer 36

word so vague that everyone agrees on its appropriateness and value - but no one is really sure just what it means.

Question 37

Testimonial (propaganda)

Answer 37

when a communicator presents the opinion of some well-known person to support his view, the strategy is called a testimonial. Often, the particular individual, although famous, is not qualified to judge, or speak on the idea he advocates.

Question 38

Doublespeak (propaganda)

Answer 38

When you hear that a communicator is using doublespeak, it means that she is trying not to communicate clearly and accurately. It is likely that she is concealing the truth and deliberately misleading or distracting you.

Question 39

Assertive response

Answer 39

Straightforward, honest, and objective. Ideas, opinions, and beliefs are expressed clearly and directly.

Question 40

Do assertive communicators listen?

Answer 40

YESSS. The assertive person focuses on solving the problem and not "winning" the conflict at the expense of her partner.

Question 41

Broken record

Answer 41

Not taking no for an answer, and continually stating your argument even after the listener took some time to figure it out.

Question 42

Negatie inquiry

Answer 42

can cause you to feel trapped and frustrated. This can cause aggression, negative actions, raised voices. You gain nothing from such behaviors.

Question 43

Fogging

Answer 43

Requires that you listen to the person's opinions or judgments without reacting defensively. It is used when you immediately realize what the other person is saying is true.

Question 44

Supportive Responses

Answer 44

Meant to encourage open, non evaluative interaction.

Question 45

I vs. You Repsonse

Answer 45

Instead of saying, "You're never around when I need you," you could say "I feel frustrated because yesterday, when I needed your help, I couldn't find you.

Question 46

nonverbal components of an assertive response

Answer 46

``` Eye contact Body posture gestures facial expressions voice timing ```

Question 47

Intimate distance

Answer 47

from physical contact to 18 inches. looking at a paper with a classmate. Standing in line. Sharing a message in confidence (standing).

Question 48

Personal Distance

Answer 48

12 inches to 2 feet. just outside the personal bubble. the coaching interview, talking with a friend before going to class.

Question 49

Social distance

Answer 49

4 to 12 feet where emotional topics aren't usually discussed. the employment interview. Discussions across a conference table or desk.

Question 50

Public Distance

Answer 50

12 feet or more. topics are more general and use broader gestures, speak at a higher volume, and work harder to maintain a direct rapport with the group. shouting across a parking lot. Making a presentation. At this distance, you have to work harder to interpret meanings.

Question 51

What is distance in communication affected by?

Answer 51

Age, gender, subject matter, culture, individual personality traits, physical characteristics, and the emotional relationships between individuals.

Question 52

what is the relationship between time of day and listening skills?

Answer 52

Everyone has personal ups and downs during the day. These high and low points affect your ability to listen and the quality of your response. Atmosphere of a group may be very different at 8:00 a.m. vs. 9 p.m.

Question 53

What should be considered in communication settings?

Answer 53

``` Formality warmth privacy familiarity constraint distance ```

Question 54

What are examples of things that effect the communication setting?

Answer 54

The type and style of furniture, the seating arrangements, the colors, music, and the time of day.

Question 55

Listening to teens

Answer 55

Same as children I believe.

Question 56

Cliches

Answer 56

Hi, how was your day? Daily give-and-take situations for which the verbal interactions serves simply to recognize the other person's presence.

Question 57

Facts

Answer 57

centers around messages about other people, ideas, and events. Does not encourage disclosure and does not facilitate the development of a healthier relationship. Understanding plays a bigger role here than interpreting.

Question 58

Opinions and judgements.

Answer 58

Moving toward more open communication. Sprinkled with facts and with opinions about what you think you are discussing. When you demonstrate behavioral empathy, continued sharing is encouraged.

Question 59

Feelings

Answer 59

Bring people close together. The acceptance of feelings - through empathic listening - is prerequisite to deeper, more meaningful communication and stronger relationships.

Question 60

When fighting with a spouse, on should...

Answer 60

Know that your listening abilities are impaired when you are angry or upset. Postpone discussion until after you have had an opportunity to work off some of the negative feelings that will only block further communication.

Question 61

When listening to a child, one should...

Answer 61

Not offer advice. focus on behavior and not the child himself. don't fake attention. a child's mood is situations;. Express frequent and unconditional positive regard for the child. Sit down with the child.

Question 62

When listening to a child, one should...

Answer 62

Not offer advice. focus on behavior and not the child himself. don't fake attention. a child's mood is situations;. Express frequent and unconditional positive regard for the child. Sit down with the child.

Question 63

When listening to a presentation, one should...

Answer 63

sit at the from to the room. meet the speaker when you can. analyze credibility and speaker's purpose. listen intentionally to new an difficult material.

Question 64

How does aging affect memory?

Answer 64

Older people don't remember as well. Concentration is more difficult. Distractions have a stronger impact. Recall takes more time and a greater number of memory cues. Information processing works more slowly as you get older. Memorization strategies become more difficult to use.

Question 65

Are employees satisfied with their managers listening abilities?

Answer 65

overall, no.

Question 66

How do highly competitive working environments affect communication?

Answer 66

Listening is even more important in these environments because failure to communicate can cost millions of dollars.

Question 67

Same subject response (great)

Answer 67

encourages flow of conversation on the topic at hand.

Question 68

Minimal response (good)

Answer 68

does not add substance to the conversation, but demonstrates involvement through such reinforcers as head nods and minimal reinforcers such as "uh huh."

Question 69

Tangential Response (bad)

Answer 69

instead of staying with the subject of concern to the speaker, the listener moves the conversation to a related issue.

Question 70

Different response (terrible)

Answer 70

rather than demonstrating interest in the speaker's probe, the listener changes the subject entirely.

Question 71

Why is the communication between patients and physicians challenging?

Answer 71

Status and time barriers. Patients think that their physicians don't care, nor do they have the time, to listen to their sensitivities and smaller issues that they find meaningful.

Question 72

Rumors

Answer 72

message that is passed orally from one person to the next without "secure standards of evidence." They are informal and flow through an organization's informal communications channels. Rumors are so ambiguous that those who pass them along reconstruct some of the meaning and interpret the vague or ambiguous portions in the way that makes the most sense to them.

Question 73

What are the differences between gender and nonverbal communication?

Answer 73

Men display relaxed posture, and tend to take up more physical space. Women use more facial expressions, are more likely to pay attention to nonverbal cues, smile more, and have softer and higher voices.

Question 74

How does gender impact listening abilities?

Answer 74

Men and women are conditioned to listen and communicate about different things.

Question 75

Women in speech

Answer 75

women use more qualifiers. use tag questions. Speak with an upward infection. Voices are higher and softer. Women wait for a sign of interest before continuing.

Question 76

Men in speech

Answer 76

tend to overlay women's speech. Men tell stories. Men state ideas more directly. Men use profanity more frequently.

Question 77

Difference between high-context and low-context culture.

Answer 77

Depends upon the extent to which cultural norms prompt individuals to be explicit or indirect in their communications.

Question 78

Low context culture

Answer 78

Individuals provide a large number of explicit indicators by which to determine meaning.

Question 79

High context cultures

Answer 79

members see such elaboration as a waste of time and depend heavily on individual's shared experiences to interpret cues in a similar fashion.

Question 80

How do cultural differences impact our values?

Answer 80

US values personal control, change, action, proactive, informality, and materialism. Non-US culture value fate, tradition and stability, being, space, formality, and spiritualism.

Question 81

Relationship between ethics and listening.

Answer 81

Ethical listening means paying complete attention to the other person in order to truly understand their ethical problem and then actively encouraging that person to discuss it with you as they come to a resolution.

Question 82

Patience

Answer 82

while patience has always been viewed as virtue, especially with regard to effective listening, social networking privileges brevity and a minimalistic approach.

Question 83

Fidelity

Answer 83

the commitments we make to one another suggest that the other person is special. The focus on friend collecting that social networking fosters undermines fidelity by sacrificing quantity for quality.

Question 84

Tolerance

Answer 84

tolerance is the willingness to be confronted with a variety of ideas and, on one level, networking sites expose individuals to this marketplace. However, flaming messages and rants characterize conversations with little opportunity for feedback.

Question 85

Perseverance

Answer 85

Face-to-face listening forces us to persevere in the exchange even when we would rather avoid a confrontation or when we have become bored with the conversation.