Brainscape's Knowledge GenomeTM


Top Flashcards (Certified)
All Flashcards

Theories of Persuasion > Final Exam > Flashcards

Final Exam Flashcards

(108 cards)

Start Studying
1
Q

What is a goal?

A

A future state of affair that we want to attain or maintain

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

Primary goal

A

Defines what a communicator is doing

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

Secondary goal

A

Shapes how primary goals are pursued

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

3 Types of Goals

A

Identity / Relational / Instrumental

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

Identity Goals

A

: self - presentation goals
: presenting an image
: preserving the other person’s image

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

Relational Goals

A

developing and / or maintaining relationships

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

Instrumental Goals

A

: completing tasks, getting things done

: aka to - do lists

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

Cognitive Complexity

A

when we have multiple competing goals to manage

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

Greater Cognitive Complexity

A

: higher level of interpersonal construct differentiation
: greater awareness of multiple goals
: leads to production of more sophisticated messages

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

Complex Situations

A

“Difficult Conversations”

ex: talking friend into getting HIV test
ex: telling someone to improve their behavior
ex: telling your brother to rethink dating his girlfriend

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

Potential Strategies for Managing Goals

A

Selection (least sophisticated)
Separation (mid-sophistication)
Integration (most sophisticated)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

Selection

A

picking one goal and going with it

ex: “Hey, next week, could you please not tell that story about when you hitchhiked to Waco?”

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

Separation

A

addressing each goal in separate parts of the message

ex: “You know I think your stories are hysterical. My parents have a different sense of humor, though. I wouldn’t bring up anything that could remotely be constructed as raunchy or embarrassing, if I were you”

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

Integration

A

addressing multiple goals simultaneously

ex: “I think my family is going to have a great time with you next week, because you are a ton of fun. You should remember to tell them about your internship because they love hearing about the positive things you’ve been doing with your time lately.”

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

Plans

A

Presenting actions necessary for accomplishing goals

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

Planning

A

Psychological and communicative processes involved in carrying out plans (implementing, modifying & negotiating plans)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
17
Q

Types of Knowledge for pre-conversational plans

A

Specific Episodes, Hypothetical Episodes, Ensembles of Episodes, Role Models, Instruction & Previous Plan

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
18
Q

Specific Episodes

A

Drawing from actual conversations you have had before

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
19
Q

Hypothetical Episodes

A

Imagining you had this conversation before (practicing it)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
20
Q

Ensembles of Episodes

A

Take bits and pieces of specific / hypothetical episodes and patch them together for a new plan

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
21
Q

Role Models

A

Think of people you admire (they are good communicators)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
22
Q

Instruction

A

Formal, educational instruction on persuasion

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
23
Q

Previous Plan

A

Script that you follow (girl scouts cookies selling)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
24
Q

Elements of Pre-Negotiation Plans

A

Logrolling (quid pro quo), Impression Management, Argumentation, Distributive Bargaining, Setting Limits, & Reactivity

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
25
Logrolling
"This or That" ask for something / offer something else in return
26
Impression Management
How you want to be seen during your communication | using identity, relational, structural goals
27
Argumentation
Developing high quality arguments and reasoning
28
Distributive Bargaining
Unequal exchange "Ask for this much but negotiate to get that much"
29
Setting Limits
What am I really willing to throw out?
30
Reactivity
Not reactance Monitoring someone else's reaction and varying strategy depending on how receptive they are
31
Message Design Logics (MDL)
A theory of individual differences in message production
32
3 types of Design Logics
Expressive, Conventional & Rhetorical
33
Expressive Design Logic
(least sophisticated) "Communication is a medium for expressing feelings values = clarity, openness, honesty, unimpeded expression goal = self expression
34
Conventional Design Logic
(mid-sophistication) "Communication is a game played cooperatively by social rules" values = appropriateness, control of resources, cooperativeness goal = secure desired response
35
Rhetorical Design Logic
(most sophisticated) "Communication is the creation and negotiation of social selves and situations" values = flexibility, symbolic sophistication, depth of interpretation goal = negotiate social consensus
36
What MDL works the best?
Rhetorical are the most effective (most personal / person-centered)
37
Expressives can find _____ messages really frustrating, confusing and ambiguous.
Rhetorical
38
Dilemmas of Advice
1) Advice Giving - Being Helpful and Caring vs. Butting In 2) Advice Giving - Being Supportive vs. Being Honest 3) Advice Receiving - Showing Gratitude and Respect vs. Making Own Decisions
39
Dilemma #1 : Being Helpful and Caring vs. Butting In
On the one hand ... Showing concern | On the other hand ... Being nosy / implying incompetence
40
Dilemma #2 : Being Supportive vs. Being Honest
On the one hand ... People say that they want honest advice | On the other hand ... Sometimes people really want validation
41
Dilemma #3 : Showing Gratitude and Respect vs. Making Own Decision
On the one hand ... giving up autonomy | On the other hand ... Seeming disrespectful and ungrateful
42
Face
"The positive social value a person effectively claims for himself by the line others assume he has taken during a particular contact. Face is an image of self delineated in terms of approved social attributes."
43
Negative Face
the want to be unimpeded (autonomy)
44
Positive Face
the want to be approved of (liking)
45
Face - Threatening Acts (FTA)
anything from falling in front of people to asking people to change something about their attitude
46
Politeness Theory
Verbal & Nonverbal resources for making FTA less FT
47
Five options for Advice Giving
Bald on Record, Positive Redress, Negative Redress, Off Record & Don't Do the FTA
48
Bald on Record
"You need to do something about your breath."
49
Positive Redress
"[friendly expletive] man, you know that you're one of my best friends. I can tell you this because we are close : I'll hang out with you regardless, but you might be happier if you did something to your breath."
50
Negative Redress
"I hate to say anything because it's up to you, but have you ever thought about trying one of those powerful breath fresheners?"
51
Off Record
"Is it just me of is there a funny smell in here?"
52
Don't Do the FTA
Saying nothing, let your friend go on breathing toxic fumes
53
Power Assertion
Coercing into changing behavior without providing rationale "because I said so"
54
Induction
Providing explanations or reasons for behavior change
55
Mere Exposure Thesis
Exposing people to a message over and over increases favorable ratings of the message
56
The principle of Association
When a product becomes connected to an image or a value that is perceived positively by the audience
57
Wear - out
After a certain point, repetition leads to boredom, tedium, irritation
58
Colors and their association
``` Red - Passion Purple - Royalty White - Innocence Soft / Light Blue - Tranquility Green - Freshness ```
59
Classical Conditioning
Training people to have automatic responses to a stimulus Positive attitudes can be created by linking products to pleasant images
60
Semiotics
The study of symbols
61
Examples of Semiotics
Religious Symbols - cross / star of david Golden Arches - McDonald's A&M - the ugly aggies Horns - Longhorns & Happiness
62
Accessibility
Making (positive) attitudes retrievable from one's memory Advertisers want you to automatically think of certain images when their product comes to mind
63
Gatekeeping
The process through which stakeholders approve of and release information
64
How do media reports affect public opinion?
Agenda - setting, Priming, & Framing
65
Agenda - Setting
Media doesn't tell us what to think, but there is evidence that it tells us what to think ABOUT
66
Priming
Influencing the weight that people place on various issues These effects fade over time
67
Framing
Variations in how matters of policy are phrased, construed, discussed
68
4 Types of Framing
Equivalency, Emphasis, Episodic, Thematic
69
Equivalency Framing
use of different words / phrases "pro-choice" rather than "pro-abortion"
70
Emphasis Framing
Focusing on different aspects of the issues | risks vs. benefits of withdrawal
71
Episodic Framing
IDK - LOOK IT UP
72
Thematic Framing
WHY ARE YOU ASKING ME, I'M NOT AN EXPERT AT PERSUASION!!!
73
Communication Campaigns
Intentional attempts to inform, persuade, or motivate behavior change Relatively well - defined and large audiences Generally for noncommercial benefits By means of organized communication activities involving mass media
74
What makes a successful campaign?
- Use gain frame vs. loss frame - Know your audience - Use a systems approach
75
Gain Frame
emphasizing what you would gain from something
76
Loss Frame
emphasizing what you would lose from something
77
Are campaigns more effective if they stress positive behavior change or negative consequences?
STRESS POSITIVE BEHAVIOR CHANGE
78
How can campaigns know their audience?
tailor messages to build on audience's needs, motives, and values
79
How can campaigns use a systems approach?
Combine mass media with communication from community groups, local businesses, etc.
80
Different models of behavior change
Individual effects, Social Diffusion, Institutional Diffusion
81
Individual Effects (Behavior Change)
Campaigns cause individuals to improve knowledge, change attitudes & enact behaviors
82
Social Diffusion (Behavior Change)
Campaigns result in changes in public norms & changes in group behavior
83
Institutional Diffusion (Behavior Change)
Efforts focus on changing opinions of the elite, who enact policy changes, which can trickle down to individuals and groups
84
Two Types of Public Service Announcements
Radio and Video (TV, viral)
85
What makes a successful PSA?
Clear / Focused on one specific goal / Grabs audience's attention right away / Uses everyday language
86
Diffusion Theory
A theory related to how communication influences our adoption of innovations
87
Innovations are more likely to be adopted if _____ & _____.
they are more compatible with the values and cultural norms their rewards are clear & immediate
88
Stages of Diffusion Theory (Adoption)
Innovators, Early Adopters, Early Majority, Late Majority, Laggards
89
Innovators
2.5% Risk takers who have the resources and desire to try new things, even if they fail
90
Early Adopters
13.5% "The one to check in with" for new information and reduce others' uncertainty about a new technology by adopting it
91
Early Majority
34% Take their time before adopting a new idea ... they are willing to embrace new technology as long as they understand how it will fit with their lives
92
Late Majority
34% Adopt in reaction to peer pressure, emerging norms, or economic necessity
93
Laggards
16% VERRYYY late to adoption - sometimes don't even adopt
94
Stages of Change
A model of intentional behavior change
95
THE STAGES of change
Pre-contemplation, contemplation, preparation, action, maintenance, relapse, transcendence
96
Pre-contemplation
The stage where you haven't been informed, you don't know much information about the change Ignorance is bliss
97
Contemplation
You are thinking about change within the next 6 months of your life
98
Preparation
Within the next month something is going to change you are starting to get the ball rolling
99
Action
To be here, you have to meet the criteria that the professionals have set for that specific change
100
Maintenance
...uhm idk ... go ask Siri ...
101
Relapse
Resume old behaviors
102
Transcendence
Not even a thought anymore
103
Change is a PROCESS not an EVENT (T/F?)
True
104
Creating attitude & behavior change is EASY (T/F?)
False - creating attitude & behavior change is HARD
105
Why can persuasion seem unethical?
- Connotes control & dominance - Suggests a lack of acceptance - Sometimes employs deception
106
What does Wilson argue for why persuasion is NOT inherently unethical?
- Persuasion & compliance - gaining are fundamental to relationship development - Some cultures would disagree that seeking a person's compliance devalues that person
107
Motive Matters in Persuasion (T/F?)
True
108
Persuasion is not a tool (T/F?)
False - Persuasion IS a tool.

Theories of Persuasion (1 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2025 Bold Learning Solutions. Terms and Conditions