LECTURE 10: LANGUAGE

Question 1

Sapir-Whorf Hypothesis

Answer 1

Language structures/shapes the way we view the world, rather than reflecting our reality

Question 2

Power of Naming

Answer 2

• The ability to name something that shapes perceptions
• Subject isn’t changing but the view of the VIEWS of the subject are
• EX. Undocumented worker vs. Illegal immigrant

Question 3

Power of Re-Naming

Answer 3

• Renaming an idea to make it seem less rash

- EX. In the even of a water landing vs. In the event of a crash in water

Question 4

Euphemism

Answer 4

• Inoffensive terms substituted for offensive ones
• The words we use to describe it is usually the way we view it and how we want others to perceive it
• EX. Gaming vs. Gambling

Question 5

Thematic Dimensions

Answer 5

The use of language to create a mood or feel to the message

Question 6

Alliteration

Answer 6

• Repetition of sound

- EX. Silky, smooth, satin cigarettes

Question 7

Onomatopoeia

Answer 7

• The word is the sound of the action

- EX. Woof, Swish

Question 8

Parallel structure

Answer 8

• Creating a form of repetition within the message
• EX. I have a dream… I have a dream… I have a dream..
• EX. What he wears, they wear

Question 9

Metaphor

Answer 9

• Comparison of two things without using as or like

- EX. Rising tides of prosperity

Question 10

Benefit of using Metaphor

Answer 10

Creates interest in your message

Question 11

How/When to use metaphor

Answer 11

• Use a single metaphor –> DONT MIX THEM
• Use throughout the message
• Introduce right away at the beginning
• Works better as an auditory message

Question 12

Intense Language

Answer 12

Specific graphic language

Question 13

When to use intense language

Answer 13

• When you want to appear more dynamic
• Audience has low involvement
• Audience DOESN’T have well-developed attitudes towards the issue

Question 14

Types of Powerless Speech

Answer 14

• Hesitation Forms
• Hedges
• Intensifiers
• Tag Questions
• Disclaimers
• Up-talk
• Polite Forms

Question 15

Hesitation forms of Powerless Speech

Answer 15

• Vocalized pauses that suggest uncertainty in the message

- EX. “uh” “well, you know..”

Question 16

Hedges

Answer 16

Ex. Sort of, kinda, I guess

also shows uncertainty

Question 17

Intensifiers

Answer 17

Exaggeration

EX. Really, very, super awesome, etc.

Question 18

Tag Questions

Answer 18

When you make a statement, and then you ask for a second opinion
- EX. “…don’t ya think?” “ “…Isn’t it?”

Question 19

Disclaimers

Answer 19

“blank, but…” –> a statement that denies something

“This may sound crazy, but…”

Question 20

Up-Talk

Answer 20

• Every statement becomes a question

- making yourself sound unsure

Question 21

Polite Forms

Answer 21

• Politely asking someone something
• This is seen as powerless
  “Would you mind…” or “Could I please impose upon you to…”

Question 22

Powerless language (increases/decreases) your persuasiveness

Answer 22

DECREASES

Question 23

When females are talking to masculine males, powerless speech can be _______.

Answer 23

Persuasive

Question 24

Propaganda Techniques (7)

Answer 24

• Name Calling
• Glittering Generality
• Euphemism
• Transfer
• Testimonial
• Plain Folks
• Fear

Question 25

Propaganda Techniques: Name Calling

Answer 25

- Links a person/idea to a negative symbol | - EX. Terrorist, communist, tree-hugger, liberal, etc.

Question 26

Propaganda Techniques: Glittering Generality

Answer 26

- Virtuous words that we believe in - Generally feel passionate about it and want to support --> Positive Connotation - EX. Patriotic, parenthood, Civilized, Medicine, etc.

Question 27

Propaganda Techniques: Euphemism

Answer 27

- Words that make an unpleasant reality more tolerable

Question 28

Propaganda Techniques: Transfer

Answer 28

Carrying over the prestige and authority of something that we revere and would have to respect - Associating yourself with images

Question 29

Propaganda Techniques: Testimonial

Answer 29

- Using someone else's fame/credibility to bring attention to your message - EX. Obama getting help from Oprah

Question 30

Propaganda Techniques: Plain Folks

Answer 30

To convey that the persuader is just like anyone else | - Celebs dressing down to look like normal everyday people

Question 31

Propaganda Techniques: Fear

Answer 31

- Disaster WILL result if you don't follow a particular course of action - Constructive fear - This technique is questionable

Question 32

Nonverbal Persuasion

Answer 32

- Proxemics - Vocalics - Haptics - Gaze - Kinesics

Question 33

Proxemics

Answer 33

Study of space (close or far)

Question 34

Vocalics

Answer 34

Study of voice & how you say things | - tone, expressiveness

Question 35

Haptics

Answer 35

Touch | - increases compliance significantly and consistently

Question 36

Gaze

Answer 36

Looking at your target

Question 37

_____ gaze produced _____ compliance in all studies

Answer 37

Direct | Greater

Question 38

Gaze enhances compliance with ____ requests

Answer 38

Legitimate

Question 39

Kinesics

Answer 39

Study of body motion and gestures

Question 40

Kinesics includes...

Answer 40

Smiling body language clothing etc...

Question 41

Smiling ____ sociability, likability, and attraction

Answer 41

Increases

Question 42

____ body language enhances persuasion

Answer 42

Mirroring

Question 43

____ body postures are perceived as more persuasive

Answer 43

Open