Midterm 2 Review Flashcards
(194 cards)
Examples of persuasion:
Climate change skepticism
Spread of weird beliefs & conspiracy theories
Online reviews
Promotion of healthier living
Example of positive vs negative persuasion:
Education and propaganda, respectively
System 1 is the “fast” system which reacts instantaneously, reflexively and emotionally. This part of the brain is automatic, intuitive and subconscious. System 2 is the “slow” system that is deliberate, controls abstract thinking, and stores memories such as facts and events. The System 2 part of the brain is more rational and reflective
When people hear a persuasive argument, what is crucial is not so much remembering the message as remembering one’s own thoughts, feelings, reactions in response, showing that they are more likely be influenced by the message.
True
Paths that lead to persuasion:
Pay attention, comprehend it, believe it, remember it, behave accordingly, action
Different routes of persuasion:
Central route, peripheral route, different routes for different purposes.
Central route focuses on
Arguments
Peripheral route focus on:
Incidental cues (superficial factors like attractiveness of speaker, credibility, mood or emotions, likability or familiarity, number of arguments, positive or negative images or music.
Different routes for different purposes depending on the context:
Often take peripheral route
The elements of persuasion:
The communicator, message, how message is communicated, the audience
What characteristics of the communicator support persuasion:
Credibility
Perceived trustworthiness
Perceived expertise
Attractiveness, liking, similarity
The six persuasion principles:
Authority
Liking
Social proof
Reciprocity
Consistency
Scarcity (people prize what’s scarce)
Reading while eating increases positive thinking. How?
Reason vs emotion
Linking good feelings with message
Reason vs emotion depends on the audience
Yes
(However, reason vs. emotion will depend on whether the audience is more influenced by emotional states or by logical, factual information).
The effect of good feeling enhances persuasion:
True
Canadian cigarette uses fear arousal and state the benefit:
True
Effective if it can lead people to fear the severity but also realize the solutions and feel empowered implementing it.
Only a highly credible person maintains effectiveness when arguing extreme positions:
True
What values give credibility to a person:
Formal language
Jargon
Statistics
Expert opinion
When evaluating messages:
Does the argument present facts, statistics, evidence or logical reasoning?
Does the info. come from reliabel and credible sources?
Is the argument structured and coherent?
Are there any flaws and inconsistencies?
Soldiers who disagreed were influenced by two-sided argument:
True
Primacy effect vs recency effect:
Primacy effect: two persuasive messages back to back and the audience then responds at a later time, the first message has advantage.
Recency effect: When two messages are separated by time and audience then responds soon after the second message, the second message has advantage
Comprehension and recall best with writing
And more lifelike, more persuasive
True
Most research shows generational effect of persuasion:
True
Our views stay the same as we get older
Life-cycle effect is about changes in beliefs over the course of an individual’s life.
What impacts persuasion of an audience:
Forewarning
Distractions
Uninvolved audience
Need for cognition