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persuasion > Midterm > Flashcards

Midterm Flashcards

1
Q

Influence as continuum?

A

Most communication scholars distinguish coercive methods of influence (using physical force) from persuasion

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2
Q

What is Persuasion composed of?

A

Free Choice, Essentially rational, Private acceptance

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3
Q

What is Coercion composed of?

A

Physical threat, No perceived choice, without private acceptance

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4
Q

What is limiteds criteria for defining persuasion?

A

Intentionality, Effects, Free Will and conscious awareness, Symbolic action, Intertpersonal vs. Intrapersonal

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5
Q

similar terms to persuasion?

A

Manipulation, influence, coercion, seduce, propaganda, conformity, peer pressure, change/control/sell, convince

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6
Q

Definition of Persuasion

A

Persuasion involves the persuader’s conscience attempt for the change, reinforcement, or shaping of beliefs, attitudes, and/or behaviors of an audience member

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7
Q

What is the Yale Approach?

A

the social psychology study of the conditions under which people are most likely to change their attitudes in response to persuasive messages.

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8
Q

What are the three factors that influence the persuasive power of a message?

A

The speaker (The who), The message (the what), The Audience (to whom)

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9
Q

(Esoteric) What is source Effect

A

The perceptions of a person’s character can become more influential than knowledge of the persons deeds or message.

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10
Q

(Esoteric) What is Logos (message effect)?

A

Persuasion resulting from rational argument.

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11
Q

What is Pathos (fear appeal)?

A

Influence based on emotional appeal

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12
Q

(Esoteric) What is Ethos?

A

Influence attributable to the source’s character.

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13
Q

What are to common types of subliminal persuasion?

A

Embedding, subliminal priming, subaudible messages, backward masking

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14
Q

Forms of Esoteric persuasion?

A

Subliminal persuasion, Music as persuasion, smell in persuasion

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15
Q

(Credibility) What defines expertness?

A

Degree, past experience

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16
Q

(Credibility) What defines Trustworthiness?

A

The degree to which the agent can be trusted. ‘High’ if speaking out of owns interest.

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17
Q

(Credibility) What is the exception?

A

And expert can be seen as too far removed and distant.

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18
Q

(Attractiveness) What is the Halo Effect? How does it affect prison terms?

A

The degree of which someone’s attraction can influence innocence. It affects prison terms because attractiveness is known to influence jury and judge to throw out cases or have reduced sentences.

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19
Q

Receiver Effect

A

Analyzing and adapting to the audience.

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20
Q

(Receivers Culture) What is Me?

A

Personal success, independence, options

“The art of being unique.” “She has her own style.”

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21
Q

(Receiver’s Culture) What is We?

A

Group benefit, family, harmony

“Sharing is beautiful”

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22
Q

What is the structure of Social Judgement Theory?

A

The Message, Assessing the level of ego-involvement, Latitude of Acceptance = Latitude of Non-commitment = Latitude of Rejection.

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23
Q

What is the Latitude of Acceptance?

A

The range of positions a person is ready to accept or agree.

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24
Q

What is considered the Anchor Point?

A

Latitude of Acceptance

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25
Q

Latitude of non-commitment?

A

The range of positions a person feels neutral.

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26
Q

Latitude of Rejection?

A

The range of positions a person finds objectionable.

27
Q

What happens when a message falls too far away from a persons Anchor Point?

A

It’s perceived that the message is further away than it really is.

28
Q

What happens when the message falls within a persons latitude of acceptance?

A

It is perceived to be closer to the Anchor Point than it really is.

29
Q

About Anchor Points..

A

they need to be moved gradually.

30
Q

True or false: We prefer to not say yes to people we know and like?

A

false

31
Q

True or false: Too much familiarity can breed boredom

A

true

32
Q

True or false: Listeners find it easier to identify with sources they perceive as similar to themselves

A

True

33
Q

Similarities are most effective when:

A

They’re relevant to the topic or issue and when they involve positive rather than negative qualities.

34
Q

What attributes to power and authority

A

Textbooks, statistics, size and power of numbers (conformity), and “trappings” (clothes, jewelry, cars and accessories).

35
Q

What are the types of Conformity?

A

Internalization, compliance, Identification

36
Q

What is Internalization?

A

Complying with conformity (i.e. pledge to quit smoking, actually quits smoking)

37
Q

What is Compliance?

A

Externally acknowledges the conformity but doesn’t actually conform (pledges to quit smoking; continues to smoke)

38
Q

What is Identification?

A

conforming to authority figures (you’re about to get promoted; starts smoking cigar because boss smokes cigar)

39
Q

What factors affect Conformity?

A

Group size, gender, personality, culture

40
Q

What is Social Impact Theory?

A

The first person you add to a group has the most influence. Each member after has some impact but less over the next person

41
Q

What is the Social Influence Model?

A

Argues that the third or forth person has the most impact because no minority is possible with only two people. It is easier to disagree with one person than a group of people.

42
Q

What is the power of one dissenter?

A

A single subject is likely to conform when he/she is faced with four other people who disagree, but if one of those four sides with the subject, the subject continues to dissent.

43
Q

What is the gender factor for conformity?

A

Females are most likely to conform than males.

44
Q

How does Cognitive Complexity affect conformity?

A

People with high cognitive complexity tend to perform best in turbulent environment largely because they conform less than people with low cognitive complexity.

45
Q

How does the desire to control life affect conformity?

A

People high in the desire to control events in their lives REACT NEGATIVELY to group pressure and are, therefore, less likely to conform than people with a low desire for control.

46
Q

How does Self-Monitoring affect conformity?

A

People with high self-monitoring are more likely to conform than people with low self-monitoring.

47
Q

How does the need for affiliation affect conformity?

A

People who are high in the need for affiliation and group identification conform more than people with a low need.

48
Q

How does Power Distance affect conformity?

A

People who score high on power distance value hierarchy and obedience to authority, while people with low power distance prefer equality and participative decision making.

49
Q

How does Uncertainty avoidance (in culture) affect conformity?

A

Cultures that are uncomfortable with ambiguous situations should conform more than cultures that are comfortable with ambiguity. (Japan USA)

50
Q

How does Masculinity-Femininity affect culture?

A

Masculine cultures conform less than feminine cultures.

51
Q

How does individual-Collectivism affect conformity?

A

Collectivist cultures tend to conform more than individualistic cultures.

52
Q

What are God and Devil Terms?

A

God terms carry the greatest blessing in a culture and demand sacrifice or obedience. (i.e. Family values, progress, balanced budget)

Devil Terms: opposite (i.e. Fascist, racist, nazi, sweat shop)

53
Q

What is the power of labeling?

A

The name you use affects the way people responds to you. (Percival vs. Bob)

54
Q

What is the effects of vividness?

A

Vivid information relevant to the topic tend to be the most persuasive because vivid information holds our attention and excites our imagination because it is emotionally interesting, concrete, and imagery-provoking.

55
Q

Language Intensity

A

The lumber industry is cutting down a lot of trees VS. The lumber industry is raping our forests.

56
Q

Example of Hesitations:

A

“well, I uh, you know, um, would like to borrow a dollar.”

57
Q

Example of Hedges:

A

“I guess I sort of like you and kind of want to know you.”

58
Q

Example of polite terms:

A

“Excuse Me, if you wouldn’t mind too much, I’d appreciate if you’d please shut the door, thank you.”

59
Q

Example of Tag Questions:

A

This is fun, DON’T YOU THINK?

60
Q

Example of Disclaimers:

A

I know this is a really dumb question, but…

61
Q

Example of Deictic Phrases:

A

That man OVER THERE is the one who stole my wallet.

62
Q

What is Hard Sell?

A

Hard is to draw explicit conclusions for the audience (BUY NOW, CALL NOW, ACT NOW)

63
Q

What is Soft Sell?

A

the use of implicit conclusions (Where do you think people go for a pizza?)

persuasion (1 decks)

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