Persuasion chapt 9 Flashcards Preview

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Flashcards in Persuasion chapt 9 Deck (68):
1

explicit is ____ strategy

hard

2

implicit is _____ strategy

soft

3

a. Any claim that is made in a message is directly stated by the person sending the message

explicit or implicit?

explicit

4

The source may seem less patronizing.

explicit or implicit?

implicit

5

There is less risk of psychological reactance (e.g., the perception the listener’s choice is being restricted)

explicit or implicit?

implicit

6

The source may be perceived as more candid, forthright.

explicit or implicit?

explicit

7

There is less risk the listener will reach the wrong conclusion.

explicit or implicit?

explicit

8

_____ conclusions are generally the best option.

explicit or implicit?

implicit

9

Persuasion is more participatory.

explicit or implicit?

implicit

10

Involved listeners can draw their own conclusions.

explicit or implicit?

implicit

11

There is less risk of psychological reactance.

explicit or implicit?

implicit

12

Explicit conclusions are better when:

The message is ?

not personally relevant to the listener

13

c. Explicit conclusions are better when:

The listeners aren’t ?

iii. The message is complex or could be easily misconstrued.

knowledgeable about the issue.

14

c. Explicit conclusions are better when:

The message is _____ or could be easily misconstrued.

complex

15

_____ messages emphasize the positive.

gain frame or loss frame?

a. Gain-framed

16

future minded people

gain frame or loss frame?

gain framed

17

_____ messages are more effective.

gain frame or loss frame?

loss-framed

18

______ messages emphasize the negative.

gain frame or loss frame?

c. Loss-framed

19

present minded people

gain frame or loss frame?

loss framed

20

EX: Option A: You have developed a virulent, antibiotic resistant infection that may prove fatal. You can try an experimental drug, Zidol. If you do, there is a 68% chance of living more than one year. Would you do it?

gain frame or loss frame?

gain frame

21

EX: Option B: You have developed a virulent, antibiotic resistant infection that may prove fatal. You can try an experimental drug, Xinar. If you do, there is a 32% chance that you will not live more than one year. Would you do it?

gain frame or loss frame?

loss frame

22

_______ people who tend to focus on the short term consequences of their decisions responded more favorably to loss framed messages

present minded

23

_______ people who consider long term consequences of their decisions were equally persuaded by loss and gain framed messages

i. Future minded

24

________ people fear they’re losses much more than they prefer gains / as such they are willing to take greater risks in order to avoid their losses

risk averse

25

"throwing the kitchen sink" is a phrase referring to what?

quantity

26

For receivers with low involvement, it is the quantity or quality of arguments that counts.

quantity

27

Low involvement > _____

Peripheral

28

the number of arguments does that matter as much as the quality

quantity

29

For receivers with high involvement, it is the quality or quantity of arguments that matters.

quality

30

for receiver with low or high involvement, it is the quantity of arguments that counts

low

31

For receivers with low or high involvement, it is the quality of arguments that matters.

high

32

High involvement > _____

central

33

___ sometimes functions as peripheral cue but is put to best use when receivers rely on central processing

evidence

34

Evidence usage almost always facilitates_ _______.

persuasion

35

1. Evidence can increase ?

speaker credibility

36

2. High quality evidence may increase____ processing

central

37

The quantity/quality of evidence may serve as a peripheral cue

quanity

38

Evidence is most effective when receivers have?

high involvement.

39

____ is more effective than using anecdotal ______ proof

b. Statistics/(evidence)

40

Statistics works best when receiver ______ is high

involvement

41

______ works best when involvement is low

Narrative (evidence)

42

as a persuader, you should not use both narrative and statistical evidence. t or f?

false, you should use both

43

a. This theory hypothesizes that familiar objects are more liked than less familiar ones and that by merely being repetitively exposed, something initially unfamiliar will be looked upon more favorable

Mere exposure effect

44

when strong arguments come first

Anticlimax, climax and Pyramidal Order

anticlimax

45

has strong arguments in the middle

Anticlimax, climax and Pyramidal Order

pyramidal order

46

when strong arguments come last

Anticlimax, climax and Pyramidal Order

climax

47

Putting the strong arguments either first or last is best/worst method

best

48

a. People are better at remembering things that are earlier or later in a sequence, rather than in the middle. t or f?

true

49

It is better to speak first if the speeches are back to back. primacy or recency effect?

primacy

50

It is better to speak last if the speeches are separated in time. primary or recency effect?

recency

51

A recency effect is more likely with uninvolving, noncontroversial material. this is considered ___ topics

bland topics

52

A primacy effect is more likely with involving, interesting material. this is considered ____ topics

intriguing

53

High involvement favors information that is clearly segmented. this is?

chunked information

54

Low involvement favors information that is uncategorized. this is?

unchunked information

55

____ theory is based on a disease metaphor

Inoculation theory

56

Inoculation is especially applicable to ?

“cultural truisms.”

57

beliefs we take for granted

cultural truism

58

d. Inoculation is less or more effective on controversial topics.

less

59

presenting arguments in favor of a single proposition ( is less persuasive)

one sided messages

60

messages are almost always more persuasive.

two sided messages

61

A “refutational” approach is required in one or two sided messages?

two sided

62

ii. The persuader must directly_____, not merely acknowledge, opposing arguments.

refute

63

_____ increases resistance to influence attempts.

a. Forewarning

64

Receivers adopt a less or more receptive state of mind.

less

65

Receivers may prepare defenses and rehearse counter-arguments t or f?

true

66

b. Forewarning’s effectiveness depends upon ?

motivation and ability to disagree

67

______ merely warns a listener of an impending persuasive message (e.g. warning of persuasive intent).

i. Forewarning

68

_____ includes actual examples of the opposing arguments

ii. Inoculation