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Survey of Latin America > Persuasion Exam 1 Chapters 1-7 > Flashcards

Persuasion Exam 1 Chapters 1-7 Flashcards

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1
Q

The early greeks’ effort to systematize persuasion was called

A

rhetoric

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2
Q

Aristotle thought that persuasive messages are most effective when …

A

… they are based on the common ground between the persuader and the persuaded

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3
Q

According to the ELM there are times when a persuasion requires only a momentary period of concentration on an issuer. This type of persuasion occurs in the

A

peripheral information processing route

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4
Q

Coercion involves choice while persuasion relies on force to gain compliance (true or false)

A

False

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5
Q

Because we rarely act in accordance with persuasion unless we participate or interact in the process, all persuasion is, in a sense…

A

self-persuasion

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6
Q

One of the 2 major ethical responsibilities of receivers/audiences of persuasion?

A

reasoned skepticism

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7
Q

Ethical responsibility includes…

3 things

A

adherring to agreed upon standards

being accountable to other individuals and groups

being accountable to one’s own self-conscience

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8
Q

Demagogue

A

a negative ethical judgement of a persuader

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9
Q

Communications tha degrade belittle humiliate or disrespect individuals and groups based on their race, ethnicity, nationality, religion sex, or sexual orientation are referred to as…

A

Hate Speech

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10
Q

Instances when individuals or groups are perceived as outside the boundary in which moral values, rules, and considerations of fairness apply.

A

Moral Exclusion

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11
Q

What famous book written by Aristotle is credited with laying the foundation for much of what we currently study in the area of persuasion?

A

Rhetoric

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12
Q

Aristotle was an accent Greek philosopher who described…

A

what happens when persuasion occur (still relevant today)

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13
Q

The 3 contexts that dominated Aristotle’s thinking with regard to segmented audiences

A

Forensic discourse

Epideictic discourse

Deliberative discourse

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14
Q

Walter Fisher is best known for challenging the assumption that people are essentially rational individuals basing their decisions on the quality of arguments and evidence. The assumption Fisher gives instead is known as…

A

narrative Paradigm

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15
Q

The term that refers to the way a story hangs together and thus has meaning or impact is…

A

coherence

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16
Q

Joe was reading a PSA about drug use. When reading the PSA, Joe carefully evaluated the messages and engaged in conscious scrutiny of the arguments. We could say Joe was…

A

Using the central route to persuasion

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17
Q

According to research, shock conditions tend to produce greater recall in recipients than…

A

the information and fear conditions.

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18
Q

Rather than focus on the truth of the content of a speech, the Roman rhetorician Quintilian focused on…

A

The character of the speaker

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19
Q

Kenneth Burke’s study of motivation which uses the key terms of drama (act, scene, agent, agency, and purpose) is called…

A

The pentad

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20
Q

Kenneth Burke suggests we need to make Aristotle’s principles…

A

…more relevant for contemporary cultural contexts.

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21
Q

Lauren enjoys Campbell’s soup. She likes the red can; it reminds her of home and makes her feel warm. Lauren’s processing can be understood by both the ___and ___ routes to persuasion.

A

Central and peripheral

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22
Q

Micheal was recently persuaded to quit smoking because he read a message from the Surgeon General. But a month after hearing the message from the credible source Micheal began to forget who told him to quit and why. Eventually he started smoking again. This is an example of…

A

The sleeper effect

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23
Q

Christian is often persuaded to use the same kinds of shaving products that his friends use. He assumes that his friends are similar to him, so the same shaving products should work well for him. Christian is persuaded by _______, which is a _______ cue.

A

Similarity and peripheral.

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24
Q

Since recipients must believe that fear can be countered by some action, high fear messages are most effective when accompanied by…

A

Efficacy

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25
English is the 1st language of ____ countries.
45
26
The fact that a lightning bolt on an electrical device tells me to "Watch out! You could electrocute yourself." is an example of what?
Signification
27
In order to understand the total meaning of a religious ceremony, one would have to experience the entire thing. In other words, they would have to receive the...
Presentational meaning
28
_____ is similar to Aristotle's term 'common ground'
Identification
29
Dr. Kate's persuasion class is as fun as a tailgate party" is an example of a _____
simile
30
What does it mean when I put my words in quotation marks such as: You are "interesting"?
Flagging the word, using it in a different way with a different meaning.
31
We need to heed the advice of the semanticists more than ever because...
...we increasingly interact in virtual space.
32
According to general semantics, what physically exist in the world is called...
Territories
33
The private, metaphorical, emotional meaning for a concept is referred to as.
Connotation
34
According to Langer and other, the ability to create powerful symbols distinguishes...
...humans from nonhumans
35
The ______ dimension of language deals with the feel and texture of words.
Thematic
36
Sometimes words repeat consonants or consonant sounds. This is called...
Alliteration
37
A ______ is a phrase that is unchallenged, demanding sacrifice or obedience.
God term
38
In the Monica Lewinsky Scandal, Clinton declared that "I have never had sex with that woman!" He was using which dimension of language?
Semantic
39
"Pithy phrases" (called "synedoches") do what?
simplify complex ideas into easy-to-remember sentences. | ex: The word “suits” refers to businessmen.
40
"Make me Meatloaf like Mother used to Make-get Mom's Meatloaf Magic" is an example of
Alliteration
41
Matching sensory language with persuades...
...increased the co-creation of meaning.
42
Metaphors also help in framing...
...the issue or topic to give the audience a way of seeing things.
43
During the 2008 campaign for the Presidential nomination, almost every candidate's slogan involved the word "change." This is an example of the ...
strategic uses of ambiguity
44
Appeals that rely on human needs, emotions, attitudes, and the psychic comfort we feel over decisions we make are referred to as...
emotional appeals.
45
Packard's "compelling needs" approach to the needs premise is based on...
...his observations on the rapidly evolving advertising industry of the motivation research era.
46
Packard's first compelling need was the need for
emotional security
47
Packard refers to feelings of self-importance and having one's ego stroked as
ego gratification
48
When a parent feels lonely and unneeded when the last kid goes off to college, gets a job, or gets married, the parent will often find activities or objects to fill the void that is left. Packard refers to this need as...
...the need for love objects.
49
In most uses of fear appeals...
...the persuader must first convince us of the probability of the threat before offering us a means (usually a product or practice) of avoiding it and then demonstrating that the proposed solution will work.
50
Festinger hypothesized that dissonance was caused...
...by two or more pieces of information not fitting together.
51
Which of the following is one of the 5 basic components of emotion as identified by Nabi (2002)?
Motor expression Cognitive evaluation of a situation Physiological arousal
52
Attitudes have an important social function since...
... they can either foster or discourage social networking.
53
In most uses of fear appeals, the persuader must first...
...convince us of the probability of the threat before offering us a means (usually a product or practice) of avoiding it and then demonstrating that the proposed solution will work.
54
Assumes a "rational actor"
reasoned action
55
Fear and Danger process
pleasure-pain principle
56
The Rhetoric
Aristotle
57
Perfect Polly Pet
Alliteration
58
Exerts primary influence verbally
Primacy
59
credibility
?
60
dialect method used to pursue truth
?
61
synthesizes argumentative/aesthetic
?
62
Behavioral intent
Planned Behavior
63
Comprehensive review of information
Central route
64
Includes "Perceived behavioral control"
Ethics
65
Build & refute weak counterarguments
Ranks Model
66
Selective attention/perception/exposure
Ambiguous language
67
Hitler, Jim Jones, Sen McCarthy
Demagogues
68
From a legal perspective, illegal communication behavior also is unethical, but that which is not specifically illegal is ethical (T or F)
False
69
The term "power orientation" is typically a label to designate a critical mass of people coming together to address problematic actions (T or F)
False
70
Power orientation
social movement - mass of people address problematic actions critical theory- focuses on situations and injustices radical movements- question if force, violence, harassment, are justifiable has no easy answer
71
Some research has found that taller people are considered more trustworthy and credible than shorter people (T or F)
True
72
The greater the importance we place upon others as influential in our own life, the more likely we are to believe or behave as they do (T or F)
True
73
When persuaders alter their ideas and proposals so as to appear to be more in line with the needs, capacities, values and expectations of their audience, they are engaging in ...
Adaptation
74
Rather than focus on the truth of the content of a speech, the Quintilian approach focused on...
speaker character
75
One form of double speak using highly technical or specialized language to confuse the receiver is known as
Jargon
76
_____ is similar to Aristotle's term "common ground"
Identification
77
SMCR Model
S - source M - message C - Channel R - receiver
78
ELM
Elaboration likelihood model, 2 routes of processing - central and peripheral
79
Theory of reasoned action
passed through central processing route
80
Narrative theories
based on the premise that humans like stories/drama
81
Ranks model
intensify their own good points intensify opposition weak points downplay their own weak points downplay opposition good points
82
Aristotles golden mean
continuum | no action.....right amount....too much
83
the ethics of ends and means
Does the end justify the mean?
84
Ethical perspectives (5)
Human nature- reasoning, symbol use and value judgements Political- assessing if a behavior reflects the value Situational- contextual factor influence ethics Legal- "it's the law" constantly in flux Dialogical- effect values of dialogue instead of monologue
85
Some methods for ranks model
intensify - repitition, association, composition | downplay - omission, diversion, confusion
86
Plato's Dialogic Approach
we do not see truth directly but as indirect images
87
Quintilian's Focus on Character
School of rhetoric, focuses on character of the speaker rather than truth of the content
88
Scott's Epistemic Approach
truth is seen as moments in "human, creative process."
89
Burkes Dramatistic Approach | dramatic pentad
1. Act or description of what takes place 2. the scene providing the background or context of the act. 3. The agent or person who performs the act 4. Agency or the means or interments of accomplishing the act 5. the purpose
90
Fisher's Approach
Narrative Paradigm
91
HSM - heurustic systematic model
2 routes - systematic processing route (comprehensive treatment of judgement) -heuristics (fast low level-effort process that relies on activation judgement rules)
92
Unimodel
wish, hope, like, try, want, commit
93
Magic words of persuasion
because, now, imagine, please/thank you, a persons name,
94
Heider's Balance Theory
Birds of a feather flock together P-you O-other person X-Behavior/belief/audience
95
Primacy-Precency effects
Strongest points first or last impressions
96
Inoculation Theory
Small dose of opposing side. build counter arguments - build up resistance.
97
Fear and Drive Reduction
pleasure-pain principle- attracted to rewarding situations, seek to eliminate uncomfortable conditions.
98
Anchor effect
internal reference point used to COMPARE other persons issues, products encountered.
99
Heider's Balance Theory
The consistency motive is the urge to maintain one's values and beliefs over time.
100
EPPM - Extended Parallel Process Model
self efficacy (can I do the action?), response efficacy (will doing this help?), susceptibility (how likely is it I am at risk?), severity (how bad would it be?)
101
Langer's Approach to Language Use
ability to create symbols distinguishes humans from non humans. Signification, Denotation, Connotation.
102
Signification
What it is
103
Denotation
Dictionary Definition
104
Connotation
Emotional response to the word
105
Functional Dimension
Motivate action, identify causes and effects, lay or deflect blame
106
Semantic Dimension
Shades of meaning given to language
107
Thematic Dimension
Words have feeling, texture or theme: onomatopoeia, assonance, alliteration.
108
Syntax
the arrangement of words and phrases to create well-formed sentences in a language.
109
Berger's methodology for doing semiotic analysis
isolate important signs in text. identify structure. identify narrative. determine whether medium being used effects content.
110
Vance Packard's Motivation Research
3 things 1 we don't know what we want when we make a purchase 2 can't rely on what someone says they like or dislike 3 we don't usually act logically when we buy
111
Packard's Compelling needs
``` emotional security reassurance of worth ego gratification creative outlets love objects sense of power or strength roots - new product based on old immortality ```
112
Larson’s def. of persuasion
the process of dramatic co-creation by sources and receivers of a state of identification through the use of verbal and/or visual symbols.
113
2 Ethical responsibilities of receivers
Image of persuades as passive participants | Image of persuades as active participants
114
Audience adaptation- | ethical intermediate point
ethical to alter your thinking to get max impact from audience? ends justify means?
115
Enthymeme
an argument in which one premise is not explicitly stated.
116
Ethos
Credibility
117
Logos
Logical
118
Pathos
Emotional
119
Syllogism
an instance of a form of reasoning in which a conclusion is drawn (whether validly or not) from two given or assumed propositions
120
Compliance gaining
the intentional act of altering another's behavior
121
Face threat
may threaten either the speaker's face or the hearer's face, and they may threaten either positive face or negative face.
122
Guilt (according to Burke)
use of language as symbolic means of inducing cooperation in beings that respond to symbols
123
Sub-stances
sub- beneath | stances- ground or places
124
Weaver’s grammatical categories
type of sentence used by person offers clues to that person's world view.
125
God words/devil words
God - Devine, holy, angelic | Devil - evil, dark side
126
Maslow’s needs
Transcendence: helping others self-actualize Self actualization: personal growth, self fulfillment aesthetic: beauty, balance, form cognitive: knowledge, meaning Esteem: reputation, responsibility social/love: family affection safety: security, protection physiological/biological: air, food, water, sex, sleep
127
Sources of Dissonance
loss of group, economic loss, uncertainty
128
Sources of Consonance
reassurance of security, demonstration of predictability, use of rewards

Survey of Latin America (5 decks)

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