test 2 Flashcards by Shante woods

What type of research are persuasive effects mostly based upon?

experimental research

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What is the problem with relying on experimental research?

Defining variables can be problematic

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What are 3 broad categories of persuasive effects?

Message
Source
Receiver

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Explain Primacy and Recency effects

Primacy put the most important argument first.

Recency put the most important argument last.

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What is pyramidal order and which is most persuasive?

places the strongest argument in the middle of the message.

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Explain the impact time delay on persuasive outcomes

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implicit

refers to messages designed so that audiences can draw their own conclusions.

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explicit

refers to messages designed so that conclusions are drawn for the audience.

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Which is more effective?

Explicit Conclusions

Listeners aren’t knowledgeable
Complex message is complex or difficult to understand
Listeners have low involvement

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Why is repetition thought to be so effective?

comprehend the message better.

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Mere Exposure Theory

the more familiar we are with an item, the more we like it.

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When is repetition most effective?

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Is quality or quanity of arguments more important?

This effect may depend on personal preference

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one-sided messages

present arguments in favor of the position, but ignore opposing arguments.

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two-sided messages

discuss supporting and opposing arguments

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Define one-sided non-refutational arguments and two-sided nonrefutational

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How does fear affect persuasive outcomes?

the more fear, the more vulnerable the audience feels, and the more persuaded we are.

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What factors might be relevant to the impact fear has on persuasive outcomes

The effectiveness of fear appeals (scare tactics, health risk messages) is influenced by a variety of factors.

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Why do persuasive scholars say that humor has an indirect impact on persuasion

Jokes themselves do not persuade, but humor may assist in persuasion

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What do we know about the use of self-deprecating humor and gender and humor?

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Are examples or statistics more effective?

examples

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What is pre-giving?

the act of getting someone to comply by doing something nice for them in advance

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why does pre-giving work?

We feel indebted so we repay (I’ll scratch your back if you’ll scratch mine).

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when does pre-giving not work?

if I feel bribed

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foot in the door

Give me an inch and I’ll take a mile.

door in the face

Ask for a really large request (to be rejected), then follow with a small request (to be accepted).

foot in the mouth

When asked how you are feeling (and replying favorably), you may be committing yourself to act in a consistent way.

Define credibility

judgments made by the perceiver concerning the believability of a communicator

What are 4 features of credibility

Receiver-based Multi-dimensional Situational Dynamic

2 dimensions of credibility

Good character ---- trustworthy | Rational/legal ideal--- competence

How are each measured

willing

make statements which are consistent with their interests.

Reluctant sources

make statements which go against their interests

Explain the problems with defining and assessing source credibility

The reaction of the audiences to high and low credibility sources are sometimes unpredictable

Explain the sleeper effect

Under the right conditions, the delayed impact of a message might “grow on” a receiver.

How does education, occupation, experience, non-fluencies, speaking rate, source citations, and position advocated affect persuasive outcomes?

Are liked or disliked sources more effective?

Generally, liked communicators are more effective than disliked ones.

When are disliked sources more effective?

How do similarity and physical attractiveness affect liking

Are women less influential than men? why?

women are less influential than men Gender stereotypes portray men as more competent than women, and women as more communal, likeable.

What does it mean to say a woman’s influence is conditional?

legitimation

the power to gain acceptance because of who you are

mystification

Use of special symbols and technical jargon to communicate authority

source/placebo

Sources can create the expectation of change, thereby producing it

authoritarianism.

References to authority may create effective persuasive appeals.

In what ways does nonverbal communication influence persuasion?

Nonverbal communication (NV) helps us create expressions of ourselves (as powerful, credible, authoritative).

immediacy

warmth, closeness, friendliness, involvement

explain the direct effects model of immediacy.

How does kinesics, haptics, proxemics, chronemics, and artifacts affect persuasion?

Kinesics

“to move;” eye contact, facial expressions, body movements, posture, gestures

Haptics

Touch

Proxemics

use of space

Chronemics

study of time

Artifacts

Clothing, physical features

mirroring

why might touching “work; when doesn’t it

in a bar for more tips it doesnt work at certain jobs

expectancy violations theory

principle of scarcity

nonurgency

mesomorph

seen as big and loud

ectomorph

seen small and shy

endomorphs

seen as warm and funny

What are some problems with studying the audience?

Rarely are audience’s as homogenous as we assume. | Commercial television has made diverse audiences a given.

What impact does sex, self-esteem, and intelligence have on receiver persuasibility?

Explain inoculation theory. Does it work?

The biological metaphor

advocate’s conviction

bad faith

identification

advocate and the audience share the same cultural beliefs

What are 5 cultural parables?

``` The Mob at the Gates Triumphant Individual Benevolent Community Rot at the Top The Man’s Man ```

Name 2 types of deception

Benign Fabrications | Exploitive

why do we lie?

``` To benefit others To affiliate To maintain privacy To avoid conflict To impress To protect self To benefit self To harm another ```

What behaviors give us away?

``` Blink more often Move hands more Make more speech errors Are more brief Pupils dilate Include less relevant material Shrug more Hesitate more Overgeneralize ```

Who is best at lying?

High self-monitors are better liars than low self-monitors.

What is the 4 factor model

People are anxious or aroused when they lie. | Because we don’t want to be caught we try to control our behaviors

stereptype we have about liars?

We think liars do not make direct eye contact, but in reality they make more eye contact than truth tellers.