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Flashcards in Test 2 Deck (24)
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1

Target psychological and emotional processes that operate in people

Process appeals

2

Predicts when we experience psychological tension/dissonance, we try to reduce it in some way instead of resolving the tension

Cognitive Dissonance Theory

3

Does appealing to the audience's needs have the potential to backfire? Why or why not?

Yes. They may send the wrong message. Example would be suitcase surviving a plan crash as discussed in class

4

Motivates people and prompts purchase behavior

Hot Button Appeals

5

Discovering one’s needs in order to target them

Motivational Research

6

Packard’s “Compelling Needs”

• Emotional security
• Reassurance of worth
• Ego gratification
• Creative outlets
• Love objects
• Sense of power or strength
• Roots
• Immortality

7

5 components of emotions

• Cognitive evaluation of a situation
• Physiological arousal
• Motor expression
• Motivational intentions/readiness
• A feeling state in the subject

8

Hoveland’s stages of persuasion

• Attention
• Comprehension
• Retention
• Action

9

Attitudes function to influence our emotions and feelings

Affective function

10

Premises relying on logical and analytical abilities (central route)

Content premises

11

Reasoning from general to specific

Deductive Reasoning

12

Identifies the specifics before coming to a generalized conclusion

Inductive reasoning

13

Asserted that attitudes toward objects or issues differed from attitudes toward situations

Rokeach

14

5 ways of knowing

• Tenacity
• Authority
• Intuition
• Experience
• Scientific method

15

2 facets of proof

• Reasoning (deductive)
• Evidence (inductive)

16

Error in reasoning

Fallacies

17

Fallacy identifies instances where facts that are not yet proven are assumed to be so

Begging the Question

18

Fallacy makes an unwarranted leap from one premise to another

Non sequitur

19

Arguments attack the source of the persuasive statement without addressing the reasoning behind the statement

Ad hominem

20

Fallacy uses an appeal to a higher authority or tradition

Ad verecundiam

21

Fallacy occurs when persuaders reduce a complex argument into an easily defeated, weaker argument

Straw argument

22

Fallacy assumes that once a course of action is started, it will be followed to its final conclusion

Slippery Slope

23

Fallacy assumes that because many people are doing something, it is reasonable

Ad populum

24

Conclusion is pre-supposed by initial claim with no justification

Circular reasoning