Week 5 - Chapter 5 Flashcards
(71 cards)
What is the door-in-the-face technique, according to Kenneth?
A strategy to persuade people to give you what you want, to help you achieve your goals
What is an example of the door-in-the-face technique?
It starts with a person making a very large request of someone, that is unreasonably large, and knowing that the other person is likely to refuse because it is unreasonable. Then, after some time, you ask for what you really want, which is a smaller request that is more reasonable. This second request is what you would like to have them agree to.
With the door-in-the-face technique, the probability of the person you’re trying to persuade saying yes to the smaller request is much higher if:
they deny and reject the first larger request
What is the low ball technique?
When someone tries to tell you something (an idea or service they want a certain amount of money) and you low-ball them and offer an even lower amount, which they reject, which leads to negotiation
What is the foot-in-the-door technique?
When you ask for a small request that you think will be agreed to, but the initial small request is not really what you think you want - it’s a strategic maneuver when you’re trying to manipulate the other person.
What is the example of the door-in-the-face technique technique that Kenneth said is going to be on the exam?
Inviting a friend over, and then asking if they can sleep over once they’re over
What is the purpose of the Yale University Model?
To identify factors that affect the success of a persuasive message
Factors can also be known as __________
variables
What are the factors that can potentially be effective for persuading people?
Attractiveness, likeability, similarities, familiarities, credibility
Credibility involves the perception of ______________
trustworthiness
What does credibility increase?
Attitude change, and persuasion
What is the discounting theory?
When the audience immediately minimizes the value/validity of the message
What is the dissociation theory?
When later in time, the audience has a selective memory for content. Also, later in time, the audience may selectively forget who said what, but recall what was said
What is a one-sided message?
If your message is all pros or all cons, its one-sided
What is a two-sided message?
If your message has both pros and cons, its two-sided
Research shows that the communicator ought to express both strengths and weaknesses if they want to increase the probability of _________ ______
attitude change
What are the three factors that account for contradictory findings
1) The magnitude of the unpleasantness, 2) The subjective probability that the feared event will occur, 3) The perceived effectiveness of the recommended action
What is the 4th factor that has been identified that accounts for contradictory findings?
Self-efficacy
What is self-efficacy?
The degree of confidence a person has in their ability to implement the recommended action
The bottom line is that all of the persuasive implications are trying to get people to implement the:
recommended course of action; whatever that may be
Elliot Aronson, Judith Turner, and Merrill Carlsmith (1963) found that a(n) ______ source would elicit the most opinion change when advocating a position _______ the recipients
credible; very different from
The ______ effect occurs when information that is presented first has the most influence on the audience
primacy
Shawn received some bad news, which put him in a bad mood. Mitch wants to convince Shawn to join his new group. To increase his chances of persuasion, Mitch should:
put Shawn in a better mood
Jenny is presenting a message in support of recycling. Since she knows her opponent will present reasons people do not need to recycle, she uses a ______ appeal
two-sided
