8 Persuasion

Question 0

Ego-defensive function

Answer 0

Attitudinal function that enables people to maintain cheers believes about themselves and the world by protecting them from contradictory information

Question 1

Utilitarian function

Answer 1

Attitudinal function that serves to alert people to rewarding objects and situations they should approach and costly or punishing objects or situations they should avoid

Question 2

Value-expressive function

Answer 2

Attitudinal function whereby attitudes help people express their most cherished values – usually in groups in which these values can be supported and reinforced

Question 3

Reference groups

Answer 3

Groups whose opinions matter to a person in that affect the person’s opinions and beliefs

Question 4

Knowledge function

Answer 4

Attitudinal function whereby attitudes help organize people’s understanding of the world, guiding how they intend to, store, and retrieve information

Question 5

Heuristic-systematic model

Answer 5

Model of persuasion that maintains that there are two different routes of persuasion: the systematic route in the heuristic route

Question 6

Elaboration likelihood model (ELM)

Answer 6

Model of persuasion that maintains that there are two different routes of persuasion: the central route in the peripheral route

Question 7

Central (systematic) route

Answer 7

Persuasive route we are in people think carefully and deliberately about the content of the message, attending to its logic, cogency, and arguments as well as two related evidence and principles

Question 8

Peripheral (heuristic) route

Answer 8

Persuasive route we are in people attend to relatively simple, superficial cues related to the message, such as the length of the message or the expertise or attractiveness of the communicator

Question 9

Source characteristics

Answer 9

Characteristics of the person who delivers the message, including the persons attractiveness, credibility, and expertise

Question 10

Sleeper effect

Answer 10

Fact that occurs when messages from unreliable sources initially exert little influence but later cause individuals attitudes to shift

Question 11

Message characteristics

Answer 11

Aspects of the message itself, including the quality of the evidence in the explicitness this of its conclusions

Question 12

Identifiable victim effect

Answer 12

Tendency to be more moved by the plight of a single, vivid individual then buy a more abstract number of individuals

Question 13

Receiver characteristics

Answer 13

Characteristics of the person who receives a message, including age, mood, personality, and motivation to attend to the message

Question 14

Third person effect

Answer 14

Assumption by most people that “other people” I’m more prone to being influenced by persuasive messages (such as those in media campaigns) then they themselves are

Question 15

Agenda control

Answer 15

Efforts of the media to select certain events and topics to emphasize, thereby shipping which issues and events people think are important

Question 16

Thought polarization hypothesis

Answer 16

Hypothesis that more extended thought about a particular issue tends to produce more extreme, entrance attitudes

Question 17

Attitude inoculation

Answer 17

Small attacks on people’s beliefs that engage their attitudes, prior commitments, and knowledge structures, enabling them to counteract a subsequent larger attack and be resistant to persuasion.