Anglais 3ANGA Flashcards
Free will and compliance
QUI?
Joule et Beauvois
Theory of commitment
QUI?
Kiesler
small request followed with a second, larger
TECHNIQUE?
FITD
Foot in the door
large request (refused) followed by a smaller one (then accepted) TECHNIQUE?
DITF
Door In the face
people put themselves in a trap by responding to a simple question of “how are you?” that makes them at ease, then comes the request
TECHNIQUE?
Foot in the mouth
an item or service is offered at a low price, then it increases when people got it
TECHNIQUE?
Low balling
amorçage
technique utilisée par les pubs de type vente à la télé, fonctionne bien d’après les recherches
that’s not all
the persuader places the recipient in a state of fear, only to quickly eliminate the threat, and replace it with a mild request for compliance
TECHNIQUE?
fear-then-relief
a communicator makes a request in an unusual manner, piquing the target’s interest
TECHNIQUE?
Pique
demande incongrue
utilisation d’un leurre (pub aguichante) pour amener le client ds un magasin, qui s’aperçoit ensuite que ne sont offertes que de moins bonnes offres
TECHNIQUE?
bait and switch
nom de toutes ces techniques d’influence?
Sequential influence techniques
compliance-gaining VS persuasion
Persuasion is making another person change his/her beliefs, opinions, and attitudes about sthg VS compliance gaining is more coercive. Compliance gaining is often a function of dominance, hierarchy, rights, and power.
preliminary act suivi d’un message de renforcement
C’est QUOI?
binding communication
binding communication VS persuasive communication
in binding comm, the target has an actor status, it is not a mere receiver
OLFACTORY
“tip of the nose state”
on reconnaît ce qu’on sent mais on ne sait pas le nommer
OLFACTORY
the perception of a mixture is global (not the sum of its compounds)
QUI? MVT?
Holley
Gelstalt theory
OLFACTORY
sensation VS perception
les sensations sont captées par les 5 sens (reçues, transformées et transmises) PUIS
le cerveau interprète ces sensations (=perception)
OLFACTORY
combien d’odeurs existent?
10000
OLFACTORY
les seuils de perception (5)
- absolute threshold
- difference threshold
- signal detection (au milieu d’un brouhaha par ex)
- subliminal
- sensory adaptation (au bout d’un moment l’odeur, le bruit ne nous dérange plus)
ANXIETY
“emotional state with the subjectivity quality of fear as a closely related emotion”, selon Lewis
C’EST QUOI?
anxiety
ANXIETY
treatments
-medication:
betabloquants / benzodiazépines (anti-anxiété, ADDICTIF) / SSRI et MAOIs (anti-dépresseurs)
-psychotherapy:
cognitive-behavorial
ANXIETY
3 conditions de l’agoraphobie
- public transport
- crowded public places
- to go out alone
ANXIETY
Freud/ fear of a real object (ex: attaque au gun)
Quel type d’anxiété?
reality/ overt anxiety