Approaches to Persuasion One Flashcards
Define Logos Pathos and Ethos
Logos=Logical
Pathos=Emotional
Ethos=Personal Ethical Appeal
What is a norm to repay in kind what we receive (social exchange, can be material or social/ emotional)
Reciprocation (Cialdini)
Like to remain consistent in beliefs, values, actions, allows us to think less about arguments, commitments are most effective when they are active, public, effortful and most importantly internalized.
Consistency (Cialdini)
Look at what others do/say and respond likewise, more likely to occur when others are seen as similar to us, often used in situations of uncertainty,
Social proof (Cialdini)
Person prefer to say yet to those they like
Liking (Cialdini)
WE more likely pay attention to those with power and prestige
Authority (Cialdini)
The less available something is, the more desirable
Scarcity (Cialdini)
Who argued that their principles of persuasion triggered automatic responses. Predictable
Cialdini
One among a number of possible ways of seeing something. And _______ is a way of seeing it differently, in effect changing its meaning.
Framing…Reframing
Simon and Jones
What is selecting some aspects of a perceived reality and make them more salient in a communciation text, in such a way as to promote a particular problem, definition casual interpretation, moral evaluation, and or treatment recommendation for the item described
Framing
Conceiving one thing in terms of another..a way of framing
Metaphor
This may occur through comparisons, contrasts, definitions, labeling, and word choice
Framing
This involved adapting to audiences and situations, and you use different approaches for different audiences
Coactive persuasions
What are the three different situations you address the audience with?
Emotional committment of audience, time constraints and expectations, audience expectations for the situation (coactive)
In what ways can you establish emotional bonds with the audience?
Treat as individuals, respect ideas feelings, commmunicate with not at them, create identification through similarties, appear different, rely on rewards. (coactive)
