Book Flashcards
why persuasion differs from previous era’s
speed and brevity (beknoptheid)
echo chamber
Individuals are exposed to viewpoints to which they already agree
coercion
a technique for forcing people to act as the coercer wants them to act – presumably contrary to their preferences
3 persuasive effects
- shaping 2. molding 3. reinforcing
Kant’s deontological theory
morality of persuasion should be based on intentions and moral duty, not simply the consequences of an action.
Utilitarianism
we should judge actions based on their consequences. The moral act is one that promotes the greatest good for the greatest number of people
definition attitude
learned, global evaluation of an object/person that influences thought and action
definition values
ideals, guiding principles in one’s life or overarching goals that people strive to obtain
definition beliefs
more cognitive than values or attitudes. Beliefs are cognitions about the world
definition cognitive dissonance
a negative, unpleasant state that occurs whenever a person holds 2 cognitions that are psychologically inconsistent
sunk cost fallacy
thinking that one has to continue a project because it has already cost so much
IAT (Implicit association test)
illuminate attitudes, such as prejudice, that elude conscious awareness and are difficult to accurately detect through convectional scales
fear appeal
persuasive communication that try to arouse fear and conjure up negative consequences that will occur if people do not comply with message recommendations (often used in health communication).
Pre-giving
assumes that the recipient will feel pressured by the reciprocity norm that emphasized reciprocal concessions
Third-person effect
the notion that persuasive media do not affect ‘you’ or ‘me’, but ‘them’
