ch 13 and 14

Question 1

Persuasion is a ___ influence and power is a _______ influence

Answer 1

soft; hard

Question 2

What is ethos?

Answer 2

Appeal to authority/credibility

Question 3

What is Pathos?

Answer 3

appeal to emotions

Question 4

What is logos?

Answer 4

appeal to logic

Question 5

Milgram studies is an example of

Answer 5

ethos

Question 6

EQ means

Answer 6

Emotional intelligence, must know how to encode for target to have max impact

Question 7

“Death of a Sale” story is about

Answer 7

car sales man crossing the pathos line to be offensive

Question 8

Robert Cialdini created RASCCL persuasion meaning:

Answer 8

Reciprocity, Authority, Scarcity, Consensus, consistency, liking

Question 9

Which part of RASCCL is ethos tied to?

Answer 9

authority and consistency

Question 10

Which part of RASCCL is pathos tied to?

Answer 10

scarcity and liking

Question 11

Which part of RASCCL is logos tied to?

Answer 11

consensus and reciprocity

Question 12

Social Power is a ________ based on ________ theory

Answer 12

calculus, expectancy

Question 13

teacher has most power of those with _____________________

Answer 13

the greatest need

Question 14

How do you take away power?

Answer 14

neutralize or substitute it

Question 15

All power is a _____________ on satisfying needs

Answer 15

dependency

Question 16

Maslow’s Hierarchy of needs:

Answer 16

physiological, safety, belonginess, self esteem, self actualization

Question 17

Alderf’s ERG theory includes:

Answer 17

existence, relatedness, growth, no prepotency