ch. 14 Persuading Flashcards
what are the 4 purposes of persuasive strategies?
1) strengthening commitment
2) weakening commitment
3) conversion
4) Inducing a specific action
what is a hostile audience?
an audience that is strongly committed in opposition to the views of the speaker
what is conversion?
abandoning one belief or value and replacing it with another
what question does the elaboration likelihood model aim to answer?
how people are persuaded
what is elaboration?
the listener’s tendency to think about info related to the topic of the speech
what is selective listening?
the tendency to ignore something you don’t want to hear
what is selective perception?
the tendency not to notice and more quickly forget stimuli that causes emotional discomfort and contradicts our prior beliefs
what are 4 types of selective perception?
1) denial
2) dismissal
3) belittling the source
4) compartmentalization
what is denial?
the refusal to accept the claim in a message no matter how strong its justification is
what is dismissal?
disregarding a msg (even if it is generally true) bc one disputes that it applies to oneself
what does it mean to belittle the source?
to use only one source to support your speech, lowering your credibility
what is compartmentalization?
keeping two conflicting beliefs separated so that one need not to be conscious of the conflict btw them
