Ch 7 - Language And Persuasion

Question 1

Familiar phases

Answer 1

More persuasive- familiar phrases work as used in peripheral root (money doesn’t grow on trees)
Less persuasive- familiar phrases when audience using central root

Question 2

Euphemisms

Answer 2

More: use well known ones for more effect. Perceived as less threatening and more tasteful message
Less: newer, less familiar euphemisms have less impact

Question 3

Avoid profanity

Answer 3

More: increases credibility and persuasiveness. Moderate profanity could increase credibility as peripheral cue
Less: excessive profanity is generally perceived as less credibility

Question 4

Politically correctness

Answer 4

More: using politically correct language combined with positive language and non verbal is more persuasive
Less: being politically incorrect or politically correct but insincere decreases perceived credibility

Question 5

Descriptive language

Answer 5

More: use vivid, descriptive language when congruent with topics/message
Less: incongruent with message is non-persuasive

Question 6

Audience style

Answer 6

More: match language style to audience style and expectations. Intensity of language persuades audiences who relate
Less: language intensity overwhelms non intense audiences

Question 7

Labeling terms

Answer 7

More: labeling terms depend on audience. May be pos or neg. link to Saphir-Whorf hypothesis and perception.
Saphir-Whorf: language is both instrument and environment - words we use can influence your view of the world - framing

Question 8

Female vs. Male

Answer 8

F more persuasive to M when using powerless speech
F more persuasive to F when using powerful speech
No differences to M

Question 9

Powerless language reduces credibility

Answer 9

• hesitations
• hedges
• intensifiers
• polite forms
• tag questions
• disclaimers