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Social Psy 240 > CH.7 Persuassion > Flashcards

CH.7 Persuassion Flashcards

1
Q

What route or processing are people likely to use if they are interested in the message?

A

-The central route

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2
Q

In the question of “who says what” represents which elements of communication?

A
  • The communicator

- Message itself

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3
Q

How long does it take for credibility to diminish?

A

-a month or so

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4
Q

What is Credibility?

A

-It is the communicator’s ability to appear trustworthy & authoritative

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5
Q

What is the Sleeper Effect?

A

-The delayed impact of the message occurs when an initially wack message becomes effective after you forgot the reason for not believing it in the first place

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6
Q

What is Attractiveness?

A

-It is having qualities that appeal to an audience

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7
Q

How can the perceived trustworthiness of the communicator increase?

A

-When they are not trying to persuade

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8
Q

What are the 2 influential bases of attractiveness?

A
  • Physical attractiveness

- Similarity

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9
Q

What kind of communicators have more influence when the persuasion involves personal value?

A

-Similar communicators

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10
Q

What kind of communicators have more influence when the persuasion involves fact?

A

-Dissimilar communicators

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11
Q

What qualities does your audience possess if you have a reason-based argument?

A
  • They are analytical
  • well educated
  • central route based
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12
Q

What qualities does an attractive communicator have?

A
  • they are likeable

- appeal to the audience

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13
Q

what affect would persuasion have based on the feelings of an audience?

A

-Persuasion is enhanced by the audience’s good feelings

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14
Q

What type of person is NOT easily persuaded bc they think more before reacting?

A

-Unhappy people

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15
Q

What level of fear results in higher persuasion?

A

-Higher levels of fear

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16
Q

What kind of people is Rational-Appeals most likely to work well on?

A

-Well educated people

17
Q

How does good-feelings enhance persuasion?

A

-Linking positive thinking & emotions w/ the message

18
Q

What kind of appeal should you give your audience who already agrees w/. your message?

A

-A one-sided appeal

19
Q

What kind of effect can Fear-Arousing messages have?

A

-They can make the audience feel vulnerable but can take protective action

20
Q

What is the Primacy Effect?

A

-It occurs when info that is presented first has more influence

21
Q

What is the Principle of Similarity?

A

-It explains why we like people & that we’re influenced by people who are like us

22
Q

What kind of audience does the Emotional Appeal work best on?

A

-Uninvolved audiences

23
Q

When is the Recency Effect most effective?

A
  • When time separates the messages from each other

- The audience commits soon after 2nd message

24
Q

What is the channel of communication?

A

-The way a message is delievered

25
Q

With what appeal can persuasion on minor issues occurs more often?

A

-They occur with passively received appeals

26
Q

What is the Primacy effect?

A

-When you are most influenced by a message that appears first

27
Q

What is the Two-Step flow of communication?

A

-It is the process by which media info flows through an opinion leader who then influences others

28
Q

What are 2 audience traits that influence persuasion?

A

-Age & thoughtfullness

29
Q

What is the Life cycle explanation of attitude change?

A

-The idea that attitudes change as we age

30
Q

When would the power of persuasion decrease?

A

-When the significance & familiarity of the issue increases

31
Q

What technique has the largest impact on persuasion?

A

-Personal contact

32
Q

What is the Generational explanation of attitude change?

A

-As we age we hold onto earlier attitudes, these attitudes are often different than younger people’s beliefs (ours stay stable through time)

33
Q

What kind of explanation of attitude change does research primarily support?

A

-The generational explanation of attitude change

34
Q

What is a Counterargument?

A

-it is an argument against the given message

35
Q

How can you suppress counter-arguments?

A

-Via successful distractions

36
Q

What kind of individuals use the peripheral route to persuasion?

A

-People w/ low need for cognition

37
Q

What is Attitude Inoculation?

A

-Mildly attacking a message to make it stronger by building resistance to stronger attacks

38
Q

What kind of individuals use the central route to persuasion?

A

-people w/ high need for cognition

39
Q

What are the characteristics of people w/ high need for cognition?

A
  • They use the central route

- They think carefully

Social Psy 240 (12 decks)

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