Chapter 2 Foundations of Persuasion

Question 1

Definition of Persuasion

Answer 1

A symbolic process in which communicators try to convince other people to change their own attitudes or behaviors regarding an issue through the transmission of a message in an atmosphere of free choice.

Question 2

What are the 5 components of persuasion?

Answer 2

1. Symbolic
2. People persuade themselves
3. Free Choice
4. Transmits a message
5. Attempts to influence

Question 3

What is a symbol?

Answer 3

A form of language in which one entity represents a concept or idea, communicating rich psychological and cultural meaning. Ex. Star of Davids, flags, Holy Cross

Question 4

Persuader’s intend to do what?

Answer 4

Change another individual’s attitude or behavior and must be aware (at least at some level) that they are trying to accomplish this goal.

Question 5

Can young children be persuader’s and why?

Answer 5

No, because they have not reached the mental state to be aware that they are trying to change a person’s mind.

Question 6

Definition of Social Influence

Answer 6

Broad process in which the behavior of one person alters the thoughts or actions of another.

Question 7

When can social influence occur?

Answer 7

When receivers act on cues or messages that were not necessarily intended for their consumption.

Question 8

Can you force people to be persuaded?

Answer 8

No, you can only activate their desire and show them the logic behind your ideas. People persuade themselves.

Question 9

Persuasion typically involves change.

Answer 9

Entices people to alter their attitudes they already posses and not form attitudes.

Question 10

Persuasion Examples from chart

Answer 10

1. Friends attempt to influence another’s opinion of movies
2. Loved one’s antidrug appeal
3. Advertising
4. Health and public service message
5. Political campaigns
6. Sales and telemarketing

Question 11

Coercion examples from chart

Answer 11

1. Threatening messages
2. Employer’s directives
3. Interrogation
4. Communication in dangerously abusive relationships
5. Ban on smoking
6. Vaccine mandates

Question 12

Borderline Cases of Persuasion

Answer 12

1. Art
2. Movies
3. Music
4. Entertainment TV shows
5. News
6. Heart-rending photographs

Question 13

Definition of Coercion

Answer 13

Technique for forcing people to act as the coercer wants them to act - presumably contrary to their preferences.

Question 14

Coercion

Answer 14

When an individual perceives they have no choice but to comply. There is usually a threat or harm to the message receiver.

Question 15

Are coercion and persuasion polar opposites?

Answer 15

No, they are better viewed as lying on a continuum of social influence.

Question 16

When does coercion occur?

Answer 16

When the influence agent
(a) delivers a believable threat of significant physical or emotional harm to those who refuse the directive, (b) deprives the individual of some measure of freedom or autonomy, and (c) attempts to induce the individual to act contrary to their preferences.

Question 17

What is Propaganda?

Answer 17

Refers to instances in which a group has near or total control over the transmission of information and dissent is prohibited or forcibly discouraged.

Question 18

Examples of Propaganda

Answer 18

North Korea: religion is banned, citizens’ communications are closely monitored.

Question 19

What is the second characteristic of propaganda?

Answer 19

Falsehood. Always deceptive, presenting only one sliver of the facts - the one propagandists want people to hear.

Question 20

What is the third difference between propaganda and persuasion?

Answer 20

Propaganda necessarily involves the media, both the mass and social media. Persuasion occurs in mediated settings but also in interpersonal and organizational context - one on one, group meetings, and large political rallies.

Question 21

What is a fourth feature of propaganda?

Answer 21

The source of a message designed to appeal to masses of individuals is frequently obscured, deliberately hidden, or of unknown provenance.

Question 22

What is the fifth difference between propaganda and persuasion?

Answer 22

The semantics. Propaganda has a negative connotation to it.

Question 23

Definition of Propaganda

Answer 23

a system of communicating information, in which the communicator has near or total control over the transmission of information and relies on media to reach masses of individuals with false, deceptive, frequently covert messages; the term evokes negative connotations and meanings in others.

Question 24

Definition of Manipulation

Answer 24

A persuasion technique that occurs when a communicator hide his or her true persuasive goals, hoping to mislead the recipient by delivering an overt message that disguises its true intent.

Question 25

What are some manipulative techniques?

Answer 25

Flattery, sweet talk, and false promises.

Question 26

Is manipulation the same as coercion?

Answer 26

No, manipulations assumes free choice; it is mildly duplicitous form of persuasion. Coercion occurs when choice and freedom are compromised.