Chapter 6

Question 0

Involves the persuaders ability to command and compel an audience

Answer 0

Charisma

Question 1

Is a certain quality of the individual personality by virtue of which he is set part from Ordinary men and treated as endowed with supernatural or at least exceptional power and qualities

Answer 1

Charism

Question 2

People are socialize to obey authority and they are awarded when doing so

Answer 2

Early socialization

Question 3

Status of an institution clothing gender all serve as peripheral cues, calling up the rule of thumb that you do what the authority asks

Answer 3

Trappings of authority

Question 4

The experiment set I motion powerful psychological forces that locked participants into compliance

Answer 4

Binding forces

Question 5

T/F more individuals obeyed when the experimenter sat a few feet from them hey when the experimenter had left he room and relayed orders by phone

Answer 5

T

Question 6

Who coined ethos

Answer 6

Aristotle

Question 7

describes qualities of the source that facilitated persuasion

Answer 7

Ethos

Question 8

The attitude toward a source of communication held at a given time by a receiver

Answer 8

Ethos

Question 9

Name three layers of credibility

Answer 9

Enterprise, trustworthiness, and goodwill

Question 10

Enterprise

Answer 10

The knowledge and ability ascribed to the communicator

Question 11

Refers to the communicators perceived honesty character and safety

Answer 11

Trustworthiness

Question 12

Convey that they have the listeners interests at heart show understanding of others ideas and emphatic toward their audiences problems

Answer 12

Goodwill

Question 13

What are critical situational factors

Answer 13

Audience size, communicators role, cultural dynamics

Question 14

Is the presumption that the communicator has a biased view on an issue

Answer 14

Knowledge bias

Question 15

t/F communicators that are perceived to harbor knowledge bias don’t change attitudes

Answer 15

T

Question 16

When the communicator is perceived to violate their knowledge bias they are perceived to be more credible (t/f)

Answer 16

T

Question 17

This is the perception that the persuader has opted not to present certain facts or points of views

Answer 17

Reporting bias

Question 18

When speakers are guilty of reporting bias they loss credibility (t/f)

Answer 18

True

Question 19

When the audiences expectations are violated he speaker is seen as credible and convincing (t/f)

Answer 19

T

Question 20

Similarity may fail if it suggests to the reviewer that the persuader is just like I am and therefore no expert T/F

Answer 20

T

Question 21

Likable communicators change attitudes (t/f)

Answer 21

T

Question 22

Physical attractiveness is a peripheral cue

Answer 22

True

Question 23

help form attitudes; capture attention; can be effective under low involvement

Answer 23

Contextual factors

Question 24

Likable communicators

Answer 24

Make people feel good; put people in a good mood; convey that have the people interests at heart