Chapter 6 Flashcards
Involves the persuaders ability to command and compel an audience
Charisma
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
Charism
People are socialize to obey authority and they are awarded when doing so
Early socialization
Status of an institution clothing gender all serve as peripheral cues, calling up the rule of thumb that you do what the authority asks
Trappings of authority
The experiment set I motion powerful psychological forces that locked participants into compliance
Binding forces
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
T
Who coined ethos
Aristotle
describes qualities of the source that facilitated persuasion
Ethos
The attitude toward a source of communication held at a given time by a receiver
Ethos
Name three layers of credibility
Enterprise, trustworthiness, and goodwill
Enterprise
The knowledge and ability ascribed to the communicator
Refers to the communicators perceived honesty character and safety
Trustworthiness
Convey that they have the listeners interests at heart show understanding of others ideas and emphatic toward their audiences problems
Goodwill
What are critical situational factors
Audience size, communicators role, cultural dynamics
Is the presumption that the communicator has a biased view on an issue
Knowledge bias
t/F communicators that are perceived to harbor knowledge bias don’t change attitudes
T
When the communicator is perceived to violate their knowledge bias they are perceived to be more credible (t/f)
T
This is the perception that the persuader has opted not to present certain facts or points of views
Reporting bias
When speakers are guilty of reporting bias they loss credibility (t/f)
True
When the audiences expectations are violated he speaker is seen as credible and convincing (t/f)
T
Similarity may fail if it suggests to the reviewer that the persuader is just like I am and therefore no expert T/F
T
Likable communicators change attitudes (t/f)
T
Physical attractiveness is a peripheral cue
True
help form attitudes; capture attention; can be effective under low involvement
Contextual factors
Likable communicators
Make people feel good; put people in a good mood; convey that have the people interests at heart
