e3 bulk Flashcards
1
Q
Persuasion
A
The process of using messages to influence an audience’s attitudes or behaviors
2
Q
Symbols
A
Things that stand for or represent something else; they are initially arbitrary and literally changing
3
Q
Conventionalized symbols
A
Symbols that have been socially agreed upon to have specific meaning
4
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Denotative meaning
A
The dictionary definition of a word or symbol
5
Q
Connotative meaning
A
The personal or emotional associations surrounding a word or symbol
6
Q
Shared meaning
A
When communicator and audience share an understanding; necessary for language to work
7
Q
God terms
A
Words with the greatest blessing in a culture (e.g., family values, truth, children)
8
Q
Devil terms
A
Words that are considered disgusting and abhorrent in a culture (e.g., racist, sexual predator)
9
Q
Charismatic terms
A
Abstract and mysterious words with power (e.g., freedom, democracy, natural)
10
Q
Aphorisms
A
Famous sayings and proverbs that function as peripheral cues in persuasion
11
Q
Ultimate terms
A
Revered and accepted words within cultures (includes God terms, Devil terms, and Charismatic terms)
12
Q
Richard Weaver’s Ultimate Terms
A
Classification of culturally significant words (God terms, Devil terms, and Charismatic terms)
13
Q
Role of aphorisms in persuasion
A
Provide credibility through cultural wisdom and serve as peripheral cues that allow people to make quick judgments
14
Q
Framing theory
A
Presenting the same facts in different ways to influence perception and decision-making
15
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The Mark Sinclair effect
A
Another name for framing theory focusing on how presentation affects perception
16
Q
Sapir-Whorf hypothesis
A
The theory that language and labels structure the way we perceive the world
17
Q
Terministic screens
A
Kenneth Burke’s term for how words direct attention to some aspects of reality while ignoring others
18
Q
Power of names
A
How names and labels influence impressions and construct identity
19
Q
Role of symbols in persuasion
A
Symbols create shared meaning and emotional connections that can influence attitudes and behaviors
20
Q
Power of labeling
A
The way that naming something defines how people perceive and respond to it
21
Q
Stickiness
A
Qualities that make ideas memorable (Simple Unexpected Concrete Credible Emotional Stories)
22
Q
Euphemisms
A
Mild or indirect words substituted for harsh or direct ones
23
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Doublespeak
A
Language used by people in power to hide or control the environment
24
Q
Frank Luntz
A
Researcher famous for framing research and coining terms like “climate change”
25
Frank Luntz's words
Terms identified as particularly effective (e.g., imagine, inspire, results, solutions)
26
Profanity
Curse words that rarely help persuaders and tend to lower credibility
27
Profanity and persuasion
Generally decreases credibility except when authenticity is needed or speaking to certain audiences
28
Slang
Informal vocabulary intelligible to particular groups that can build identity and culture
29
Powerless language
Speech features that signal low status (disclaimers, hedges, hesitations, polite forms)
30
Powerful language
Assertive speech that enhances persuasion and credibility
31
Powerful vs. powerless language
Powerful language lacks qualifiers and is direct while powerless language contains hedges, hesitations, and excessive politeness
32
Disclaimers
Preemptive statements that weaken messages (e.g., "You'll probably say no but...")
33
Hedges
Qualifiers that weaken assertions (e.g., "kind of," "sort of")
34
Hesitations
Verbal pauses that weaken delivery (e.g., "uh," "um," "like")
35
Intensifiers
Words that attempt to strengthen but often weaken messages (e.g., "very," "really")
36
Polite forms
Overly deferential language that can weaken persuasion (e.g., "If it's okay...")
37
Tag questions
Questions added to statements that weaken them (e.g., "don't you think?")
38
Vividness
Language quality that makes content memorable and persuasive
39
Reinforcement theory
Theory stating intense language is persuasive if the listener agrees with the source
40
Simile
Figure of speech that makes comparisons using "like" or "as"
41
Metaphor
Figure of speech that makes direct comparisons without using "like" or "as"
42
Allusion
Brief reference to a famous person, historical event, place, or work of art
43
Alliteration
Repetition of words beginning with the same sounds
44
Synecdoche
Figure of speech where a part stands for the whole
45
Metonymy
Figure of speech where something is referred to by something closely associated with it
46
Apophasis
Bringing up a taboo subject by pretending to pass over it
47
Paralipsis
Another term for apophasis; mentioning something while claiming not to mention it
48
Irony
Words that mean the opposite of their literal meaning
49
Sarcasm
Non-literary irony typically used for comic effect
50
Hyperbole
Exaggeration usually for comic effect
51
Rhetorical questions
Questions that don't require an answer
52
Hypophora
Asking a question and then immediately answering it
53
Repetition
Using the same words or phrases multiple times for emphasis
54
Parallelism
Using similar grammatical structures in successive phrases for emphasis
55
Anaphora
Repetition at the beginning of successive clauses or sentences
56
Epistrophe
Repetition at the end of successive clauses or sentences
57
Climactic order
Building to bigger and bigger points in a litany
58
Antithesis
Contrasting opposing ideas in adjacent phrases clauses or sentences
59
Antimetabole
Repetition of words in reverse grammatical structure
60
Nonverbal communication
Communication without words including body language facial expressions and gestures
61
Cultural nonverbals
Nonverbal behaviors that vary in meaning across cultures
62
Impression management
Use of nonverbals to create specific impressions of attractiveness credibility and status
63
Emotional bonds
Relationships built through nonverbal cues like eye contact and smiling
64
Direct Effects Model of Immediacy
Theory that there is a direct positive relationship between persuasion and immediacy behaviors
65
Direct effects model of immediacy explanation
Theory that warm behaviors directly enhance persuasiveness without mediating variables
66
Immediacy behaviors
Warm friendly and involving behaviors that enhance persuasiveness
67
Kinesics
The study of body movements including eye contact and gestures
68
Eye contact
Visual connection that conveys interest attention attraction and warmth
69
Gaze avoidance
Lack of eye contact that can reduce persuasiveness and credibility
70
Smiling
Facial expression that conveys warmth attraction liking and sincerity
71
Mirroring
Matching another's nonverbals to convey similarity and empathy
72
Gestures
Hand and body movements that add emphasis and clarity to communication
73
Illustrators
Gestures that add emphasis and clarification to verbal messages
74
Emblems
Gestures with specific meanings that can stand alone (e.g. thumbs up)
75
Adaptors
Self-touching behaviors that often signal negative feelings and decrease persuasiveness
76
Haptics
The study of touch in communication
77
Touch
Physical contact that can enhance persuasiveness when appropriate to context
78
Handshakes
Form of touch that can enhance impressions when done properly
79
Proxemics
The study of personal space and distance in communication
80
Expectancy Violations Theory
Theory that violations of expected behaviors are perceived positively or negatively depending on communicator status
81
Chronemics
The study of time in communication including waiting punctuality and urgency
82
Clothing and artifacts
Extensions of self that signify status and authority
83
Attractiveness
Physical quality that creates a halo effect and enhances persuasion
84
Attractiveness and persuasion
Attractive people are perceived as more likable and persuasive due to the halo effect
85
Halo effect
When positive traits in one area lead to assumptions of positive traits in other areas
86
Facial appearance
Features that affect perceptions of maturity expertise and trustworthiness
87
Body shape
Physical form that affects perceptions of personality traits
88
Mesomorphs
Muscular athletic body type perceived as more athletic and adventurous
89
Ectomorphs
Thin lean body type perceived as more tense pessimistic and quiet
90
Endomorphs
Full round body type perceived as more warm and agreeable
91
Paralanguage
Vocal characteristics beyond words including tone pitch and speed
92
Fluency
Speech quality that enhances persuasion and credibility
93
Active listening nonverbals
Behaviors that show attentiveness (SOLAR/SURETY frameworks)
94
SOLER
Active listening framework: Sit square Open posture Lean forward Eye contact Relax
95
SURETY
Active listening framework: Sit at angle Uncross arms/legs Relax Eye contact Touch Your intuition
96
Third place
Social environments beyond home and work where community forms
97
Victor Gruen
Creator of the modern shopping mall concept designed as community spaces
98
Atmospherics
Planned environmental elements that contribute to buyers' purchasing propensity
99
Gruen transfer
When you buy something you didn't initially want due to environmental influences
100
Rushkoff's coercive environments
Retail spaces with overarching themes and sensory stimuli designed to influence behavior
101
Frank Baum's theme
Ambiance of pure affluence creating desire and feelings of unworthiness
102
Lifestyle centers
Shopping areas designed to look like downtown areas with shops
103
Festival marketplaces
Shopping areas with festive atmospheres and entertainment
104
Store layout
Physical arrangement of retail space (grid racetrack or freeform)
105
Decompression zone
Entry area of stores where shoppers slow down and orient themselves
106
Invariant right
Tendency of shoppers to turn right when entering stores
107
Anchors
Major stores placed 600 feet apart to maximize exposure to smaller stores
108
Color associations
How colors evoke specific attitudes moods and identities
109
Baker Miller pink
Pink color shown to reduce aggression used in prison cells
110
Ambient colors
Environmental colors that affect moods and emotions
111
Muzak
Engineered background music designed to influence shopping behavior
112
Signature sound
Branded audio that reinforces a store's identity
113
Scent marketing
Use of aromas to influence consumer behavior and perception
114
Subliminal advertising
Messages supposedly presented below the threshold of conscious perception
115
Subliminal
Messages presented below the threshold of conscious perception
116
Supraliminal
Messages that are consciously recognized but often not noticed (e.g., product placement)
117
Embedded images
Pictures or words hidden or flashed quickly in advertising
118
Subaudible messages
Sounds or words too faint to be heard in advertising
119
Supraliminal message
A message that is consciously recognized but often not noticed (e.g. product placement)
120
Neuro-linguistic Programming (NLP)
Pseudoscientific approach claiming certain words and actions have hypnotic power
121
Compliance gaining
Subset of persuasion focused on behavioral conformity and interpersonal influence
122
Marwell & Schmidt's taxonomy
Classification system for compliance-gaining techniques
123
Aversive stimulation
Compliance strategy using punishment until compliance occurs
124
Debt
Compliance strategy appealing to obligation ("You owe me")
125
Positive altercasting
Compliance strategy suggesting the person wants to be viewed positively
126
Negative altercasting
Compliance strategy suggesting the person doesn't want to be viewed negatively
127
Altrui-casting
Compliance strategy asking someone to comply as a favor
128
Politeness Theory
Theory about how people manage face needs in communication
129
Facework
Communication strategies to manage identities and face needs
130
Positive face
Need for positive self-image and approval from others
131
Negative face
Need for freedom from constraints and impositions
132
Face threats
Communications that challenge positive or negative face needs
133
Role of power in persuasion
Power differences affect compliance strategies and receptiveness to messages
134
Role of facework in persuasion
Managing face needs helps mitigate resistance to persuasive requests
135
Role of politeness in persuasion
Politeness strategies can reduce resistance to persuasive attempts
136
Pitching
Short well-organized talk promoting an idea or moving people to action
137
3 E's of pitching
Empathy Energy and Enthusiasm
138
One Big Idea rule
Focusing a pitch on a single clear memorable concept
139
Value proposition clarity
Clear articulation of benefits in a pitch
140
And → But → Therefore
Pitch framework establishing context introducing complication providing resolution
141
Problem → Solution → Benefit
Pitch framework identifying issue providing answer highlighting advantage
142
Story → Struggle → Success
Pitch framework creating narrative arc with resolution
143
Before → After → Bridge (BAB)
Pitch framework contrasting current and future states with path between
144
Present Negative → Future Positive
Pitch framework contrasting problems with solutions
145
AIDA
Pitch framework: Attention Interest Desire Action
146
Cover letter
Brief document explaining job interest and fit to employers
147
Copy Machine Study
Langer's research showing the power of giving reasons in requests
148
Langer et al. (1978) study
Research showing even meaningless reasons ("because I need to make copies") increase compliance
149
Three questions of pitching
Why you? Why this? Why now?
150
Message order effects
Impact of argument sequence on persuasiveness
151
Anticlimax order
Placing strongest arguments first
152
Pyramidal order
Placing strongest arguments in the middle
153
Climax order
Placing strongest arguments last
154
Peak-End Rule
Theory that experiences are judged by their peak moments and endings
155
Persuasion and moments
Experiences are evaluated based on highs, lows, and endings rather than average quality
156
Monroe's Motivated Sequence
Persuasive organization framework: Attention Need Satisfaction Visualization Action
157
Explicit conclusions
Directly stated conclusions best for uninvolved or unknowledgeable audiences
158
Implicit conclusions
Unstated conclusions that audiences draw themselves best for involved audiences
159
Explicit vs. implicit conclusions
Explicit conclusions work better for uninvolved audiences; implicit for involved and intelligent audiences
160
Gain-framed messages
Messages emphasizing potential benefits of compliance
161
Loss-framed messages
Messages emphasizing potential losses from non-compliance
162
Gain vs. loss framing
Loss framing is generally more persuasive for prevention behaviors; gain framing for promotion behaviors
163
Quality of arguments
Strength of evidence and reasoning most important for high involvement audiences
164
Quantity of arguments
Number of supporting points most important for low involvement audiences
165
Quality vs. quantity of arguments
Quality matters for high involvement; quantity for low involvement audiences
166
Mere Exposure Effect
Phenomenon where repeated exposure increases liking
167
Primacy effect
Tendency to remember items presented first in a sequence
168
Recency effect
Tendency to remember items presented last in a sequence
169
Serial Position Effect
Combined primacy and recency effects on memory
170
Inoculation Theory
Theory that exposing audiences to weakened opposing arguments builds resistance
171
Inoculation and refutational arguments
Presenting and refuting opposing arguments creates resistance to future persuasion attempts
172
Pre-giving
Offering something before making a request to create obligation
173
Reciprocity
Social norm to return favors and gifts
174
Reciprocity norm and persuasion
The cultural expectation to return favors can be leveraged to gain compliance
175
Social Exchange Norms
Cultural expectations about giving and receiving
176
Favor bank
Collection of good deeds that may be drawn upon later
177
But You Are Free (BYAF)
Compliance technique acknowledging the target's freedom to refuse
178
Psychological Reactance
Negative response to perceived threats to freedom
179
Foot-in-the-Door (FITD)
Starting with small request before making larger target request
180
Foot-in-the-Mouth
Establishing small talk before making a request
181
Small talk
Casual conversation that builds rapport before requests
182
Positivity in persuasion
Using positive attitude as a persuasive force multiplier
183
Door-in-the-Face (DITF)
Starting with large unreasonable request before smaller actual request
184
That's Not All
Adding additional incentives to sweeten an original offer
185
Lowballing
Making an initial offer that is later revealed to have hidden costs
186
Bait & Switch
Advertising one item to attract customers then pushing another
187
Disrupt-Then-Reframe
Using confusion to bypass resistance then reframing the request
188
Legitimizing Paltry Contributions
Emphasizing that even small donations are acceptable
189
Hurt and Rescue
Creating fear or concern then offering solution
190
Fear-then-Relief
Another term for Hurt and Rescue technique
191
Four Walls Technique
Getting series of agreement responses before making request
192
Dump-and-Chase
Asking why after refusal to turn discussion into negotiation
193
Sequential strategies in persuasion
Techniques like FITD, DITF, BYAF, and Dump-and-Chase that use ordered requests to gain compliance
194
Estate tax vs death tax
Example of framing where different terms lead to different support levels
195
Paco Underhill
Researcher who studies shopper behavior and retail environments
196
New Urbanism designs
Mall designs that blend with community spaces
197
Target front end power aisle
Strategic placement of high-margin items near store entrance
198
Commercial sex worker vs prostitute
Example of euphemism used to change perceptions
199
Enhanced interrogation vs torture
Example of euphemism used to minimize negative perceptions
200
Climate change vs global warming
Example of framing that affects perception of environmental issues
201
Disney Paradox
How peak experiences outweigh negative aspects of experiences
202
Dan Heath's advice
Focus on "building peaks not filling potholes" in experiences
203
Refutational arguments
Two-sided arguments that acknowledge and refute opposing views
204
Kunz and Woolcott study
Research showing reciprocity effect with Christmas cards sent to strangers
205
Howard (1997) study
Research showing persuasive effect of familiar phrases on distracted listeners
206
North Dakota Wine example
Study showing how labels influence perception of identical products
207
Bass Pro Shops atmosphere
Themed retail environment creating a "road trip fever dream" experience
208
Un-theme
Retail design prioritizing function over fantasy (e.g. Costco Walmart)
209
Reasons people shop
Attractiveness escape exploration absorption newness social interaction
210
Self-disclosure + Q technique
Small talk approach revealing something about yourself then asking a question
211
Observation + Connection technique
Small talk approach noting something in environment then asking about it
212
LOOP conversation framework
Listen Attentively → Explore Their World → Open Up in Return → Show Personality → Foster Trust
213
Davis and Knowles study
Research demonstrating effectiveness of the Disrupt-Then-Reframe technique
214
Southdale Center
First modern shopping mall created by Victor Gruen
215
Bulk Merchandise Display
Visual merchandising technique emphasizing abundance
216
Quintilian
Legendary figure who cataloged figures of speech
217
George Lakoff
Theorist who argued metaphors frame and define our understanding
218
Baby-faced appearance
Facial quality associated with trustworthiness but less maturity
219
Mature-faced appearance
Facial quality associated with seriousness and expertise
220
Facial symmetry
Physical trait associated with attractiveness and positive perceptions
221
Hair and height stereotypes
Physical traits subject to cultural judgments affecting persuasion
222
Classical music in retail
Sound used to create specific atmosphere and sometimes drive away adolescents
223
James Vicary
Advertiser who claimed (falsely) to have demonstrated subliminal advertising effectiveness
224
Percentage of Americans believing in subliminal effects
75% according to notes despite lack of scientific evidence
225
Revolving doors purpose
Designed to attract motion and draw shoppers into stores
226
Aisle width effects
Wider aisles slow shoppers near high-margin items
227
What is a signature scent?
Distinctive aroma used by retailers and hotels to create brand identity
228
North Dakota vs California Wine study
Research showing identical wine rated higher when labeled as from California
229
Underhill's finding on unplanned purchases
60-70% of supermarket purchases are unplanned
230
I Have a Dream speech metaphors
"Chains of discrimination" "bad check" "island of poverty in ocean of prosperity"
231
I Have a Dream speech antithesis examples
"Dark valley of segregation vs sunlit path of racial justice" "sweltering summer vs invigorating autumn"
232
I Have a Dream speech allusions
References to Emancipation Proclamation exodus story and Lincoln Memorial
233
Emojis as symbols
Digital icons with meanings determined by cultural trends and events
234
The donut example
Illustration of how meaning transforms objects (when does t become a cross)
235
Mere exposure effect examples
"Pitbull Effect" where familiarity increases liking despite initial reactions
236
Food color effects
How color influences perception of taste and quality
237
Global scent marketing industry trend
Rapidly growing according to notes
238
Taylor Swift's use of allusion
"Now you hang from my lips like the Gardens of Babylon"
239
Taylor Swift's use of alliteration
"Balancing on breaking branches"
240
Taylor Swift's use of antithesis
"The more that you say the less I know"
241
Taylor Swift's use of hyperbole
"Fifteen years fifteen million tears begging 'til my knees bled"
242
Taylor Swift's use of metaphor
"Love's a fragile little flame it could burn out"
243
Taylor Swift's use of anaphora
"I knew you'd linger like a tattoo kiss I knew you'd haunt all of my what-ifs"
244
Taylor Swift's use of simile
"When I felt like I was an old cardigan under someone's bed you put me on and said I was your favorite"
245
Taylor Swift's use of antimetabole
"I don't trust nobody and nobody trusts me"
246
Taylor Swift's use of sarcasm/irony
"With some indie record that's much cooler than mine"
247
Taylor Swift's use of parallel structure
"She wears short skirts I wear T-shirts She's cheer captain and I'm on the bleachers"
248
Eye contact cultural differences
Respectful in some cultures disrespectful in others
249
Beard perceptions
Associated with being informed according to class example
250
When is crying appropriate?
Example of culturally determined nonverbal norm
251
Jordan Belfort's pitch advice
"Sharp as a tack enthusiastic as hell expert in your field"
252
Starbucks rebrand example
Shifting to small coffee shop vibe with "YOU YOU YOU" focus
253
Catholic church outfits in France
Example of how symbols can be misinterpreted (resemblance to KKK outfits)
254
Examples of emoji usage correlation
How trends and events like COVID affect emoji selection and meaning
255
Food servers who use patrons' names effect
Receive higher tips according to research
256
Touched library patrons effect
Rated library higher according to research
257
Servers who touched customers effect
Received higher tips according to research
258
Touch effect on volunteer willingness
Increased willingness to help according to research
259
Handshake effects in interviews
Firm handshakes led to higher ratings
260
Geographical closeness effect
Increases liking and attraction based on perceived similarity
261
Tardy people perception
Tardiness negatively impacts credibility
262
Amazon/HSN countdown clock purpose
Creates urgency through scarcity principle
263
Attractive people perception
Seen as happier friendlier kinder stronger (halo effect)
264
Handsome defendants outcome
Twice as likely to avoid jail sentences according to Stewart (1980)
265
Six-month-old infant reaction to faces
Turn heads toward attractive faces away from unattractive faces
266
Men with beards perception
Perceived as less attractive but more trustworthy
267
Male political candidates with full hair
More likely to be elected according to studies
268
Height stereotypes effect
Associated with increased salary in some research
269
Speaking rate effect on credibility
Speaking faster generally increases credibility but too fast hinders comprehension
270
Pitch variation effect
Increases persuasiveness by avoiding monotone delivery
271
Scent effects on behavior
Can alter moods improve task performance make shoppers linger reduce stress link memory and emotion
272
USA retail space statistic
Most retail space per 1000 people globally
273
Peak number of regional malls in USA
1800 at peak
274
Number of malls in USA in 1990s
40000 according to notes
275
Rising retail trends
E-commerce dollar stores off-price stores Amazon resale
276
Declining retail trends
Department stores category killers
277
Tim Magill quote about retail design
"We want you to get lost"
278
Rushkoff's description of Niketown
Fantasy-themed retail environment resembling a theme park
279
Gruen's original mall vision
Community spaces with schools apartments hospitals churches
280
Hexagonal floors purpose in malls
Create disorienting layouts to extend shopping time
281
Why anchors are placed 600 feet apart
Force shoppers to traverse entire mall maximizing exposure to stores
282
New Urbanism malls characteristic
More coercive blending seamlessly into daily life normalizing consumption
283
What makes an idea "sticky"
Simple Unexpected Concrete Credible Emotional Stories (from Chip and Dan Heath)
284
MLK speech example of allusion
"Five score years ago..."
285
Trump tweet example of apophasis
"I refuse to call Megyn Kelly a bimbo because that would not be politically correct"
286
Reagan example of irony
"The most terrifying words in English are 'I'm from the government and I'm here to help'"
287
Reagan example of self-deprecating humor
"I don't want to exploit my opponents youth and inexperience"
288
President Obama's "Pass this bill" repetition
Said 90 times in one week including 18 times in speech to Congress
289
Lincoln's Gettysburg Address parallelism
"That government of the people by the people for the people shall not perish from earth"
290
Barbara Jordan's anaphora example
"We are a people in a quandary... We are a people in search of our future..."
291
LBJ's epistrophe example
"There is no Negro problem... There is only an American problem"
292
Patrick Henry's antithesis example
"Give me liberty or give me death"
293
JFK's antimetabole example
"Mankind must put an end to war—or war will put an end to mankind"
294
Hillary Clinton's antimetabole example
"Human rights are women's rights and women's rights are human rights"
295
Malcolm X's antimetabole example
"We didn't land on Plymouth Rock the rock was landed on us"
296
Carl Sagan's antimetabole example
"The absence of evidence is not the evidence of absence"
297
Snoop Dogg's antimetabole example
"With my mind on my money and my money on my mind"
298
The Office facial expression example
Shows how excessive smiling may backfire by appearing phony
299
2 concurrent functioning devices in coercive environments
Retail spaces that use both fantasy themes and practical spaces to influence purchasing
300
Esoteric forms of persuasion
Unconventional persuasive techniques like color, music, and aroma that affect behavior subtly
301
Information Manipulation Theory
Theory explaining how deception works through violations of conversational maxims
302
Truth bias
Tendency to believe others are telling the truth even when they are lying
303
Lie bias
Tendency to suspect others are lying even when they are telling the truth
304
Veracity effect
The finding that people are better at detecting truths than lies
305
Four-factor model of lie detection
Framework identifying cues to deception: arousal, emotion, cognitive effort, and attempted control
306
Probing effect
When questioning makes it harder to detect deception due to increased cognitive load
307
Othello error
Mistaking stress from truthful accusations for signs of deception
308
Cognitive load approach to lie detection
Technique that increases mental demands to make lying more difficult
309
Strategic questioning approach
Method that uses specific questions to make deception more detectable
310
Interpersonal deception theory
Theory explaining deception as a dynamic process between deceiver and receiver
311
How often people lie
Research suggests 1-2 significant lies per day on average
312
Why people lie
To gain advantage, avoid punishment, protect others, maintain relationships, or for self-enhancement
313
Effectiveness of subliminal advertising
Research shows minimal or no effective persuasive impact, despite popular beliefs
314
Effectiveness of supraliminal messaging
Can be effective when people aren't aware they're being influenced (e.g., product placement)
315
Aroma and persuasion
Scents can significantly affect mood, memory, and consumer behavior in retail environments
316
Music and persuasion
Music tempo, genre, and volume influence shopping speed, time spent, and purchasing decisions
317
Color and persuasion
Colors evoke specific emotions and can influence perceptions of brands and products
318
Cultural nonverbal differences
Nonverbal behaviors like eye contact, touch, and personal space vary significantly across cultures
319
Peak experiences
Highly positive moments that disproportionately affect overall evaluations
