e3 simplified Flashcards by Jacob McMurdy

The dictionary definition of a word or symbol

Denotative meaning

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The personal or emotional associations surrounding a word or symbol

Connotative meaning

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Words with the greatest blessing in a culture (e.g., family values, truth, children)

God terms

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Words that are considered disgusting and abhorrent in a culture (e.g., racist, sexual predator)

Devil terms

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Abstract and mysterious words with power (e.g., freedom, democracy, natural)

Charismatic terms

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Richard Weaver’s made…

Ultimate Terms Classification of culturally significant words (God terms, Devil terms, and Charismatic terms)

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Famous sayings and proverbs that function as peripheral cues in persuasion

Aphorisms

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these relate credibility through cultural wisdom and serve as peripheral cues that allow people to make quick judgments

aphorisms

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The theory that language and labels structure the way we perceive the world

Sapir-Whorf hypothesis

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The way that naming something defines how people perceive and respond to it

Power of labeling

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Role of symbols in persuasion

create shared meaning
emotional connections
influence attitudes and behaviors

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Mild or indirect words substituted for harsh or direct ones

Euphemisms

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Used to soften harsh realities, make negative concepts more palatable, and influence perception

Euphemisms

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Curse words that rarely help persuaders and tend to lower credibility

Profanity

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Generally decreases credibility except when authenticity is needed or speaking to certain audiences

Profanity and persuasion

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Researcher famous for framing research and coining terms like “climate change”

Frank Luntz

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frank luntz Terms identified as particularly effective

imagine, inspire, results, solutions

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Assertive speech that enhances persuasion and credibility

Powerful language

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Speech features that signal low status (disclaimers, hedges, hesitations, polite forms)

Powerless language

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Powerful language -
powerless language

Powerful language lacks qualifiers and is direct

powerless language contains hedges, hesitations, and excessive politeness

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Preemptive statements that weaken messages (e.g., “You’ll probably say no but…”)

Disclaimers

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Qualifiers that weaken assertions (e.g., “kind of,” “sort of”)

Hedges

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Verbal pauses that weaken delivery (e.g., “uh,” “um,” “like”)

Hesitations

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Theory that there is a direct positive relationship between persuasion and immediacy behaviors

Direct Effects Model of Immediacy

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Theory that warm behaviors directly enhance persuasiveness without mediating variables

Direct effects model of immediacy explanation

Facial expression that conveys warmth, attraction, liking, and sincerity

Smiling

Matching another's nonverbals to convey similarity and empathy

Mirroring

Visual connection that conveys interest, attention, attraction, and warmth

Eye contact

Vocal characteristics beyond words including tone, pitch, and speed

Paralanguage

Communication without words including body language, facial expressions, and gestures

Nonverbal communication

Theory that violations of expected behaviors are perceived positively or negatively depending on communicator status

Expectancy Violations Theory

Physical quality that creates a halo effect and enhances persuasion

Attractiveness

Attractive people are perceived as more likable and persuasive due to the halo effect

Attractiveness and persuasion

Directly stated conclusions best for uninvolved or unknowledgeable audiences

Explicit conclusions

Unstated conclusions that audiences draw themselves best for involved audiences

Implicit conclusions

Explicit conclusions work better for uninvolved audiences; implicit for involved and intelligent audiences

Explicit vs. implicit conclusions

Messages emphasizing potential benefits of compliance

Gain-framed messages

Messages emphasizing potential losses from non-compliance

Loss-framed messages

Loss framing is generally more persuasive for prevention behaviors; gain framing for promotion behaviors

Gain vs. loss framing

Strength of evidence and reasoning most important for high involvement audiences

Quality of arguments

Number of supporting points most important for low involvement audiences

Quantity of arguments

Quality matters for high involvement; quantity for low involvement audiences

Quality vs. quantity of arguments

Starting with small request before making larger target request

Foot-in-the-Door (FITD)

Starting with large unreasonable request before smaller actual request

Door-in-the-Face (DITF)

Compliance technique acknowledging the target's freedom to refuse

But You Are Free (BYAF)

Asking why after refusal to turn discussion into negotiation

Dump-and-Chase

Techniques like FITD, DITF, BYAF, and Dump-and-Chase that use ordered requests to gain compliance

Sequential strategies in persuasion

Social norm to return favors and gifts

Reciprocity

The cultural expectation to return favors can be leveraged to gain compliance

Reciprocity norm and persuasion

Unconventional persuasive techniques like color, music, and aroma that affect behavior subtly

Esoteric forms of persuasion

Colors evoke specific emotions and can influence perceptions of brands and products

Color and persuasion

Music tempo, genre, and volume influence shopping speed, time spent, and purchasing decisions

Music and persuasion

Scents can significantly affect mood, memory, and consumer behavior in retail environments

Aroma and persuasion

Planned environmental elements that contribute to buyers' purchasing propensity

Atmospherics

Creator of the modern shopping mall concept designed as community spaces

Victor Gruen

When you buy something you didn't initially want due to environmental influences

Gruen transfer

Retail spaces with overarching themes and sensory stimuli designed to influence behavior

Rushkoff's coercive environments

Physical arrangement of retail space (grid, racetrack, or freeform)

Store layout

Retail spaces that use both fantasy themes and practical spaces to influence purchasing

2 concurrent functioning devices in coercive environments

Attractiveness, escape, exploration, absorption, newness, social interaction

Reasons people shop

Messages presented below the threshold of conscious perception

Subliminal

Messages that are consciously recognized but often not noticed (e.g., product placement)

Supraliminal

Research shows minimal or no effective persuasive impact, despite popular beliefs

Effectiveness of subliminal advertising

Can be effective when people aren't aware they're being influenced (e.g., product placement)

Effectiveness of supraliminal messaging

Phenomenon where repeated exposure increases liking

Mere Exposure Effect

Tendency to remember items presented first in a sequence

Primacy effect

Tendency to remember items presented last in a sequence

Recency effect

Impact of argument sequence on persuasiveness

Message order effects

Placing strongest arguments first

Anticlimax order

Placing strongest arguments in the middle

Pyramidal order

Placing strongest arguments last

Climax order

Persuasive organization framework: Attention, Need, Satisfaction, Visualization, Action

Monroe's Motivated Sequence

Theory that experiences are judged by their peak moments and endings

Peak-End Rule

Experiences are evaluated based on highs, lows, and endings rather than average quality

Persuasion and moments

Theory that exposing audiences to weakened opposing arguments builds resistance

Inoculation Theory

Presenting and refuting opposing arguments creates resistance to future persuasion attempts

Inoculation and refutational arguments

Two-sided arguments that acknowledge and refute opposing views

Refutational arguments

Subset of persuasion focused on behavioral conformity and interpersonal influence

Compliance gaining

Classification system for compliance-gaining techniques

Marwell & Schmidt's taxonomy

Compliance strategy using punishment until compliance occurs

Aversive stimulation

Compliance strategy appealing to obligation ("You owe me")

Debt

Compliance strategy suggesting the person wants to be viewed positively

Positive altercasting

Compliance strategy suggesting the person doesn't want to be viewed negatively

Negative altercasting

Power differences affect compliance strategies and receptiveness to messages

Role of power in persuasion

Communication strategies to manage identities and face needs

Facework

Need for positive self-image and approval from others

Positive face

Need for freedom from constraints and impositions

Negative face

Managing face needs helps mitigate resistance to persuasive requests

Role of facework in persuasion

Politeness strategies can reduce resistance to persuasive attempts

Role of politeness in persuasion

Short, well-organized talk promoting an idea or moving people to action

Pitching

Why you? Why this? Why now?

Three questions of pitching

Langer's research showing the power of giving reasons in requests

Copy Machine Study

Research showing even meaningless reasons ("because I need to make copies") increase compliance

Langer et al. (1978) study

Research suggests 1-2 significant lies per day on average

How often people lie

To gain advantage, avoid punishment, protect others, maintain relationships, or for self-enhancement

Why people lie

Theory explaining how deception works through violations of conversational maxims

Information Manipulation Theory

Tendency to believe others are telling the truth even when they are lying

Truth bias

Tendency to suspect others are lying even when they are telling the truth

Lie bias

The finding that people are better at detecting truths than lies

Veracity effect

Framework identifying cues to deception: arousal, emotion, cognitive effort, and attempted control

Four-factor model of lie detection

When questioning makes it harder to detect deception due to increased cognitive load

Probing effect

Mistaking stress from truthful accusations for signs of deception

Othello error

Technique that increases mental demands to make lying more difficult

Cognitive load approach to lie detection

Method that uses specific questions to make deception more detectable

Strategic questioning approach

Theory explaining deception as a dynamic process between deceiver and receiver

Interpersonal deception theory

Figure of speech that makes comparisons using "like" or "as"

Simile

Figure of speech that makes direct comparisons without using "like" or "as"

Metaphor

Brief reference to a famous person, historical event, place, or work of art

Allusion

Repetition of words beginning with the same sounds

Alliteration

Bringing up a taboo subject by pretending to pass over it

Apophasis

Words that mean the opposite of their literal meaning

Irony

Exaggeration usually for comic effect

Hyperbole

Questions that don't require an answer

Rhetorical questions

Using the same words or phrases multiple times for emphasis

Repetition

Using similar grammatical structures in successive phrases for emphasis

Parallelism

Repetition at the beginning of successive clauses or sentences

Anaphora

Contrasting opposing ideas in adjacent phrases, clauses, or sentences

Antithesis

Repetition of words in reverse grammatical structure

Antimetabole

Example of framing where different terms lead to different support levels

Estate tax vs death tax