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Persausions > Exam 1 > Flashcards

Exam 1 Flashcards

1
Q

When is persausion pure?

A

When all 5 dimensions are present.

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2
Q

If one dimension is missing why type of persausion is it?

A

Boderline

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3
Q

What are the 5 dimensions of persausion?

A

-Effects
-coercion
symbols
verbal or non-verbal
interperosnal or intrperosnal

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4
Q

Defintion of attitude

A

a psychological tendency that is expressed by evaluating particular entity.

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4
Q

How do you know when it is manipulation not persausion?

A

Message disguses true intent

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5
Q

Propaganda

A

commmunication in which a ruling group has control over trasnmissons of information

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6
Q

Whats an explict attitude?

A

Explicit attitudes are attitudes that are at the conscious level. They are deliberately formed and easy to detect and report.

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7
Q

Whats an implict attitude?

A

Unidentifiable or indirect attitude

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8
Q

What is cognitive dissonance?

A

pain from conflicting opinions

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9
Q

Consistency strategy

A

the more commmited you are to your target the harder to persaude

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10
Q

What are the three modes of persuasion?

A

Ethos, pathos, logos

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11
Q

What is charisma?

A

person who has a certain type of charm

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12
Q

What is charismatic leadership?

A

person in position of power believe they can overcome constraints (not always good)

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13
Q

social attractiveness

A

contextual not just physical (why do we like the people we like?)

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14
Q

What factors give something credibility?

A

goodwill, trustworthiness, confidence similarity or likability

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15
Q

What do attitude do?

A

They help predict, explain and modify behavior.

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16
Q

What are attitude based on?

A

personal experiences and associations

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17
Q

What does the yale attitude change model say?

A

people are most likely to change their attitudes in response to persuasive messages. The source of the communication, the nature of the communication and the nature of the audience all affect a persuasive communication.

18
Q

Motivated reasoning

A

When people have pre-existing believes to back up whether they are persuaded by something or not.

19
Q

Ethos

A

credibility, authority, reliability

20
Q

pathos

A

emotion, imagination, sympathy

21
Q

Logos

A

logic and reasoning

22
Q

What is conformity?

A

changing our behavior based on real or imagined influence of a group

23
Q

Peripheral route processing

A

Relatively temporary and susceptible to change, relies on mental shortcuts

24
Q

Central route Processing

A

Involve more thought harder to change, enduring and resistant

25
Q

What is a heuristic?

A

information short cuts such as rules of thumb, intuitive judgement and common sense

26
Q

Examples of heuristics?

A

bandwagon effect, symbols, experts appearance

27
Q

What is an attitude object

A

concept around which an attitude is formed and can change over time.

28
Q

Authority

A

People obey due to legitimacy; this is a type of persuasions. avoid punishments and maximize rewards.

29
Q

Anchor

A

beliefs, values, norms, and attitudes already accepted by a group

30
Q

social judgment theory

A

Message compares with pre-existing anchor and is accepted or rejected based on similarity or differnces

31
Q

Who are the easiest people go persuade?

A

Those in agreement or those who don’t care

32
Q

Persuadably is more related to __________ then it is gender

A

ones beliefs, goals, plans, and resources

33
Q

Group think

A

People begin to think the same when they have been working together for long enough

34
Q

deindividuation

A

idea that, when in groups, people act differently than they would as individuals.

35
Q

Why do we conform?

A

we feel the need to be liked or the rest of the group is in agreement.

36
Q

Conformity

A

change of our bahvior based on the real or imagined influence of a group

37
Q

Who is more subject to conformity?

A

Women, teens, high self moniters

38
Q

Why are certain people more subject to conform?

A

Self esteem, lack of power or knowledge, and lack of self awareness or confidence

39
Q

High self monitor

A

sensitive to social cues, influenced by situations that yield social benefit or enhance one image

40
Q

low self monitor

A

Less sensitive to social cues, more internally motivated, less susceptible to rewards

41
Q

What age groups are easiest to persuade?

A

Children under 12 and elders.

42
Q

What is social norm campaign?

A

Uses marketing tactics to create norms, target must identify with group being promoted

Persausions (4 decks)

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