Exam 1 Flashcards
When is persausion pure?
When all 5 dimensions are present.
If one dimension is missing why type of persausion is it?
Boderline
What are the 5 dimensions of persausion?
-Effects
-coercion
symbols
verbal or non-verbal
interperosnal or intrperosnal
Defintion of attitude
a psychological tendency that is expressed by evaluating particular entity.
How do you know when it is manipulation not persausion?
Message disguses true intent
Propaganda
commmunication in which a ruling group has control over trasnmissons of information
Whats an explict attitude?
Explicit attitudes are attitudes that are at the conscious level. They are deliberately formed and easy to detect and report.
Whats an implict attitude?
Unidentifiable or indirect attitude
What is cognitive dissonance?
pain from conflicting opinions
Consistency strategy
the more commmited you are to your target the harder to persaude
What are the three modes of persuasion?
Ethos, pathos, logos
What is charisma?
person who has a certain type of charm
What is charismatic leadership?
person in position of power believe they can overcome constraints (not always good)
social attractiveness
contextual not just physical (why do we like the people we like?)
What factors give something credibility?
goodwill, trustworthiness, confidence similarity or likability
What do attitude do?
They help predict, explain and modify behavior.
What are attitude based on?
personal experiences and associations
What does the yale attitude change model say?
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.
Motivated reasoning
When people have pre-existing believes to back up whether they are persuaded by something or not.
Ethos
credibility, authority, reliability
pathos
emotion, imagination, sympathy
Logos
logic and reasoning
What is conformity?
changing our behavior based on real or imagined influence of a group
Peripheral route processing
Relatively temporary and susceptible to change, relies on mental shortcuts
Central route Processing
Involve more thought harder to change, enduring and resistant
What is a heuristic?
information short cuts such as rules of thumb, intuitive judgement and common sense
Examples of heuristics?
bandwagon effect, symbols, experts appearance
What is an attitude object
concept around which an attitude is formed and can change over time.
Authority
People obey due to legitimacy; this is a type of persuasions. avoid punishments and maximize rewards.
Anchor
beliefs, values, norms, and attitudes already accepted by a group
social judgment theory
Message compares with pre-existing anchor and is accepted or rejected based on similarity or differnces
Who are the easiest people go persuade?
Those in agreement or those who don’t care
Persuadably is more related to __________ then it is gender
ones beliefs, goals, plans, and resources
Group think
People begin to think the same when they have been working together for long enough
deindividuation
idea that, when in groups, people act differently than they would as individuals.
Why do we conform?
we feel the need to be liked or the rest of the group is in agreement.
Conformity
change of our bahvior based on the real or imagined influence of a group
Who is more subject to conformity?
Women, teens, high self moniters
Why are certain people more subject to conform?
Self esteem, lack of power or knowledge, and lack of self awareness or confidence
High self monitor
sensitive to social cues, influenced by situations that yield social benefit or enhance one image
low self monitor
Less sensitive to social cues, more internally motivated, less susceptible to rewards
What age groups are easiest to persuade?
Children under 12 and elders.
What is social norm campaign?
Uses marketing tactics to create norms, target must identify with group being promoted
