Exam 2 study guide Flashcards
Cults
Groups using manipulation to control members.
Selective Perception
Interpreting information based on personal biases.
Confirmation Bias
Favoring information that confirms existing beliefs.
Political Polarization
Extreme beliefs reinforced by social media echo chambers.
Group Polarization
Extreme decision-making after group discussions.
Social Facilitation
Better performance on simple tasks in groups.
Mitigating Social Loafing
Limit group size and assess individual contributions.
Sucker Effect
Hard workers reduce effort to avoid exploitation.
Free Ride Effect
Preference to do less work when others contribute.
Collective Effort Model
Lack of recognition decreases motivation in groups.
Social Loafing
Reduced effort in group tasks as size increases.
Diffusion of Responsibility
Sharing responsibility reduces individual accountability.
Bystander Effect
Reduced likelihood of helping in group emergencies.
Deindividuation
Loss of identity in groups
Ostracism
Exclusion to make individuals feel unworthy.
Jonestown Massacre
1978 mass suicide of People’s Temple members.
Consolidation Stage
Loyalty tests to ensure total control in cults.
Internalization Stage
Members adopt group norms and beliefs fully.
Compliance Stage
Control over basic needs and relationships in cults.
Love Bombing
Excessive praise to recruit new cult members.
BITE Model
Cult control through Behavior
Psychological Safety
Environment where individuals feel safe to express ideas.
Groupthink
Poor decision-making due to extreme conformity.
Indoctrination Methods
Rituals that enhance group cohesion.
Cults
Groups using extreme indoctrination for conformity.
Copycat Suicides
Increased suicides following publicized cases.
Dysfunctional Norms
Harmful norms that persist in society.
Dependability
Trust in team members’ reliability.
Psychological Safety
Feeling safe to take risks in groups.
Cultural Influence
Collectivist cultures exhibit higher conformity.
Personality Factors
High self-monitors conform more readily.
Gender Differences in Conformity
Women generally conform more than men.
Ethnocentrism
Belief in cultural superiority affecting conformity.
Reference Groups
Groups that strongly influence individual behavior.
Groupthink
Prioritizing harmony over critical decision-making.
Implicit Norms
Informal rules learned through experience.
Explicit Norms
Formal rules documented in writing.
Descriptive Norms
Perceptions of what is commonly done.
Injunctive Norms
Perceptions of what should be done.
Social Comparison Theory
Self-worth evaluated against others’ standards.
Asch Conformity Experiment
Participants conformed to incorrect group answers.
Jar of Beans Study
Group discussion alters individual estimates.
Viral Trends
Popular activities spread rapidly online.
Social Proof
Behavior influenced by observing others.
Innovation Inhibition
Conformity stifles creativity and progress.
Social Norms
Unwritten rules guiding behavior in society.
Conformity
Pressure to align with group norms.
Luxury Marketing
Targets consumers’ aspirations for status and exclusivity.
Sympathy Fatigue
Desensitization to emotional appeals over time.
Halo Effect
Positive impression influences perceptions of other traits.
Groupthink
Poor decision-making due to group conformity.
Group Cohesion
Strengthens bonds and discourages antisocial behavior.
Robbers Cave Study
Demonstrated tribal behavior and group hostility.
Normative Influence
Conformity to group norms for acceptance.
Social Influence
Impact of group dynamics on individual behavior.
Ingratiation
Flattery used to gain favor or influence.
Guilt Appeals
Creates feelings of obligation or remorse to act.
Self-Interest Appeals
Focuses on personal benefits to persuade.
Objectification Theory
Treating individuals as objects rather than whole persons.
Anti-ads
Ads that critique advertising itself
Humor in Advertising
Engages audience and creates likability.
Appeals to Pride
Utilizes patriotism to evoke positive feelings.
Deep Story
Concept from Hochschild’s research on social grievances.
Collective Status Threat
Perception of losing social hierarchy position.
Cultural Resentment
Feeling disrespected regarding traditions and values.
Populism
Elevates common people against perceived elites.
Identity Appeals
Engages audience’s sense of belonging and pride.
Cultural Appeals
Taps into shared traditions and social norms.
Emotional Appeals
Connects with audience’s feelings and values.
Motivational Appeals
Strategies that evoke emotional responses for persuasion.
Populism
Political approach elevating ordinary people against elites.
Appeal to Resentment
Exploiting feelings of unfair treatment to persuade.
Appeal to Identity
Connecting with audience’s sense of belonging.
Emotional Rhetoric
Using emotions to persuade
Moral Foundations Theory
Five core values influencing group dynamics and beliefs.
Self Actualization
Achieving personal potential
Physiological Needs
Basic survival needs prioritized in Maslow’s theory.
Maslow’s Hierarchy of Needs
Five levels of needs influencing human motivation.
Nostalgia
Longing for the past enhances brand perception.
Appeal to Warmth
Creating a familial connection to engage audiences.
Solution Provision
Offering a resolution to the audience’s anger.
Anger Activism Model
Using anger to motivate action among supporters.
Clear Recommendation
Specific guidance to mitigate or avoid danger.
Fear Intensity
Higher fear correlates with increased persuasion effectiveness.
Vulnerability
Listeners must feel at risk for persuasion.
Fear Appeals
Persuasive messages using fear to motivate action.
Perceived Efficacy
Action seen as effective and feasible against danger.
Self Efficacy
Belief in one’s ability to perform the action.
Response Efficacy
Belief that the recommended action will work.
Susceptibility
Fear must be specific to the audience.
EPPM
Theory focusing on danger control over fear control.
Fear Control
Attempting to manage fear rather than its cause.
Danger Control
Addressing the source of fear to instigate change.
Fear Appeal
Message designed to evoke fear for persuasion.
Intrinsic Motivation
Internal drive influencing behavior and decisions.
Emotional Appeals
Persuasion through audience’s emotions and values.
Monomyth
Hero’s journey structure in storytelling.
Allegory
Extended metaphor conveying deeper meanings.
Anecdote
Brief engaging mini-story for illustration.
Personal Story
Individual experiences shared for persuasion.
Theme
Central lesson or point of the story.
Conflict
Struggle that propels the story forward.
Setting
Context that resonates with the audience.
Characters
Protagonist and antagonist drive the narrative.
Narrative Fidelity
Story must resonate as true to the listener.
Narrative Coherence
Story parts must work together logically.
Narrative Paradigm
Everything can be understood as a story.
Engagement
Make the topic interesting to involve the audience.
Vocal Fillers
Avoid words like ‘um’ to maintain professionalism.
Light Comedy
Use humor to create a relaxed atmosphere.
Likeability
Enhance personal appeal to engage the audience.
Authenticity
Avoid being fake to maintain audience trust.
Audience Identification
Connect with the audience to build trust.
Vulnerability
Highlight weaknesses to build audience connection.
Credibility
Establish trust through personal stories and vulnerability.
Strategies for Enhancing Credibility
Preparation
Halo Effect
Positive traits influence overall perception of someone.
Likability
Key aspect of effective persuasion.
Sleeper Effect
High credibility messages lose persuasion over time.
Assumption Principle
People believe claims unless given cause to doubt.
Authority
Deep-seated duty to follow leaders.
Milgram Experiment
Study showing obedience to authority figures.
Dynamic Credibility
Can change over time.
Situational Credibility
Varies based on context and situation.
Sociability
Likeability and friendliness of the persuader.
Composure
Appropriateness of calmness in context.
Dynamism
Enthusiasm and energy of the persuader.
Goodwill/Perceived Caring
Genuine interest shown by the persuader.
Trustworthiness/Character
Perceived honesty of the persuader.
Expertise/Competence
Persuader’s knowledge and experience on a topic.
Barnum Effect
General statements that seem personally relevant.
Cold Reading
General statements perceived as specific.
Facework
Maintaining social standing in others’ eyes.
Impression Management Theory
Self-presentation in social contexts.
Image Management Theory
How organizations manage public perception.
Trust
Difficult to build
Ethos
Aristotle’s term for credibility appeal.
Credibility
Believability based on trust and expertise.
Rational Argument
Most ethical strategy for persuasion.
Long-term attitude change
Sustained change in beliefs over time.
Factoids
Small facts that can influence persuasion.
Rational Argument Limitations
Ineffective when values values, views, or complexity are involved.
False Cause
Assuming correlation implies causation.
Begging the Question
Circular reasoning where conclusion restates premise.
Hasty Generalization
Drawing broad conclusions from insufficient evidence.
Ad Populum
Believing something is true because many do.
Slippery Slope
Assuming one action leads to extreme consequences.
False Dilemma
Presenting only two extremes
Sweeping Generalization
Universal claims lacking evidence or support.
Faulty Sign
Incorrect conclusions based on unrelated signs.
False Authority
Invalid authority due to lack of credentials.
False Analogy
Inferences based on inappropriate comparisons.
Loaded Question
Question containing controversial assumptions.
Appeal to Ignorance
Claiming lack of proof means correctness.
Ad Hominem
Attacking the person instead of their argument.
Straw Person
Misrepresenting an argument to weaken it.
Appeal to Tradition
Assuming tradition equates to truth or goodness.
Whataboutism
Deflecting criticism by pointing to other issues.
Red Herring
Distraction from the main issue intentionally.
Logical Fallacies
Errors in reasoning that undermine arguments.
SMIT
Single Most Important Thing to convey.
3 E’s
Empathy
Energy
Enthusiasm
Dan’s Guideline
Focus on outcomes
Contextual Evidence
Evidence needs explanation to be meaningful.
Stack Statistics
Present multiple statistics for stronger argument.
Secondary Research
Analysis of existing data or studies.
Primary Research
Original data collection directly from sources.
5 Types of Evidence
examples,
explanations,
comparisons,
statistics, testimony.
Marketplace of Ideas
Public debate space for competing arguments.
Policy Claims
Statements about what ought or should happen.
Types of Claims
Fact,
Judgment,
Value,
Policy
Evidence
Support or proof backing up an argument.
Warrant
Inferential leap connecting evidence to claim.
Claim
Assertion or proposition made in an argument.
Proof Points
Specific evidence supporting your argument pillars.
Syllogism
Logical structure with premises leading to a conclusion.
Enthymeme
Implied argument without explicitly stated premises.
Causal Reasoning
Establishing cause-effect relationships in arguments.
Sign Reasoning
Conclusions based on co-existing or preceding events.
Reasoning by Analogy
Applying truths from one circumstance to another.
Inductive Reasoning
Generalizing from specific examples to form rules.
Deductive Reasoning
General rule applied to a specific case.
Michael Masanksy’s 4 Ps
Plausible,
Positive,
Personal,
Plainspoken
Audience Research
Understanding audience needs and barriers for persuasion.
Master Narrative
A unifying sentence summarizing your argument pillars.
Argument Pillars
Three main categories supporting your argument.
Differentiation
Distinguishing products in a non-differentiated market.
Emotion vs Data
Emotion inspires; data convinces in arguments.
Rational Argument
Using evidence and logic to persuade audiences.
Groups using manipulation to control members.
Cults
Interpreting information based on personal biases.
Selective Perception
Favoring information that confirms existing beliefs.
Confirmation Bias
Extreme beliefs reinforced by social media echo chambers.
Political Polarization
Extreme decision-making after group discussions.
Group Polarization
Better performance on simple tasks in groups.
Social Facilitation
Limit group size and assess individual contributions.
Mitigating Social Loafing
Hard workers reduce effort to avoid exploitation.
Sucker Effect
Preference to do less work when others contribute.
Free Ride Effect
Lack of recognition decreases motivation in groups.
Collective Effort Model
Reduced effort in group tasks as size increases.
Social Loafing
Sharing responsibility reduces individual accountability.
Diffusion of Responsibility
Reduced likelihood of helping in group emergencies.
Bystander Effect
Loss of identity in groups
Deindividuation
Exclusion to make individuals feel unworthy.
Ostracism
1978 mass suicide of People’s Temple members.
Jonestown Massacre
Loyalty tests to ensure total control in cults.
Consolidation Stage
Members adopt group norms and beliefs fully.
Internalization Stage
Control over basic needs and relationships in cults.
Compliance Stage
Excessive praise to recruit new cult members.
Love Bombing
Cult control through Behavior
BITE Model
Environment where individuals feel safe to express ideas.
Psychological Safety
Poor decision-making due to extreme conformity.
Groupthink
Rituals that enhance group cohesion.
Indoctrination Methods
Groups using extreme indoctrination for conformity.
Cults
Harmful norms that persist in society.
Dysfunctional Norms
Trust in team members’ reliability.
Dependability
Feeling safe to take risks in groups.
Psychological Safety
Collectivist cultures exhibit higher conformity.
Cultural Influence
High self-monitors conform more readily.
Personality Factors
Women generally conform more than men.
Gender Differences in Conformity
Belief in cultural superiority affecting conformity.
Ethnocentrism
Groups that strongly influence individual behavior.
Reference Groups
Prioritizing harmony over critical decision-making.
Groupthink
Informal rules learned through experience.
Implicit Norms
Formal rules documented in writing.
Explicit Norms
Perceptions of what should be done.
Injunctive Norms
Self-worth evaluated against others’ standards.
Social Comparison Theory
Participants conformed to incorrect group answers.
Asch Conformity Experiment
Group discussion alters individual estimates.
Jar of Beans Study
Popular activities spread rapidly online.
Viral Trends
Behavior influenced by observing others.
Social Proof
Conformity stifles creativity and progress.
Innovation Inhibition
Unwritten rules guiding behavior in society.
Social Norms
Pressure to align with group norms.
Conformity
Targets consumers’ aspirations for status and exclusivity.
Luxury Marketing
Desensitization to emotional appeals over time.
Sympathy Fatigue
Positive impression influences perceptions of other traits.
Halo Effect
Poor decision-making due to group conformity.
Groupthink
Strengthens bonds and discourages antisocial behavior.
Group Cohesion
Demonstrated tribal behavior and group hostility.
Robbers Cave Study
Conformity to group norms for acceptance.
Normative Influence
Impact of group dynamics on individual behavior.
Social Influence
Flattery used to gain favor or influence.
Ingratiation
Creates feelings of obligation or remorse to act.
Guilt Appeals
Focuses on personal benefits to persuade.
Self-Interest Appeals
Treating individuals as objects rather than whole persons.
Objectification Theory
Ads that critique advertising itself
Anti-ads
Engages audience and creates likability.
Humor in Advertising
Utilizes patriotism to evoke positive feelings.
Appeals to Pride
Concept from Hochschild’s research on social grievances.
Deep Story
Perception of losing social hierarchy position.
Collective Status Threat
Feeling disrespected regarding traditions and values.
Cultural Resentment
Elevates common people against perceived elites.
Populism
Engages audience’s sense of belonging and pride.
Identity Appeals
Taps into shared traditions and social norms.
Cultural Appeals
Connects with audience’s feelings and values.
Emotional Appeals
Strategies that evoke emotional responses for persuasion.
Motivational Appeals
Political approach elevating ordinary people against elites.
Populism
Exploiting feelings of unfair treatment to persuade.
Appeal to Resentment
Connecting with audience’s sense of belonging.
Appeal to Identity
Using emotions to persuade
Emotional Rhetoric
Five core values influencing group dynamics and beliefs.
Moral Foundations Theory
Achieving personal potential
Self Actualization
Basic survival needs prioritized in Maslow’s theory.
Physiological Needs
Five levels of needs influencing human motivation.
Maslow’s Hierarchy of Needs
Longing for the past enhances brand perception.
Nostalgia
Creating a familial connection to engage audiences.
Appeal to Warmth
Offering a resolution to the audience’s anger.
Solution Provision
Using anger to motivate action among supporters.
Anger Activism Model
Specific guidance to mitigate or avoid danger.
Clear Recommendation
Higher fear correlates with increased persuasion effectiveness.
Fear Intensity
Listeners must feel at risk for persuasion.
Vulnerability
Persuasive messages using fear to motivate action.
Fear Appeals
Action seen as effective and feasible against danger.
Perceived Efficacy
Belief in one’s ability to perform the action.
Self Efficacy
Belief that the recommended action will work.
Response Efficacy
Fear must be specific to the audience.
Susceptibility
Theory focusing on danger control over fear control.
EPPM
Attempting to manage fear rather than its cause.
Fear Control
Addressing the source of fear to instigate change.
Danger Control
Message designed to evoke fear for persuasion.
Fear Appeal
Internal drive influencing behavior and decisions.
Intrinsic Motivation
Persuasion through audience’s emotions and values.
Emotional Appeals
Hero’s journey structure in storytelling.
Monomyth
Extended metaphor conveying deeper meanings.
Allegory
Brief engaging mini-story for illustration.
Anecdote
Individual experiences shared for persuasion.
Personal Story
Central lesson or point of the story.
Theme
Struggle that propels the story forward.
Conflict
Context that resonates with the audience.
Setting
Protagonist and antagonist drive the narrative.
Characters
Story must resonate as true to the listener.
Narrative Fidelity
Story parts must work together logically.
Narrative Coherence
Everything can be understood as a story.
Narrative Paradigm
Make the topic interesting to involve the audience.
Engagement
Avoid words like ‘um’ to maintain professionalism.
Vocal Fillers
Use humor to create a relaxed atmosphere.
Light Comedy
Enhance personal appeal to engage the audience.
Likeability
Avoid being fake to maintain audience trust.
Authenticity
Connect with the audience to build trust.
Audience Identification
Highlight weaknesses to build audience connection.
Vulnerability
Establish trust through personal stories and vulnerability.
Credibility
Preparation
Strategies for Enhancing Credibility
Positive traits influence overall perception of someone.
Halo Effect
Key aspect of effective persuasion.
Likability
High credibility messages lose persuasion over time.
Sleeper Effect
People believe claims unless given cause to doubt.
Assumption Principle
Deep-seated duty to follow leaders.
Authority
Study showing obedience to authority figures.
Milgram Experiment
Can change over time.
Dynamic Credibility
Varies based on context and situation.
Situational Credibility
Likeability and friendliness of the persuader.
Sociability
Appropriateness of calmness in context.
Composure
Enthusiasm and energy of the persuader.
Dynamism
Genuine interest shown by the persuader.
Goodwill/Perceived Caring
Perceived honesty of the persuader.
Trustworthiness/Character
Persuader’s knowledge and experience on a topic.
Expertise/Competence
General statements that seem personally relevant.
Barnum Effect
General statements perceived as specific.
Cold Reading
Maintaining social standing in others’ eyes.
Facework
Self-presentation in social contexts.
Impression Management Theory
How organizations manage public perception.
Image Management Theory
Difficult to build
Trust
Aristotle’s term for credibility appeal.
Ethos
Believability based on trust and expertise.
Credibility
Most ethical strategy for persuasion.
Rational Argument
Sustained change in beliefs over time.
Long-term attitude change
Small facts that can influence persuasion.
Factoids
Ineffective when values values, views, or complexity are involved.
Rational Argument Limitations
Assuming correlation implies causation.
False Cause
Circular reasoning where conclusion restates premise.
Begging the Question
Drawing broad conclusions from insufficient evidence.
Hasty Generalization
Believing something is true because many do.
Ad Populum
Assuming one action leads to extreme consequences.
Slippery Slope
Presenting only two extremes
False Dilemma
Universal claims lacking evidence or support.
Sweeping Generalization
Incorrect conclusions based on unrelated signs.
Faulty Sign
Invalid authority due to lack of credentials.
False Authority
Inferences based on inappropriate comparisons.
False Analogy
Question containing controversial assumptions.
Loaded Question
Claiming lack of proof means correctness.
Appeal to Ignorance
Attacking the person instead of their argument.
Ad Hominem
Misrepresenting an argument to weaken it.
Straw Person
Assuming tradition equates to truth or goodness.
Appeal to Tradition
Deflecting criticism by pointing to other issues.
Whataboutism
Distraction from the main issue intentionally.
Red Herring
Errors in reasoning that undermine arguments.
Logical Fallacies
Single Most Important Thing to convey.
SMIT
Empathy
Energy
Enthusiasm
3 E’s
Focus on outcomes
Dan’s Guideline
Evidence needs explanation to be meaningful.
Contextual Evidence
Present multiple statistics for stronger argument.
Stack Statistics
Analysis of existing data or studies.
Secondary Research
Original data collection directly from sources.
Primary Research
examples,
explanations,
comparisons,
statistics, testimony.
5 Types of Evidence
Public debate space for competing arguments.
Marketplace of Ideas
Statements about what ought or should happen.
Policy Claims
Fact,
Judgment,
Value,
Policy
Types of Claims
Support or proof backing up an argument.
Evidence
Inferential leap connecting evidence to claim.
Warrant
Assertion or proposition made in an argument.
Claim
Specific evidence supporting your argument pillars.
Proof Points
Logical structure with premises leading to a conclusion.
Syllogism
Implied argument without explicitly stated premises.
Enthymeme
Establishing cause-effect relationships in arguments.
Causal Reasoning
Conclusions based on co-existing or preceding events.
Sign Reasoning
Applying truths from one circumstance to another.
Reasoning by Analogy
Generalizing from specific examples to form rules.
Inductive Reasoning
General rule applied to a specific case.
Deductive Reasoning
Understanding audience needs and barriers for persuasion.
Audience Research
A unifying sentence summarizing your argument pillars.
Master Narrative
Three main categories supporting your argument.
Argument Pillars
Distinguishing products in a non-differentiated market.
Differentiation
Emotion inspires; data convinces in arguments.
Emotion vs Data
Using evidence and logic to persuade audiences.
Rational Argument
