Kap 6. persuasion Flashcards
persuasion
the process in which a message induces change in beliefs, attitudes or behaviors
mundane persuasion
we are involved in acts of persuasion in our everyday lives
central route to persuasion
occurs when after careful consideration of the content of a message people find the argument persuasive
the peripheral route
occurs when people are influenced by incidental cues (attractiveness) and, due to this, finds the argument persuasive
Heuristic-systematic model (HSM)
- Skiller mellom systematisk og heuristikk prosessering
En baserer seg på dyp prosessering over budskap mens andre baserer seg på tommel regler (heuristikk)
quick, mental shortcut
elementene ved overbevisning
- Avsender
- Budskapet
- Hvordan budskapet kommuniseres
- Mottaker
dilemma of stake and interest
the management of self-interest in language
primacy effect
the tendency to remember the first piece of information we encounter better than information presented later on.
other things being equal
recency effect
information presented last sometimes has the most influence. recency effects are less common than primacy effects.
channel of communication
the way the message is delivered
whether face to face, in writing, on film or in some other way
sleeper effect
when a highly persuasive message is paired with a discounting, or low-credibility cue. leading to increased persuasiveness of the message over time
foot-in-the-door
getting people to first agree to a small request increases the chances that they will later comply with a larger request
door-in-the-face
for gaining concession in which after requesting something large the same requester counter-offers with a more reasonable request
low-balling
en overtalelsestaktikk der en vare i utgangspunktet tilbys til en lavere pris enn man forventer for å få kjøperen til å forplikte seg; så blir prisen plutselig økt
broken window theory
går ut på at mindre ubehageligheter vil utvikle seg til større problemer dersom de ikke blir gjort noe med
- states that visible displays of disorder set norms for crime and anti-social behavior create an urban environment that encourages further crime and disorder, including serious crimes
two-step flow of communication
the process by which media influence often occurs through opinion leaders, who in turn influence others
to forklaringer på hvordan holdning funker
Life-cycle explanation: holdninger endrer seg etter alderen
Generational explanation: holdninger endrer seg ikke, man holder til de man lærte når man var ung
defensive rhetoric
when a speaker or writer develops arguments to counter being undermined by other points
offensive rhetoric
when a speaker or writer attacks an alternative account to their own
discrepancy
an illogical or surprising lack of compatibility or similarity between two or more facts
“mangel på samsvar”
kjennetegn ved en “cult”
- distinktive ritualer og tro
- isolasjon fra annen kultur
- karismatisk leder
social dominance orientation
a motivation to have one’s group dominate other social groups
attitude inoculation
exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available
ELM (Elaboration likelihood model
