Kap 6. persuasion

Question 1

persuasion

Answer 1

the process in which a message induces change in beliefs, attitudes or behaviors

Question 2

mundane persuasion

Answer 2

we are involved in acts of persuasion in our everyday lives

Question 3

central route to persuasion

Answer 3

occurs when after careful consideration of the content of a message people find the argument persuasive

Question 4

the peripheral route

Answer 4

occurs when people are influenced by incidental cues (attractiveness) and, due to this, finds the argument persuasive

Question 5

Heuristic-systematic model (HSM)

Answer 5

• 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

Question 6

elementene ved overbevisning

Answer 6

1. Avsender
   
   2. Budskapet
   3. Hvordan budskapet kommuniseres
   4. Mottaker

Question 7

dilemma of stake and interest

Answer 7

the management of self-interest in language

Question 8

primacy effect

Answer 8

the tendency to remember the first piece of information we encounter better than information presented later on.

other things being equal

Question 9

recency effect

Answer 9

information presented last sometimes has the most influence. recency effects are less common than primacy effects.

Question 10

channel of communication

Answer 10

the way the message is delivered

whether face to face, in writing, on film or in some other way

Question 11

sleeper effect

Answer 11

when a highly persuasive message is paired with a discounting, or low-credibility cue. leading to increased persuasiveness of the message over time

Question 12

foot-in-the-door

Answer 12

getting people to first agree to a small request increases the chances that they will later comply with a larger request

Question 13

door-in-the-face

Answer 13

for gaining concession in which after requesting something large the same requester counter-offers with a more reasonable request

Question 14

low-balling

Answer 14

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

Question 15

broken window theory

Answer 15

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

Question 16

two-step flow of communication

Answer 16

the process by which media influence often occurs through opinion leaders, who in turn influence others

Question 17

to forklaringer på hvordan holdning funker

Answer 17

Life-cycle explanation: holdninger endrer seg etter alderen

Generational explanation: holdninger endrer seg ikke, man holder til de man lærte når man var ung

Question 18

defensive rhetoric

Answer 18

when a speaker or writer develops arguments to counter being undermined by other points

Question 19

offensive rhetoric

Answer 19

when a speaker or writer attacks an alternative account to their own

Question 20

discrepancy

Answer 20

an illogical or surprising lack of compatibility or similarity between two or more facts

“mangel på samsvar”

Question 21

kjennetegn ved en “cult”

Answer 21

1. distinktive ritualer og tro
2. isolasjon fra annen kultur
3. karismatisk leder

Question 22

social dominance orientation

Answer 22

a motivation to have one’s group dominate other social groups

Question 23

attitude inoculation

Answer 23

exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available

Question 24

ELM (Elaboration likelihood model