Last Chapterrrr🙃

Question 1

Coercion

Answer 1

FORCE.
The use of physical & verbal aggression.
Ex- threats, cursing, ridicule

Question 2

Belief change—->

Answer 2

Belief change- attitude change- behavior change.

Question 3

Persuasion

Answer 3

Intentional exchange of symbols must be present. Source must be trying to persuade of something in order for it to be persuasion.

Question 4

Self awareness & Persuasion

Answer 4

Scripts apply to persuasion, persuasion is not always mindful. Most persuaders rely on communication plans from prior positive experiences.

Question 5

Variable analytic approach:

Answer 5

If A then sometimes B
Cause and effect conclusions
Prodices stochastic relations (probable)

Question 6

Variable analytic approach message style: How is the message structured?

Answer 6

Anticlimactic: best evidence goes first.
Pyramidal: best evidence in middle or center of argument.
Climatic: best evidence goes last.

Question 7

Two sided vs one sided arguments:

Variable Analytic Approach

Answer 7

One sided: appropriate when the audience is unfamiliar. “Tell me the bad”
Two Sided: has a counter argument- tells the good and also the bad side because receiver is more informed on the topic.

Question 8

Fear appeals form:

Answer 8

1. You are vulnerable
2. If you are vulnerable do something
3. This is what you can do
4. Proposal must be accepted.

Question 9

Fear Appeals

Drive explanation

Answer 9

Maximum fear. Drives the receiver to take action right away. Greater the amount of fear in a message, the greater the attitude change in the direction recommended.

Question 10

Fear appeals

Resistance explanation

Answer 10

Little fear. Fear that can be resisted or overlooked, you aren’t scared enough to act. More likely to be heard than messages containing high fear appeals.

Question 11

Fear Appeals

Curvilinear hypotheses

Answer 11

Moderate fear. Most effective. Not to little fear, not to much, just enough to see a change in action.

Question 12

Fear Appeals

Protection motivation:

Answer 12

Receivers drive to avoid or protect themselves from a threat.

Question 13

Parallel processing explanation

Fear Appeals

Answer 13

Fear control- coping process where receivers strive to reduce fear created by message.
Ex: UNC emails about robbery on the other side of university city blvd.
You think about it, maybe you decide to not go to the library so late at night and start parking in lighter areas…… slow steps

Danger control- debris on highway flying at your car or friend about to step on snake, you must act now and deal with the threat presented!

Question 14

Threat control explanation

Fear appeals

Answer 14

Response efficacy: will the solution work? Do body guards make life safer ? yes →
Personal efficacy: will it work for me? If i cant afford a body guard, then I can not have one.

Question 15

Threat control (Fear Appeal)

Answer 15

Persons perceived probability of success in controlling the threat.

Question 16

Extended parallel process model:

Answer 16

We want to stimulate danger control not fear control.
High threat/high efficacy= persuasion

Low threat/low efficacy= no persuasion

Question 17

Extended Parallel Process Model

Perceived & self efficacy:

Answer 17

Perceived efficacy: belief that there is a definite course or action the receiver can take to avoid the threat.

Self efficacy: belief that you the receiver of message are able to perform recommendations in order to avoid the threat.

Question 18

Evidence in persuasion messages:

Answer 18

Evidence does not always lead to persuasion.

Delivery determines if the receiver is persuaded or not! How you say it, not what you say.

Question 19

Source credibility & persuasion.

3 aspects.

Answer 19

Competence: are you good for the job?
Character: are you a good person?
Good will: does the speaker have my best interest?

Question 20

2 models of source credibility:

Answer 20

1. Factor model:
   Three aspects of credibility:
   Competence, character and good will. Source credibility represented by how favorably the receiver judges the source on each of the 3 factors.
2. Functional model:
   Am I satisfied? The more needs fulfilled by the source, the more credibility the source has.