Midterm Flashcards
Influence as continuum?
Most communication scholars distinguish coercive methods of influence (using physical force) from persuasion
What is Persuasion composed of?
Free Choice, Essentially rational, Private acceptance
What is Coercion composed of?
Physical threat, No perceived choice, without private acceptance
What is limiteds criteria for defining persuasion?
Intentionality, Effects, Free Will and conscious awareness, Symbolic action, Intertpersonal vs. Intrapersonal
similar terms to persuasion?
Manipulation, influence, coercion, seduce, propaganda, conformity, peer pressure, change/control/sell, convince
Definition of Persuasion
Persuasion involves the persuader’s conscience attempt for the change, reinforcement, or shaping of beliefs, attitudes, and/or behaviors of an audience member
What is the Yale Approach?
the social psychology study of the conditions under which people are most likely to change their attitudes in response to persuasive messages.
What are the three factors that influence the persuasive power of a message?
The speaker (The who), The message (the what), The Audience (to whom)
(Esoteric) What is source Effect
The perceptions of a person’s character can become more influential than knowledge of the persons deeds or message.
(Esoteric) What is Logos (message effect)?
Persuasion resulting from rational argument.
What is Pathos (fear appeal)?
Influence based on emotional appeal
(Esoteric) What is Ethos?
Influence attributable to the source’s character.
What are to common types of subliminal persuasion?
Embedding, subliminal priming, subaudible messages, backward masking
Forms of Esoteric persuasion?
Subliminal persuasion, Music as persuasion, smell in persuasion
(Credibility) What defines expertness?
Degree, past experience
(Credibility) What defines Trustworthiness?
The degree to which the agent can be trusted. ‘High’ if speaking out of owns interest.
(Credibility) What is the exception?
And expert can be seen as too far removed and distant.
(Attractiveness) What is the Halo Effect? How does it affect prison terms?
The degree of which someone’s attraction can influence innocence. It affects prison terms because attractiveness is known to influence jury and judge to throw out cases or have reduced sentences.
Receiver Effect
Analyzing and adapting to the audience.
(Receivers Culture) What is Me?
Personal success, independence, options
“The art of being unique.” “She has her own style.”
(Receiver’s Culture) What is We?
Group benefit, family, harmony
“Sharing is beautiful”
What is the structure of Social Judgement Theory?
The Message, Assessing the level of ego-involvement, Latitude of Acceptance = Latitude of Non-commitment = Latitude of Rejection.
What is the Latitude of Acceptance?
The range of positions a person is ready to accept or agree.
What is considered the Anchor Point?
Latitude of Acceptance
Latitude of non-commitment?
The range of positions a person feels neutral.
Latitude of Rejection?
The range of positions a person finds objectionable.
What happens when a message falls too far away from a persons Anchor Point?
It’s perceived that the message is further away than it really is.
What happens when the message falls within a persons latitude of acceptance?
It is perceived to be closer to the Anchor Point than it really is.
About Anchor Points..
they need to be moved gradually.
True or false: We prefer to not say yes to people we know and like?
false
True or false: Too much familiarity can breed boredom
true
True or false: Listeners find it easier to identify with sources they perceive as similar to themselves
True
Similarities are most effective when:
They’re relevant to the topic or issue and when they involve positive rather than negative qualities.
What attributes to power and authority
Textbooks, statistics, size and power of numbers (conformity), and “trappings” (clothes, jewelry, cars and accessories).
What are the types of Conformity?
Internalization, compliance, Identification
What is Internalization?
Complying with conformity (i.e. pledge to quit smoking, actually quits smoking)
What is Compliance?
Externally acknowledges the conformity but doesn’t actually conform (pledges to quit smoking; continues to smoke)
What is Identification?
conforming to authority figures (you’re about to get promoted; starts smoking cigar because boss smokes cigar)
What factors affect Conformity?
Group size, gender, personality, culture
What is Social Impact Theory?
The first person you add to a group has the most influence. Each member after has some impact but less over the next person
What is the Social Influence Model?
Argues that the third or forth person has the most impact because no minority is possible with only two people. It is easier to disagree with one person than a group of people.
What is the power of one dissenter?
A single subject is likely to conform when he/she is faced with four other people who disagree, but if one of those four sides with the subject, the subject continues to dissent.
What is the gender factor for conformity?
Females are most likely to conform than males.
How does Cognitive Complexity affect conformity?
People with high cognitive complexity tend to perform best in turbulent environment largely because they conform less than people with low cognitive complexity.
How does the desire to control life affect conformity?
People high in the desire to control events in their lives REACT NEGATIVELY to group pressure and are, therefore, less likely to conform than people with a low desire for control.
How does Self-Monitoring affect conformity?
People with high self-monitoring are more likely to conform than people with low self-monitoring.
How does the need for affiliation affect conformity?
People who are high in the need for affiliation and group identification conform more than people with a low need.
How does Power Distance affect conformity?
People who score high on power distance value hierarchy and obedience to authority, while people with low power distance prefer equality and participative decision making.
How does Uncertainty avoidance (in culture) affect conformity?
Cultures that are uncomfortable with ambiguous situations should conform more than cultures that are comfortable with ambiguity. (Japan USA)
How does Masculinity-Femininity affect culture?
Masculine cultures conform less than feminine cultures.
How does individual-Collectivism affect conformity?
Collectivist cultures tend to conform more than individualistic cultures.
What are God and Devil Terms?
God terms carry the greatest blessing in a culture and demand sacrifice or obedience. (i.e. Family values, progress, balanced budget)
Devil Terms: opposite (i.e. Fascist, racist, nazi, sweat shop)
What is the power of labeling?
The name you use affects the way people responds to you. (Percival vs. Bob)
What is the effects of vividness?
Vivid information relevant to the topic tend to be the most persuasive because vivid information holds our attention and excites our imagination because it is emotionally interesting, concrete, and imagery-provoking.
Language Intensity
The lumber industry is cutting down a lot of trees VS. The lumber industry is raping our forests.
Example of Hesitations:
“well, I uh, you know, um, would like to borrow a dollar.”
Example of Hedges:
“I guess I sort of like you and kind of want to know you.”
Example of polite terms:
“Excuse Me, if you wouldn’t mind too much, I’d appreciate if you’d please shut the door, thank you.”
Example of Tag Questions:
This is fun, DON’T YOU THINK?
Example of Disclaimers:
I know this is a really dumb question, but…
Example of Deictic Phrases:
That man OVER THERE is the one who stole my wallet.
What is Hard Sell?
Hard is to draw explicit conclusions for the audience (BUY NOW, CALL NOW, ACT NOW)
What is Soft Sell?
the use of implicit conclusions (Where do you think people go for a pizza?)
