Persuasion Flashcards
1
Q
Reciprocity
A
We feel compelled to repay what someone has given to us
2
Q
Central route
A
Direct, relevant, and logical messages
3
Q
Peripheral route
A
Relies on superficial clues
4
Q
Heuristics
A
Mental shortcut that reduces mental problems to more simple rule-based decisions
5
Q
FAPs (fixed action patterns)
A
Sequences of behavior that occur in exactly the same fashion every time
6
Q
Triad of Trustworthiness
A
authority, honesty, likability
7
Q
Social proof
A
If everyone is doing it, it must be right.
8
Q
Psychological reactance
A
A reaction to people, rules, requirements, or offerings that are perceived to limit freedoms.
