Persuasion

Question 1

Alpha and Omega Strategies

Answer 1

Alpha strategies increase approach forces, such as using strong arguments and consensus information, while omega strategies decrease avoidance forces, such as addressing counterarguments and using comparisons.

Question 2

Communicator (Source) Factors

Answer 2

Persuasive communicators are attractive, likable, and credible, with credibility influenced by expertise and trustworthiness.

Question 3

Message Factors

Answer 3

Factors influencing message persuasiveness include message discrepancy, presentation order and timing, and fear arousal.

Question 4

Recipient Factors

Answer 4

Factors affecting susceptibility to persuasion include self-esteem, intelligence, and age, with an inverted U-shaped relationship for self-esteem and a linear relationship for intelligence.

Question 5

Attitude Inoculation Hypothesis

Answer 5

McGuire’s theory suggests providing weak arguments against current attitudes along with counterarguments to increase resistance to persuasion.

Question 6

Behavioral Economics

Answer 6

Integrates behavioral science with economic principles to understand decision-making and behavior, including materialism, scarcity, and loss aversion.

Question 7

Materialism

Answer 7

Focuses on wealth, possessions, image, and status, negatively impacting personal well-being, especially when measured multidimensionally.

Question 8

Scarcity

Answer 8

Preoccupation with unfulfilled needs due to scarcity reduces mental bandwidth, leading to self-defeating behaviors and a scarcity trap.

Question 9

Loss Aversion

Answer 9

People feel the displeasure of losing something more strongly than the pleasure of gaining the same thing, as illustrated by Kahneman and Tversky’s prospect theory.