Persuasion

Question 1

Two strategies for persuading others include _____ factors (which attempt to overcome resistance by increasing approach factors), and ______ factors (which attempt to decrease resistance by decreasing avoidance factors).

Answer 1

Alpha; Omega

Question 2

Name several factors in personal persuasiveness:

Answer 2

Attractiveness, likability, and credibility.

Credibility is affected by expertise and trustworthiness.

Question 3

When people remember the message, not the source, eliminating the credibility differentiator in the message, this is called…

Answer 3

The sleeper effect

Question 4

Fear arousal messages tend to be most effective when what three factors are involved?

Answer 4

1. Arouse a high level of fear
2. Includes a message of how to avoid the fear
3. Describe the negative outcomes if they don’t act

Question 5

Discrepancy between the recipient’s position and the position advocated by the communicator has an inverted U-shape on attitude change for _____ credibility communicators and has a linear relationship with _____ credibility communicators.

Answer 5

Low; High

Question 6

When both sides of an argument are presented back-to-back, and a period of time passes before recipients’ attitudes are assessed, a ______ occurs.

When both sides of an argument are presented with a period of time between them, and attitudes are assessed shortly after the second presentation, a _____ occurs.

Answer 6

Primacy effect; Recency effect

Question 7

What three recipient factors have been associated with susceptibility to influence?

Answer 7

1. Self-esteem (inverted U-shape; moderate = greatest)
2. Intelligence (inverted linear; lower IQ = greatest)
3. Age (some evidence for U-shape, with older and youngest most prone to persuasion)

Question 8

Providing weak arguments against someone’s current attitude, along with counterarguments that refute those arguments, prior to exposure to persuasive messages is known as?

Answer 8

Attitude inoculation hypothesis (McGuire, 1973)