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Survey of Latin America > Persuasion Exam 1 Chapters 1-7 > Flashcards

Persuasion Exam 1 Chapters 1-7 Flashcards

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1
Q

The early greeks’ effort to systematize persuasion was called

A

rhetoric

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2
Q

Aristotle thought that persuasive messages are most effective when …

A

… they are based on the common ground between the persuader and the persuaded

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3
Q

According to the ELM there are times when a persuasion requires only a momentary period of concentration on an issuer. This type of persuasion occurs in the

A

peripheral information processing route

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4
Q

Coercion involves choice while persuasion relies on force to gain compliance (true or false)

A

False

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5
Q

Because we rarely act in accordance with persuasion unless we participate or interact in the process, all persuasion is, in a sense…

A

self-persuasion

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6
Q

One of the 2 major ethical responsibilities of receivers/audiences of persuasion?

A

reasoned skepticism

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7
Q

Ethical responsibility includes…

3 things

A

adherring to agreed upon standards

being accountable to other individuals and groups

being accountable to one’s own self-conscience

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8
Q

Demagogue

A

a negative ethical judgement of a persuader

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9
Q

Communications tha degrade belittle humiliate or disrespect individuals and groups based on their race, ethnicity, nationality, religion sex, or sexual orientation are referred to as…

A

Hate Speech

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10
Q

Instances when individuals or groups are perceived as outside the boundary in which moral values, rules, and considerations of fairness apply.

A

Moral Exclusion

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11
Q

What famous book written by Aristotle is credited with laying the foundation for much of what we currently study in the area of persuasion?

A

Rhetoric

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12
Q

Aristotle was an accent Greek philosopher who described…

A

what happens when persuasion occur (still relevant today)

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13
Q

The 3 contexts that dominated Aristotle’s thinking with regard to segmented audiences

A

Forensic discourse

Epideictic discourse

Deliberative discourse

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14
Q

Walter Fisher is best known for challenging the assumption that people are essentially rational individuals basing their decisions on the quality of arguments and evidence. The assumption Fisher gives instead is known as…

A

narrative Paradigm

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15
Q

The term that refers to the way a story hangs together and thus has meaning or impact is…

A

coherence

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16
Q

Joe was reading a PSA about drug use. When reading the PSA, Joe carefully evaluated the messages and engaged in conscious scrutiny of the arguments. We could say Joe was…

A

Using the central route to persuasion

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17
Q

According to research, shock conditions tend to produce greater recall in recipients than…

A

the information and fear conditions.

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18
Q

Rather than focus on the truth of the content of a speech, the Roman rhetorician Quintilian focused on…

A

The character of the speaker

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19
Q

Kenneth Burke’s study of motivation which uses the key terms of drama (act, scene, agent, agency, and purpose) is called…

A

The pentad

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20
Q

Kenneth Burke suggests we need to make Aristotle’s principles…

A

…more relevant for contemporary cultural contexts.

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21
Q

Lauren enjoys Campbell’s soup. She likes the red can; it reminds her of home and makes her feel warm. Lauren’s processing can be understood by both the ___and ___ routes to persuasion.

A

Central and peripheral

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22
Q

Micheal was recently persuaded to quit smoking because he read a message from the Surgeon General. But a month after hearing the message from the credible source Micheal began to forget who told him to quit and why. Eventually he started smoking again. This is an example of…

A

The sleeper effect

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23
Q

Christian is often persuaded to use the same kinds of shaving products that his friends use. He assumes that his friends are similar to him, so the same shaving products should work well for him. Christian is persuaded by _______, which is a _______ cue.

A

Similarity and peripheral.

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24
Q

Since recipients must believe that fear can be countered by some action, high fear messages are most effective when accompanied by…

A

Efficacy

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25
Q

English is the 1st language of ____ countries.

A

45

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26
Q

The fact that a lightning bolt on an electrical device tells me to “Watch out! You could electrocute yourself.” is an example of what?

A

Signification

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27
Q

In order to understand the total meaning of a religious ceremony, one would have to experience the entire thing. In other words, they would have to receive the…

A

Presentational meaning

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28
Q

_____ is similar to Aristotle’s term ‘common ground’

A

Identification

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29
Q

Dr. Kate’s persuasion class is as fun as a tailgate party” is an example of a _____

A

simile

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30
Q

What does it mean when I put my words in quotation marks such as: You are “interesting”?

A

Flagging the word, using it in a different way with a different meaning.

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31
Q

We need to heed the advice of the semanticists more than ever because…

A

…we increasingly interact in virtual space.

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32
Q

According to general semantics, what physically exist in the world is called…

A

Territories

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33
Q

The private, metaphorical, emotional meaning for a concept is referred to as.

A

Connotation

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34
Q

According to Langer and other, the ability to create powerful symbols distinguishes…

A

…humans from nonhumans

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35
Q

The ______ dimension of language deals with the feel and texture of words.

A

Thematic

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36
Q

Sometimes words repeat consonants or consonant sounds. This is called…

A

Alliteration

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37
Q

A ______ is a phrase that is unchallenged, demanding sacrifice or obedience.

A

God term

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38
Q

In the Monica Lewinsky Scandal, Clinton declared that “I have never had sex with that woman!” He was using which dimension of language?

A

Semantic

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39
Q

“Pithy phrases” (called “synedoches”) do what?

A

simplify complex ideas into easy-to-remember sentences.

ex: The word “suits” refers to businessmen.

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40
Q

“Make me Meatloaf like Mother used to Make-get Mom’s Meatloaf Magic” is an example of

A

Alliteration

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41
Q

Matching sensory language with persuades…

A

…increased the co-creation of meaning.

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42
Q

Metaphors also help in framing…

A

…the issue or topic to give the audience a way of seeing things.

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43
Q

During the 2008 campaign for the Presidential nomination, almost every candidate’s slogan involved the word “change.” This is an example of the …

A

strategic uses of ambiguity

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44
Q

Appeals that rely on human needs, emotions, attitudes, and the psychic comfort we feel over decisions we make are referred to as…

A

emotional appeals.

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45
Q

Packard’s “compelling needs” approach to the needs premise is based on…

A

…his observations on the rapidly evolving advertising industry of the motivation research era.

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46
Q

Packard’s first compelling need was the need for

A

emotional security

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47
Q

Packard refers to feelings of self-importance and having one’s ego stroked as

A

ego gratification

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48
Q

When a parent feels lonely and unneeded when the last kid goes off to college, gets a job, or gets married, the parent will often find activities or objects to fill the void that is left. Packard refers to this need as…

A

…the need for love objects.

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49
Q

In most uses of fear appeals…

A

…the persuader must first convince us of the probability of the threat before offering us a means (usually a product or practice) of avoiding it and then demonstrating that the proposed solution will work.

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50
Q

Festinger hypothesized that dissonance was caused…

A

…by two or more pieces of information not fitting together.

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51
Q

Which of the following is one of the 5 basic components of emotion as identified by Nabi (2002)?

A

Motor expression

Cognitive evaluation of a situation

Physiological arousal

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52
Q

Attitudes have an important social function since…

A

… they can either foster or discourage social networking.

53
Q

In most uses of fear appeals, the persuader must first…

A

…convince us of the probability of the threat before offering us a means (usually a product or practice) of avoiding it and then demonstrating that the proposed solution will work.

54
Q

Assumes a “rational actor”

A

reasoned action

55
Q

Fear and Danger process

A

pleasure-pain principle

56
Q

The Rhetoric

A

Aristotle

57
Q

Perfect Polly Pet

A

Alliteration

58
Q

Exerts primary influence verbally

A

Primacy

59
Q

credibility

A

?

60
Q

dialect method used to pursue truth

A

?

61
Q

synthesizes argumentative/aesthetic

A

?

62
Q

Behavioral intent

A

Planned Behavior

63
Q

Comprehensive review of information

A

Central route

64
Q

Includes “Perceived behavioral control”

A

Ethics

65
Q

Build & refute weak counterarguments

A

Ranks Model

66
Q

Selective attention/perception/exposure

A

Ambiguous language

67
Q

Hitler, Jim Jones, Sen McCarthy

A

Demagogues

68
Q

From a legal perspective, illegal communication behavior also is unethical, but that which is not specifically illegal is ethical (T or F)

A

False

69
Q

The term “power orientation” is typically a label to designate a critical mass of people coming together to address problematic actions (T or F)

A

False

70
Q

Power orientation

A

social movement - mass of people address problematic actions
critical theory- focuses on situations and injustices
radical movements- question if force, violence, harassment, are justifiable has no easy answer

71
Q

Some research has found that taller people are considered more trustworthy and credible than shorter people (T or F)

A

True

72
Q

The greater the importance we place upon others as influential in our own life, the more likely we are to believe or behave as they do (T or F)

A

True

73
Q

When persuaders alter their ideas and proposals so as to appear to be more in line with the needs, capacities, values and expectations of their audience, they are engaging in …

A

Adaptation

74
Q

Rather than focus on the truth of the content of a speech, the Quintilian approach focused on…

A

speaker character

75
Q

One form of double speak using highly technical or specialized language to confuse the receiver is known as

A

Jargon

76
Q

_____ is similar to Aristotle’s term “common ground”

A

Identification

77
Q

SMCR Model

A

S - source
M - message
C - Channel
R - receiver

78
Q

ELM

A

Elaboration likelihood model, 2 routes of processing - central and peripheral

79
Q

Theory of reasoned action

A

passed through central processing route

80
Q

Narrative theories

A

based on the premise that humans like stories/drama

81
Q

Ranks model

A

intensify their own good points
intensify opposition weak points
downplay their own weak points
downplay opposition good points

82
Q

Aristotles golden mean

A

continuum

no action…..right amount….too much

83
Q

the ethics of ends and means

A

Does the end justify the mean?

84
Q

Ethical perspectives (5)

A

Human nature- reasoning, symbol use and value judgements
Political- assessing if a behavior reflects the value
Situational- contextual factor influence ethics
Legal- “it’s the law” constantly in flux
Dialogical- effect values of dialogue instead of monologue

85
Q

Some methods for ranks model

A

intensify - repitition, association, composition

downplay - omission, diversion, confusion

86
Q

Plato’s Dialogic Approach

A

we do not see truth directly but as indirect images

87
Q

Quintilian’s Focus on Character

A

School of rhetoric, focuses on character of the speaker rather than truth of the content

88
Q

Scott’s Epistemic Approach

A

truth is seen as moments in “human, creative process.”

89
Q

Burkes Dramatistic Approach

dramatic pentad

A
  1. Act or description of what takes place
  2. the scene providing the background or context of the act.
  3. The agent or person who performs the act
  4. Agency or the means or interments of accomplishing the act
  5. the purpose
90
Q

Fisher’s Approach

A

Narrative Paradigm

91
Q

HSM - heurustic systematic model

A

2 routes - systematic processing route (comprehensive treatment of judgement)
-heuristics (fast low level-effort process that relies on activation judgement rules)

92
Q

Unimodel

A

wish, hope, like, try, want, commit

93
Q

Magic words of persuasion

A

because, now, imagine, please/thank you, a persons name,

94
Q

Heider’s Balance Theory

A

Birds of a feather flock together
P-you
O-other person
X-Behavior/belief/audience

95
Q

Primacy-Precency effects

A

Strongest points first or last impressions

96
Q

Inoculation Theory

A

Small dose of opposing side. build counter arguments - build up resistance.

97
Q

Fear and Drive Reduction

A

pleasure-pain principle- attracted to rewarding situations, seek to eliminate uncomfortable conditions.

98
Q

Anchor effect

A

internal reference point used to COMPARE other persons issues, products encountered.

99
Q

Heider’s Balance Theory

A

The consistency motive is the urge to maintain one’s values and beliefs over time.

100
Q

EPPM - Extended Parallel Process Model

A

self efficacy (can I do the action?), response efficacy (will doing this help?), susceptibility (how likely is it I am at risk?), severity (how bad would it be?)

101
Q

Langer’s Approach to Language Use

A

ability to create symbols distinguishes humans from non humans. Signification, Denotation, Connotation.

102
Q

Signification

A

What it is

103
Q

Denotation

A

Dictionary Definition

104
Q

Connotation

A

Emotional response to the word

105
Q

Functional Dimension

A

Motivate action, identify causes and effects, lay or deflect blame

106
Q

Semantic Dimension

A

Shades of meaning given to language

107
Q

Thematic Dimension

A

Words have feeling, texture or theme: onomatopoeia, assonance, alliteration.

108
Q

Syntax

A

the arrangement of words and phrases to create well-formed sentences in a language.

109
Q

Berger’s methodology for doing semiotic analysis

A

isolate important signs in text. identify structure. identify narrative. determine whether medium being used effects content.

110
Q

Vance Packard’s Motivation Research

A

3 things
1 we don’t know what we want when we make a purchase
2 can’t rely on what someone says they like or dislike
3 we don’t usually act logically when we buy

111
Q

Packard’s Compelling needs

A 
emotional security
reassurance of worth
ego gratification
creative outlets
love objects
sense of power or strength
roots - new product based on old
immortality
112
Q

Larson’s def. of persuasion

A

the process of dramatic co-creation by sources and receivers of a state of identification through the use of verbal and/or visual symbols.

113
Q

2 Ethical responsibilities of receivers

A

Image of persuades as passive participants

Image of persuades as active participants

114
Q

Audience adaptation-

ethical intermediate point

A

ethical to alter your thinking to get max impact from audience? ends justify means?

115
Q

Enthymeme

A

an argument in which one premise is not explicitly stated.

116
Q

Ethos

A

Credibility

117
Q

Logos

A

Logical

118
Q

Pathos

A

Emotional

119
Q

Syllogism

A

an instance of a form of reasoning in which a conclusion is drawn (whether validly or not) from two given or assumed propositions

120
Q

Compliance gaining

A

the intentional act of altering another’s behavior

121
Q

Face threat

A

may threaten either the speaker’s face or the hearer’s face, and they may threaten either positive face or negative face.

122
Q

Guilt (according to Burke)

A

use of language as symbolic means of inducing cooperation in beings that respond to symbols

123
Q

Sub-stances

A

sub- beneath

stances- ground or places

124
Q

Weaver’s grammatical categories

A

type of sentence used by person offers clues to that person’s world view.

125
Q

God words/devil words

A

God - Devine, holy, angelic

Devil - evil, dark side

126
Q

Maslow’s needs

A

Transcendence: helping others self-actualize
Self actualization: personal growth, self fulfillment
aesthetic: beauty, balance, form
cognitive: knowledge, meaning
Esteem: reputation, responsibility
social/love: family affection
safety: security, protection
physiological/biological: air, food, water, sex, sleep

127
Q

Sources of Dissonance

A

loss of group, economic loss, uncertainty

128
Q

Sources of Consonance

A

reassurance of security, demonstration of predictability, use of rewards

Survey of Latin America (5 decks)

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