Persuasions Exam 2 Flashcards
Connotative meaning to a word
more subjective, refers to thoughts and emotions associated with a word
Denotative meaning to a word
words legit dictionary definition
euphemism
inoffensive terms substituted for offensive terms ( people use these to so appear more sensitive)
Double speak
ambiguous or evasive language
Condensational symbol
high emotion ( torture, bombing raids)
referential symbols
low emotion (enhanced interrogation methods)
Affective messages or symbols
more successful in changing affect-based attitudes
Cognative messages or symbols
more successful in changing cognition-based attitudes.
Framing
emphasizing attributes to persuade
work better when :
-match with induvial values
-the issue is new
-the audience does not have strong partisan beliefs yet
Unity frame
Ultimate terms
words or phrases that are widely accepted
devil terms
terms society veiws as terrible (racist, terrorist, molester)
charismatic terms
power in ways mysterious given (democracy/freedom
god terms
terms society veiws as good (family, children, education)
aphorisms
An aphorism is a concise, memorable expression of a general truth or principle
episodic framing
focuses on single event
thematic framing
focuses on trends over time
non-verbal behavior
-establishes intimacy
-heightens attention
-influences imataion
-creates impressions
-distraction
kinesics
facial expressions, body language, emblems
physical appearance
attractive people are more persuasive (face type, hair, height)
haptics
to touch or not to touch
proxemics
expectations and attractiveness
adaptors
behaviors often used to manage emotions, relieve tension, or adapt to a situation. (fidgeting, scratching, or shifting posture)
artifacts
object that uses symbolic communication to persuade someone to act or think in a particular way.
chronemics
time (scarcity of time increase urgency)
halo effect
tendency of people to rate attractive individuals more favorably for their personality traits or characteristics as compared to those who are less attractive.
mesomorph body
athletic build, msuclar, medium sketal build
ectomorph body
skinny build, small sketal
endomorph body
bigger body, semi fat
compliance gaining
choicesz people make about what tp say when trying to persaude others to behave in premeditated ways
postive face
reflects an individual’s need for his or her wishes and desires to be appreciated in a social context. (maintenance of a positive and consistent self-image)
negative face
Negative face reflects an individual’s need for freedom of action, freedom from imposition, and the right to make one’s own decisions.
politeness theory
what plays a role in if compliance gaining works
intimacy
power
long and short term consequences
resistance
personal beleifs
rights
apprehension
intrinsic motivation
desire to do something for its own sake rather then for outside rewards
extrinsic motivation
when you do something for external awards such as money grades or praise
humor
_effective depending on the situation
-increases likability and captures attention
-not credible
patritism
_culture matters
-only effective sometimes
sex
Can often backfire
context matters
often objectifys
integration
-“sucking up”
-Compliments
-Opinion conformity
-Performing favors
-Increases liking & perceptions of similarity
-Social labeling & self-concepts
guilt
-empathy + efficacy
-causes motivation but not action
-stronger guilt appeals could cause reactance
-pity and shame
fear
effective when communication depicts relatively high amounts of fear
-most effective
-stresses severity and susceptability
anger
-evokes change
-works best when realted to logics
-needs strong argument
-efficacy
-closely tied to agression
eppm
uses persuasive fear inducing messages to get intended behavioral response
fear control
process of denial that does not involve physically averting behavior towards threat
danger control
cognative processes orientnd towards reducing presented treat
-more effective
Efficacy
ability to produce desired results
