Relational Maintenance and Persuasion Flashcards
Proponent of the Dialogics (the deep structure of all human experience)
Mikhail Bakhtin
Dialectic tensions experienced by relational partners (3)
- Integration vs Separateness
- Stability vs Change
- Expression vs Non-expression
Internal and external dialectics of integration vs separateness
Internal: connection-separateness
External: inclusion-seclusion
Internal and external dialectics of stability vs change
Internal: certainty-uncertainty
External: conventionality-uniqueness
Internal and external dialectics of expression vs non-expression
Internal: openness-closedness
External: revelation-concealment
Mikhail Bakhtin’s Dialogics illustrate (2)
Centripetal force (order, continuity) Centrifugal force (change)
- A constitutive process-communication creates and sustains a relationship
- Happens amidst a relationship that keeps changing.
- Allows temporary unity that can sustain couples through the existing tensions.
- Works as links-in-a-chain, influenced by what was said before. There is the presence of two voices in conversation.
- Allows for critique and correction of conversation styles.
Dialogue
Proponent of the Interactional View
Paul Watzlawick
Family relationships are impacted by several interrelated factors, that themselves influence each other
T or F
True
- Family interactions are governed by rules.
- The set of rules operational in each family is unique to them.
- The rules perform a function. They have established for a purpose at some point in time and have remained over the years.
- These rules tend to maintain a status quo, which makes families resistant to change.
The Interactional View
Interactions don’t create structures or rules that will govern family relationships.
T or F
False
Communication =
Content + Relationship
Concepts on Metacommunication (3)
- Punctuation
- Symmetrical and Complementary Communication
- Reframing
- The non-verbals that accompany the verbals change the meaning of a statement
- Partners should realize that they are not merely reacting with each other.
Punctuation
Participants are of equal power with no one attempting to dominate the interaction
Symmetrical
Participants are not of equal power, with one dominating the interaction
Complementary
- Changing the rules of the game
- Stepping outside the system to see the rules that family has been playing with
- Determine whether the existing conditions are conducive to achieving family goals
- Looking at the situation from an alternative viewpoint to arrive at new meanings
Reframing
Proponent of the Social Judgment Theory
Muzafer Sherif
Two themes of influence and persuasion
- Compliance
2. Attitude change
- attempts to explain and predict the processing of persuasive information
- Offer recommendations about how to craft persuasive messages
Attitude change
A set of internal responses
A predisposition to respond in a certain way
Attitude
3 dimensions of the social judgement theory
- Cognitive
- Affective
- Behavioral
What we do think about a particular subject
Cognitive
What do we feel about a particular subject
Affective
What do we do about a particular subject
Behavioral
The assessment of information against a mental attitude scale, comparing it against our current point of view
Social Judgement Theory
Three latitudes of the social judgment theory
- Latitude of Acceptance
- Latitude of rejection
- Latitude of non-commitment
Statements that are acceptable/agreeable to you
Latitude of acceptance
Statements that are objectable or disagreeable to you
Latitude of rejection
Statements that are reasonable, neither extremely agreeable nor disagreeable
Latitude of non-commitment
- Relevance or importance
2. Importance tends to serve as an anchor point against which information is assessed
Ego-involvement
- Care deeply
- Sees issues as black and white
- Wide latitude of rejection
High ego-involvement
- Narrow latitude of rejection
- More accepting
- No care
Low ego-involvement
The greater the discrepancy, the greater the mental adjustment, the greater the ___
Persuasive effect
- Determining the attitude latitude of the listener
- Preparing a message that would fall close to the latitude of acceptance
Results in
Positive attitude change
Ambiguous messages have a lower chance of falling within a listener’s latitude of acceptance
T or F
False.
Higher chance
What goes into the preparation of a persuasive message?
ATTITUDE
Proponents of the Elaboration Likelihood theory
Richard Petty and John Caccioppo
The extent to a person carefully thinks about issue-relevant arguments contained in persuasive communication.
Elaboration
More elaboration will produce long lasting or permanent attitude change.
Elaboration Likelihood theory
Two routes to persuasion
- Central
2. Peripheral
- Long term attitude change
- Assessing the merit of information
- Weighing pros and cons
- Requiring high levels of mental effort
Central route
- Short term attitude change (tends towards compliance)
- Mental shortcut to accepting or rejecting information
- Use of a variety of cues that will allow for quick decision making (emotional appeal)
- Emotional appeals, source credibility, reciprocity, social proof and conformity, liking, authority
Peripheral route
Factors influencing persuasion (3)
- Motivation
- Ability
- Argumentation
- The potential relevance of your message
- We prioritize information that is relevant to us (high ego involvement)
- People are motivated to elaborate when there is a personal stake for accepting or rejecting an idea
Motivation
- Presence of noise or distractions
- The ability to capture and hold the attention of listeners
- Ability of listeners to listen and concentrate on the arguments of the persuasive message
Ability
Type of argumentation which generates favorable thoughts when the information is processed
Strong
Type of argumentation that is offensive to the listeners
Weak
Type of argumentation which does not influence either positively or negatively
Neutral
Peripheral cues as an alternative route to persuasion (3)
- Speaker Credibility
- External Rewards
- Reaction of others
People try to ensure that their actions are in harmony with their attitudes
Consistency
Proponent of the cognitive dissonance theory
Leon Festinger
We want to be ___ and ___ (cognitive dissonance)
Consistent
Rational
- The distressing mental state felt when people find themselves doing things that don’t fit with what they know.
- The discomfort of having opinions that do not fit with the other opinions they hold.
Cognitive dissonance
The greater the relevance and the greater the discrepancy between behavior and belief, the ____ the magnitude of the dissonance we feel
Higher
The tension produced by dissonant information motivates us to ____ in order to avert distress
Change either our behavior or belief
Occurs after the dissonance
Attitude change
This generates change in attitude
Justification of action
The dissonance arousal and reduction process
- Attitude/behavior inconsistency
- dissonance created
- attitude/behavior changed
- dissonance reduced
Three strategies or mental mechanisms that we use in order to make sure we are consistent
- Selective exposure
- Post-decision dissonance
- Minimal justification
- People avoid information that is likely to increase dissonance.
- We buffer ourselves from ideas that cause discomfort.
- The avoidance mechanism doesn’t kick in until we regard the dissonant information as a threat.
Selective Exposure
Postdecision dissonance creates a need for
reassurance
Minimal justification for action induces a shift in
Attitude
Changing the behavior will produce a change in the
Attitude
Offering a ___ for changing behavior is enough to produce a change in attitude
Minimal incentive or reward
Change of attitude to fit unreasonable behavior
Minimal rewards experiment
This can reduce dissonance
Self-affirmation
Proponents of the Relational Dialectics theory
Leslie Baxter and Barbara Montgomery
