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Communication Theory > Relational Maintenance and Persuasion > Flashcards

Relational Maintenance and Persuasion Flashcards

1
Q

Proponent of the Dialogics (the deep structure of all human experience)

A

Mikhail Bakhtin

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2
Q

Dialectic tensions experienced by relational partners (3)

A
  1. Integration vs Separateness
  2. Stability vs Change
  3. Expression vs Non-expression
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3
Q

Internal and external dialectics of integration vs separateness

A

Internal: connection-separateness
External: inclusion-seclusion

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4
Q

Internal and external dialectics of stability vs change

A

Internal: certainty-uncertainty
External: conventionality-uniqueness

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5
Q

Internal and external dialectics of expression vs non-expression

A

Internal: openness-closedness
External: revelation-concealment

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6
Q

Mikhail Bakhtin’s Dialogics illustrate (2)

A 
Centripetal force (order, continuity)
Centrifugal force (change)
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7
Q
  1. A constitutive process-communication creates and sustains a relationship
  2. Happens amidst a relationship that keeps changing.
  3. Allows temporary unity that can sustain couples through the existing tensions.
  4. Works as links-in-a-chain, influenced by what was said before. There is the presence of two voices in conversation.
  5. Allows for critique and correction of conversation styles.
A

Dialogue

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8
Q

Proponent of the Interactional View

A

Paul Watzlawick

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9
Q

Family relationships are impacted by several interrelated factors, that themselves influence each other

T or F

A

True

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10
Q
  1. Family interactions are governed by rules.
  2. The set of rules operational in each family is unique to them.
  3. The rules perform a function. They have established for a purpose at some point in time and have remained over the years.
  4. These rules tend to maintain a status quo, which makes families resistant to change.
A

The Interactional View

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11
Q

Interactions don’t create structures or rules that will govern family relationships.

T or F

A

False

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12
Q

Communication =

A

Content + Relationship

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13
Q

Concepts on Metacommunication (3)

A
  1. Punctuation
  2. Symmetrical and Complementary Communication
  3. Reframing
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14
Q
  1. The non-verbals that accompany the verbals change the meaning of a statement
  2. Partners should realize that they are not merely reacting with each other.
A

Punctuation

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15
Q

Participants are of equal power with no one attempting to dominate the interaction

A

Symmetrical

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16
Q

Participants are not of equal power, with one dominating the interaction

A

Complementary

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17
Q
  1. Changing the rules of the game
  2. Stepping outside the system to see the rules that family has been playing with
  3. Determine whether the existing conditions are conducive to achieving family goals
  4. Looking at the situation from an alternative viewpoint to arrive at new meanings
A

Reframing

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18
Q

Proponent of the Social Judgment Theory

A

Muzafer Sherif

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19
Q

Two themes of influence and persuasion

A
  1. Compliance

2. Attitude change

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20
Q
  1. attempts to explain and predict the processing of persuasive information
  2. Offer recommendations about how to craft persuasive messages
A

Attitude change

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21
Q

A set of internal responses

A predisposition to respond in a certain way

A

Attitude

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22
Q

3 dimensions of the social judgement theory

A
  1. Cognitive
  2. Affective
  3. Behavioral
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23
Q

What we do think about a particular subject

A

Cognitive

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24
Q

What do we feel about a particular subject

A

Affective

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25
Q

What do we do about a particular subject

A

Behavioral

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26
Q

The assessment of information against a mental attitude scale, comparing it against our current point of view

A

Social Judgement Theory

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27
Q

Three latitudes of the social judgment theory

A
  1. Latitude of Acceptance
  2. Latitude of rejection
  3. Latitude of non-commitment
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28
Q

Statements that are acceptable/agreeable to you

A

Latitude of acceptance

29
Q

Statements that are objectable or disagreeable to you

A

Latitude of rejection

30
Q

Statements that are reasonable, neither extremely agreeable nor disagreeable

A

Latitude of non-commitment

31
Q
  1. Relevance or importance

2. Importance tends to serve as an anchor point against which information is assessed

A

Ego-involvement

32
Q
  1. Care deeply
  2. Sees issues as black and white
  3. Wide latitude of rejection
A

High ego-involvement

33
Q
  1. Narrow latitude of rejection
  2. More accepting
  3. No care
A

Low ego-involvement

34
Q

The greater the discrepancy, the greater the mental adjustment, the greater the ___

A

Persuasive effect

35
Q
  1. Determining the attitude latitude of the listener
  2. Preparing a message that would fall close to the latitude of acceptance

Results in

A

Positive attitude change

36
Q

Ambiguous messages have a lower chance of falling within a listener’s latitude of acceptance

T or F

A

False.

Higher chance

37
Q

What goes into the preparation of a persuasive message?

A

ATTITUDE

38
Q

Proponents of the Elaboration Likelihood theory

A

Richard Petty and John Caccioppo

39
Q

The extent to a person carefully thinks about issue-relevant arguments contained in persuasive communication.

A

Elaboration

40
Q

More elaboration will produce long lasting or permanent attitude change.

A

Elaboration Likelihood theory

41
Q

Two routes to persuasion

A
  1. Central

2. Peripheral

42
Q
  1. Long term attitude change
  2. Assessing the merit of information
  3. Weighing pros and cons
  4. Requiring high levels of mental effort
A

Central route

43
Q
  1. Short term attitude change (tends towards compliance)
  2. Mental shortcut to accepting or rejecting information
  3. Use of a variety of cues that will allow for quick decision making (emotional appeal)
  4. Emotional appeals, source credibility, reciprocity, social proof and conformity, liking, authority
A

Peripheral route

44
Q

Factors influencing persuasion (3)

A
  1. Motivation
  2. Ability
  3. Argumentation
45
Q
  1. The potential relevance of your message
  2. We prioritize information that is relevant to us (high ego involvement)
  3. People are motivated to elaborate when there is a personal stake for accepting or rejecting an idea
A

Motivation

46
Q
  1. Presence of noise or distractions
  2. The ability to capture and hold the attention of listeners
  3. Ability of listeners to listen and concentrate on the arguments of the persuasive message
A

Ability

47
Q

Type of argumentation which generates favorable thoughts when the information is processed

A

Strong

48
Q

Type of argumentation that is offensive to the listeners

A

Weak

49
Q

Type of argumentation which does not influence either positively or negatively

A

Neutral

50
Q

Peripheral cues as an alternative route to persuasion (3)

A
  1. Speaker Credibility
  2. External Rewards
  3. Reaction of others
51
Q

People try to ensure that their actions are in harmony with their attitudes

A

Consistency

52
Q

Proponent of the cognitive dissonance theory

A

Leon Festinger

53
Q

We want to be ___ and ___ (cognitive dissonance)

A

Consistent

Rational

54
Q
  1. The distressing mental state felt when people find themselves doing things that don’t fit with what they know.
  2. The discomfort of having opinions that do not fit with the other opinions they hold.
A

Cognitive dissonance

55
Q

The greater the relevance and the greater the discrepancy between behavior and belief, the ____ the magnitude of the dissonance we feel

A

Higher

56
Q

The tension produced by dissonant information motivates us to ____ in order to avert distress

A

Change either our behavior or belief

57
Q

Occurs after the dissonance

A

Attitude change

58
Q

This generates change in attitude

A

Justification of action

59
Q

The dissonance arousal and reduction process

A
  1. Attitude/behavior inconsistency
  2. dissonance created
  3. attitude/behavior changed
  4. dissonance reduced
60
Q

Three strategies or mental mechanisms that we use in order to make sure we are consistent

A
  1. Selective exposure
  2. Post-decision dissonance
  3. Minimal justification
61
Q
  1. People avoid information that is likely to increase dissonance.
  2. We buffer ourselves from ideas that cause discomfort.
  3. The avoidance mechanism doesn’t kick in until we regard the dissonant information as a threat.
A

Selective Exposure

62
Q

Postdecision dissonance creates a need for

A

reassurance

63
Q

Minimal justification for action induces a shift in

A

Attitude

64
Q

Changing the behavior will produce a change in the

A

Attitude

65
Q

Offering a ___ for changing behavior is enough to produce a change in attitude

A

Minimal incentive or reward

66
Q

Change of attitude to fit unreasonable behavior

A

Minimal rewards experiment

67
Q

This can reduce dissonance

A

Self-affirmation

68
Q

Proponents of the Relational Dialectics theory

A

Leslie Baxter and Barbara Montgomery

Communication Theory (8 decks)

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