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COMM 315 > test 2 > Flashcards

test 2 Flashcards

1
Q

What type of research are persuasive effects mostly based upon?

A

experimental research

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2
Q

What is the problem with relying on experimental research?

A

Defining variables can be problematic

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3
Q

What are 3 broad categories of persuasive effects?

A

Message
Source
Receiver

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4
Q

Explain Primacy and Recency effects

A

Primacy put the most important argument first.

Recency put the most important argument last.

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5
Q

What is pyramidal order and which is most persuasive?

A

places the strongest argument in the middle of the message.

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6
Q

Explain the impact time delay on persuasive outcomes

A

x

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7
Q

implicit

A

refers to messages designed so that audiences can draw their own conclusions.

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8
Q

explicit

A

refers to messages designed so that conclusions are drawn for the audience.

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9
Q

Which is more effective?

A

Explicit Conclusions

Listeners aren’t knowledgeable
Complex message is complex or difficult to understand
Listeners have low involvement

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10
Q

Why is repetition thought to be so effective?

A

comprehend the message better.

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11
Q

Mere Exposure Theory

A

the more familiar we are with an item, the more we like it.

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12
Q

When is repetition most effective?

A

x

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13
Q

Is quality or quanity of arguments more important?

A

This effect may depend on personal preference

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14
Q

one-sided messages

A

present arguments in favor of the position, but ignore opposing arguments.

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15
Q

two-sided messages

A

discuss supporting and opposing arguments

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16
Q

Define one-sided non-refutational arguments and two-sided nonrefutational

A

x

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17
Q

How does fear affect persuasive outcomes?

A

the more fear, the more vulnerable the audience feels, and the more persuaded we are.

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18
Q

What factors might be relevant to the impact fear has on persuasive outcomes

A

The effectiveness of fear appeals (scare tactics, health risk messages) is influenced by a variety of factors.

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19
Q

Why do persuasive scholars say that humor has an indirect impact on persuasion

A

Jokes themselves do not persuade, but humor may assist in persuasion

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20
Q

What do we know about the use of self-deprecating humor and gender and humor?

A

x

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21
Q

Are examples or statistics more effective?

A

examples

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22
Q

What is pre-giving?

A

the act of getting someone to comply by doing something nice for them in advance

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23
Q

why does pre-giving work?

A

We feel indebted so we repay (I’ll scratch your back if you’ll scratch mine).

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24
Q

when does pre-giving not work?

A

if I feel bribed

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25
Q

foot in the door

A

Give me an inch and I’ll take a mile.

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26
Q

door in the face

A

Ask for a really large request (to be rejected), then follow with a small request (to be accepted).

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27
Q

foot in the mouth

A

When asked how you are feeling (and replying favorably), you may be committing yourself to act in a consistent way.

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28
Q

Define credibility

A

judgments made by the perceiver concerning the believability of a communicator

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29
Q

What are 4 features of credibility

A

Receiver-based
Multi-dimensional
Situational
Dynamic

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30
Q

2 dimensions of credibility

A

Good character —- trustworthy

Rational/legal ideal— competence

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31
Q

How are each measured

A

x

32
Q

willing

A

make statements which are consistent with their interests.

33
Q

Reluctant sources

A

make statements which go against their interests

34
Q

Explain the problems with defining and assessing source credibility

A

The reaction of the audiences to high and low credibility sources are sometimes unpredictable

35
Q

Explain the sleeper effect

A

Under the right conditions, the delayed impact of a message might “grow on” a receiver.

36
Q

How does education, occupation, experience, non-fluencies, speaking rate, source citations, and position advocated affect persuasive outcomes?

A

x

37
Q

Are liked or disliked sources more effective?

A

Generally, liked communicators are more effective than disliked ones.

38
Q

When are disliked sources more effective?

A

x

39
Q

How do similarity and physical attractiveness affect liking

A

x

40
Q

Are women less influential than men? why?

A

women are less influential than men

Gender stereotypes portray men as more competent than women, and women as more communal, likeable.

41
Q

What does it mean to say a woman’s influence is conditional?

A

x

42
Q

legitimation

A

the power to gain acceptance because of who you are

43
Q

mystification

A

Use of special symbols and technical jargon to communicate authority

44
Q

source/placebo

A

Sources can create the expectation of change, thereby producing it

45
Q

authoritarianism.

A

References to authority may create effective persuasive appeals.

46
Q

In what ways does nonverbal communication influence persuasion?

A

Nonverbal communication (NV) helps us create expressions of ourselves (as powerful, credible, authoritative).

47
Q

immediacy

A

warmth, closeness, friendliness, involvement

48
Q

explain the direct effects model of immediacy.

A

x

49
Q

How does kinesics, haptics, proxemics, chronemics, and artifacts affect persuasion?

A

x

50
Q

Kinesics

A

“to move;” eye contact, facial expressions, body movements, posture, gestures

51
Q

Haptics

A

Touch

52
Q

Proxemics

A

use of space

53
Q

Chronemics

A

study of time

54
Q

Artifacts

A

Clothing, physical features

55
Q

mirroring

A

x

56
Q

why might touching “work; when doesn’t it

A

in a bar for more tips it doesnt work at certain jobs

57
Q

expectancy violations theory

A

x

58
Q

principle of scarcity

A

x

59
Q

nonurgency

A

x

60
Q

mesomorph

A

seen as big and loud

61
Q

ectomorph

A

seen small and shy

62
Q

endomorphs

A

seen as warm and funny

63
Q

What are some problems with studying the audience?

A

Rarely are audience’s as homogenous as we assume.

Commercial television has made diverse audiences a given.

64
Q

What impact does sex, self-esteem, and intelligence have on receiver persuasibility?

A

x

65
Q

Explain inoculation theory. Does it work?

A

The biological metaphor

66
Q

advocate’s conviction

A

x

67
Q

bad faith

A

x

68
Q

identification

A

advocate and the audience share the same cultural beliefs

69
Q

What are 5 cultural parables?

A 
The Mob at the Gates
Triumphant Individual
Benevolent Community
Rot at the Top
The Man’s Man
70
Q

Name 2 types of deception

A

Benign Fabrications

Exploitive

71
Q

why do we lie?

A 
To benefit others
To affiliate
To maintain privacy
To avoid conflict
To impress
To protect self
To benefit self
To harm another
72
Q

What behaviors give us away?

A 
Blink more often
Move hands more
Make more speech errors
Are more brief
Pupils dilate
Include less relevant material
Shrug more
Hesitate more
Overgeneralize
73
Q

Who is best at lying?

A

High self-monitors are better liars than low self-monitors.

74
Q

What is the 4 factor model

A

People are anxious or aroused when they lie.

Because we don’t want to be caught we try to control our behaviors

75
Q

stereptype we have about liars?

A

We think liars do not make direct eye contact, but in reality they make more eye contact than truth tellers.

COMM 315 (3 decks)

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