Test 2 Flashcards

1
Q

Target psychological and emotional processes that operate in people

A

Process appeals

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2
Q

Predicts when we experience psychological tension/dissonance, we try to reduce it in some way instead of resolving the tension

A

Cognitive Dissonance Theory

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3
Q

Does appealing to the audience’s needs have the potential to backfire? Why or why not?

A

Yes. They may send the wrong message. Example would be suitcase surviving a plan crash as discussed in class

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4
Q

Motivates people and prompts purchase behavior

A

Hot Button Appeals

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5
Q

Discovering one’s needs in order to target them

A

Motivational Research

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6
Q

Packard’s “Compelling Needs”

A
  • Emotional security
  • Reassurance of worth
  • Ego gratification
  • Creative outlets
  • Love objects
  • Sense of power or strength
  • Roots
  • Immortality
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7
Q

5 components of emotions

A
  • Cognitive evaluation of a situation
  • Physiological arousal
  • Motor expression
  • Motivational intentions/readiness
  • A feeling state in the subject
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8
Q

Hoveland’s stages of persuasion

A
  • Attention
  • Comprehension
  • Retention
  • Action
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9
Q

Attitudes function to influence our emotions and feelings

A

Affective function

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10
Q

Premises relying on logical and analytical abilities (central route)

A

Content premises

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11
Q

Reasoning from general to specific

A

Deductive Reasoning

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12
Q

Identifies the specifics before coming to a generalized conclusion

A

Inductive reasoning

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13
Q

Asserted that attitudes toward objects or issues differed from attitudes toward situations

A

Rokeach

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14
Q

5 ways of knowing

A
  • Tenacity
  • Authority
  • Intuition
  • Experience
  • Scientific method
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15
Q

2 facets of proof

A
  • Reasoning (deductive)

* Evidence (inductive)

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16
Q

Error in reasoning

A

Fallacies

17
Q

Fallacy identifies instances where facts that are not yet proven are assumed to be so

A

Begging the Question

18
Q

Fallacy makes an unwarranted leap from one premise to another

A

Non sequitur

19
Q

Arguments attack the source of the persuasive statement without addressing the reasoning behind the statement

A

Ad hominem

20
Q

Fallacy uses an appeal to a higher authority or tradition

A

Ad verecundiam

21
Q

Fallacy occurs when persuaders reduce a complex argument into an easily defeated, weaker argument

A

Straw argument

22
Q

Fallacy assumes that once a course of action is started, it will be followed to its final conclusion

A

Slippery Slope

23
Q

Fallacy assumes that because many people are doing something, it is reasonable

A

Ad populum

24
Q

Conclusion is pre-supposed by initial claim with no justification

A

Circular reasoning