W1 Readings: B&B Ch. 1, 4

Question 1

Cicero wrote several books on:

Answer 1

rhetoric or persuasion

Question 2

“persuader”

Answer 2

source who creates short persuasive messages

Question 3

“audience”

Answer 3

target of the messages from the other person; the group of people who can help us achieve our goal

Question 4

“apathy”

Answer 4

ignoring your wants, needs, and desires and hoping that someone else will notice what you secretly want and spontaneously do it. Usually counter-productive

Question 5

“coercion”

Answer 5

using force, violence, or threats to get your own way

Question 6

“persuasion”

Answer 6

a process in which a source (persuader) uses a message to achieve a goal by creating, changing, or reinforcing the attitudes of others (the audience).

Question 7

4 components of persuasion

Answer 7

1) goal-directed
2) is a process
3) involves people
4) can create, change, or reinforce attitudes

Question 8

“attitude”

Answer 8

a cognition (thought/mental construct) which is developed through experience, is evaluative, and influences our behavior. They influence our behavior

Question 9

“belief”

Answer 9

a description of the world and of the people, places, things, and relationships in it

Question 10

“values”

Answer 10

judgments of worth. Are subjective and are neither true nor false

Question 11

T or F: when you change someone’s attitude, you can try to change either the belief or the value but not both

Answer 11

T

Question 12

T or F: most attitudes are made up of a collection of belief/value pairs

Answer 12

T

Question 13

the more a person knows about an attitude….

Answer 13

the more difficult it is to create a substantial change in their attitude

Question 14

3 possible purposes of persuasive messages:

Answer 14

1) reinforce the audience’s attitudes and/or behavior
2) create audience attitudes and/or behavior
3) change the audience’s attitude and/or behavior

Question 15

“resistance”

Answer 15

a form of reinforcement in which you attempt to strengthen existing attitudes so that they will resist persuasive messages from others which try to change those attitudes.

Question 16

Inoculation Theory

Answer 16

(McGuire) discusses how messages which refute opposing ideas and arguments can inoculate an audience being “infected” with a contrary persuasive message

Question 17

the fundamental assumption of persuasion

Answer 17

if a message changes your attitudes, your new attitudes in turn will influence your behavior

Question 18

the more relevant an attitude appears to the behavior, the more/less likely that attitude will influence or predict the behavior

Answer 18

more

Question 19

“high self-monitor”

Answer 19

person highly aware of social norms and believe it is important to comply with them whenever possible.

Question 20

“low self-monitor”

Answer 20

do what they want, regardless of what others expect or how they might act. Aka “non-conformist”

Question 21

volitional control refers to

Answer 21

the extent to which a behavior is “voluntary” in the sense of being controlled by one’s will; the ability to control our behavior

Question 22

audience standards

Answer 22

a situational factor which influences ethical judgments about the context by assessing the expectations or norms which govern a particular situation

Question 23

audience’s goals and values

Answer 23

in the situational perspective, this is an aspect of the situation which describes the important objectives and ideals in making ethical judgments

Question 24

degree of audience awareness

Answer 24

an aspect of the situation which can influence ethical judgments and describe an audience’s knowledge of persuasive strategies and of the topic

Question 25

degree of urgency

Answer 25

in the situational perspective, a sense of the immediacy for action is an aspect of the context that can influence ethical judgments

Question 26

dialogical perspective on ethics

Answer 26

an ethical perspective with indicates that decisions or actions should involve the characteristics of a dialogue, for instance mutual control and allowing the participants to realize their potential

Question 27

ethical issues

Answer 27

situations in which an ethical questions about what ought to be done will occur

Question 28

ethics of justice

Answer 28

the position that ethics is determined by equality and fairness

Question 29

ethics of care

Answer 29

the position that ethics is determined by compassion, situation, and inter-dependence of individuals

Question 30

ethics

Answer 30

the study of laws, rules, and guidelines that establish the right and wrong human behavior

Question 31

human nature perspective ethics

Answer 31

an ethical perspective which indicates that decisions or actions that enhance the essence of being human are ethical

Question 32

ideal dialogue

Answer 32

an honest, confirming, supportive, and empathetic active interaction with another person; require the full concentration of the participants and equality

Question 33

legal perspective on ethics

Answer 33

an ethical perspective which determines whether a given action or decision is ethical by assessing whether it meets legal rules and principles

Question 34

role of the communicator

Answer 34

in the situational perspective, this is a situational factor which can influence ethical judgments and describes the part of character assumed by the communicator

Question 35

situational perspective on ethics

Answer 35

an ethical perspective which indicates that an action or decision is ethical by considering the relevant aspects of the situation; aka “relativism” because whether an action is ethical is relative to the situation

Question 36

utilitarian perspective on ethics

Answer 36

an ethical perspective which assesses the rightness or wrongness of an action by examining the consequences of the behavior; outcomes for majority are valued; harm is not minimized for those in the minority

Question 37

ethical perspectives most relevant for persuasion

Answer 37

the human nature, dialogical, the utilitarian, the situational the legal, and the feminist

Question 38

mutual control

Answer 38

persuasion process is not passive; the persuader is willing to be persuaded

Question 39

5 factors that influence ethical judgments

Answer 39

1) role of communicator
2) audience standards for ethical communication
3) degree of audience awareness
4) degree of urgency
5) audience goals and values

Question 40

major criticism of situational perspective on ethics

Answer 40

it endorses an individualized ethics “I’ll do what’s best for me, you do what’s best for you”

Question 41

feminist perspective on ethics

Answer 41

there are 2 different and valuable voices in the moral development of adults in our society: male and female voice

Question 42

male voice

Answer 42

reflects ethics of justice. Rule-centered, rational

Question 43

female voice

Answer 43

reflects ethics of care. Relationships, interdependence, compassion, sense of nurture