CH 7 Persuasion
Order by
27 terms
Terms | Definitions |
|---|---|
 persuasion | process by which a message induces a change in beliefs, attitudes or behaviors goal: change mind, take action |
| central route | based on facts, statistics and numbers used in places like court cases, debates, school -more effective long term, more thought out by listener; people can explain their feelings |
| peripheral route | people influenced by irrelevant cues that are short term or emotional -commercials! ex. music, scenery, celebrities more superficial, attention grabbing |
| sleeper effect | delayed impact to a message -possibly from something like forgetting why it was once discredited like not originally liking the speaker |
| perceived expertise | perceived as trustworthy sounds confident credible source/role |
| perceived trustworthiness | eye contact arguing agains own self interest speaking quickly |
| effect of good feelings | more likely to be persuaded with food or drinks making someone feel good increases rate of persuasion |
| effects of arousing fear | -works best on multiple occasions -too strong turns people away -moderate to high level with instructions on how to handle situation is best |
| discrepancy | different from someones own values will cause immediate disinterest, if person is credible is seems less prominent |
| primary effect | things presented first usually has most influence -strongest, most people paying attention |
| recency effect | when presented last and most influential -works better is process is drawn out or results come much later |
| active experience | stung because you think about it -strengthens attitudes -the more you know the less chance of you changing your mind |
| passive reception | billboards, trade baby commercials |
| personal vs media influence | person=more powerful media-two step flow communication, buying a book since it is part of Oprah's book club |
| effectiveness of media influence | higher when it is a more life like medium -if written out people are more likely think about it |
| life cycle explanation | attitudes change as people grow old |
| generational explanation | attitudes do not change, older people largely hold onto the attitudes they adopted when young overall more true and consistent |
| who is most easily persuaded | people with moderate self esteem -if high they think their opinion is right -if low they may not care or will purposefully go against it |
| forewarned is forearmed | if you care enough to counter argue, if you know someone is going to try to persuade you it is already harder |
| distraction disarms counter arguing | visual images keep us occupied so we don't analyze the words |
| elements of persuasion | -make people feel responsible -use rhetorical questions -present multiple speakers -satisfy "need for cognition" |
| Cult | "new religious movement" -distinctive ritual and beliefs related to its devotion to a God or a person -isolation from the surrounding "evil" -charismatic leader -usually starts out good then moves for the bad |
| cult indoctrination | compliance breeding acceptance & foot in the door |
| persuasive elements | communicator message audience |
| social implosion | when people with similar minds are isolated the bonds become weak and the bond collapses inward |
| attitude inoculation | showing people some of the weak downfalls to what they are trying to persuade someone to do so the person know s what to expect when shown the opposing material |
| resisting persuasion | prepare counter persuasive appeals -can strengthen attitudes by weakly challenging them |
First Time Here?
Welcome to Quizlet, a fun, free place to study. Try these flashcards, find others to study, or make your own.