Theories of Persuasion - 2
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Created by:
unprediktljames on May 16, 2010
Subjects:
Cognitive perspective and planning
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15 terms
Terms | Definitions |
|---|---|
 Plans | knowledge stuctures represent actions necessary for accomplishing goals. |
| planning | psychological and communicative process involved in carrying out plans, including implementing, modifying, and negotiating plans. |
| specific episodes | recall a specific situation in which they have attempted to achieve the same goal. |
| hypothetical episodes | planners imagine themselves in a specific situation where they are trying to accomplish the goal |
| ensembles of episodes | simultaneously consider a number of similar experiences they have had when trying to reach a goal. |
| role models | cite people who have accomplished the goal and employ their actions |
| instruction | state they have had explicit instructions in how to achieve the goal |
| previous plans | have developed plans to achieve a similar previous situation |
| logrolling | ill ask a lot for book b, but give him a lot for book a |
| impression management | be friendly so he'll think im giving him a good deal |
| argumentation | emphasize the quality of the books and what they are worth |
| setting limits | i wont go below x no matter what they say |
| reactivity | ill see what they want and then talk about it |
| How do length and extensiveness of plans relate to persuasive effectiveness? | more extensive plans yield more implementation of planned ideas. Longer, more diverse plans are more effective |
| What are some explanations for why people will sometimes continue to say the same thing, even when they are not being effectively persuasive with that message? | lack of argumentation skill, negative effect interferes with cognitive processes, people may not be motivated to modify plans. |
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