5 Written questions
5 Matching questions
- referent power
- danger control
- copier study
- coercive power
- false dichotomy on logic and emotions
- a the receiver focuses on ways of reducing the danger
- b based on admiration respect regard
- c based on the ability to inflict punishments or impose penalties
- d smaller requests, the appearance of the reason giving is sufficient, for larger request, actual reason are more effective.
- e when people agree with the conc they tend to think a persuasive message is "rational" and when they disagree they tend to think a persuasive message is "emotional".
5 Multiple choice questions
- the receiver focuses on fear itself and becomes anious, panicky. effective fear appeals trigger danger control rather than fear control
- based on official rank, formal standing
- based on the ability to confer benefits
- based on logic and reasoning
- unintentional leakage. arousal and nervousness, negative affect, incompetent communication performance
5 True/False questions
the probing effect → probing a suspect makes it harder to detect deception, acting suspicious alerts liars and makes them even more vigilant.
observers or 3rd parties are more likely to believe the liar.
personal benefits → self benefit vs other benefit
pathos → based on source credibility
four factor model → arousal, attempted control, emotion, thinking
marwell and shmidts taxonomy → five types of compliance gaining strategies:
activation of impersonal commitments
activation of personal commitments