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of 36 available terms

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5 Written Questions

5 Matching Questions

  1. referent power
  2. coercive power
  3. resistance
  4. iconicity
  5. arousal
  1. a an image stands for the thing is represents, uncle sam is an icon for america
  2. b based on admiration respect regard
  3. c lying increases anxiousness, nervousness
  4. d based on the ability to inflict punishments or impose penalties
  5. e likelihood of anticipated resistance

5 Multiple Choice Questions

  1. are intentional behaviors and plans. uncertainty and vagueness, nonimmediacy, aloofness, dissociation (distance self from message, fewer i or me statements)
    image and relationship protecting behavior (smiling, nodding)
  2. based on emotion
  3. invocations of rights, obligations
  4. based on logic and reasoning
  5. liars try to control signs of arousal
    example: liars know the face has high sending capacity
    liars concentrate on controlling facial cue leakage.

5 True/False Questions

  1. intimacythe nature of the relationship


  2. the probing effectprobing 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.


  3. fear controlthe receiver focuses on fear itself and becomes anious, panicky. effective fear appeals trigger danger control rather than fear control


  4. legitimate powerbased on official rank, formal standing


  5. false dichotomy on logic and emotionswhen 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".


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