Psych final Fear and Loving in Las Vegas
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12 terms
Terms | Definitions |
|---|---|
 arousal-based models of persuasion heuristics | predict that arousal should inhibit deep processing and increase effectiveness of diagnostic heuristics |
| affective valence-based models of persuasion heuristics | differentiate between positive and negative feelings, and predict a different pattern for each of these types of affect (positive feelings cause shallower processing, negative feelings cause more careful processing) |
| social proof appeal | if many people are doing it, it must be good |
| scarcity appeal | if a product or opportunity is rare, it must be good |
| behavioral social proof appeal and attitudinal social proof appeal | what are the two types of social proof heuristics |
| distinctiveness scarcity and limited opportunity scarcity | what are the two types of scarcity heuristics |
| functionality | the explicit consideration of how a recurrent pattern of behavior, affect, or cognition may have served to solve recurrent adaptive problems that all ancestral humans confronted |
| domain specificity | mental mechanisms well-suited to solving one adaptive problem are often ill-suited to solving another |
| behavioral social proof appeal | everyone is doing it |
| attitudinal social proof appeal | everyone is talking about it |
| distinctiveness scarcity | stand out from the crowd |
| limited opportunity scarcity | limited time offer |
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