Persuasion Quiz 3
Terms in this set (46)
Message sequencing; alter the reader's perception of the facts without altering the facts
Reciprocation recognizes that people feel indebted to those who do something for them or give them a gift.
The social pressure to bring our beliefs, values, and attitudes in line with what we have already done or decided. If something has been in their life a long time (such as a brand or a group) people will stick to them
When people are uncertain about a course of action, they tend to look to those around them to guide their decisions and actions.
If someone tells you something and they are in a position of authority, they are most likely more persuasive
The tendency to follow or accept as true the claims made by people we like.
This is what persuades people to buy stuff (supply and demand type thing - the less there is, the more they want and more they will pay)
stationary light in a dark room
Social Influence Model
The first few to join add the most influence to conform, but as people continue to join, they have less impact.
Social Impact Theory
The more people in a group, the more pressure there is to conform. As new members continue to join, their opinions become proportionally less influential to when they joined.
Members want to be correct, accurate. Consistent with social influence model.
Members want to be liked, accepted by the group. Groups provide a sense of belonging, connectedness. Consistent with social impact theory.
1. Softening up 2. Compliance 3. Internalization 4. Consolidation
Using one's own culture as the benchmark for judging other cultures.
Individualistic cultures view conformity more negatively. Collectivistic cultures view conformity more positively.
The individual goes along to achieve the goals of the group.
The group is a yardstick for measuring one's own performance.
Liking and identification with the group discourages deviance.
Members think the group knows more than they do.
Members conform to receive social benefits, avoid social rejection.
The Ringlemann effect
in a tug of war, adding team members reduces individual effort.
Collective effort model
Members coast if individuals' contributions can't be distinguished.
Free ride effect
Members coast if they are anonymous.
Members coast if they aren't personally accountable.
Productive members slack off when they see others aren't working.
Explains how people deal with face threats (threats to their image)
refers to a person's public image
Positive face threats
Negative face threats
constrain freedom or autonomy
Information Manipulation Theory
Deception takes many forms: manipulates the quantity, quality, relationship and manner of the information
The Four Factor Model
1. Arousal: Lying increases anxiousness, nervousness 2. Attempted control: Liars try to control signs of arousal 3. Emotion: Lying triggers negative emotion 4. Thinking: lying requires more mental effort
Uncertainty and vagueness (few, sketchy details); Nonimmediacy, reticence, withdrawal (psychological distance, disinterest, aloofness); Dissociation (distance self from message, fewer "I" or "me" statements); Image and relationship protecting behavior (smiling, nodding)
Arousal and nervousness; Negative effect; Incompetent communication performance
There has been a postive linear relationship between fear and persuasion
Prevalent in advertising. Captures attention, while acting as a distraction and increases liking. Related humor is more effective than unrelated humor. Self-imposing humor increases credibility.
Non profits use this tactic a lot in advertising. Controllability: pity is most effective when the sufferer is perceived as having no control over his/her situation.
Half of print ads include sex
Messages that depend on primarily verbal arguments rather than on visual or emotional symbols
Messages that depend on presentational symbols such as pictures, icons, slogans, headlines for much of their meaning
Know the Audience
Locate points of identification that will connect the persuader to the persuadee(s). Use commonplaces. Recognize audience specific norms
Establishment of realistic goals to be achieved by the act of persuasion
Most important sentence of the speech. The primary conclusion of the speech. The statement to which everything else in the speech is subordinate. Should be remembered by the audience. Failure to develop a clear and concise thesis will result in an unfocused piece of persuasion that fails to achieve its objective
Develop Main Points
Locate good reasons that support the main thesis. Though subjective, persuaders should develop reasons consistent with what they think and what the audience thinks. Should clearly advance the thesis.
Special Issue: The Intro
Though the first part of the speech, the last part written. Prepares and audience to accept main points. Reduces resistance to presented arguments.
Deliver the Message
Traits of successful delivery vary by the context - Speech, Written. Key in all cases is to present the components of the outline with passion
Strategies for Nondiscursive Messages
Set modest goals, Keep it simple, Make message aural, visual, and concrete, Use a sympathetic figure or powerful image to enact main idea, Tell a story