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knowledge stuctures represent actions necessary for accomplishing goals.


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


state they have had explicit instructions in how to achieve the goal

previous plans

have developed plans to achieve a similar previous situation


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


emphasize the quality of the books and what they are worth

setting limits

i wont go below x no matter what they say


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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