Upgrade to remove ads
Only $2.99/month

Ch 8 vocab psy 321

Terms in this set (34)

advertisement wear-out
inattention and irritation that occurs after an audience has encountered the same advertisement too many times
bait-and-switch
drawing people in with an attractive offer that is unavailable and then switch then to a less attractive offer that is available
convert communicator
people perceived as credible sources bc they are arguing against their own previously held attitudes and behaviors
impressionable years hypothesis
proposition that adolescents and young adults are more easily persuaded than their elders
need for cognition
tendency to engage in and enjoy effortful thinking, analysis, and mental problem solving
receptivity
whether you pay attention to and understand a message
sleeper effect
the finding that, over time, people separate the message from the messenger
stealing thunder
revealing potentially incriminating evidence first to negate its impact
trustworthiness
whether a source will honestly tell you what he or she knows
normative influence
agreement with the crowd in order to be liked and accepted
autokinetic effect
illusion that a stationary point of light in a dark room is moving
group norm
belief or behavior that a group of people accepts as normal
informational influence
agreement with the crowd because you think the crowd knows more than you do
pluralistic ignorance
looking to others fo cues about how to behave, while they are looking at you
private acceptance
genuine inner belief that others are right
public compliance
outward agreement with the group while having thoughts that the group is probably wrong
foot in the door technique
tactic of obtaining a request by first having a person agree to a smaller request

-compliance
low ball technique
tactic of offering a seemingly low-cost request only to later reveal hidden additional costs
labeling technique
tactic consisting of attributing a person with the trait you want them to display
door in the face technique
method os starting with an inflated request then retreating to a smaller request
thats not all technique
method in which one makes a request then adds to it by offering a bonus
limited number technique
method in which one tells people that an item is in short supply
fast approaching deadline technique
tactic in which one tells people something is only available for a limited time
pique technique
influence method in which one captures peoples attention by making a novel request
disrupt-then-reframe technique
tactic in which one disrupts critical thinking by introducing an unexpected element
persuasion
attempt to change a persons attitude
source
individual who delivers a message
convert communicators
person perceived as credible because they are arguing against their own previously held belief
expertise
how much a person knows about a subject
halo effect
assumption that because people have one desirable trait, they also possess other desirable traits
repetition with variation
reiteration of information in multiple formats
yielding
the process of accepting and buying into a message
personal relevance
degree to which people expect an issue to have significant consequences for their own lives
negative attitude change (boomerang effect)
act of doing exactly the opposite of what one is being persuaded to do
THIS SET IS OFTEN IN FOLDERS WITH...