Upgrade to remove ads
Only $2.99/month

COMM 4331 Test 2

Terms in this set (126)

who defined rhetoric as the "faculty of discovering all the available means of persuasion'?
Aristotle
What appeals provide an external incentive for performing some action?
motivational appeals
What motivation is the drive that comes from within?
intrinsic
What motivation is instilled by an outside factor?
extrinsic
What tends to exert more influence when receivers rely on peripheral processing as opposed to central processing?
emotions
what is the phenomenon when central processing and peripheral processing coexist?
parallel processig
In what kind of marketing do marketers design ad campaigns to elicit emotions such as fear, love, and regret in consumers?
emotional marketing
According to what theory do people develop emotional ties to specific brands?
attachment theory
Who indicates that motivational appeals such as emotional marketing are effective in some contexts but not in others?
traditionalists
how has thinking shifted in regards to emotion?
thinking has shifted in favor of more emotion compared to reason
According to Adler, Iacobelli, and Gustein, what appeal outperformed positive rational appeals in an online persuasion context?
positive emotional appeals
Rational appeals are more effective for what kind of products?
low-involvement products
Emotional appeals are more effective for what kind of products?
high-involvement products
example of a low involvement product?
sunscreen
example of high involvement product?
laptops
positive emotional appeals are more effective than what?
negative appeals
postive emotional appeals example
humor
negative emotion appeals examples
fear, or guilt
When designed properly, what kind of appeals can be highly effective?
fear appeals
According to the _______ model, when a person is exposed to fear- arousing message, the person will engage in threat appraisal to assess the __________ __________ of the threat and his or her ___________ ______________ to a threat
stage; perceived severity; perceived vulnerability
If what two things are low, will a person tend to ignore the threat or rely on peripheral processing?
severity and vulnerability
If a person perceives that a threat is severe , but vulnerability is low what will they engage in to make sure the threat is assessed accurately?
moderate cognitive processing
What kicks in when perceived severity and vulnerability are high?
defense motivation
When defense motivation kicks in, what does the person utilize?
central processing
After evaluating strategies to minimize harm with defense motivation, what is the latter process?
coping appraisal
If a person asks " What can I do to avoid having this happen to me?" what are they using?
coping appraisal
The ______ model excels at explaining how threat level or intensity ________
stage;functions
What is better at explaining how people actually respond to threats?
extended parallel process model
According to the Extended Parallel Process Model, there are how many possible ways can respond?
three
What is the first possible response according to EPPM?
ignore the message altogether
What is the second possible response according to EPPM?
try to avoid the danger
in the second possible response according to EPPM, a person tries to avoid danger if they feel at risk by using what?
danger control
What is the third possible response according to EPPM?
fixation on fear
Fixation on fear is a constructive response known as ________ control
fear
Fear control involves "worrying about _______"
worry
According to the third possible response of EPPM, what can occur?
panic
fear appeals that do what to the perceived severity of, and vulnerability to a threat are more likely to succeed?
heighten
what appeals are used for capturing attention, increasing liking for the source, serving as distractions, serving as form of social proof (modeling our behavior after the actions of others), and affect perceptions of a source?
humorous appeals
When used effectively what are effective?
pride and patriotism appeals
What appeal is being used when an ad is designed in either of these ways ?
"If you use product "x" you will look, act, or feel more sexy"
"if you use product "x" other sexy people will be attracted to you
sex apeal
what kind of appeal associates the image of being warm, caring and friendly with a product or service?
warmth appeal
What can be used for flattery as a motivational inducement?
ingratiation
How many kinds of ingratiation are there?
three
What is the first kind of ingratiation that is defined as paying compliments or engaging in flattery?
other enhancement
What is the second kind of ingratiation that is defined as agreeing with the target's statements, ideas and views?
opinion conformity
What is the third king of ingratiation that is defined as bragging or otherwise displaying one's attributes to increase the target's evaluation of oneself?
self- presentation
What are forms of persuasion are the below?

Color
subliminal messages
sub audible messages
backward masking or reverse speech
neurolinguistic processing
music as persuasion
aroma as persuasion
esoteric
What form of ESOTERIC persuasion can facilitate or inhibit influence attempts through associations by activating attitudes or stereotypes by evoking moods and emotions responses and by altering behavior?
color
what form of ESOTERIC persuasion is used when advertisers seek to connect their products with favorable images and idealized lifestyles?
subliminal messages
What form of ESOTERIC persuasion is used when advertisers utilize the POWER OF SUGGESTION?
sub audible messages
Which form of ESOTERIC persuasion has failed to demonstrate any effects on listeners?
backward masking
what is a mix of linguistics, psychology, and hypnotism?
Neurolinguistic programming
what determines how someone responds to messages
persons inner unconscious mind
What can bolster a brands image by creating favorable associations and can increase liking over time with repeated exposure?
music
what also serves as a mnemonic device?
music as persuasion
what kind of music can regulate shopping pace, improve sports performance, lower anxiety in healthcare, and enhance task performance?
background
For music to be ___________, the type of music must match product, brand, purpose, and audience
persuasive
In what settings quieter music allows for more interaction salesman and customer?
sales
Music will have what effect on highly involved receivers?
little
what is best used on low involved receivers?
music
Which form of ESOTERIC form of persuasion indicates that scents can influence people's emotional states?
aroma as persuasion
background fragrances have ________ effect in healthcare settings
calming
What type of persuasion has become a predominant means of transmitting information in the 20th century and may be even more so in the next century?
visual persuasion
What is this an example of ?
American art was directed towards the government
visual persuasion in American culture
what is this an example of?

Catholic Church used art to promote Catholicism

Soviet Union used art as form of political propaganda to advance social ideals of communism
visual persuasion in other cultures
what is the model that suggests the relationship between non-verbal communication and persuasion?
direct effects model of immediacy
According to the direct effects model of immediacy, the relationship between non-verbal communication and persuasion is that what kind of behaviors LEAD TO INCREASED PERSAUSION?
warm, involving, immediate
What are these called?
Kinesics
Haptics
proxemics
chronemics
artifacts
physical appearance
paralingusitics
types of non-verbal communication
what form of non-verbal communication is known as face-body gestures?
Kinesics
what form of non-verbal communication is known as the power of touch?
haptics
What form of non-verbal communication indicates violating a person's space may MORE PERSUASIVE?
proxemics
What form of non-verbal communication indicates that time is used to communicate?
chronemics
What form of non-verbal communication indicates that the clothes, makeup we wear, the cars we drive, the furniture we own, and other physical objects can COMMUNICATE a great deal about our credibility and status?
artifacts
What form of non-verbal communication indicates that physical attractiveness is persuasive in contexts other than advertising?
physical appearance
Which form of non-verbal communication indicates that various features of the voice, particularly its RATE, influence how persuasive one tends to be?
paralinguistics
which model indicates that people rely on the central route by actively thinking, rationalizing, and analyzing to make a decision?
Elaboration Likelihood Model
High involvement and longer lasting decision and attitude is reflective of what model?
ELM
what is it called when you focus on cues that aren't directly related?
peripheral route
what uses past experience and nonverbal cues well as low involvement leading to shorter lived decisions?
peripheral route
what is decided by motivation?
peripheral route
what are these ?
non interpersonal short term
non interpersonal long term
Interpersonal short term
Interpersonal long term
couple types
types of intimates
what is this an example of?

you want to get a car dealer, whom you barely know, to give you $1000 trade in on your old car
non interpersonal short term
what is this an example of?

you want your new neighbors who are planning to cut down a shade tree that adds value to your home to leave the tree standing
non interpersonal long term
what is this an example?

you have a close relationship with a man or woman and want to cancel a date with them in order to visit an old acquaintance passing through town
interpersonal short term
what is this an example of?

you have a close relationship with a man or woman and want to persuade them to move to another geographical location so you can take a better job
interpersonal long term
what are these?

traditionals
separates
independents
couple types
what kind of couple type is described as seeking compliance by discussing what they expected be positive and negative outcomes of a proposed course of action and tend to be OPEN and use their relationship as a basis of POWER?
tradionals
What kind of a couple is described as the type to focus on the negative consequences of non compliance and try to CONSTRAIN the behavior of their spouses ?`
separates
What kind of a couple is described as the type to use a wide variety of power bases when seeking compliance as well as tend to discount and refute their partners more than other couple types?
independents
words are __________ means of persuasion
primary
what does this sentence convey?

Words affect our perceptions, attitudes, beliefs, emotions and create reality.
the relationship between language and persuasion
what is the objective meaning of words/dictionary definitions ?
denotative words
what is based on the context in which the word was used and how the meaning is expressed nonverbally?
connotative words
what are words that are highly revered, widely accepted, and carry special power in a culture?
ultimate terms
how many ultimate terms are there according to Weaver?
three
what are these according to Weaver?
God terms
Devil Terms
charismatic terms
ultimate terms
examples of God terms
family values teachable moment
examples of Devil terms
dead beat dad, Nazi
example of Charismatic terms
freedom democracy
what is called when someone uses evasive or ambiguous language to make worse appear better?
double speak
what is called when people replace inoffensive terms to offensive terms?
euphemisms
females can _______ compliance by only using positivity
increase
Men are more successful persuaders than women because of?
audience perceptions
Men are generally more effective on _________ audience
female
Women are generally more effective on _______ audience
male
Audience perceptions expect females to be more ________ and __________
warm nurturing
what is the term for when women experience the idea that they must perform better than men to be considered equal competent as well as being perceived negatively when they try to be direct, assrive, forceful?
double blind
According to Aristotle's terminiology, what is gaining trust from the audienc as well as speakers believability based on the audiences evaluation of the speaker's competence, experience and character?
Ethos
According to Aristotle's terminiology, what is the act of moving people to action by playing on their feelings called?
Pathos
According to Aristotle's terminology, what is it called when attempts to move people to action through the use of evidence/proof and building the audience's ability to reason called?
logos
what kind of argument is it when someone presents arguments in favor of a single proposition ?
one- sided argument
what is called when someone presents arguments in favor of one proposition and considers opposing arguments as well?
two- sided argument
what depends on education level and initial attitude?
Effectiveness of one/two sided arguments
Two sided arguments are________ _________ than one sided arguments as long as the two sided messages are refutational.
more persuasive
what is called when the first arguments presented have an advantage?
primacy effect
what effect works best when you hear two opposing messages, back to back, and then wait a while before deciding what to do about the messages?
primacy effect
what is called when later arguments presented have an effect?
regency effect
what effect works best when you hear one message, wait some time before hearing the opposing message, and then decide immediately after the second message what you're going to do?
regency
what kind of power is it when person has control over some valued resource ?
reward power
promotions, raises are examples of _______ power
reward
what kind of power is it when a person has the ability to inflict punishments?
Coercive power
the ability to fire someone is an example of ___________ power
Coercive
what power is based on what a person knows?
expert power
what power is based on formal rank/position?
Legitimate power
what power is it when the person they are trying to influence wants to be like them?
Referent power
mentors are an example of _________ power
referent
YOU MIGHT ALSO LIKE...