Term
| Ashley Smith, her story related to goal competence? |
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Definition
| She was a hostage that convinced her captor not only to let her go but to give himself up without any injury. Her strategy saved both their lives and represents a kind of reverse of the Stock Syndrome where the hostage develops empathy with the hostage taker. |
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Term
| What's involved in Influence Process? |
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Definition
| Influence is not always intentional or obvious. We can have a profound influence on someone else without even knowing it. |
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Term
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Definition
| Any act of communication, whether intended or not, that is capable of affecting others attitudes and behaviors. |
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Term
| 3 types of influence behaviors do Sanders and Fitch Identify? |
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Definition
1. Simple Directives: Directives mean straightforward statements or request that influence simply by providing requested information. Ex. Asking someone to pass you the salt, assuming they will agree and do so.
2. Compliance Seeking Behaviors: Lies in the middle of directives and persuasion. It is where communicators use strategic interaction to achieve their ends. Pre-giving favors is a classic example. Others are hinting, being strategically friendly, inducing guilt, mean till they give in. Ex. Doing something nice for someone before you ask them for money.
3. Persuasion Behaviors: Persuaders use evidence and reasoning especially if they anticipate resistance. |
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Term
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Definition
| Topics which are open to persuasion. Some topics are not open to persuasion. These differ culture to culture. e.g social place of women, and plagiarism. |
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Term
| Paper Clips Film illustrate about goal competence? |
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Definition
| The film depicts a teacher in rural Tennessee who wants to teach his students about the importance of the of diversity and so he focuses on all the lives that were lost in the holocaust. One of his students has trouble visualizing the enormity of the extermination of Jews and so the class begins to collect a paper clip for each life lost. Eventually the community obtains one of the rail freight cars actually used to transport Jews to the extermination camps and creates a museum honoring the lost lives in the holocaust. |
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Term
| 3 Issues are addressed in influence attempts? |
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Definition
1. Instrumental Issues: Focus on achieving a particular goal.
2. Relational Issues: Focus on building a shared understanding with other people.
3. Identity Issue: Confirm or reject other people's self-presentation. |
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Term
| Positive face verse Negative Face |
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Definition
Positive- Refers to our need to be approved of and appreciated by other people. Threatened by an criticism or insult implying you could be better than you are.
Negative Face: Refers to our need to be independent and unconstrained from other people. Orders are a threat to a negative face. |
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Term
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Definition
-Given a face threat by implying that some behavior is deficient, the receiver of an influence attempt responds defensively and becomes resistant to the influence attempt. People in such situations, ‘dig in their heel’ and offer strong resistance to persuasion which often backfires.
-Where people responded more defensively when they feel people are trying to change them.
-Reverse psychology can be a tool of influence. |
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Term
| Symbolic role taking-Importance to influence |
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Definition
| We put aside our own needs and concerns and instead take on the perspective of another person as much as possible to understand the other’s needs. It is critical to understand this before attempting to influence anyone else. |
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Term
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Definition
| maintains that people are motivated by a need to achieve rewards and escape punishment. Actions resulting in positive outcomes will be repeated while actions resulting in negative outcomes will be avoided. |
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Term
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Definition
| People are motivated by a need for cognitive stability. |
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Term
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Definition
| Holds that people are motivated by a need to establish identity by being true to their values. |
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Term
| Basic Elements of Learning theory |
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Definition
1. Stimulus: defined as any kind of sensory input.
2. Response: How we react to sensory input. |
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Term
| 3 Major learning theories |
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Definition
1. Operant
2. Social
3. Classical |
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Term
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Definition
| About consequences of behavior and concerns its self with responses including direct reinforcement. |
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Term
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Definition
| Based on paired associations btwn two stimuli; behavior is changed by pairing two stimuli so that the response to one is transferred to the other. |
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Term
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Definition
| focuses on observant learning. |
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Term
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Definition
1. Reciprocation- repay in kind
2. Commitment and Consistency-Behave the same over time.
3. Social Proof- Everyone else is doing this.
4. Liking- We comply more with ppl we like
5. Authority- People accept authority uncritically
6 Scarcity- People compete for scare resources. |
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Term
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Definition
| objects or actions that carry relational meaning that are exchanged between partners. |
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Term
| People who are inconsistent are labeled |
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Definition
| two-faced and incompetent. |
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Term
| Counter-attitudinal advocacy |
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Definition
| occurs when a persuader asks targets to argue against their own position on a topic. |
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