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| referring to a person's overt change in behavior; no emotions involved |
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| involves seeking compliance in an active and positive way |
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| involves seeking compliace in a negative way; i.e. threats |
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| involves attempts to make a person think that a persuader has special knowledge |
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| activation of personal commitments |
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| relies on appeals to a person's commitment to others, pointing out that a person is indebted and should therefore return a favor |
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| acting friendly and helpful to a person so that he/she will comply with a request |
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| You owe me compliance because of past favors |
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| You are immoral if you do not comply |
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| you will feel better about yourself if you comply |
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| you will feel worse about yourself if you dont' comply |
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| only a person with bad qualities would not comply |
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| I need your compliance very badly so do it for me |
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| people you value will think better if you comply |
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| People will think poorly of you if you dont' comply |
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Term
5 Types of Power
1. Reward power
2. cohesive power
3. expert power
4. legitimate power
5. Refrainment power |
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Definition
1. has control over some valued resource
2. has ability to inflict punishment
3. based on what a person knows
4. based on formal rank or position power
5. when the person they are trying to influence wants to be like them |
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All people are motivated to maintain 2 types of face:
Positive face- when others like/respect us
Negative face- when we do not feel people respect us |
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| the tendency of respondents to answer questions in a manner that will be viewed favorably by others |
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concerned with maintaining one's moral standards and principles of living
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| concerned with creating good impression and behaving in appropriate ways |
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| concerned with maintaining a relationship and increasing personal rewards |
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| concerned with maintaining levels of arousal (e.g. nervousness) |
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Term
Design logics
1. Expressive
2. Conterventional
3. rhetorical |
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Definition
1. believes that communication is a process by which people express what they think and feel
2. believes that communication is a game played cooperatively according to social conventions and procedures
3. believes that communication's purpose is to navigate character, attitude, selves, and situations |
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| equivocation (to alter the truth0 |
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| information manipulation theory |
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Definition
| argues that when we are talking to others, we assume they will cooperate providing us information that is not only truthful, but also informative |
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Definition
1. Assumes that people are more aroused or anxious when telling lies
2. because people don't want to get caught when telling lies, they try to control their behavior
3. We assume people stand differently, body language, facial expressions, and pause a lot |
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| Interpersonal Deception Theory |
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Definition
| when both people in a conversation deal with actual or perceived deception and affect the way each other communicates |
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| Some behaviors "leak out" beyond liar's awareness or control |
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| not interested in interpersonal relationships; manipulates others for selfish persons and has little sense of social morality (high self-monitors) |
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| a perception that people are being dishonest |
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| a perception that others are being honest |
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| continuously "poking" someone for more information in order to point out inconsistencies in their story |
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| the drive that comes from within |
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| instilled by some outside factor |
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| instilling fear within someone if they don't comply |
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| assuming that an appeal arouses fear in a receiver, the receiver can be expected to do something about it (preventative measures) |
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| you feel sorry for something or someone |
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| you feel responsible for something or someone |
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| trying to make people laugh to influence |
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| indirect effects of humor |
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Definition
1. Likability- helps persuader seem friendlier and reduce psychological resistance to a message
2. Distraction- tends to suppress critical thinking
3. captures attention
4. can damage credibility |
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Definition
1. Requires peripheral process
2. Associations
3. Can cause backlash |
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Definition
1. Associations
2 Requires peripheral processing
3. Temporary changes, eventually wears off (short-term)
4. has to be genuine
5. Ingratiation |
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Term
Ingratiation
1. Other enhancement
2. Opinion conformity
3. Self presentation |
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Definition
1. paying compliments or engaging in flattery
2. agreeing with a target's statements, ideas, and views
3. bragging or otherwise displaying one's attributes |
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| the ability of images, photos, and videos, to document an event that has happened |
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| Pictures cannot convey precise relationships between things |
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| mock advertising itself (anti-smoking ads from MTV would be an example) |
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| processed without conscious awareness |
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| an image that is merely fleeting but recognizable |
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Example: self-help audio tapes while you fall asleep.
Placebo effect- thinking it will work makes it works |
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| Music as a form of persuasion |
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Definition
1. Combines central and peripheral cues
2. Advertising- music fits the brand, repeated exposure increases liking, mnemonic device
3. background music- shopping, mood changes, task performance
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| ethical controversy centering on whether the means/method of influence is justified by desirablity of the outcome |
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| an ethical approach empahsizing consequences or outcomes |
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| an ethical approach that focuses on moral imperatives rather than specific consequences |
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| ethical approcahes authorizes whatever a persuader can get away with, constrained only by laws, or fear of social ostricism |
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| ethical approach maintains there are no moral absolutes |
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| ethical approach which maintains that there are universal, immutable "dos" and "don'ts", for everyone |
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| approach to ethics which involves doing unto others as you would have them do unto you |
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| ethical approach based on the metaphor of "free market" or capitalism: let the buyer beware |
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| teleological approach based on the greatest good for the greatest number of people |
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focuses on the character of the person as opposed to specific moral rules or moral actions
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| if a person knows he/she is a target or an influence attempt |
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| allow participants to make free, informed decisions on whether they wish to comply with persuasive messages |
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| use of language (the spoken or printed word) and symbolic messages (protest marches, sit-ins, etc.) |
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| persuaders should be held accountable for their motives and consequences of their message |
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