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Details Title: COM 135 Description: Ch 16 Final Total Flash Cards: 13 Created: 05/01/2007 18:54:08	To study from this set of flash cards, or to create your own your own study flash cards, register HERE. If you are already a registered user, CLICK HERE.
Cards Term persuasion Definition process of changing or reinforcing values, beliefs, behaviors Term attitude Definition learned disposition Term belief Definition know to be true/false Term value Definition concept of good vs. bad Term elaboration likelihood model Definition can be persuaded by logic, evidence, and reasoning or through a more peripheral route that may depend on the credibility of the speaker, the sheer number of arguments presented, or emotional appeals Term cognitive dissonance Definition sense of mental discomfort that prompts a person to change when new info conflicts with previously organized thought patterns Term socail judgment theory Definition categorizes listener responses to a persuasive message as in the latitude of acceptance, the latitude of rejection, or the latitude of noncommitment Term proposition of fact Definition true/false Term proposition of value Definition worth/importance Term proposition of policy Definition change in policy/behavior/procedure Term positive motivation Definition good things will happen if speakers advice is heeded Term negative motivation Definition fear appeal(more effective that positive) Term Maslow's hierarchy of needs Definition -physiological: needs for all humans -safety: safety of ourselves/others -social: others care for us -self esteem: to think well of ourselves -self actualization: to realize poetential