Term
| What is the scarcity effect? |
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Definition
| It is the perception that if something is rare, it is more valuable |
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Term
| Is the scarcity effect more true about things that are newly scarce? |
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Definition
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Term
| Whats the scarcity youtube clip about? |
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Definition
| Sheldon goes to go but a present for Leonard, guy tells him its rare and so he pays 1200 even though he wasnt interested in the aquaman statue in the first place |
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Term
| T/F: We are equally motivated by losing something and gaining something of the same value. |
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Definition
| False: We are more motivated by losing things (Mike poker) |
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Term
| What is perhaps the best known case of manipulating perceptions of scarcity |
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Definition
| diamonds and the diamond industry |
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Term
| Examples of scarcity can be primarily found in... |
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Definition
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Term
| Scarcity is manipulated by businesses to increase sales. How do they do this? |
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Definition
| Limited numbers, limited time |
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Term
| What kind of organizations use scarcity to get members? |
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Definition
| Fraternities and sororities, country clubs, season ticket holders, social clubs in major cities |
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Term
| What are other manifestations of the scarcity effect? |
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Definition
| People look better at bar closing time, someone who is involved is more attractive, collecting antiques, grupons, threat sales. |
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Term
| Is scarcity just about objets? |
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Definition
| no; it also relates to infrmation |
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Term
| What three things help shape how we react to information? |
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Definition
| Scarcity, effort, and restriction |
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Term
| How does scarcity increase the effectiveness of a message? |
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Definition
| A message increases in effectiveness when the recipient perceives that few others exist who have been delivered this message. |
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Term
| How does effort influence the effectiveness of a message? |
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Definition
| The more effort needed to get the information, the increased the perception is of that infrmations scarcity and value |
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Term
| T/F: The more you need to coerce the source, the more effective the message/ valueble the information |
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Definition
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Term
| T/F: The perceived effort involved for the communicator to transmit the message doesn't affect the messages value. |
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Definition
| False: The more effort involved, the more important the message |
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Term
| T/F: The more effort the recipient makes to decode the information, the more perceived value it has |
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Definition
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Term
| What is restriction when relating to information and scarcity? |
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Definition
| Message increases in effectiveness in proportion to the amount of accompanying reasons opposing the disclosure |
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Term
| T/F: People have an intrinsic desire to behave and think as they wish |
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Definition
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Term
| When a persons freedom of thought or action is threatened, they experience ______ called ____. |
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Definition
| psychological discomfort (a motivational drive), reactance |
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Term
| Reactance motivates a person to do what? |
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Definition
| Act to maintain or regain their threatened or lost freedom |
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Term
| What is the more popular name for envoking reactance? |
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Definition
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Term
| When free behaviors are eliminated or threatened, we have a greater desire to do what? |
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Definition
| Engage in those behaviors |
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Term
| Reverse psychology must be |
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Definition
| realistic, the behavior has to be something that we can actually do |
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Term
| The more important the behavior is, the ____ the reactance |
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Definition
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Term
| The more behaviors that are threatened, the ___ the reactance |
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Definition
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Term
| The greater the treat the ____ the reactance |
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Definition
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Term
| Give a functional example of reactance |
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Definition
| in the 1920s publishers tried to get their books banned because they knew it would increase sales, mark twain was glad huck fin was banned, michael moore gave money to the owner of the anti michael moore website to keep it running |
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Term
| Reactance is activated when? |
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Definition
| When a person perceives that they are no longer free to behave or act as they wish on an issue |
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Term
| The elimination of the behavior must also be perceived as what? |
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Definition
| illegitimate or unjustified |
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Term
| The more justified the elimination of the bahavior, the ____ reactance |
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Definition
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Term
| Reactance video in powerpoint |
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Definition
| soap smuggling cause soap with phosphates is being banned cause it kills the environment. So they think theyre thelma and luise |
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Term
| Who can freedoms be removed by? |
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Definition
| Authority figures like teachers, police officers, and religious figures. Laws and rules like prohibition, and family and friends like in romeo and juliet |
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Term
| Can persuasion attempts be viewed as threats to our freedom? |
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Definition
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Term
| Does a threat need to be about our behavior? |
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Definition
| No, it can also be a threat to our attitudes such as when someone persuades us not to do something (smoking) |
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Term
| T/F: We also like having the freedom to be opinionless about something |
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Definition
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Term
| What are the types of threats to freedom? |
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Definition
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Term
| What is an impersonal threat to freedom? |
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Definition
| Someone elses freedoms are threatened and we think ours will be as well UNLESS there was a good reason for the taking away (phone taken away because of cheating vs becuase of texting) |
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Term
| What is personal threat to freedom? |
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Definition
| Implies a power relationship between the individuals, you have to believe that the other person WILL carry out the threat |
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Term
| How do we respond to reactance? |
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Definition
| we fight back and counter argue, or we engage in the restricted behavior |
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Term
| Wemwill try to restore whats right in reactance but only if |
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Definition
| what was lost can be realistically restored, if we expect to be successful, and if the cost f restoration is low |
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Term
| When do we not try to counteract reactance? |
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Definition
| When the importance of the freedom is low, when the power of the persuader is very high, or when we are likely to get caught and punished |
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Term
| If we cant combat the restriction, what else might we do? |
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Definition
| We might shift our attitudes in order to view the restriction more favorabley |
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Term
| What are more effective in reducing reactance in the target, harsh messages or gentler ones? |
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Definition
| the gentler more inclusive messages are more successful because its not framed as taking away someones freedom, but they are included in the effort |
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Term
| What are the 4 types of emotional appeals? |
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Definition
| warmth, guilt, humor, fear |
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Term
| What type of emotional appeal is ubiquitous? (found everywhere) |
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Definition
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Term
| What is an emotional appeal? |
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Definition
| An external inducement of emotion designed to increase an individuals drive to undertake some course of action |
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Term
| External inducements seek to alter people's what as a means of persuasion? |
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Definition
| peoples moods, feelings, or emotions |
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Term
| Motivational appeal can apply to what kinds of decisions? |
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Definition
| utilitarian AND hedonistic, although they tend to serve as peripheral cues |
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Term
| Logical thinking is typically thought of as lacking ____ while irrational thinking is tied with strong ____. |
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Definition
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Term
| what is the warmth emotional appeal? |
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Definition
| making people feel good or bad can be an effective persuasive strategy |
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Term
| Warmth appeals make people feel what? |
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Definition
| sentimental, nostalgic, family, friends and belonging |
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Term
| What are some examples of companies that use emotional appeals? |
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Definition
| Hallmark cards, pillsburry, snuggle fabric softener |
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Term
| To work, warmth appeals must come across as what? |
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Definition
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Term
| Guilt appeals make people feel what? |
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Definition
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Term
| How to you get people to donate money? |
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Definition
| Negative portrayals: making people feel bad for people |
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Term
| How do you get people to donate time? |
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Definition
| Positive portrayals: Showing disadvantaged people in a positive light |
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Term
| What do you emphasize in a guilt appeal? |
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Definition
| The good feeling from doing the right thing, NOT the negative feelings of wronging others |
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Term
| Guilt appeals are more effective when what? |
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Definition
| The beneficiaries are perceived as not having brought the hardship on themselves (poor children vs homeless adults) |
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Term
| Humor appeals can be described as being a double edged sword. Why? |
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Definition
| They can increase your liking, trustworthiness and goodwill, but it diminishes your expertise and competence |
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Term
| Humor can be effectively used in primarily what situation? |
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Definition
| When there is little new information and people are tired of being preached too (Just a little heart attack) |
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Term
| What do you have to be careful with when using a humor appeal? |
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Definition
| people have to remember the message and not just the joke |
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Term
| How does humor inhibit counter arguing? |
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Definition
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Term
| Humor can serve as social proof |
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Definition
| I dont know what this means |
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Term
| Does humor exhibit the sleeper effect (delayed effectiveness)? |
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Definition
| Yes but it isnt very strong compared to other emotions |
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Term
| What three things are needed for a fear appeal to be effective? |
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Definition
high threat severity, depictions of an individuals vulnerability, informationa bout an individuals recommended response
Threat
Susceptibility
Cure |
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Term
| What is the extended parallel process model? |
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Definition
| we engage in two types of processing, fear control and danger control |
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Term
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Definition
| We suppress the message or reduce the fear generated by the message |
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Term
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Definition
| controlling the threat itself through action |
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Term
| What 4 things determine the process we use to control from fear appeals? |
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Definition
our susceptibility, our perception of the threats severity, our believe of the efficacy of the recommended response, and our own belief that we can perform the recommended action
Susceptibility
Severity
Response efficacy
Self efficacy |
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Term
| List some common fear appeals |
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Definition
| no drug, safe sex, anti smoking |
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Term
| What do non verbal messages do? |
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Definition
| They can repeat or complement a verbal message, or they can contradict verbal cues |
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Term
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Definition
| movements of your head, face, eyes, limbs, and trunk |
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Term
| What is the best indicator of mutual attraction? |
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Definition
| eye contact and mutual gaze |
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Term
| Eye contact can produce what? |
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Definition
| A reliable increase in compliance |
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Term
| Youtube video about gestures |
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Definition
| they mean different things abroad than they mean here. kinesics |
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Term
| What are paralinguistics? |
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Definition
| not WHAT is said but HOW it is said |
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Term
| What is another word for paralinguistics? |
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Definition
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Term
| Rate pitch and tone all affect what? |
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Definition
| the meanings that we attribute to communication |
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Term
| Fast rate and short pauses results in what? |
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Definition
| increased compliance (JJ comercial) |
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Term
| Fluency and pitch variety are also called what? |
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Definition
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Term
| T/F: First impressions count |
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Definition
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Term
| How should you dress if you want to be more persuasive? |
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Definition
| Similarly to your target audience |
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