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Details Title: SPCM 102 Description: Test 2 Lecture 6 Total Flash Cards: 13 Created: 10/09/2007 19:17:02	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 Compliance Definition When a person except influence because he or she wants a favorable Term Perceived Concern Definition Parents nagging you until you clean your room Term Perceived Control   Definition Boss has control over employees Term Perceived Scrutiny Definition have to believe that they will check up on you Term Identification Definition said to occur when a person accepts influence when he/she wants to establish a satsifying relationship to another person   Desire for a satsifying relationship self-defining relationship to another person Agent's effectiveness is based on attractiveness (not just physical)     Ex. I want to be like Tiger, so I will eat Wheaties   Term Definition Term Internalization Definition People accepts influence fits with his/her value system Effective chnage is based on changing person's perception of value maximization Agent's effectiveness is based on credibility Ex. Not using a spokesperson because they are big on working on the quality. No using of celebrity because they would mess it up 1. Importance of Credibility 2. Dimensions of Credibility  Term Competence Definition the communicator tells what the truth is Wants to be competent in both Product and Process Product- the competence about a topic Process- ability to talk about product competence   Term Pratfall Effect Definition being too overzealous can get in the way of your competence Experiment Two Lectures One the guy was perfect Two the guy was good, but human because he spiled his coffee Everyone liked the second guy better When you are really competent. doing that makes you human, you get more credibility   Term Trustworthiness Definition Do you think that they will tell you the truth about the situation     Once it is lost, it is really hard to get back     It is not about the issue, it is about the person Term Extroversion Definition How outgoing you are/ willing you are to interact Ex. In a group of 4, the more you talk the more of a leader you are up to 60 % of the time (shoud be 25%a piece)     -More talking = More credible until a certain point   Term Sociability Definition Other like you to be around you Know how to show their identity People that are able to socially threaten you without being mean  Term Levels of influence Definition Compliance is the least prominant Identification is most prominant  Internalization ultimately you want to do this in order to move on.