Term
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Definition
| likes or dislikes that influence our behavior toward a person or thing |
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Term
| bait-and-switch technique |
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Definition
| procedure of first offering an extremely favorable deal and then making additional demands after the other person has committed to the deal |
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Term
| central route to persuasion |
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Definition
| method of persuasion based on careful evaluation of evidence and logic |
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Term
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Definition
| state of unpleasant tension that people experience when they hold contradictory attitudes or when their behavior is inconsistent with their attitudes, especially if they are displeased with this inconsistency |
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Term
| foot-in-the-door technique |
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Definition
| method of eliciting compliance by first making a modest request and then following it with a larger request |
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Term
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Definition
| tendency of a brief preview of a message to decrease its persuasiveness |
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Term
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Definition
| tendency of a persuasive message to be weakened if people first hear a weak argument supporting the same conclusion |
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Term
| peripheral route to persuasion |
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Definition
| method of persuasion based on such superficial factors as the speaker's appearance and reputation or the sheer number of arguments presented, regardless of their quality |
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Term
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Definition
| delayed persuasion by an initially rejected message |
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Term
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Definition
| method of eliciting compliance whereby someone makes an offer and then improves the offer before anyone has a chance to reply |
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