Term
| subliminal priming/messages |
|
Definition
| words or pictures that are not consciously perceived but may nevertheless influence people's judgments, attitudes, and behaviors |
|
|
Term
| elaboration likelihood model |
|
Definition
a model explaining 2 ways in which persuasive communications can cause attitude change:
centrally - when people are motivated and have the ability to pay attention to the arguments in the communication
peripherally - when people do not pay attention to the arguments but are instead swayed by surface characteristics (ie. who gave the speech) |
|
|
Term
| central route to persuasion |
|
Definition
| the case whereby people elaborate on a persuasive communication, listening carefully to and thinking about the arguments as occurs when people have both the ability and the motivation to listen carefully to a conversation |
|
|
Term
| peripheral route to persuasion |
|
Definition
| the case whereby people do not elaborate on the arguments in a persuasive communication but are instead swayed by other cues |
|
|
Term
|
Definition
| We come to like other people and things through our relationships and feelings about other people ______ occurs when we agree with people we like, and disagree with people we don't like |
|
|
Term
|
Definition
1. They must increase the target’s perceived
vulnerability BUT…
2. They must suggest a clear path to
prevention (response efficacy)
3. They must suggest easy enactment of the
prevention behavior (self-efficacy)
4. THUS, they must not induce too much fear |
|
|
Term
|
Definition
| if messages are back to back, going first will increase persuasiveness and the audience's memory of you |
|
|
Term
|
Definition
| if messages are not back to back, go last, the message will be more persuasive and the audience will remember you better |
|
|
Term
|
Definition
| making people immune to attempts to change their attitudes by initially exposing them to small doses of the arguments against their position |
|
|
Term
|
Definition
| the idea that when people feel their freedom to perform a certain behavior is threatened,an unpleasant state of reactance is aroused, which they can reduce by performing the threatened behavior. |
|
|
Term
|
Definition
| a change in one's behavior due to the real or imagined influence of other people |
|
|
Term
|
Definition
| change in behavior due to direct requests from another person |
|
|
Term
|
Definition
| change in behavior due to commands (orders) of an authority figure |
|
|
Term
| informational social influence |
|
Definition
| the influence of other people that leads us to conform because we see them as a source of info to guide our behavior; we conform because we believe that others' interpretation of an ambiguous situation is more correct than ours and will help us choose an appropriate course of action |
|
|
Term
|
Definition
| conforming to other people's behavior out of a genuine belief that what they are doing or saying is right |
|
|
Term
| public compliance/ acceptance |
|
Definition
| conforming to other people's behavior publicly without necessarily believing in what we are doing or saying |
|
|
Term
|
Definition
| the implicit or explicit rules a group has for the acceptable behaviors, values, and beliefs of its members |
|
|
Term
|
Definition
| people's perceptions of how people actually behave in given situations, regardless of whether the behavior is approved or disapproved of by others |
|
|
Term
|
Definition
| people's perception of what behaviors are approved or disapproved of by others |
|
|
Term
|
Definition
| how should people react in the situation, regardless of others' approval/disapproval |
|
|
Term
|
Definition
| the process whereby people flatter, praise, and generally try to make themselves likable to another person, often of higher status |
|
|
Term
|
Definition
| an unscrupulous strategy whereby a salesperson induces a customer to agree to purchase a product at a very low cost, subsequently claims it was an error, and then raises the price; frequently, the customer will agree to make the purchase at the inflated price |
|
|
Term
|
Definition
| gain agreement with a request, then switch request |
|
|
Term
|
Definition
| one should try to secure those opportunities that are dwindling ie. "only 2 left in stock!" "limited time offer!" |
|
|
Term
|
Definition
| First ask for a large request, then make a smaller request |
|
|
Term
|
Definition
| Make a deal and then improve the offer |
|
|
Term
|
Definition
| Make friends via (embarrassing?) disclosure and then make a request |
|
|
Term
|
Definition
| one should be more willing to comply with a request if it is consistent with what similar others are thinking or doing |
|
|
Term
|
Definition
| Make an unusual request to disrupt the target’s refusal script |
|
|
Term
| self and other enhancement |
|
Definition
| If you look good/trustworthy/competent, they’re more likely to comply with your request ~~ Flattery gets you somewhere! |
|
|
Term
|
Definition
|
|
Term
|
Definition
| First persuade the person to comply with a small request, then make a larger request |
|
|
