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Definition
| Intended messages transmitted to arous meanings in people to motivate some change in attitudes, beliefs, or behaviors--differnt than informing people |
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| types of goals in persuasion |
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Definition
-To reinforce current behavior and attitudes
-to promote change
-to stop current behavior |
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| meet info needs, builds credibility |
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| reinforce commitments with more actions |
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| how does persuasion work? |
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Definition
-audience examines speakers credibility
-audience evaulates message
-audeince asses their ability to comply |
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| knowledge, capability, experience |
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| long-term trust and short-term intention |
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| Theory of reasoned action |
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Definition
-your intention to comply depends on attitudes + beliefs + desires about the requested action
-your perception of whether others want you to do it
-your motivation to comply |
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| elaboration likelihood model |
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| the more you think about (elaborate) an issue, the more you will change |
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| weighing the issue extensively |
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| using a simple decision rule to judge the message |
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| individuals conform to social norms, people feel they have permission to behave consistenly with norm |
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-attended
-perceived accurately
-credible
-relevant to listener needs
-request a specific action |
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| people hear what they want to hear |
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| need to achieve goal of soccilization and inclusion |
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Definition
| need to make lasting contribution |
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Term
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Definition
-establishes a threat
-shows that threat is real
-should show that proposed action will stop or reduce threat
-should show that proposed action is easy
-should show that proposed action is doable |
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Term
| Social influence strategies |
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Definition
-Reciprocity
-consistency
-social proof
-liking
-authority
-scarcity |
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