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Definition
| Group behavior. Getting lost in the crowd |
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| how we view ourselves as social objects |
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| Our hidden aspect of ourselves. Thoughts feelings, perceptions. DEINDIVIDUATOIN is decreased through this |
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| the reduction in motivation and effort when individuals work collectively compared to to when they work individually. |
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Definition
| We get lazy if we don't expect our efforts to lead to personally valued outcomes. credit |
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Definition
| when they can get away with it, they try to benefit from the effort of others |
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Definition
| When you suspect of others slacking off, so you slack off to match their laziness. |
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Definition
| the way to combat social loafing |
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Definition
| a person who has had this happened is easier to persuade. |
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Definition
| this can lead people to do horrible things to get noticed |
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Term
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Definition
| When people make decision in groups, they are willing to make more hazardous decisions. 1% vs 50 % |
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Term
| Group polarization phenomenon |
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Definition
| groups cause people to become more extreme in their decisions |
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Term
| Persuasive argument theory |
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Definition
| people come to an argument with 2 or 3 points. add a group and their are many more arguments to create stronger feelings |
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Term
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Definition
| something that represents something else |
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Term
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Definition
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Term
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Definition
| the thoughts and emotions associated with a word |
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Definition
| words or phrases that are highly revered, widely accepted and carry special power in culture |
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Term
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Definition
| fact, progress, family values, critical thinking, balanced budget |
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Term
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Definition
| communism, nazi, dead-beat dad, racist, terrorist, sweat shop, etc |
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Term
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Definition
| have a power that is mysteriously given. Freedom, democracy |
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Term
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Definition
| this type of name was seen as more likable and teachers gave higher grades on essays |
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Term
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Definition
| We use this to describe people or things |
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Term
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Definition
| Using words to make the worse appear better |
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Term
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Definition
| Using this makes you seem less credible/attractive/persuasive |
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Term
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Definition
| only in certain situations |
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Term
| Vividness is effective when...? |
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Definition
| when it is congruent and helps us process the message |
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Term
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Definition
people are motivated to avoid pain and seek pleasure
if the person agrees with the subject=intese language |
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Term
| Language expectancy theory |
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Definition
we have expectations about what types of language are normal to use when trying to persuade people.
Highly credible can get away with it |
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Term
| Information processing theory |
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Definition
| to be persuaded, ou must first attend to and comprehend a persuasive message. |
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Term
| Communication accomodation theory |
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Definition
when we communicate with others we adjust our style of speaking to their style in order to gain approval and increase communication efficiency.
Match audience = more credible |
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Term
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Definition
| words that are used and what will those words mean |
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Term
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Definition
| hesitations, heges, intensifiers, polite forms, tag questions, disclaimers, deictic phrases |
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Term
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Definition
| acts that commnicate warmth, closeness, friendliness and involvement |
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Term
| a candidate is seen as more credible |
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Definition
| if his opponent shows disbelief or disaproval. unless the speaker is already sean as deceitful. |
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Term
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Definition
| mirroring behavior. should copy others non-veral cues to be more persuasive. Smile when people smile, frown when people frown. |
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Term
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Definition
| nonverbal behaviors that have precise verbal meaning. Helps people process a message |
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Term
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Definition
| movements that accompany speech. do not have a specific meaning. (I love you this much) increases speakers persuasive power |
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Term
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Definition
| self touching. Avoid using for persuasion |
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Term
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Definition
| touch. Seen as more persuasive. Library study |
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Term
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Definition
| The distance we are from one another. Closer is more persuasive. Not too close though |
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Term
| Expectancy violation theory |
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Definition
we all have expectations about how close other people should stand to us. when people violate those expectations and get either too close or too far away, we experience arousal and may become distracted.
If we like them or there is reward value=persuaded
if they are threatening or low reward=less compliance |
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Term
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Definition
| When your freedom is threatened or limited, causes you to react. Can be very persuasive |
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Term
| psychological reactance theory |
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Definition
| the tendency to react defensively when our freedom is threatened. related to scarcity. when it is the last in your size you want it more. |
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Term
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Definition
| what we wear, drive, and have |
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Term
| effectiveness of one or two sided messages rely on |
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Definition
| Education level and initial attitude |
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