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Definition
| the process of creating causal explanations for why things happen |
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Definition
a rule for making attributions
high if most others behave the same way in that situation |
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Definition
a rule for making attributions
high if the observed behavior occurs over time |
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Term
| counter-attitudinal advocacy |
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Definition
| speaking in favor of positions that are against one's current attitudes |
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Term
| dispositional attributions |
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Definition
| internal attributions based on personal characteristics |
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Definition
a rule for making attributions
low if the observed behavior occurs in most situations the person is in |
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Term
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Definition
| initially making a very large unreasonable request that the target is likely to turn down and then later making the smaller critical request |
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Definition
| factors outside a person such as other people, the weather, the situation, and so on that cause a person to behave a certain way |
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Definition
| initially making a very small request that the target is likely to agree to and then later making the larger critical request |
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Definition
| factors inside a person, such as personality, that cause a person to behave a certain way |
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Definition
| the source of control (internal or external) |
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Definition
| behavior that is not standard or typical for a situation |
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Definition
| speaking in favor of positions one currently supports |
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Definition
| external attributions based on influences around the individual |
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Definition
| an attitude toward a specific behavior |
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Term
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Definition
| beliefs about what we view as most important and that frequently involve the consequences of performing a behavior |
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Term
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Definition
| a psychological concept best described as an expectation or a plan for how you are going to behave |
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Term
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Definition
| how positive or negative we feel about each of our behavioral beliefs |
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Term
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Definition
| how strongly we hold a behavioral belief |
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Definition
| beliefs about the likelihood of having the opportunities and resources necessary to perform the behavior and the frequency that a control factor will occur |
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Term
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Definition
the measures of intention and behavior that must be measured on the same dimensions
action, target, context, time |
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Term
| intention-behavior relationship |
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Definition
| the extent that behavioral intentions will influence actual performance of the behavior |
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Term
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Definition
| how willing individuals are to go along with what they think their salient others want them to do |
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Term
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Definition
| a person's beliefs about what salient others want him or her to do regarding a specific behavior |
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Term
| perceived behavioral control |
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Definition
| an individual's perception that she or he can control the targeted behavior |
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Term
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Definition
| the social pressure a person feels from salient others to perform or not perform a behavior |
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Term
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Definition
| a behavior that an individual has control over |
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Term
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Definition
| how capable the receiver is to elaborate on the persuasive message |
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Term
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Definition
| the degree to which the receiver is responsible for the knowing the content |
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Term
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Definition
| a reason or series of reasons put forward to support a claim |
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Term
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Definition
| a process in which research subjects are asked to recall the arguments contained in a persuasive message |
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Term
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Definition
| occurs when an individual's existing beliefs, knowledge, and/or biases affect how he or she elaborates on a message |
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Definition
| the receiver engages in high elaboration and focuses on thinking about the content of the message |
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Term
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Definition
| the perception that many or most people believe or behave in a certain way |
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Definition
| stimulus that distracts or diverts the receiver's attention away from the message |
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Definition
the amount of thinking the receiver engages in about the content of a message
can be thought of as a continuum ranging from not thinking at all about the content of the message to extensive thinking about the message |
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Term
| electrophysiological responses |
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Definition
| a test involving the placement if electrodes on research subjects to monitor subtle changes in muscle responses during exposure to a persuasive message |
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Term
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Definition
| when a receiver is told that he or she is about to be exposed to a persuasive message that challenges his or her beliefs |
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Term
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Definition
| when information in a message is not consistent with what the receiver believes to be true |
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Definition
| how much the receiver wants to elaborate on a message |
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Term
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Definition
| a personality predisposition that involves the need or desire to think about issues even when there is no personal relevance and their thoughts have no impact on the outcome |
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Term
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Definition
| occurs when an individual elaborates on a message in an objective or unbiased manner |
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Term
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Definition
| simple decision rules and scripts people develop over time to allow for quick processing and decision making |
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Term
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Definition
| the receiver engages in low elaboration of the message |
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Term
| personal relevance/involvement |
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Definition
| the extent to which a topic is important or of value to a receiver |
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Term
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Definition
| the degree to which the receiver is responsible for the message outcome or consequences, such as making a decision |
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Term
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Definition
| the knowledge about a topic that the receiver has before being exposed to a message on that topic |
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Term
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Definition
| a process in which research participants are asked to list what they were thinking about during the presentation of a persuasive message |
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Term
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Definition
| a personality trait regarding to the degree to which individuals rely on authority figures and sources to guide their lives |
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Term
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Definition
| a perception of believability |
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Term
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Definition
| assumes that initial attitude change is a result of both source credibility and message content; however, permanent attitude change is based on message content |
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Term
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Definition
| a personality trait regarding how closed minded a person is |
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Term
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Definition
| the nature of the sources credibility and composed of three dimensions: good character, goodwill, intelligence |
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Term
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Definition
| a primary dimension of credibility that refers to the perceived knowledge and intelligence of the source |
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Term
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Definition
the credibility of a source prior to the presentation of a persuasive message
initial credibility |
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Term
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Definition
| a dimension of credibility that refers to the perceived caring on the part of the source |
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Term
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Definition
the nature of the credibility of a source during and after the presentation of a particular message
derived credibility |
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Term
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Definition
| the degree to which an individual perceives his or her life is controlled by internal factors or external factors |
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Term
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Definition
| the nature of arguments and structure of the message |
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Term
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Definition
| the difference between the position being advocated by a message and preferred position of the receiver |
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Term
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Definition
| when a message goes against the source's interests or needs |
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Term
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Definition
a factory that can influence perceptions of credibility
refers to the influence from group norms
identification/similarity |
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Term
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Definition
| the emotional appeals of the message |
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Term
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Definition
| suggests that high-credibility sources have more persuasive impact immediately following the message than do low-credibility sources, but that over time the effects of credibility wear off |
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Term
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Definition
| how important the topic of a persuasive message is to receivers |
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Term
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Definition
| a primary dimensions of credibility that refers to receiver's perceptions of the source's honesty |
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Term
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Definition
| a cognitive response to a fear appeal that focuses on how to eliminate the danger or threat that is causing the fear |
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Term
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Definition
| a persuasive message that relies on emotion to be persuasive |
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Term
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Definition
| the amount of affect expressed in the language choices of the source |
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Term
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Definition
| factual statements originating from a source other than the speaker, objects not created by the speaker, and opinions of persons other than the speaker that are offered in support of the speaker's claims |
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Term
| extended parallel process model (EPPM) |
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Definition
developed by Witte
describes the two ways receivers process fear appeals ad how different responses result from different ways or processing |
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Term
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Definition
| a persuasive message that attempts to arouse an emotion by depicting a personally relevant and significant threat and then follows this description of the threat by outlining recommendations presented as feasible and effective in deterring the threat |
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Term
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Definition
| an emotional response to a fear appeal that focuses on how to eliminate the fear |
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Term
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Definition
| a persuasive message intended to stimulate the emotion of guilt, which is often experience when a person thinks his or her behavior does not meet his or her own standards |
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Term
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Definition
| McGuire's theory on resistance to persuasive messages |
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Term
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Definition
| language characteristics that indicate the extent the source deviates from neutrality |
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Term
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Definition
| the types of words a person chooses to present a message |
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Term
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Definition
| the degree to which a source makes precise reference to attitude objectives in a message |
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Term
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Definition
| a persuasive message that relies on logic and reasoning |
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Term
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Definition
| case stories or examples that are used to support a claim |
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Term
| non-refutational two-sided message |
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Definition
| a message that mentions the opposing arguments but does not refute them |
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Term
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Definition
| a message that only represents arguments in favor of a particular issue |
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Term
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Definition
developed by Leventhal
proposes that people have one of two responses when exposed to a fear appeal |
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Term
| persuasive intent forewarning |
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Definition
| a message that forewarns the audience that they will be receiving a message that will probably attack their attitudes and beliefs; however, the topic and position of the message are not given |
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Term
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Definition
| the absence of powerless language features |
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Term
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Definition
| the use of language features such a hedges or qualifiers, hesitations, tag questions, and disclaimers that creat perceptions of little power |
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Term
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Definition
| a message in which opposing views are presented and refuted in inoculation theory |
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Term
| refutational two-sided message |
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Definition
| a two-sided message that presents opposing arguments and then refutes them |
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Term
| refutational-different message |
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Definition
| a message that refutes opposing arguments on an issue but not the ones contained in the preceding attack message |
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Term
| refutational-same message |
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Definition
| a message that refutes the arguments contained in the attack message from the opposition |
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Term
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Definition
| how effective the recommended response is in eliminating a particular threat |
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Term
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Definition
| the extent the audience believes they are capable of performing the response recommended in a message |
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Term
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Definition
| the grimness of the threat presented in a message |
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Term
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Definition
| an informational summary of many cases that is expressed in numbers used to support a claim |
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Term
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Definition
| a one-sided message in inoculation theory |
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Term
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Definition
| how probably it is that a particular threat will affect the audience |
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Term
| topic position forewarning |
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Definition
| a message that forewarns the audience of the topic of persuasion and the position (for or against) of the impending persuasive message |
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Term
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Definition
| a message that presents arguments in favor of an issue but also considers opposing arguments |
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Term
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Definition
| the source of a compliance-gaining message |
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Term
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Definition
| compliance-gaining strategies based on coercive and legitimate power |
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Term
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Definition
| a propaganda tactic that communicates that the recommended product or idea is only for the most selective or choosy audiences, rather than being the choice of most people or common folks |
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Term
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Definition
a propaganda tactic frequently usef in sales settings
involves using a great claim in an advertisement to lure customers to the store, and once they are there, the seller tries to convinve them to move up to a higher cost item |
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Term
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Definition
| a prop. tactic that communicates that everyone is doing it, so the receiver should too |
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Term
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Definition
| prop tactic that involves telling an untruth in the hopes that when people hear it enough, they will believe it to be true without any proof needed |
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Term
| card stacking/case making |
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Definition
| prop tactic that involves arranging facts and pieces of info (which may or may not be true by themselves) to attempt to prove something that isn't really the case |
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Term
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Definition
| the most basic level of influence, it involves a target being influenced to do something to gain a reward or to avoid a punishment |
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Term
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Definition
| communicative behavior in which an agent engages to elicit from a target some agent-selected behavior |
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Term
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Definition
| conclusions are made through a process of reasoning from theory and previous research |
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Term
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Definition
| prop tactic where someone or some concept is given a positive label with no proof or justification for it bein an accurate label |
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Term
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Definition
| a propaganda tactic that involves a counterattack to an accusation rather than a defense against the original charge |
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Term
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Definition
| occurs when a target accepts influence from an agent because he or she wants to be associated with the agent |
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Term
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Definition
long-term attitude change
a target accepts the behavior as being best of most appropriate and will perform the behavior regardless of who approves or provides rewards |
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Term
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Definition
| a method of reasoning that begins with observation and then moves from observation of particular events to general principal or hypotheses |
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Term
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Definition
Kelman's model of three types of influence that build on one another
compliance is the basic level, then identification, then internalization |
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Term
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Definition
| prop tactic that involves the persuader trying to convince the targeted audinece that he or she should be supported simply because the persuader is "plain folks" or an ordinary person |
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Term
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Definition
| a prop tactic where someone or some concept is given a negative label with no proof or justification for it being an accurate label |
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Term
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Definition
| the ability to get others to do what you want |
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Term
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Definition
includes 5 types of power
reward, coercive, legitimate, referent, expert |
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Term
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Definition
| a type of persuasion that involves mass audiences with a purpose of achieving the goals of the persuader, and it often involves emotional appeals, concealment of purpose, and a lack of sound support |
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Term
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Definition
| compliance-gaining strategies based on reward, referent, and expert power |
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Term
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Definition
| a propaganda tactic that involves the persuader giving something to the targeted receiver and expecting the receiver to feel compelled to accommodate the persuader |
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Term
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Definition
| things the agent is trying to accomplish with the target othe than gaining compliance |
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Term
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Definition
| a prop tactic that involves arguing that something is what really matters, regardless of any proof or compelling rationale that makes it the most important concept |
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Term
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Definition
a prop tactic that is used in negotiation and sales settings
involves suggesting that certain things cannot be discussed until others have been discussed |
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Term
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Definition
| the receiver of a compliance gaining message |
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Term
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Definition
| a prop tactic where a valued person expresses support, or offers testimony about the value (or lack thereof) of the targeted person of concept |
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Term
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Definition
| prop tactic that calls for urgent action now before it's too late even though nothing may actually require urgent action |
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Term
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Definition
| a propaganda tactic that involves persuaders surrounding themselves or their concepts with positive symbols in the hopes that the association will rub off |
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Term
| central nervous system arousal or depression |
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Definition
| physiological response to stimuli that results in alteration of factors such as pupil dilation, heart rate, and respiration patterns |
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Term
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Definition
| choice of delivery system for messages |
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Term
| computer-mediated communication |
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Definition
| messages mediated through computer channels such as email, instant messaging, and the Internet |
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Term
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Definition
| demographic receiver variable that includes things such as differences in religion, ethnic origin, economic class, and societal values of the group membership |
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Term
| demographic characteristics |
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Definition
| factors such as sex, age, intelligence, and cultural aspects of receivers |
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Term
| environmental characteristics |
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Definition
| aspects of the setting surrounding the receivers |
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Term
| impression-relevant involvement |
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Definition
| involvement tied to the impression that the receiver's attitudes make on a public audience |
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Term
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Definition
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Term
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Definition
| occurs when receivers have a personal stake in the issue, something to gain or lose, the task is important, and/or the individual has a personal commitment to the issue |
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Term
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Definition
| the mode used to transmit the message from the source to the receiver |
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Term
| outcome-relevant involvement |
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Definition
| involvement levels based on how relevant the outcomes are to the receivers |
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Term
| pyschological characteristics |
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Definition
| aspects of the receiver that vary according to some element of the receiver's personality or psychological state |
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Term
| physiological characteristics |
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Definition
| biological influences on how information is processed |
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Term
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Definition
| aspects of target audiences that influence how persuasive messages are processed and ultimately the success or failure of those messages |
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Term
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Definition
| how confident, optimistic, and capable individuals perceive themselves to be |
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Term
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Definition
| how much an individual watches (or monitors) their own behavior and the response of others to it |
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Term
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Definition
| whether the receiver is a biological male or female |
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Term
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Definition
| attitudes held that help individuals fit the expectations of those around them |
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Definition
| awareness that is below consciousness |
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Definition
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Term
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Definition
| attitudes held that help people express their own values |
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Term
| value-relevant involvement |
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Definition
| deals with central or core values for individuals |
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Term
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Definition
| an approach to ethics that values the means or methods more than the ends or outcomes of the persuasion |
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Term
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Definition
| an interpersonal approach to ethics that asserts communication must be in the form of dialogue (rather than monologue) to be ethical |
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Term
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Definition
| principles or guidelines for what is right and wrong |
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Term
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Definition
| a responsibility of the receiver that involves giving honest responses to a source |
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Definition
| an approach to ethics that asserts communication must be humanizing (rather than dehumanizing) to be considered ethical |
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Definition
| an approach to ethics that asserts that whatever is legal is also ethical |
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Term
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Definition
| an approach to ethics that is based on the tenets and values of a particular political system, such as democracy |
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Term
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Definition
| a responsibility of the receiver that involves finding an appropriate middle between gullibility and close-mindedness |
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Term
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Definition
| ethical principles that are based on the teachings of a particular religion |
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Term
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Definition
| an approach to ethics that asserts that the characteristics of each situation be used to determine what is and is not ethical |
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Term
| social utility perspective |
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Definition
| an approach to ethics that uses the outcome of the persuasion to determine if the means were ethical |
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Term
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Definition
| an approach to ethics that values the ends or outcomes more than the means or methods that are used to achieve the ends |
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