Term
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Definition
| Exposing people to weak attacks upon their attitudes so that they will have refutations available when stronger attacks come |
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Term
| Attractiveness and Persuasion |
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Definition
| An appealing communicator is most persuasive on matters of subjective preference |
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Definition
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Term
| Central Route to Persuasion |
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Definition
| Occurs when interested people focus on the arguments and respond with favorable thoughts |
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Term
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Definition
| The way the message is delivered-whether face to face, in writing, on film etc. |
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Term
| Commitment/Consistency/Approach |
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Definition
| includes foot in the door, low ball, bait and switch |
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Definition
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Definition
| Believability. The communicator is viewed as both expert and trustworthy |
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Term
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Definition
| A group typically characterized by 1) distinctive rituals and beliefs related to its devotion to God or a person 2) isolation from the surrounding culture 3) a charismatic leader |
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Term
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Definition
| limited time offer; anticipate regret |
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Term
| Door in the Face Technique |
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Definition
| Someone first turns down a large request, counteroffers with a more reasonable request |
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Term
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Definition
| First agree to a small request, comply later with a larger request |
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Term
| Friendship/Liking Approach |
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Definition
| conformity when people accept evidence about reality provided by other people |
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Term
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Definition
| use of strategies such as flattery to seek another's favor |
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Term
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Definition
| tactic for getting someone to agree: people who agree to an initial request will often still comply when the requester ups the ante. |
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Term
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Definition
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Term
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Definition
| Standard for accepted and expected behavior. "Proper behavior" |
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Term
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Definition
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Term
| Peripheral Route to Persuasion |
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Definition
| Occurs when people are influenced by incidental cues, such as a speaker's attractiveness |
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Term
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Definition
| the process by which a message induces change in beliefs, attitudes or behaviors |
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Term
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Definition
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Term
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Definition
| Information presented first usually has the most influence |
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Term
| Proximity of the Authority |
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Definition
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Term
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Definition
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Term
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Definition
| Info presented last has the greater influence |
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Term
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Definition
| persuasive appeals that play off the norm of giving something in return |
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Term
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Definition
| Scarce in time ... better act now! |
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Term
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Definition
| A delayed impact of a message that occurs when an initially discounted message becomes effective, as we remember the message but forget the reason for discounting it. |
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Term
| Social Validation Approach |
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Definition
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Term
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Definition
| Don't give you a chance to answer, sweeten the deal |
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Term
| Two-Step Flow of Communication |
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Definition
| The process by which media influences often occurs through opinionated leaders, who in turn influence others |
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Term
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Definition
| A motive to increase another's welfare without conscious regard for one's self interests |
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Term
| Arousal: Cost benefit Model |
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Definition
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Term
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Definition
| a person is less likely to help when there are other people around |
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Term
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Definition
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Term
| Diffusion of Responsibility |
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Definition
| Victims needs for help is CLEAR, the more people around the less likely to help |
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Term
| Direct Verbal Help-Seeking Tactics |
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Definition
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Term
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Definition
| motive to increase one's own welfare. |
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Term
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Definition
| Putting oneself in one's shoes |
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Term
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Definition
| Follow the rule of reciprocity; i'll help you if you help me or pay me back |
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Term
| Indirect Verbal-Help Seeking Tactic |
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Definition
| speaking directly, telling a need without asking for it |
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Term
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Definition
| idea that evolution has selected altruism toward one's close relatives to enhance the survival of mutually shared genes |
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Term
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Definition
| the perception of certain people or groups as outside the boundary within which one applies moral values and rules of fairness |
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Term
| Non-Verbal Help-Seeking Tactic |
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Definition
| facial expressions, body language, |
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Term
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Definition
| the result of bribing people to do what they already like doing - they may see the action as externally controlled as opposed to intrinsic |
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Term
| Quasi-Verbal Help Seeking Tactic |
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Definition
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Term
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Definition
| expectation that people will help, not hurt, those who have helped them |
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Term
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Definition
| mutual support and cooperation enabled by a social network |
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Term
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Definition
| theory that human interactions are transactions that aim to maximize one's rewards and minimize one's costs |
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Term
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Definition
| expectation that people will help those who need help |
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Term
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Definition
| Way to come up with a consensus |
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Term
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Definition
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Term
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Definition
| co participants working individually on a noncompetitive activity |
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Term
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Definition
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Term
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Definition
| a perceived incompatibility of actions or goals |
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Term
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Definition
| a method to get what you want by offering something in return |
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Term
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Definition
| loss of self awareness and evaluation apprehension; occurs in group situations that foster responsiveness to group norms, good or bad |
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Definition
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Term
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Definition
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Definition
| concern for how others are evaluating you |
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Term
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Definition
| Looking for alternative methods |
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Term
| First Shift Decision Scheme |
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Definition
| When there are more than 2 options the first to get someone from the other side, wins. |
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Term
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Definition
| people who benefit from the group but give little in return |
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Definition
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Term
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Definition
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Term
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Definition
| group produced enhancement of members preexisting tendencies; |
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Term
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Definition
| people engage in this mode of thinking when concurrence seeking becomes so dominant in a cohesive in group that it tends to override realistic appraisal of alternative actions |
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Term
| Individual Roles Within Groups |
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Definition
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Term
| Interdependence in Groups |
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Definition
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Term
| Leader's Discretion Decision Scheme |
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Definition
| Person who is in control makes decision, ingratiation is often |
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Term
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Definition
| process by which certain group members motivate and guide the group |
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Term
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Definition
| need to trust one another in order to list priorities |
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Term
| Majority-Wins Decision Scheme |
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Definition
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Term
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Definition
| Yield on certain wants to get a different one |
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Term
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Definition
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Term
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Definition
| evaluating one's abilities and opinions by measuring themselves with others |
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Term
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Definition
| strengthening of dominant responses in the presence of others |
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Term
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Definition
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Term
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Definition
| control that builds teamwork, mediates conflict and offers support |
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Term
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Definition
| people who exert less effort when they pool their efforts toward a common goal |
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Term
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Definition
| Control that organizes work, sets standards, and focuses on goals |
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Term
| Transformational Leadership |
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Definition
| control that enabled by a person in charge's vision and inspiration exerts significant influence |
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Term
| Truth Supported Wins Decision Scheme |
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Definition
| not as obvious, duel concern - use problem solving |
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Term
| Truth Wins Decision Scheme |
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Definition
| when there is a correct answer |
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Term
| Unanimity Decision Scheme |
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Definition
| 100% conformity, everyone agrees |
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