UConn Persuasion Exam #2
Demographics
Age, Biological sex, Culture
multidimensional construct for credibility
Credibility is a composite of several characteristics perceived in a source
High/Low self-monitors
How sensitive you are to social cues
Incongruity Theory
Laughter occurs when the outcome is different from what is expected
pitch variations
Rising Intonation means the pitch of the voice rises over time [↗]; Falling Intonation means that the pitch falls with time [↘]; Dipping Intonation falls and then rises [↘↗]; Peaking Intonation rises and then falls [↗↘].
Relationship between nonverbal and verbal communication
Substituting, Conflicting, and Accenting
social influence model
The third and fourth people in a group have the most influence
Substituting
When an action or gesture is being used instead of words. Ex: shaking your head yes instead of saying yes.
Accenting
When the action is heightening what is being said. Ex: saying yes and shaking your head yes.
Conflicting,
When what is being said does not match the action. Ex: when you say you are confident but are staring at the floor.
coercive power
ability to inflict punishment
immediacy
actions that communicate warmth, closeness, friendliness, and involvement
Authoritarianism
also known as dogmatism - respect authority and follow leaders
Enthymeme
an argument where the claim is not outwardly stated
legitimate power
based on formal tank or position
referent power
based on liking
expert power
based on what a person knows
measuring behaviors
based on what someone does (like taking part in marches, etc.)
social comparison theory
compare ourselves to others
reward power
control over a valued resource
receiver based construct for credibility
credibility is in the eyes of the beholder
Age as a demographic
curvilinear- more persuadable at young and old ages
culture as a demographic
different types of campaigns and messages may appeal differently based on your culture
situational dimensions of compliance gaining
dominance, intimacy, resistance, personal benefits, rights, relational consequences
informational support
facts, statistics, stories, or resources that enable a person to be more informed about a health decision
Motivated Interviewing
giving patients options and allowing them to make the decision
why do we conform
group size, indoctrination, identification
descriptive norms
how people actually behave
cognitive dissonance theory
individuals may feel discomfort when their attitudes don't match their actions
high self monitors
interested in images in persuasive messages
low self monitors
interested in quality of message
health literacy
is the degree to which individuals have the capacity to obtain, process, and understand basic health information needed to make appropriate health decisions some patients have low health literacy and may learn from these commercials
situational credibility
it can change from situation to situation
Dynamic Credibility
it can change over time
emotional support
listening to or empathizing with a person's difficult situation or giving resonance
patience compliance
many people see prescriptions or guidance from a doctor as optional
biological sex as a demographic
not much to state that there are differences, but more like situational differences
response latencies
pause in speech/time it takes to respond
need for cognition
people who like to think - high in NfC - need arguments - lows - need cues
Social Judgement Theory
perception and evaluation of an idea by comparing it with current attitudes
injunctive norms
perceptions of approved or disproved behaviors
instrumental support
physical or tangible assistance with daily or mundane tasks
dimensions of credibility
receiver based construct, multidimensional construct, situation, dynamic
voice qualifications
refer to the manner in which a verbal statement is presented. For example, whining, chuckling, rasp, general high pitch, that may accompany the articulation of the vowels and consonants of an utterance, which may reflects psychological arousal, emotion, and mood.
different types of power
reward, coercive, legitimate, expert, referent
Relief Theory
suggests that people laugh upon realizing that a threat is no longer a threat or upon feeling freed of some psychological burden
three theories of humor
superiority theory, relief theory, incongruity theory
internal locus of control
the belief that you control your own destiny
social impact theory
the first person in a group has the most influence
external locus of control
the perception that chance or outside forces beyond your personal control determine your fate.
Superiority Theory
the theory that we laugh at the misfortunes and flaws of others and our own past follies (provided we've overcome them); the pleasure we take in humour comes from our feelings of being better than those we laugh at.
limitations of humor
usually reinforced those that agree, doesn't often change minds - may just be entertainment - may affect your character
Vocalizations
uttered sounds that do not have the structure of language. Ex: ah, uh, umm, eh
Measuring appearance
we may determine other people's attitudes and beliefs just by looking at them
measuring associations
we may determine other people's attitudes by looking at what clubs or organizations they belong to, etc.
groupthink
when individuals fail to speak up
locus of control
who or what is influencing the outcome
