UConn Persuasion Exam #2

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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


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