quiz 9

reactance

resistance to persuasion attempts that occurs when the persuasion attempt threatens the independence or freedom of the target

referent power

social influence that occurs because individuals seek to be liked and accepted by valued social groups

authority

the capacity of one group member to issue orders to others- that is, to direct or regulate the behavior of other members by invoking rights that are vested in his or her role

mass media

those channels of communication (tv, radio, newspapers, and the internet) that enable a source to reach and influence a large audience.

subjective expected value (SEV)

with respect to threats, the product of a threat's credibility times its magnitude; with respect to promises, the product of a promise's credibility times its magnitude

target

in social influence, the person who is affected by a social influence attempt from the source. In aggression, the person toward whom an aggressive act is directed.

attitude change

a change in a person's attitudes about some issue, person, or situation

attitude inoculation

a process that helps a target person to resist persuasion attempts by exposing him or her to a weak version of the arguments

five-factor model

a psychological model that takes a wide variety of personality traits and organizes them into five factors, or categories. Theses factors and examples of associated traits are agreeableness (warmth, friendliness), conscientiousness (efficiency, dependability), extraversion (outgoingness, assertiveness), openness (curiosity, insight), and neuroticism (confidence, sensitivity) Also called the "Big Five".

communication-persuasion paradigm

a research paradigm that conceptualizes persuasion attempts in terms of source, message, target, channel, and impact- that is, who says what to whom by what medium with what effect

media campaign

a systematic attempt by an influencing source to use the mass media to change attitudes and beliefs of a target audience

social impact theory

a theoretical framework, applicable to both persuasion and obedience, stating that the impact of an influence attempt is a function of strength, immediacy, and number of sources that are present.

persuasion

an effort by a source to change the beliefs or attitudes of a target person through the use of information or argument

threat

an influence technique that is a communication taking the general form, "if you don't do X (which I want), then I will do Y (which you don't want).

promise

an influence technique that is communication taking the general form, "if you do X (which I want), then I will do Y (which you want).

social influence

an interaction process in which one person's behavior causes another person to change an option or to perform an action that he or she would not otherwise do

legitimate power

authority that is accepted as a normal part of a social role

discrepant message

in persuasion, a message advocating a position that is different from what the target believes.

communicator credibility

in persuasion, the extent to which the communicator is perceived by the target audience as a believable source of information

compliance

in social influence, adherence by the target to the source's request or demands. Compliance may occur either with or without concomitant change in attitudes.

source

in social influence, the person who intentionally engages in some behavior (persuasion, threat, promise) to cause another person to behave in a manner different from how he or she otherwise would.