Com 318- Purdue Exam 2

What is the life-stages hypothesis?

Children and elderly are more likely to be persuaded than adults

What is self-monitoring?

How much people observe and regulate their behaviors social contexts High self-monitors are more responsive to social cues and acceptance/social rewards Low self-monitors are less responsive to social cues, can come across as unaware or insensitive

What are paralinguistics?

How we sound influences how persuasive we are "Uhs" and "Ums" are viewed as less competent Speaking clearly and at a past rate is viewed as more persuasive Synthetic voices are just as persuasive as real human voices Vocal fry is perceived as less competent, less trustworthy, and less attractive

What is identification, and how does it influence conformity?

Includes experiencing shared meanings and goals For persuasion to occur, one party must identify with another Occurs through media when you feel an imaginary connection with an individual Cognitive- I wondered if X was similar to me Affective- Sometimes, I really loved X for what he/she did. Behavioral- Occasionally, I said something to X Negative Consequences with Identification: Ethnocentrism: Assuming one's culture is the standard for judging other cultures Groupthink: Tendency to engage in consensus seeking Failure to question or challenge the groups opinion Need for someone to play devil's advocate

What are individualism and collectivism?

Individualism- "I" perspective; "What's in it for me?"; stressed independence Collectivism- "We" perspective; group needs; behavior is guided by duty and not pleasure

What is social cognitive theory? How might it facilitate persuasion?

Is cognitive and behavioral Can take place by observing a behavior and its consequences Can translate into acting out the learned behavior Interacts with cognition, behavior, and background characteristics Deals with consequences- External(Fear of punishment) Internal(Questions of Morality) Behaviors, Individual Differences, Environmental Influences In order for this learning process to occur... Attention Retention Reproduction Motivation

What are Euphemisms?

Mild or indirect word or expression substituted for one considered to be too harsh or blunt (often referring to something unpleasant or embarrassing) Can be a face saving measure Used vs. Pre owned Cozy vs cramped Between jobs vs unemployed

What is the direct effects model of immediacy?

Model says there is a relationship between nonverbal behavior and social influence Behaviors that demonstrate immediacy are associated with increased persuasiveness Actions that conduct warmth, closeliness, friendliness Associated with eye contact, nodding, leaning forward It's related to persuasion because... It's easier to comply with people we like We tend to trust warm and friendly people

What is intelligence and cognitive complexity?

One's ability for nuanced thinking/how many constructs a person can use to describe or understand an idea or belief Construct: perceptual category that we use to evaluate things (good/bad, strong/weak, popular/unpopular) Lower intelligence = easier persuasion; higher intelligence = harder persuasion, high self esteem = harder persuasion

What is social judgment theory? What are the latitudes of acceptance, noncommitment,and rejection? How do they work during persuasive attempts?

People don't just consider a persuasive message on its merits alone They consider how it fits within their own perceptions and their perceptions serve as a filter for new information Latitude of Acceptance- statements and ideas with which the listener agrees Latitude of Noncommitment- statements and ideas with which the listener neither agrees or disagrees Latitude of Rejection- statements and ideas with which the listener judges as objectionable/unacceptable

What is Self esteem?

People with moderate levels of self esteem are more likely to be persuaded People with high self esteem may notice the messages but not be persuaded by it People with low self esteem may assume the message is not geared toward them and ignore it

What is moral foundations theory? What are the moral foundations, and how are theyrelated to persuasion?

Proposed a new way to think about persuasion and politics (instead of just thinking about liberal or conservative ideologies, we can think about what might inform those ideologies) Five Moral Foundations- care, fairness, loyalty, authority, purity

What is social loafing? What are the types of social loafing, and what explains social Loafing?

Reducing ones effort when working in a group Explanations- Collective Effort Model - Get lazy if we don't think our ideas are valued Free ride affect- we will do less if we can get away with it Sucker effect- Matching the effort level of slack Diligent Isolates- People who increase their efforts in order to save a group project

What is ego involvement?

Strength of your attitude and how committed to that you are More ego involvement means you have a larger latitude of rejection If you are highly committed to an idea, you are more likely to reject anything that questions or tries to change Smaller latitude of noncommitment which means the more important the issue is to you, the more you will have thought about it and the less persuadable you will be

What is social proof? How is it associated with persuasive attempts?

Tendency to view behaviors as more appropriate or correct when a lot of people are doing it Explains fads, trends, bandwagon

What are artifacts?

The physical features of the environment The way in which the environment is structured (ex: is it tidy or are products placed in easily observable spots) affects persuasion

What are kinesics?

The study of body movement

What are chronemics?

The study of time to communicate By providing a limited time to purchase a product, people may be more persuaded to buy it

What is expectancy violation theory? How might it operate in a persuasive context?

When people violate our expectations of space, we become more alert and distracted Our response to the violation depends on the "reward value" of the violator Reward value goes up if person is more attractive, has power to reward, or likable

What are ultimate terms?

Words that share a connotative meaning with a large group (culture or society) - Very persuasive

What are proxemics?

study of personal space

What are haptics?

study of touch

What is physical appearance?

First impressions are often based on nonverbal cues: Clothing Grooming Hair length Gadgets Care Piercings Tattoos Tall people (especially men) are more persuasive than short people (Height) More physically attractive people are more persuasive than less physically attractive people (Attractiveness)

What is conformity? What influences conformity?

Adhering to or observing standards, rules, or laws. Behavior in accordance with socially accepted conventions or standards What variables influence group conformity? Group size Number of dissenters Difficulty joining the group Reference group Communicator Characteristics Conformity occurs when members choose the course of action that the majority favors

What is powerless language, and how does it influence persuasion?

A powerful, assertive style of communication is more persuasive Powerless language can include: Hesitations: "Well, uh, um" Hedges: "Sort of, kind of, I guess" Intensifiers: "Really, very" Polite Forms: "If you wouldn't mind" "Could I please get you.." Tag Questions: "Don't you think, isn't it?" Disclaimers: "This may sound crazy but.."

How do denotative and connotative meanings differ?

Denotative: Dictionary definition Connotative- Feelings/emotions attached to a word such as home, baby, weasel

What are Metaphors?

Equate one thing with another Helps listeners visualize comparisons "The president is the captain of the ship" "Life is a rat race"

What are the persuasion techniques politicians frequently use?

Euphemisms- "I didn't inhale" it vs. "I didn't get high" Generalites- "America must do its best to preserve democracy" Testimonial- Someone states their case for someone or something else Plain folks- Ideas "for the people" "challenging" "cultural elite" Transfer- Establishing a link to something prestigious (science, education, religion) Bandwagon- Everyone else is doing it Name calling- Finding a common "bad guy" and labeling it Fear- What terrible things might happen

What is social identity theory? How is it related to conformity?

Explains how we categorize ourselves and other people into desirable and undesirable groups In group- The group we want to be apart of- Positive self esteem Outgroup- The group we don't want to be apart of- Negative self esteem We compare ourselves to others We see a small social distance between ourselves and our family, friends, etc. This social distance increases as the degree of separation increases

What are aphorisms?

Expression of a general truth of people Often handed down from generation to generation Easy to remember, contain "truism" "Life is short" "Actions speak louder than words" More effective with distracted listeners

What is nonverbal communication?

Facial Expressions Tone Movement Appearance Eye contact Gestures Posture Its powerful The majority of the emotional meaning of a message is carried via the nonverbal channel Its subtle Food servers who touch customers gently on the shoulder can earn a higher tip We use nonverbal communication to: Shape impressions of ourselves Enhance attractiveness, credibility, status Establish relationships by building rapport, immediacy Touch, smiling, eye contact Model behavior (social proof) ~Putting on a seatbelt~ Signal Expectations ~Eye contact to signal turn taking~