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36 Cards in this Set
- Front
- Back
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Sequential Influence Technique: start off small and move to a larger request |
Foot in the Door |
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Sequential Influence Technique: begin with a large request and scale down to an appropriately modest request |
Door in the Face |
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Theory that explains "Foot in the Door", says that people will infer they are a good person after performing a small favor and will make them accept the second request |
Bem's Self-Perception Theory |
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When does Foot in the Door work? |
when 2nd request is a continuation of the initial request, not asked immediately after the first request |
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Why does Door in the Face work? |
guilt social judgment (the second request is closer to their anchor) self-presentation (fear they will look bad for turning down the first request) |
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When does Door in the Face work? |
when there is only a short delay between the requests |
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Sequential Influence Technique: give person a gift before making the request |
pre-giving |
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Sequential Influence Technique: when a persuader convinces a person to do something, then increases the cost of compliance |
Low-balling |
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Sequential Influence Technique: induce a state of fear, relieve the fear, then request |
Fear-then-Relief |
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Sequential Influence Technique: make the request in an unusual manner |
Pique Technique |
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Sequential Influence Technique: disrupt usual resistance by phrasing request oddly, then rephrasing request |
Disrupt-then-Reframe |
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What contextual influences can affect a person's persuasion attempts? |
level of intimacy dependency perceived rights |
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What individual differences can affect a person's persuasion attempts? |
culture: individualism vs. collectivism gender: women use more polite tactics self-monitoring: high adapt strategies vs. low use same techniques |
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when stimuli are perceived by the sense but do not reach conscious awareness |
subliminal perception |
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Why is subliminal advertising not effective? |
-different thresholds for conscious awareness -no guarantee people perceive it intended way -message quickly overwhelmed by other stimuli |
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paid communication about a product that is subtly inserted into media entertainment programming |
Product Placement |
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How can product placement be effective? |
mere exposure conditioning narrative integration |
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What are mechanisms advertisements use to appeal to people with low involvement in their products? |
mere exposure association celebrities |
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When does mere exposure work? |
When we do not already have strong attitudes toward the product (negative attitudes will grow stronger) |
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What are ways ads use association? |
Classical Conditioning Semiotics Accessibility |
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Hypothesis that states celebrities are especially effective if the product they endorse "matches" their perceived characteristics |
Advertising Match-Up Hypothesis |
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Differences between advertisements and campaigns: |
sell a product vs. promote idea no community support vs. community support convince to buy something vs. to do something |
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3 major types of communication campaigns |
Psychological Approach Diffusion Theory Social marketing |
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What are the stages of change in psychological approach? |
Pre-contemplation, Contemplation, Action |
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5 Strategic Steps in a Social Marketing Campaign |
Planning Theory Communication Analysis Implementation Evaluation/Reorientation |
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What did the McGruff crime prevention campaign do right? |
identifiable mascot and repeated message using different motifs |
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What did the Anti-smoking/Tobacco reduction campaign do right? |
applied cognitive, affective, and behavioral concepts |
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What did the anti-drinking campaign do right? |
targeted social perceptions that everyone drinks a lot but didn't conflict with the alcohol industry; support from Hollywood |
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What did the drug prevention campaign do wrong? |
came off as controlling or condescending, did not coincide with target audience's beliefs |
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How can truthful communication be applied to persuasion? |
Deceitful messages reduce effectiveness in persuading audiences; They also reduce credibility, trustworthiness, and perceptions of goodwill and expertise |
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presenting info that leads the audience to draw an incorrect conclusion, can occur accidentally when the persuader doesn't have complete info |
false inferences |
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Two types of false inferences: |
out of context omission |
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generalizing info about one member of a group from info based on a limited part of the group |
hasty generalizations |
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when the persuader wrongly attributes the cause of one event to the event that preceded it |
post-hoc fallacy |
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also known as ad hominem, when the persuader attacks a person holding a position opposed to their own |
personal attack |
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when the persuader implies that their argument is true simply because so many other people agree with it |
band-wagoning |
