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51 Cards in this Set
- Front
- Back
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Who was the first woman in space?
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Sally Ride, 1983
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In his pound cake speech, who does Bill Cosby blame?
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African Americans themselves
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Name the 6 universal facial expressions across cultures?
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Happiness, anger, fear, surprise, sadness, disgust
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What is the study of Proxemics?
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How we use space to communicate and covers topics such as territoriality and dominance.
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What does communication accommodation theory state?
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When we communicate with others we adjust our style of speaking so that we can easily relate to them.
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What is the study of paralinguistics or vocalis?
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Everything besides spoken words
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What is the Halo effect?
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An effect in which one positive characteristic of a person causes use to see everything about a person in a positive light.
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Who/What are Biculturals?
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People that have been influenced equally but Eastern and Western cultural orientations.
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What is reciprocal concession?
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When buyer feels like he is negotiating and that he got a good deal- explains the door in the face strategy.
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What is the reinforcement theory and how does it relate to persuasion?
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It assumes that people are motivated to avoid pain and seek pleasure. In persuasion if a person generally agrees with the position advocated by a source, the person will find it rewarding and evaluate the source positively.
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According to the study of chronemics, the higher your status, the more power you have over…
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Other people’s time. Chronemics is the study of how time is used to communicate.
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What is the main advantage and disadvantage of God, Devil, and Charismatic terms?
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They have the power to impact but their ability to persuade is not stable- connotations associated with such terms may change over time.
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Are you a high or low self- monitor if you tend to be less sensitive to social cues?
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Low
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According to a study in the book, how often do people lie?
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Daily
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What theory says that on a continuum of positions we all have a most preferred position called an anchor?
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Social Judgment Theory
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What are ultimate terms?
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Words and phrases that are highly revered, highly accepted, and carry special power in a culture.
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What is an individualistic culture? Give an example.
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A culture that tends to value independence and goals of the individual over goals of a collective, like the US
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Name three Collectivist Cultures or Countries:
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China, Japan, Korea. Eastern vs. western cultures
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What did Suckerman propose to explain the underlying processes governing deceptive behavior?
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The four factor model tells us why people behave differently when lying than when telling the truth.
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What terms have a power that “in some ways is mysteriously given?”
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Charismatic Terms
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The expectancy violation theory is usually beneficial to persuaders when he/she has a high…
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Reward value. The expectancy violations theory that we all have expectations about how close others should stand to us.
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What is the sending capacity hypothesis?
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When we tell lies, we try to control our behaviors but in the process tend to pay more attention to some parts of our bodies than others.
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What are demographics?
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Characteristics like age, gender, ethnicity, and intelligence.
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Family values, critical thinking, and balanced budget are terms that are labeled…
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Modern-day god terms
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What does the Sapir Whorf Hypothesis say?
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The language that we use determines the way that we understand the world.
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When a product is limited edition, the salesperson is using a strategy based on the principle of …
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Scarcity
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What is the difference between illustrators and self touching behaviors as it relates to persuasion?
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Self touching behaviors decrease persuasiveness. Illustrators increase.
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The goal of this theory is to view deception as an interactional phenomenon in which both senders and receivers are involved…
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Interpersonal Deception Theory
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What is Machiavellianism?
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The political doctrine of Machiavelli, which denies the relevance of morality in political affairs and that craft and deceit are justified in pursuing and maintaining political power
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What is the Othello error?
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When the detector of a liar wrongly assumes that anxious behavior of someone telling the truth is indicative of deception- many of us get very anxious when we tell the truth for fear they don’t believe us.
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Pregiving:
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Doing an act that favors someone else before persuading- must be genuine.
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Foot in the Door
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Making a small request first then a larger one.
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Door in the Face
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Ask for a larger request, then a smaller one.
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Low ball tactic
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Give a lower offer and raise it later
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What are the five steps to the advertising platform?
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Objectives, Target Audience, Key Consumer Benefit, Other Usable Benefits, Ethical concerns
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Define denotative
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The word's explicit dictionary definition
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Define connotative
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The thoughts and emotions associated with the word
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What do we understand the meaning of, but outside of our culture there is no meaning?
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Symbols
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How many cues will be non-verbal?
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More than half
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What is a non-verbal artifact?
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Anything someone wears
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What is the olfactory channel?
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The sense of smell
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What is the tactile channel (or haptics)
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the sense of touch
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What are Kinesics?
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Posture and movement
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What are emblems?
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They stand in place of words (the crazy symbol)
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What are illustrators?
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They stand in the place of emotions (shrugging shoulders… shaking fists)
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What are regulators?
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Bodily expressions that would either begin or end a conversation
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What are adapters?
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Actions which allow someone to feel better in a situation (cracking knuckles is a self adapter… tapping a pencil is an object adapter)
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Bait and switch
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When a particular offer/package is no longer available, so the persuader gets you to buy a more expensive offer
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Disrupt the frame technique
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Disrupting the perception of what you're actually buying or spending ($1 a week)
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What is the most impressional age group?
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Children (the older someone is, the less impressionable… and I'm not sure why I have this down but about 1 in 4 girls and 1 in 8 boys are sexually abused by the age of 16)
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Which gender is deemed as more persuasive?
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Men… even when men and women present identical messages, the male seems more persuasive
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