Comm 449 Ch 12

Front 1

Agent

Back 1

The source of a compliance-gaining message.

Front 2

Antisocial strategies

Back 2

Compliance-gaining strategies based on coercive and legitimate power.

Front 3

Appeal to exclusivity

Back 3

A propaganda tactic that communicates that the recommended product or idea is only for the most selective or choosy audiences, rather than being the choice of the most people or common folks.

Front 4

Bait and switch

Back 4

A propaganda tactic frequently used in sales settings. It involves using a great claim in an advertisement to lure customers to the store, and once they are there, the seller tries to convince them to move up to a higher cost (and higher profit) item.

Front 5

Bandwagon

Back 5

A propaganda tactic that communicates that everyone is doing it, so the receiver should too.

Front 6

Big lie

Back 6

A propaganda tactic that involves telling an untruth in the hopes that when people hear it enough, they will believe it to be true without any proof needed.

Front 7

Card stacking or Case making

Back 7

A propaganda tactic that involves arranging facts and pieces of information (which may be true or false by themselves) to attempt to prove something that isn’t really the case.

Front 8

Compliance

Back 8

The most basic level of influence, it involves a target being influenced to do something to gain a reward or to avoid a punishment.

Front 9

Compliance-gaining

Back 9

Communicative behavior in which an agent engages to elicit from a target some agent-selected behavior.

Front 10

Deductive approach

Back 10

Conclusions are made through a process of reasoning from theory.

Front 11

Glittering generality

Back 11

A propaganda tactic where someone or some concept is given a positive label with no proof or justification for it being an accurate label.

Front 12

Hot potato

Back 12

A propaganda tactic that involves a counterattack to an accusation rather than a defense against the original charge.

Front 13

Identification

Back 13

Occurs when a target accepts influence from an agent because he or she wants to be associated with the agent.

Front 14

Inductive approach

Back 14

A method of reasoning that begins with observation and then moves from observation of particular events to general principles or hypotheses.

Front 15

Internalization

Back 15

Long-term attitude change. A target accepts the behavior as being best or most appropriate and will perform the behavior regardless of who approves or provides rewards.

Front 16

Levels of influence

Back 16

Kelman’s model of three types of influence that build on one another. Compliance is the basic level, then identification, then internalization.

Front 17

Name-calling

Back 17

A propaganda tactic where someone or some concept is given a negative label with no proof or justification for it being an accurate label.

Front 18

Plain folks

Back 18

A propaganda tactic that involves the persuader trying to convince the targeted audience that he or she should be supported simply because the persuader is “plain folks” or an ordinary person.

Front 19

Power

Back 19

The ability to get others to do what you want.

Front 20

Power bases

Back 20

Includes five types of power: reward, coercive, legitimate, referent, and expert.

Front 21

Propaganda

Back 21

A type of persuasion that involves mass audiences with a purpose of achieving the goals of the persuader, and it often involves emotional appeals, concealment of purpose, and a lack of sound support.

Front 22

Prosocial strategies

Back 22

Compliance-gaining strategies based on reward, referent, and expert power.

Front 23

Reciprocity

Back 23

A propaganda tactic that involves the persuader giving something to the targeted receiver and expecting the receiver to feel compelled to accommodate the persuader.

Front 24

Secondary goals

Back 24

Things the agent is trying to accomplish with the target other than gaining compliance.

Front 25

Select the issue

Back 25

A propaganda tactic that involves arguing that something is what really matters, regardless of any proof or compelling rationale that makes it the most important concept.

Front 26

Stalling

Back 26

A propaganda tactic that is used in negotiation and sales settings and involves suggesting that certain things cannot be discussed until others have been discussed.

Front 27

Target

Back 27

The receiver of a compliance-gaining message (the person the compliance is targeted at).

Front 28

Testimonial

Back 28

A propaganda tactic where a valued person expresses support, or offers testimony, about the value (or lack thereof) of the targeted person or concept.

Front 29

This or nothing

Back 29

A propaganda tactic that calls for urgent action now before it is too late, even though nothing may actually require urgent action.

Front 30

Transfer

Back 30

A propaganda tactic that involves persuaders surrounding themselves or their concepts with positive symbols in the hopes that the association will rub off.