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52 Cards in this Set
- Front
- Back
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Compliance Gaining Strategies
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Dominance
Intimacy Resistance Personal Benefits Rights Relational Consequences Apprehension |
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Compliance Gaining Tactics
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(+/-)Altercasting, Altruism, Adversive stimulation, (+/-) Esteem, (+/-) Expertise, Debt, Liking, Moral appeal, Promise, Pregiving, (+/-) Self feeling, Threat
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Foot in the Door
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Start with a small request, then make a larger one, (doesn't have to be the same person)
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Factors of Foot in the Door
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size of initial request, prosocialness of request, external incentives, who makes the request, labeling, preference for consistency, self concept clarity
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Foot in the Mouth
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by telling someone how you feel you make yourself feel committed to behave in a way that is consistent to the declaration
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Door in the Face
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start with a large request, when it is turned down, ask for a smaller one
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Reasons Door in the Face is effective
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perceptual contrast effect, reciprocal concessions, self presentation explanation, social responsibility position, guilt based account
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Factors affecting Door in the Face
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size of initial request, prosocialness of the request, time between 1st and 2nd request should be brief, same person must make both requests, exchange oriented person is more affected
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That's not All
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add on extras to sweeten the deal or lower the price on an item
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Reasons That's not All is effective
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Norm of reciprocity and contrast effect
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Lowball tactic
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ridiculously low price, when offer is taken, throw in hidden fees or add ons,
customer feels obligated and committed to deal |
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Bait and Switch
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offered something cheap, go in to find they are all gone but a similar thing (more expensive) is available. 2 decisions, one before and one after the real cost is known. less costly followed by the more costly, unable to comply with smaller request
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Disrupt then Reframe
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disrupt persuadees resistance to comply use confusion techniques and add positive spin
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Legitimizing Paltry Contributions
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diffuses excuses can be counter productive to those with little ability to understand other's viewpoint
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Fear-then-Relief
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fear causes people to act a certain way, when fear is relieved there is a short period of mild confusion<- most prone to influence
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Denotative meaning
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words direct, explicit dictionary definition
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Connotative meaning
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the thoughts and emotions associated with a word
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Ultimate terms
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words or phrases highly revered, widely accepted carry special power in a culture
3 types God term (family values, critical thinking) Devil Terms (rapist, terrorism) Charismatic Terms (freedom, democracy) |
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Powerless Language
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Hesitations
Hedges Intensifiers Polite Forms Tag Questions Disclaimers Deictic Phrases |
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Primacy v. Recency Effects
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M1 M2 delay TEST
primacy effect most likely M1 delay M2 TEST recency effect most likely M1 delay M2 delay TEST neither primacy or recency is likely |
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Inoculation Theory
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expose people to a weak dose of the opposing arguments and refute them prior to your argument
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Ordering of Persuasive Messages
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3 Types
Anticlimax order- strong argument 1st Climax order- strong argument last Pyramidal order-strong argument in the middle weakest argument is the pyramidal order |
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One-sided v. Two-sided Messages
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One-sided> arguments in favor of a single side
Two-sided, 2 Types 2 Sided Refutational> argue your side then also mention the opposing side and show the inferiority of it 2 Sided Non-Refutational> argue your side, also mention the opposing side, no refutational argument against it Effective: 2 sided refutaional, one sided, 2 sided non-refutational |
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Intrinsic v. Extrinsic Appeal
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Intrinsic is a drive from within, Extrinsic is a drive from some external factor
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Logical and Emotional
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(not opposites!)
when people agree with a message they see it as a more logical one, when they disagree they see it as a more emotional one |
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Fear Appeal
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Most studied, effective if done correctly, but social and ethical implications are related to their use.
fear intensity and persuasion have a positive and linear correlation |
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Extended Parallel Processing Model
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Link to fear appeal
dual process model, danger and fear control danger control> concentrate on ways of reducing danger fear control> ways of reducing fear *danger control focuses on solution >>must realize response and self efficacy to access danger control |
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Variables that affect the success of Fear Appeals
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Perceived Vulnerability
Specificity of the recommendations Positioning of the recommendations Argument quality Self-esteem Anxiety |
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Appeals to Pity and Guilt
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Gets $ donations, not time.
The worse off someone seems, the more likely people will be guilted in to helping them. Must be out of their control, no fault of their own |
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Humorous Appeals
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Humor captures attention, serves as a distraction (peripheral processing) increases liking, related humor is more effectice, form of a social proof, self-disparaging humor can be effective
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Sex Appeals
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peripheral processing, conveyed visually, stimulates an emotional response, not always effective
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Caveats and Cautions of Sex Appeals
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Non-targeted recievers may become angered over the sexually charged ads
may resent the use of sexual appeals may function as a distraction could produce undesirable consequences (eating disorders) |
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Warmth Appeals
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elicit nostalgic sentiments, sense of belonging and familiarity. work through association, depends on believability, sincerity. produces temporary mood changes in people
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Ingratiation
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most common in face to face effective compliance gaining, transparent attempts aren't effective, increases liking, perceptions of similarity, works through social labeling
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Reasons for Lying
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Affiliate
Appear Better Avoid Conflict Avoid Privacy Invasion Benefit Other Benefit Self Harm Other Protect Self |
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Expectancy Violations Theory
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Pertains to Proxemics
We have expectations on how close people should stand to us, when people violate these expectations we could become aroused or distracted high reward value- violation is seen as positive low reward value- violation is seen as negative |
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Iconicity
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Images function as icons, resemble things they represent, summarize ideas and concepts (Malboro Man) can evoke emotional responses, can be selective (eyes for mascara) can violate the reality they represent (over-worked mom with 4 arms)
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Indexicality
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Images ability to document that an event happened or that something took place functions as a form of sign reasoning (showing huge pants when skinny) can be misleading (supermodels, photoshop)
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Syntactic Indeterminacy
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Images, unlike words, can't convey precise relationships between things. persuader can foster subtle associations through images without making associations explicit, up to the observer to guess what the relationship is
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Role of Nonverbal Communication
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create impressions
establish intimate relationships heighten or distract from the message reinforce behavior modeling signal and elicit behavior |
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Immediacy
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Actions that communicate warmth, closeness, friendliness
shown to increase persuasiveness |
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3 Relationships Between Nonverbal and Verbal
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substituting relationship-nonverbal for a verbal
conflicting relationship-leakage accenting relationship-nonverbal with verbal |
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Kinesics
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Facial expressions
Emblems Regulators Illustrators Adaptors |
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Emblems
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Nonverbal acts that have a dictionary definition, they are culturally and contextually specific
i.e. OK, hitchhikers thumb, umpires thumb |
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Regulators
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maintain and control exchanges withing a conversation
i.e. body movements, eye shifts, nods |
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Illustrators
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aid in the description of what is being said, repeat what is being said
i.e. the fish was this big |
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Adaptors
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accompany boredom, show internal feelings or regulate a situation by meeting physical or emotional needs
decrease persuasiveness (anxiety) 2 types, Self adaptors-touching hair, biting nails Object adaptors-playing with a pen, rubberband etc |
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Haptics
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Touch,
impression of immediacy, affection, similarity, augment power |
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Proxemics
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distance,
expectancy violations theory |
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Chronemics
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Time,
scarcity principle -psychological reactance nonurgency principle |
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Physical Appearance
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Body shape
Facial appearance Hair Height |
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Paralinguistics
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vocal cues that tell us about the personality of the speaker, emotional states, sincerity
Voice qualifiers- rate, pitch, articulation Vocalizations- hesitations, stuttering grammatical error |
