Persuasion Chapter 9

Front 1

Implicit Conclusion

Back 1

Allows person to draw his/her conclusions withough being told what to do or believe; more subtle

Front 2

Explicit Conclusion

Back 2

Any claim that is made in a message is directly stated by the person sending the message; may work best when receivers are uninvolved or unable to draw their own conclusions

Front 3

Repetition and Mere Exposure

Back 3

People respond favorably to familiar stimuli - theory suggest repeated exposure to a message should facilitate persuasion

Front 4

Order of Arguments
Anticlimax
Pyramidal
Climax

Back 4

Anticlimax - strong arguments come first
Pyramidal - strong arguments in the middle - not ideal
Climx - Strong arguments come last

Front 5

Primacy Recenecy Effects (when are they more likely)

Back 5

Passage of time determines whether primacy or recency effects are more persuasive

Primacy effect is most likely when speakers are back to back

Recency effect is more likely when time delay is between speakers

Front 6

Primacy and Recency Content

Back 6

Primacy effect produced by salient, intresting, controversial, and familiar content

Recency effect produced by material that is unsalient, noncontroversial, uninteresting and familiar.

Front 7

Inoculation Theory - (Supportive and Inoculation strategy)

Back 7

Supportive strategy - provides reasons for why people should support the attitude or behavior

Inoculation - exposed people to a weak dose of an opponent's argument and then refutes it

Front 8

Cultural Truisms definition
Inoculation or supportive defense more effective?

Back 8

belief whose truth is taken for granted because it is genreally accpeted in the culture.

Inoculation stretegy was mroe accepted, but combonation of both defenses were more effective then inoculation alone

Front 9

Nontruisms for resisting persuasion

Back 9

Supportive strategies are just as effective as inoculation
Combination of both is better

Front 10

One sided message

Back 10

presents arguments in favor of a particular issue

Front 11

Two-sided message nonrefutational

Back 11

presents arguments in favor of and issues and also contains opposing arguments but does not refute them ex. pharmaceutical commercial side effects

Front 12

Two-sided refutational message

Back 12

Most effective
Enhances credibility of speaker and provides reasons why opposign arguments are wrong
ex. buying a house list pros then gives options of why cons arent bad things.

Front 13

Forewarning

Back 13

letting a person know ahead of time that there attitude will be challenged, therefore allowing them time to prepare to resist the message