Persuasion Final Exam

Front 1

Factors influencing credibility judgments

Back 1

education, occupation, experience
nonfluencies in delivery
speaking rate
citation of evidence sources
position advocated
liking for the communicator
humor

Front 2

Influences on the Magnitude of Effect

Back 2

degree of direct personal relevance of the issue

timing of the identification of the communicator (doesn't matter your credibility if the message is heard by itself first)

Front 3

Effects of Credibility

Back 3

Magnitude of Effect
Direction of Effect
Magnitude and Direction

Front 4

Induced-Compliance Counter-attitudinal Action

Back 4

The audience that wanted to listen to a communicator that they didn't like wanted to reduce dissonance. The audience that didn't want to listen to the communicator they didn't like didn't have that dissonance reduction.

Therefore ** - the unlikable communicator was more successful to those who wanted to listen to them

Front 5

Attitudinal Similarity

Back 5

having similar attitudes

--> can enhance liking --> enhance persuasive effectiveness

Front 6

persuasibility depends on:

Back 6

sex of audience
sex of researcher
individual differences
self-esteem
inteligence
personality (H-L self monitor, sensation seeking, ELM)
age
culture

Front 7

Persuasion works best with ______ levels of self-esteem and ______ levels of intelligence.

Back 7

intermediate; low

Front 8

inoculation theory

Back 8

process by which someone is made resistant to persuasion

Ex: it's like giving someone a small dose of small-pox so their body can fight it off

Front 9

Cultural Truisms

Back 9

beliefs that have not been attacked

Front 10

Why are Cultural Truisms especially vulnerable to attacks?

Back 10

1. no practice in defending the belief

2. we're not motivated to take practice in defending the belief

EX: drinking 8 glasses of water a day

Front 11

It is more effective to show _______ treatment (supportive/refuational) to make a truism more resistant to persuasion.

Back 11

refuational (small attack and then refuting the attack)

EX: picture of crashed car don't drink and drive

Front 12

persuasive-intent warnings

Back 12

you're warned that you're going to hear a message that will try to persuade you, but you don't konw any other information about the topic or viewpoint

Front 13

topic-position warnings

Back 13

you're told about the topic and the viewpoint of the message

Front 14

Refusal Skills Training

Back 14

ways to resist persuasion with certain communicative abilities

Front 15

Primacy vs. Recency Effect

Back 15

Primacy = 1st communicator has advantage bc they're "hard to follow" (high elaboration)

Recency = 2nd comm has advantage bc whatever is heard last is fresh in mind (low elaboration)

Front 16

Sleeper Effect

Back 16

after some time, the source of the message is forgotten and the persuasiveness of the message is the same

Front 17

Persuasive messages, in order to be most effective, should be delivered ______ (close/far) to the point of decision or action.

Back 17

close

Front 18

Attitude Strength dependent upon:

Back 18

1. Attitude accessibility
2. Internal structure of the attitude
3. Attitude embedded in a larger attitude structure

Front 19

Message Content consists of what 5 aspects?

Back 19

SCDFS (Sally Can Drink Fizzy Soda)
Sided arguments (one vs. two)
Credibility
Discrepancy
Fear Appeals
Statistical Summaries

Front 20

Two-sided messages consist of what two types of arguments?

Back 20

1. refutational
2. non-refutational

Front 21

What shape does the discrepancy effectiveness scale use?

Back 21

"U shape"

Front 22

Factors influencing inflection point

Back 22

Communicator Credibility
Personal Relevance
Proattitudinal or Counterattitudinal Views

Front 23

Protection Motivation Theory

Back 23

the motivation you have to be protective of possible threats to your beliefs

Front 24

Threat Appraisal

Back 24

The more severe the threat/the more likely it seems = more motivation to protect

Front 25

Coping Appraisal

Back 25

I think this action will be helpful AND I think that I'll be able to perform this action, so I'm more motivated to protect my belief

Front 26

Moderating Factors of Foot-In-Door

Back 26

External Justification (don't say why you're requesting)
Size of initial request (larger the better)
Performance of initial request (action after agreeing)
Nature of Request (prosocial vs. nonsocial)