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17 Cards in this Set
- Front
- Back
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changes in behavior that are elicited by direct requests
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compliance techniques
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the powerful norm that dictates that we treat others as they have treated us
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norm of reciprocity
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technique where person begins with a very small request; secures agreement; then makes a separate larger request
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foot-in-the-door technique
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technique where person secures agreement with a request and then increases the size of that request by revealing hidden costs
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low-balling
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technique where person begins with a very large request that will be rejected; then follows up with a more moderate request
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door-in-the-face technique
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technique where person begins with a somewhat inflated request; then immediately decreases the apparent size of the request by offering a discount or bonus
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that's-not-all technique
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the process of thinking about and scrutinizing persuasive arguments
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elaboration
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route of persuasion where the strength and quality of the message influence attitudes
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central route
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route of persuasion where people do not think critically about the contents of the message but focus instead on other cues
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peripheral route
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the central tenet of the elaboration likelihood model (ELM)
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social comparison theory
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What are three source effects of persuasion?
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credibility, likeability, number of sources
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over time, people may forget the source of the information and remember only the content of the message
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the sleeper effect
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techniques which attempt to arouse an affective response to the message
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emotional appeals
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a personality variable that distinguishes people on the basis of how much they enjoy effortful cognitive activities
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need for cognition
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this resistance of persuasion allows us to develop counter-arguments, making us more resistant to change
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forewarning
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people react against threat to their freedom by asserting themselves and perceiving the threatened freedom as more attractive
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psychological reactance
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exposure to weak versions of a persuasive message increases later resistance to that argument
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inoculation hypothesis
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