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17 Cards in this Set

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