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40 Cards in this Set
- Front
- Back
- 3rd side (hint)
normative influence
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going along with the crowd in order to be liked and accepted
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autokinetic effect
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illusion, caused by very slight movements of the eye, that a stationary point of light in a dark room is moving
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group norms
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the beliefs or behaviors that a group of people accepts as normal
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informational influence
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going along with the crowd because you think the crowd knows more than you do
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private acceptance
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a genuine inner belief that others are right
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public compliance
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outwardly going along with the group but maintaining a private, inner belief that the group is wrong
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foot-in-the-door technique
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influence technique based on commitment, in which one starts with a small request in order to gain eventual compliance with a larger request
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low-ball technique
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influence technique based on commitment, in which one first gets a person to comply with a seemingly low-cost request and only later reveals hidden additional costs
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bait-and-switch
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influence technique based on commitment, in which one draws people in with an attractive offer that is unavailable and then switches them to less attractive offer that is available
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keyword
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labeling technique
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influence technique based on consistency, in which one assigns a label to an individual and then requests a favor that is consistent with the label
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keyword
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legitimization-of-paltry-favors technique
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influence technique in which a requester makes a small amount of aid acceptable
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keyword: acceptable
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door-in-the-face technique
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influence technique based on reciprocity, in which one starts with an inflated request and then retreats to a smaller requst that appears to be a concession
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that's-not-all technique
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influenc technique based on reciprocity, in which one first makes an inflated request but, before the person can answer yes or no, sweeten the deal by offering a discount or bonus
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Oh NO! there's more!
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pique technique
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influence technique in which one captures people's attention, by making a novel request
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interest
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disrupt-then-reframe technique
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influence technique in which one disrupts critical thinking by introducing an unexpected element, then reframes the message is a positive light
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keyword
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persuasion
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an attempt to change a person's attitude
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source
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the individual who delivers a message
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sleeper effect
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the finding that, over time, people separate the message from the messenger
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expertise
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how much a source knows
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trustworthiness
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whether a source will honestly tell you what he or she knows
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convert communicators
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people perceived as credible sources because they are arguing against their own previously held attitudes and behaviors
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conversion
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stealing thunder
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revealing potentially incrimination evidence first to negate its impact
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advertisement wear-out
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inattention and irritation that occurs after an audience has encountered the same advertisement too many times
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repetition with variation
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repeating the same information, but in a varied format
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keyword
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receptivity
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whether you "get" (pay attention to, understand) the message
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yielding
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whether you "accept" the message
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need for cognition
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a tendency to engage in and enjoy effortful thinking, analysis, and mental problem solving
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impressionable years hypothesis
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proposition that adolescents and young adults are more easily persuaded than their elders
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elaboration likelihood model (ELM)
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theory that posits two routes to persuasion, via either conscious or automatic processing
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heuristic/systematic model
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theory that posits two routes to persuasion, via either conscious or automatic processing
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central route (systematic processing)
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the route to persuasion that involves careful and thoughtful consideration of the content of the message (conscious processing)
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peripheral route (heuristic processing)
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the route to persuasion that involves some simple cue, such as attractiveness of the source (automatic processing)
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personal relevance
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degree to which people expect an issue to have significant consequences for their own lives
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alpha strategies
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attempts to persuade others by increasing approach forces
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omega strategies
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attempts to persuade others by decreasing avoidance forces
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two-sided message
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a message that tries to persuade the audience by acknowledging and then refuting opposing arguments
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self-efficacy
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the belief that one can successfully accomplish a task
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negative attitude change (boomerang effect)
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doing exactly the opposite of what one's being persuaded to do
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limited-number technique
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influence technique based on scarcity, in which one tells people that an item is in short supply
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fast-approaching-deadline technique
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influence technique based on scarcity, in which one tells people in item or a price is only available for a limited time
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