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72 Cards in this Set
- Front
- Back
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Three strategies of deception |
Falsification concealment equivocation |
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What is deception |
causing someone to believe something that's true |
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Interpersonal deception theory based on assumptions |
interpersonal comm is interactive- both participants are adjusting strategic deception demands mental effort-deceiver always manipulating has to be on its toes. |
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4 Message characteristics that reflect strategic intent |
uncertainty & vagueness-strategically leaving things out nonimmediacy, reticence,& withdrawal- lack of willingness to communicate disassociation- distancing from what they've done image & relationship protecting behavior-group references (everyone's doing it) |
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Truth bias |
the expectation that someone will tell the truth *the person you know/like more bias telling the truth |
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leakage? why does it occur? |
behavior that show you're lying 1.attempt to control behavior 2. arousal 3. emotion 4.cognitve factors |
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CMC |
computer-mediated communication- text based |
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Two features of CMC provide a rationale for SIP theory |
Verbal cues- linguistic content Extended time- rate not amount info exchanged slower rate |
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Two temporal factors that can contribute to intimacy on the internet |
Anticipated future interaction- whether or not you'll see them again chronemics- How people perceive time |
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Hyperpersonal Perspective |
Claim that Cmm relations are often more intimate than those actual physical relationships |
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4 components of the model of CMM as it functions in SIP |
1. Senders selectively: choosing way others see you (profile pic) 2. Receivers too readily attribute: over attribution of similarity 3.Channels can be: communicating on our own time 4. Feedback creates: self-fulfilling prophecy tendency for person's expectation to others may lead/ reinforces expectations for intimacy |
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High v low warrant info |
low- can't be trusted high- less easily changed (can't change info) |
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Coping strategies |
Spiraling intervention- switching back and forth between conflicting voices Segmentation- Compartmentalizing> isolating different aspects |
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Constitutive dialogue |
creates relationships &socila world social construction |
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Saphir whorf hypothesis |
language influences/determines rselatoinships |
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Dialogue as utterance |
Conversation doesn't exist in a vacuum inner dialogue where meaning is before/future |
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Dialectical flux |
unpredictable, residual, unfimilarizable, indeterminate nature of a relationship Every relational force is in tension with every other pull |
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centripetal v centrifugal forces |
centripetal force pulls us together centrifugal force pulls us apart |
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INTERNAL connection-autonomy |
one party wants to be more independent other feels left out as result |
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INTERNAL certainty-uncertainty |
routine or spur of the moment might have too much certainty and things get boring |
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INTERNAL openness-closedness |
how much is to much to share asking certain questions |
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EXTERNAL inclusion-seclusion |
just the 2 of us? friend group? |
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EXTERNAL conventionality-uniqueness |
Tension from societal society pressure societal norms |
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EXTERNAL revelation-concealment |
how do we disclose to others about our relationship (w others) |
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Watzlawick's interactional view |
Family as a system -how behavior of group affects the individual -how behavior of individual affects group |
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interactional view axioms |
axiom 1- impossibility of not communicating axiom 2- communication has both content & relationship aspects axiom 3- nature of a relationship is contingent upon punctuational sequences between the communicant's axiom 4- all communication is either complementary or symmetrical |
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Symmetrical interacts: Complementary interacts: One up: One down: One across: Meta-complementary interacts: |
based on equal power superior position inferior position unsuccessful bids for dominance A forces B to be in charge of A |
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Double Bind |
Trapped by mutually exclusive expectations -High-status person in complementary relationship insists that low-status person acts as if relationship was symmetrical |
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Reframing |
change will occur when partici[ants in the system step outside of the system & see the rules they're playing |
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Social judgment |
perception, evaluation of an idea by comparing it with current attitudes influenced by group membership and societal norms |
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Definition of Attitude |
point along continuum between bipolar points How we target messages based on where the point(anchor) is |
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Anchor point/position |
central point of your belief system about anything strong belief= large anchor weak belief = small anchor |
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Definition of latitudes |
How anchor size/ ego change latitude of importance |
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Acceptance |
attitudes you agree with |
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Rejection |
attitudes you disagree with |
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noncommitment |
neither agree nor disagree |
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ego involvement influenced by? Measured by? |
the issue is important the more ego involved the more knowledge/ invested in subject influenced by group membership measured by latitudes |
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Assimilation |
people perceive message as being consistent with their attitude because it is judged to fall within their L of A |
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Contrast |
people perceived messages as being inconsistent because it's judged to fall within the L of A |
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Discrepancy and attitude change |
changing anchors in response to discrepant message |
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discrepancy within latitude of discrepancy |
move anchor closer to discrepant message |
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discrepancy within latitude of rejection |
move further away from discrepant message |
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boomerang effect |
ask for too much change> reinforces the opposite- pushes further away |
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Persuasion Effects |
advertiser expects message to increase sales politician expects to see production of votes |
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Persuasion Intentional |
effects can generally be viewed in terms of persuader's desired goals |
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Persuasion Symbolic |
influence accomplished through verbal & nonverbal symbols |
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Persuasion Transactional |
communicators interacting over time |
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Persuasion as attitude change Attitude |
relatively enduring organization of beliefs and an object or situation predisposing one to respond in some preferential manner |
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Three dimensions of attitude |
cognitive- what people think they know to be true about an attitude affective- feelings/emotions about attitude object behavioral- observable behavior a person exhibits toward the attitude object
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Two Routes in ELM |
Central- more processing, persuaded by message more thought in process Peripheral- mental shortcut, persuaded by something other than message |
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Types of Elaboration |
bias non bias |
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3 Assumptions of cognitive dissonance |
1. people desire related attitudes to be consistent over time 2. inconsistent attitudes create a drive to regain consistency 3.people will change attitudes/ perceptions to regain consistency |
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Cognitive dissonance Basic model: |
Attitudes/cognition exist in an interconnected system |
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Ways to cope with inconsistency (6) |
1. change opinion about person 2. change opinion about the issue 3.change opinion of how other people see topic 4. dissociate attitudes 5.Ignore 6. Decrease importance |
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Cognitive dissonance |
Distressing mutual state that people feel caused by inconsistency between person's two beliefs |
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3 hypothesises: Ways to reduce dissonance |
1. Selective exposure: avoiding messages that are likely to cause dissonance/inconsistency 2.postdecision dissonance: creates need for reassurance 3. minimal justification induces a shift in attitude- changing behavior leads to change in attitude |
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postdecision dissonance -conditions that heighten dissonance (3)
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1. level of importance 2. longer delays between 2 equally attractive choices 3. difficulty in reversal |
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Best way to stimulate an attitude change in others is to offer just enough incentive to elicit what??? |
counter-attitudinal behavior |
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counter-attitudinal advocacy |
publicly urging others to believe or do something that's opposed to what advocate actually believes |
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Advice for persuader (5) |
1. Avoid: hard sell 2. Offer: reassurance 3. Remember: minimal justification 4. Try to: bypass selective exposure by creating friendly relationship 5.Understand: personal responsibility for negative outcomes |
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rhetoric |
art of effective or persuasive |
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Rhetoric proofs (2) |
Artistic- speaker creates (logos,pathos,ethos,) Inartistic- speaker doesn't create (testimonies) |
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Logos |
logical proof comes from argument in a speech line of argument |
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Syllogism |
Deductive argument: major premise, minor conclusion |
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Enthymeme |
syllogism that leaves out a premise |
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Ethos Dimensions of ethos (3) |
credibility 1.percieved intelligence: related to shared values & practical wisdom more than academic training 2. virtuous character- speaker's image as good & honest person 3. goodwill- speaker's intention; has best interests of audience in mind |
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Pathos |
emotional appeal |
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Aristotle characterized emotions as sense of opposites ... opposites are?? |
Admiration v envy Anger v mildness love v hatred fear v confidence |
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5 canons of rhetoric |
Intervention- search for strong/engaging arguments Arrangement- essential parts (intro/conclusion) Style- focus on metaphor bringgs about visiualization & learning Delivery- natural not planned/ staged Memory- reharsed but not to perfection |
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Golden mean |
ethical to alter a message to make acceptable to someone |
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moderation |
BEST virtue del=velops habits that seek to walk an intermediate path |
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Continuum: extreme golden mean extreme |
extreme- lies, secrecy, cowardice Golden mean- truthfulness transparency courage extreme- brutal honest recklessness |
