COM 318 FINAL EXAM #3 HELP

A comprehensive set of vocabulary flashcards covering persuasion techniques, social influence principles, compliance strategies, and ethical guidelines from the lecture notes.

Statistical evidence

Numbers, data, percentages, and averages used in persuasion; seen as objective and logical, which enhances logos (e.g., "$90\%$ of students improved their grades").

Testimonial evidence

Statements from experts (increasing ethos) or ordinary individuals (increasing relatability) used to endorse a product or idea.

Anecdotal evidence

Personal stories or brief narratives used to help people imagine scenarios through vivid and emotional content.

Demonstrations/Visual evidence

Physical examples, charts, and videos that are concrete and easy to understand, reducing ambiguity in arguments.

Analogical evidence

Comparisons to similar situations used to help an audience understand complex issues and make arguments more intuitive.

Mere exposure

The phenomenon where repeated exposure to a stimulus increases an individual's liking for that stimulus.

Order effects

Refers to how the sequence of information (Pracy or Recency) influences the persuasion process.

Primacy order effect

Occurs when the first information presented is remembered and weighed more; most effective when the audience is highly involved or the decision is made later.

Recency order effect

Occurs when the most recently presented information is remembered and weighed more; most effective when the audience is not highly involved or the decision is made immediately.

One-sided messages

A message type that presents only the speaker's arguments.

Two-sided non-refutational messages

A message type that presents opposing arguments but does not refute them.

Two-sided refutational messages

The most persuasive message type; it presents opposing arguments and refutes them to increase credibility and reduce counterarguing.

Inoculation

A strategy of giving a weak version of an opposing argument and a refutation to help people build resistance, similar to a vaccine.

Forewarning

Telling people ahead of time that they will hear a persuasive message, which increases counterarguing by activating resistance.

Compliance gaining

Communication behaviors used to get someone to perform a specific behavior without necessarily changing their attitudes or beliefs.

Rewarding

A compliance gaining strategy offering something positive, such as "if you help me move, I'll buy you lunch."

Punishing

A compliance gaining strategy threatening negative consequences for noncompliance.

Expertise

A compliance gaining strategy citing specific knowledge, experience, or authority to gain trust.

Activation of personal commitments

Appeals to an individual's internal values or previous promises to gain compliance.

Activation of interpersonal commitments

Appeals to relationship ties or obligations, such as asking a best friend for a favor.

Goals-Plans-Action theory

Explains how people create interpersonal influence messages based on primary goals (getting compliance) and secondary goals (identity/relational concerns).

Reciprocity

The principle of social influence where individuals feel obligated to return favors.

Social proof

A principle where people follow what they believe others are doing.

Scarcity

A principle where limited opportunities increase motivation for compliance.

Pregiving

A sequential persuasion technique of giving someone something before asking for a favor to exploit the norm of reciprocity.

Foot-in-the-door (FITD)

Asking for a small request first, then following with the real, larger request to leverage the need for commitment and consistency.

Door-in-the-face (DITF)

Asking for a large request likely to be refused, then following with a smaller target request to leverage reciprocity of concessions.

Sweetening the Deal / "That's not all"

Adding additional benefits after the initial offer but before the person responds to create a contrast effect.

Low-ball technique

Getting someone to commit to a decision and then revealing hidden costs or removing initial advantages.

Bait-and-Switch

Advertising an attractive offer that is made unavailable and replaced with a less attractive or more expensive substitute.

Disrupt-then-Reframe (DTR)

Momentarily disrupting routine thinking with confusion before reframing the request in a positive way (e.g., "This card is only $300\,\text{pennies}$").

Pique technique

Making an unusual request that breaks the listener's autopilot to create curiosity (e.g., asking for "$37\,\text{cents}$").

Legitimizing Paltry Contributions (LPC)

Suggesting that even a very small contribution is acceptable to remove excuses for noncompliance.

Evoking Freedom

Explicitly telling the person they are free to say no, which reduces psychological reactance.

Foot-in-the-mouth

Asking someone how they are feeling so they state a positive mood, creating a need to act consistently with that state.

Dump-and-chase

When a request is rejected, asking why and then countering those reasons point-by-point.

Four walls technique

Getting someone to agree to several statements that lead them into a "wall" of consistency supporting the final request.

Deception

The intentional attempt to mislead someone by giving false information, withholding facts, or distorting them.

Information manipulation theory (IMT)

The argument that deception happens when a communicator manipulates information quantity, quality, relevance, or clarity.

Four-factor model of lying

Explains liar behavior through four internal factors: arousal, attempted control, emotion, and cognitive load.

Motivational impairment effect

The phenomenon where highly motivated liars are worse at lying because their effort increases detectable signs of anxiety and arousal.

Picture superiority effect

The tendency for people to remember images more accurately and process them more quickly than text alone.

Iconicity

When an image resembles what it represents, like a drawing of a tree.

Indexicality

When an image serves as evidence that something actually happened because it was captured by a camera.

Syntactic indeterminacy

The fact that images lack clear syntax and cannot express logical relationships like cause and effect by themselves.

Bunglers

Persuaders who are unethical through incompetence and accidentally violate norms.

Smugglers

Intentionally unethical persuaders who use manipulation, deception, and coercion for personal gain.

Sleuths

The ethical ideal for persuaders; they are skilled and responsible, aiming for mutually beneficial outcomes through transparency.