Persuasion exam #2

what are demographic variables

characteristics like age, gender, culture

what are psychological traits

personality traits like self esteem, anxiety

double bind

if women are to assertive they may seem aggressive, but if they are to warm they are less competent

reinforcement expectancy theory?

people are more persuaded by supportive, positive communication than harsh communication

what is individualistic culture

values independence and personal success

what is collectivistic culture

values group harmony and community

which self esteem level is the most persuadable

moderate self esteem

what is a high self monitor

adjust behavior to fit social situations

low self monitor

acts based on personal beliefs instead of social cues

what is preference for consistency

the desire for beliefs and behaviors to stay consistent

what is cognitive dissonance

discomfort when behavior and beliefs conflict

anchor point in social judgment theory

a persons current attitude on an issue

latitude of acceptance

ideas a person agrees with

what is latitude of rejection

ideas a person strongly disagrees with

latitude of non commitment

ideas a person is unsure about

what is ego involvement

how personally important an issue is to someone

whats a norms

how people should behave in a group

explicit norms

clearly stated rules

implicit norms

unwritten social rules

descriptive norms

what people usually do

what are injunctive norms

what people should do

what is normative influence

conforming to be liked or accepted

what is informational influence

agreeing because you think others are correct

what is groupthink

when groups avoid disagreement and make poor decisions

social proof

people assuming something is correct because others are doing it

what is group polarization

groups making more extreme decisions after discussion

what is deindividuation

losing self awareness in large groups

what is the risky shift

groups making riskier decision than individuals

minimal group paradigm

people favor their own group even when groups are randomly assigned

what is a symbol

something that represents something else (the word cat)

what is a referent

the actual abject the symbol represents (the cat itself)

what is denotative meaning

the dictionary definition

connotative meaning

the emotional or cultural meaning of a word

devil term

a word with strong negative meaning

god term

a word with strong positive meaning

charismatic term

a word with vague but powerful meaning

what us an aphorism

a short saying that expresses common wisdom

what is the Sapir wharf hypothesis

language influences how people think

what is a euphemism

a polite word used instead of a harsh one

what is a kinesics

communication through body movements

what is haptics

communication through touch

what is proxemics

communication through space and distance

what us chronemics

communication through time

paralinguistics

vocal features like tone, pitch, and speed

direct effects model of immediacy

warm and friendly behavior increases persuasion

subliminal messages

messages below conscious awareness

supraliminal messages

messages people consciously notice but may not focus on

why is subliminal persuasion considered ineffective

research has not found reliable evidence that works

what is neurolinguistic programming

a persuasion theory combining language, psychology, and hypnosis with little scientific support

what are infrasounds

very low sounds people cannot hear but can feel