Exam 3 - Persuasive Speaking (Lillian)

Information manipulation theory

-liars manipulate the quantity of information (not telling the whole truth)
-liar manipulate the quality of information (distortions, exaggerations)
-manipulate the manner (vagueness)
-manipulate the relationship of info (irrelevant statements)

Personality Factors

-Machiavellian personalities tend to be better liars
-High self monitors tend to be better liars
-People skilled at expressing feelings and emotions are better liars
-trained actors can play roles convincingly which demonstrates that deception is a skill

Detecting Deception

Veracity effect: people are better at spotting the truth than lies

Truth bias: people tend to assume others are telling the truth

Wrong subjective cue hypothesis: people tend to focus on the wrong cues when detecting deception

Familiarity bias: double-edged sword

Probing effect: asking questions does not increase the accuracy of deception detection

Probing heuristic: 3rd parties tend to view probed liars are more honest

Motivation Appeals

external inducements, often of an emotional nature, that are designed to increase an individual's drive to undertake some course of action

Different appraisals perspective

-focusing on pleasantness or unpleasantness of anger tends to increase central processing occurs
-focusing on confidence or doubt in one's anger tends to decrease central processing

Extended parallel process model (EPPM) of fear appeals

danger control: involves constructive coping strategies for avoiding or preventing a threat

fear control: involves nonconstructive worry, panic, or "deer in headlights" responses

Perceived efficacy: the use of danger control hinges on
-response efficacy: effective steps or actions to avoid the harm
-self efficacy: whether the person can take the steps on their own

Baker-Miller Pink

an experiment in the 1970s where they painted the prison pink to calm down inmates but it didn't work

Seeing Red (and attitudinal associations)

A red dress is associated with sexiness
-Red is also associated with danger, hazards, warnings

Color Branding

trademarked colors are associated with specific brands
-Mac and white laptops
-McDonald's Golden Arches
-Susan G. Komen foundation pink ribbon

Color has symbolic meaning

-Gender reveal parties
-Patriotic colors
-Fans who wear sports teams colors
-Jobs described as white collar, blue collar, etc.

Subliminal Influence

James Vicary claimed if one displayed "Drink Coca-Cola" flashed on a movie screen, sales on the drink would increase - it was a hoax !

Methodological Concerns of Subliminal Influence

-lack of control groups
-lack of double-blind procedures
-possibility of bias or cueing
-lack of replication

Subliminal Priming

-has been well documented in controlled laboratory settings
-priming can produce changes in beliefs, attitudes, and behavior
-Flashing Starbucks will not make that person buy that brand of coffee
-Priming occurs when a word is flashed quickly, then masked or covered up
-Subjects who are primed recognize the word faster than subjects who are not primed

Is there evidence that NLP words have hypnotic effects on people?

No.

Music and its influence

functions as both a central and peripheral cue
-background music can: affect shopping pace, enhance moods, improve task performance
-music and advertising fit: brand mentions in music; Ex: ___is on your side (Nationwide), Like a good neighbor ______ is there (State Farm), break me off a piece of that ___ ____ bar (Kit Kat).

Fragrances and ambient aromas

-The fragrance industry is selling romance in a bottle
-they function as peripheral cues
-Aromas have been shown to: alter moods, improve task performance, make shoppers linger in stores

Culture and smell

preferences for smells are highly individualized or idiosyncratic
-there is no universal agreement on what smells good or bad
-Americans disdain for body odor
-Cow dung used as hair product in Africa
-Culture and social conditioning teach people what smells good or bad

What are some caveats of ambient aromas?

-smell preferences are highly! individualized
-overreliance on smells could produce desensitization
-smells may result in counterconditioning
-some people are sensitive to smells (allergies, gag reflex, etc)

Deception

a form of persuasion, it's intentional and seeks to alter beliefs, attitudes, impressions about another
-involve two or more people

Motivations for lying

-to benefit another
-for affiliation
-avoid conflict
-protect privacy
-benefit or protect self

4 factor theory (AAAC)

1. Arousal: lying increases anxiousness, nervousness
2. Attempted control: liars try to control signs of arousal (liars know the face ahs high sending capacity)
3. Affective factors: lying triggers negative emotions (guilt, fear)
4. Cognitive factors: lying requires more mental efforts

Interpersonal Deception Theory

strategic behaviors (intentional behaviors and plans)
-uncertainty and vagueness, dissociation, image and relationship protecting behavior (smiling, nodding)
-nonstrategic leakage (unintentional leakage): arousal and nervousness, negative affect

Easy lies and difficult lies

-prepared lies (rehearsed) are easier to tell than spontaneous lies
-lengthy lies are harder to tell than shorter lies
-emotional lies are harder to tell than unemotional
-lying about transgressions is more difficult

Motivational Impairment Effect

-High stakes lies are more difficult to tell
-High stakes liars tend to over control their behavior

Intrinsic motivation

Internal, self-initiative to do something

Extrinsic motivation

external incentive or stimulus to do something

Parallel processing

motivational appeals and rational appeals can coexist

Emotional marketing

ads are designed to elicit fear, love, guilt, patriotism, and more

Attachment theory

consumers develop emotional ties to brands

Utilitarian

decisions are practical, functional, expedient

Hedonic

decisions are based on emotions such as gratification and pleasure

Anger as a motivational appeal

a powerful motivator
-it's a negative emotion that can be used for positive ends

-Message relevant anger is more effective
-Message irrelevant is less effective
-Perceived efficacy informs another party how to channel their anger

Stage Model of Fear Appeals

-Threat appraisal: people assess the perceived severity of a threat; people assess their perceived vulnerability to the threat

Four combinations of perceived severity and vulnerability are possible: when both are high, defense motivation kicks

Vulnerability to threat (personal risk)

Severity of threat (seriousness of consequences)

Inducing negative emotions

evoking negative emotions can be effective, but there are drawbacks too

-pity, guilt, shame

Pity

evoking compassion, sadness, mercy, excessive use can result in avoidance or desensitized

Guilt

inducing blame, excessive amount leads to psychological reactance

Shame

embarrassment, disgrace; excessive use can result in avoidance or lower self-esteem

Patriotic Appeals

flag waving can be effective, especially for conservative audiences

-they're usually divisive: us vs. them mentality; wedge issues

Sex Appeals

sex sells!

Brands rely on it: Abercrombie & Fitch, Victoria Secret

Caveauts: female consumers, conservative/religious consumers

Warmth Appeals

friendliness, and good feeling

-Olive Garden: when you're here, you're family

-Snuggles fabric softener bear

-State Farm: like a good neighbor

Ingratiation

the use of strategies, such as flattery, by which people seek to gain another's favor

-other enhancement: have you lost weight?
-self-presentation: I just came from the animal shelter, sorry I'm late!
Performing favors: I brought donuts!
Opinion conformity: I couldn't have done it better myself!

Colors have attitudinal associations

-Old westerns depict good guys in white hats and the bad guys in black hats
- Western brides wear white for purity

Color and emotion

-We often equate colors with moods
-seeing red
-green with envy
-feeling blue
-Ambient colors can affect moods ,emotions
-Primary colors: bold, lively, energetic
-Pastels: calming, relaxing
-Warm colors; red, yellow, orange
-Cool colors; blue, green, purple

Subliminal Inlfuence

Types of subliminal messages:
-Embedded images: pictures of words that are hidden or flashed quickly (Tostitos - "tit")
-Sub-audible messages: sounds or words that are too faint to be heard or are played at extremely high frequencies
-Electronically altered signals backward masking and other voice alterations

Subaudible messages

Auditory messages that are played too quietly or in such a way that the brain cannot be consciously aware of the content.
-no proof that they work
-clams of weight loss, higher self esteem can be explained by the placebo effect

Backward Masking and Reverse Speech

-no proof that reversed speech or backwards masked recordings have any effect on behavior
-there mere presence of backward vocals on records does not prove their effect (Green Day Song- played backwards sounded Satanic)

Neuorolingustic Processing (NLP)

-certain words possess nearly hypnotic power
-motivational speakers and self-help books
-words can appeal to visual, kinesthetic, auditory, olfactory, gustatory (taste) senses
-claims about NLP
-a person who looks up is relying on visual processing
-a preson who looks horizontally is relying on auditory processing

Humans and smell

Odor means many things. It functions as...
-a sexual attractant
-a boundary-marker, distance maintainer
-a status symbol
-a method of identity management
-a cultural marker

Background fragrance and persuasion

Helping behavior: shoppers at a mall were twice as likely to help a stranger when there was a pleasant odor of baked cookies

Driving behavior: a pleasant fragrance significantly reduced aggressive driving behavior compared to no fragrance

Medical applications of aroma: pleasant aromas can reduce anxiety and stress associated with medical tests like MRIs, CAT scans, etc.