Persuasion Test 3

Transtheoretical Model (TTM)

an approach developed from analysis of a number of different theories of psychotherapy and behavior change

precontemplation stage (TTM)

the person is not considering changing his or her behavior

contemplation stage (TTM)

the person is thinking about the possibility of behavioral change

planning stage (TTM)

the person is making preparations for behavior change

action stage (TTM)

the person has initiated behavioral change

maintenance stage (TTM)

the person sustains that behavioral change

self-reevaluation

reconsideration of one’s self-image

environmental reevaluation

assessment of the effects of one’s behavior on others

counterconditioning

healthier behaviors that can substitute for the problem behavior

consciousness raising

increased awareness of causes and effects of, and cures for, the problem behavior

dramatic relief

the arousal and attenuation of emotion, as through psychodrama

self-liberation

willpower, a commitment to change

helping relationships

support for behavioral change

contingency management

creation of consequences for choices

stimulus control

removing cues that trigger the problem behavior, adding cues to trigger the new behavior

social liberation

external policies and structures

decisional balance

the person’s assessment of the pros and cons of the new behavior

self-efficacy

the person’s assessment of his or her ability to perform the new behavior

intervention stage-matching

People in different stages of change presumably need different interventions to encourage movement to the next stage

desired behavior

their perceived ability to perform the behavior

Threat appeal message

has two components, (threat component) one designed to arouse fear or anxiety about possible negative events or consequences associated with a possible threat, (recommended action)and one that offers a recommended course of action to avert or reduce those negative outcomes

four broad factors of influence (intention continuum)

attitude toward the behavior, injunctive norms, descriptive norms, and perceived behavioral control

Three stages of HAPA

Non-intention, intention, and action

non-intention stage (HAPA)

“non-intenders” have not formed the relevant intention

intention stage (HAPA)

“intenders” have formed the intention but have not acted on it 

action stage (HAPA)

“actors” have engaged in the new behavior

Elaboration likelihood model (ELM)

suggests that important variations in the nature of persuasion are a function of the likelihood that receivers will engage in elaboration of (that is, thinking about) information relevant to the persuasive issue

elaboration

engaging in issue-relevant thinking

Thought-listing technique

Immediately following the receipt of a persuasive message, receivers are simply asked to list the thoughts that occurred to them during the communication

Central route to persuasion

represents the persuasion processes involved when elaboration is relatively high

peripheral route to persuasion

represents the persuasion processes involved when elaboration is relatively low

Two broad factors of degree of elaoration

receivers motivation for engaging in elaboration, receiver’s ability to engage in such eleboration

personal relevance

involvement

Need of cognition (NFC)

the tendency for an individual to engage in and enjoy thinking”

Distraction

the presence of some distracting stimulus or task accompanying a persuasive message

credibility heuristic

based on the apparent credibility of the communicator and amounts to a belief that “statements by credible sources can be trusted”

liking heuristic

based on how well the receiver likes the communicator and might be expressed by beliefs such as these: “People should agree with people they like” and “People I like usually have correct opinions”

consensus heuristic

based on the reactions of other people to the message and could be expressed as a belief that “if other people believe it, then it’s probably true”

outcome-based processing

motivated by the goal of self-interest assessment

value-affirmative processing

motivated by the goal of value reinforcement

hedonic processing

motivated by the goal of entertainment