study guide - principles of persuasion quiz 2

forewarning

process that occurs when a persuader warns people they will soon be exposed to a persuasive communication. can stiffen resistance to persuasion, although the effects can be complex

distraction

process by which environmental distractions can block receivers’ cognitive responses to a message, under certain circumstances producing more persuasion

involvement

the degree to which a topic is perceived to be personally relevant to individuals

need for cognition

personality factor that taps individual differences in the tendency to enjoy thinking and to engage in abstract deliberation

charisma

a certain quality of a communicator that sets him or her apart from ordinary individuals and, in the perceiver’s mind, endowed him or her with supernatural, exceptional qualities

reporting bias

audience member’s perception that the communicator has opted not to report or disclose certain points of view

evidence

message factor that consists of factual assertions, quantitative information, eyewitness statements, and testimonials advanced by credible sources

fear appeal

persuasive communication that tries to scare people into changing their attitudes by conjuring up negative consequences that will occur if they do not comply with message recommendations

cognitive dissonance

negative, unpleasant state that occurs whenever an individual holds two thoughts that are psychologically incompatible. has intriguing implications for persuasion

induced compliance

phenomenon that occurs when an individual freely decides to comply with a dissonance-producing request, sometimes agreeing to perform a counter-attitudinal behavior for a small reward

Max Weber

Name of the German sociologist who coined the phrase “charisma”

Ability

A second determinant of processing strategy

the “Oprah” effect

An effect based on a monthly segment on a television show

Peripheral cues low involved voters frequently consider

Cues that save them from effortful thought

Are need for cognition and intelligence the same thing?

No, but they are related

How authorities influence others

compliance

How credible communicators influence others

internalization