Motivation and Compliance

A set of flashcards focusing on key terms and concepts related to motivation, compliance, and deception based on the lecture notes.

Compliance Gaining

Attempts to change overt behavior through strategies such as promises of reward or threats of punishment.

Motivation for Lies

Reasons for deceiving, which can include affilation, self-protection, and conflict avoidance.

Interpersonal Deception Theory

Framework suggesting that liars create strategic messages and manipulate information to manage their images.

Fear Appeals

External inducements designed to increase an individual's drive to undertake a certain course of action, effective under specific conditions.

Guilt Appeals

Persuasive messages designed to evoke guilt, often effective in achieving compliance when framed positively.

Humor as Motivation

An indirect means of influence that captures attention and increases likability to facilitate persuasion.

Sex Appeal

Peripheral cue to persuasion that operates through the process of association, linking products to sexiness.

Ingratiation

The act of gaining favor through strategic behavior like flattery to influence someone's actions or opinions.

Machiavellians

Individuals who are skilled in manipulation and deception, often more successful at lying.

Fear Control vs. Danger Control

A distinction in responses to fear appeals, where danger control focuses on addressing the threat while fear control focuses on avoiding the fear.