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Final Exam Study Guide

Final Exam Study Guide - Elements of Persuasion Final Exam...

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Elements of Persuasion Final Exam Study Guide Chapter 1 Which function/benefit of studying persuasion involves gaining an understanding of how persuasive messages are processed and perceived by listeners? 8-10 - The Knowledge and Awareness Function What is a meta-analysis (as a means of reconciling previous inconsistencies in the literature)? 16, 19 (endnote 6) - A statistical technique that allows a researcher to combine the results of many separate investigations and examine them as if they were one big “super study”. A meta-analysis is capable of revealing trends across a number of studies and resolving apparent inconsistencies among studies. Chapter 2 What criterion distinguishes persuasion from social influence? 24 - The presence of intent or purposefulness Elaboration Likelihood Model of persuasion, 36-37 POWERPOINT! What is the difference between the central and peripheral routes to persuasion? - Central processing involves active mental effort or “issue-relevant thinking”. Peripheral processing involves focusing on non-message related cues or heuristic cues. What factors that determine routes to persuasion (involvement, ability)? - High need and involvement What is the relationship among central and peripheral processing and argument quality and quantity? - _____________ Chapter 3 When do attitudes coincide with behavior? 47 (Box 3.1) - When multiple attitudes aren’t confused with single attitudes, multiple-act criteria is employed, belief systems, possible social desirability and not attitudes are minimized, and if the individual is a low self-monitor. According to The Theory of Reasoned Action what is the best predictor of a person’s behavior? 50-52 - Intentions What factors affect the magnitude of dissonance? 64-65 - 1: Whether the decision involves a free choice or a forced compliance. 2: Whether external justifications, such as monetary incentives are available. Chapter 4 What are the primary dimensions of credibility? 78-81 (and Box 4.1) - Enterprise, trustworthiness, and goodwill. What are the secondary dimensions of credibility? 81 (and Box 4.1) - Extroversion, composure, and sociablility. In the ELM, does credibility function as a central or peripheral cue? 82-83 - Peripheral Chapter 5 What type of persuasive message has the most influence with authoritarian people? 109 - When the persuader is perceived to be an authority or an expert, or when there’s some sort of threat or danger. What type of cue (ELM) is most likely to persuade a persons who have a high need for cognition? 110-111 - a quality argument Chapter 6 What is the relationship between dimensions of cultural variability and conformity?, 130-132 - SEE POWERPOINT What theoretical explanations have been advanced to explain conformity in groups? 132 - _____________ Chapter 7 Define ultimate terms (god terms, devil terms, charismatic terms), 149-150 - symbols or phrases that are highly revered and acceptable in culture How do reinforcement theory, information processing theory, communication accommodation theory, and communication accommodation theory explain the persuasiveness of intense language?, 159-160 - SEE POWERPOINT AND BOOK What is powerless language? What forms does it take?, 160-161
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