Mid-term Study Guide

Mid-term Study Guide - Elements of Persuasion Midterm Exam...

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Elements of Persuasion Midterm 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 Which function/benefit of studying persuasion involves recognizing a car salesperson’s persuasive strategies? 8-10 - Defense Function What is habitual persuasion? 9 READ PAGE 9 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. How do meta-analyses inform generalizations about persuasion research? 16 - They have made it possible to reconcile some of the previous inconsistencies in literature. Many noteworthy generalizations have come from recent meta-analyses available. What is the difference between persuasion, propaganda, and indoctrination? 11-12 (Box 1.1) - See page 11, 12 What basic propaganda technique involves presenting only one side of the story and suppressing opposing arguments? 12 (Box 1.1) -Card Stacking Chapter 2 What criterion distinguishes persuasion from social influence? 24 - The presence of intent or purposefulness What are the key criteria for the definitional perspectives on persuasion (matching section)? 24-31 - POWERPOINT SLIDES What are the problems with each definitional perspective on persuasion? (matching section)? 24-31 - POWERPOINT SLIDES 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 The Heuristic-Systematic Model of Persuasion, 38-39 What is systematic processing? - Thoughtful and deliberate (analogous to central processing) What is heuristic processing? - Relies on the application of mental shortcuts (analogous to peripheral processing) What is the sufficiency principle? - 1: People strive to know just as much as they need to know to make a decision, no more or less. 2: Individuals balance their need for systematic and heuristic processing based on the importance of the issue. What are the similarities and differences of ELM and HSM, 36-39 - Both are useful for explaining and predicting people’s reactions to persuasive messages. Chapter 3
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This note was uploaded on 01/10/2012 for the course SPCH 3733 taught by Professor Staff during the Fall '10 term at Oklahoma State.

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Mid-term Study Guide - Elements of Persuasion Midterm Exam...

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