Study Guide for Test #3

***pregiving

***norm of reciprocity

****= foot in the door (FITD) tactic

**Self-Perception Theory=

**foot in the mouth tactic

****= door in the face (DITF) tactic

*perceptual contrast effect

*reciprocal concessions<= /p>

*self-presentation explanation<= /span>

*social responsibility position=

*guilt-based account

***that's not all tact= ic

***lowball tactic

**commitment

*unfulfilled obligation<= /p>

***the bait and switch tactic

***disrupt then reframe tactic

Chapter= 11: Compliance Gaining and Compliance Resisting

***compliance gaining versus persuasion

**types of compliance-gaining strategies

**Marwell & Schmidt̵= 7;s 16 strategies

**dimensions of compliance- gaining situations

**interpersonal versus noninterpers= onal compliance gaining

*short term vs. long term consequences of compliance gaining

*reward power

*referent power=

*coercive power=

*expert power

*legitimate pow= er

*Politeness The= ory

**positive and negative face

***communicator characteristics and compliance gaining

**problems with typology development

**social desirability bias

**primary and secondary goals

*identity goals=

*interactional goals

*resource goals=

*arousal goals<= o:p>

*design logics<= o:p>

*expressive des= ign logic

*conventional design logic

*rhetorical des= ign logic

**compliance resisting

**direct versus indirect strategies=

**positive versus negative strategi= es

***norm of reciprocity/indebtedness=

***reciprocity and unfair exchanges=

***commitments and compliance gaini= ng

**public versus private commitments=

**how commitments “grow legs”

**consistency and compliance gainin= g

**cognitive dissonance and complian= ce gaining

**social proof and compliance gaini= ng

**social modeling of behavior<= /o:p>

**liking and compliance gaining

**attractiveness and compliance gai= ning

**similarity and compliance gaining=

**ingratiation and compliance gaini= ng

***immediacy behaviors and food ser= vers

*** sexual compliance resisting

<= /span>

Chapter 12 deception

**commonality of lying

**motivations f= or lying

****people fare poorly at deception detection

&= nbsp; ****deception detection across professions

&= nbsp; ****average accuracy is around 53%

****misconcepti= ons about lying

&= nbsp; ****response latency

= *= ***eye contact

= *= ***postural shifting

= *= **liars don’t necessarily look up and to the left

***Ekman & Friesen’= ;s (1974) study

&= nbsp; subjects who watched fa= ces were least successful at deception detection

*distortions, omissions, falsifications

***Information Manipulation Theory

***manipulating amount, clarity, relevance, and veracity= of information

***Four-Factor Model (arousal, attempted control, cognit= ive, and affective factors)

****sending capacity hypothesis

*****Interperso= nal Deception Theory

****strategic versus nonstrategic behaviors

**Motivational impairment effect

&= nbsp; Liars tend to overcontrol their nonverbal behavior

**L*ying as a communication skill or competency

**Machiavellian= ism; high versus low machs

**high self-monitors

**prepared versus spontaneous lies

****deception stereotypes

**deception detection

***familiarity and deception detection=

****reliable correlates of deception (Box 12.3)

****false correlates of deception

****truth bias<= o:p>

****lie bias

**suspicion

***probing effe= ct

**behavioral adaptation explanation

**probing heuri= stic

**Othello error=

*cognition and deception detection

*intrinsic versus extrinsic motivation

*logos, ethos, pathos

**logical/emotional distinct= ion represents an artificial dichotomy

*= **fear appeals

*= **fear mongering and the “culture of fear”

*= *keeping the numbers in perspective

*= *relying on central rather than peripheral processing

*= **fear level or intensity

*= **perceived efficacy

****Extended Parallel Process Model (EPPM)

****danger control

****fear control

****response-efficacy

****self efficacy

*= *specificity of recommendations

*= *positioning of recommendations

**argument quality and fear = appeal effectiveness

**self esteem and fear appeal effectiveness

**anxiety level and fear app= eal effectiveness

*= *appeals to pity

***controllability issue

*= *guilt appeals

*= **humorous appeals

*= types of humor

*= indirect function of humor in persuasion

*humor as an attention getter

*humor as a distraction

*humor as a peripheral cue

*humor as a means of facilitating liking

*= related versus unrelated humor

*humor and credibility; trustworthiness, competence, and dynamism

*= self-disparaging humor

*= *humor and gender differences

*= *humor as social proof

*= **humor’s relationship to persuasion

*= *patriotic appeals

*= **sex appeals

*= *sex appeals as peripheral cues

*= sex appeals and sexism

*= **warmth appeals

*= increasing warmth via associations

*= contrast effect

*perceived genuineness of wa= rmth appeals

*= **ingratiation

**effectiveness of ingratiat= ion and perceived genuineness

*= *ingratiation and liking

*= *ingratiation and similarity

*= *ingratiation and social labeling

***types of ingratiation; ot= her enhancement, opinion conformity, self-presentation

*= *combining motivational appeals

*= funeral home persuasion (Box 13.3)

****images as a vital element in persuasion

****iconicity

= *icons needn’t be accurate representations

= *iconic meanings are well understood

= *icons can evoke emotional responses

****in= dexicality

****syntactic indeterminacy=

= visual analogies

= *equating by association

**architecture as a form of influence

*iconic nature of architect= ure

*effects of environmental design on behavior

****art as a form of persuasion

**laypersons’ views of art

*= *representational decorative/adornment, idealized/romanticized

*= *enlightened view of art—art as persuasion

***art as political propaga= nda

***art as social activism

**participation through observation

**collaborative art

***art as a social movement=

***controversial art

****cinematic persuasion

***narrative form of movies=

***product planting/placeme= nt

***social modeling of risky behaviors

**intentional vs. unintenti= onal persuasion

***embodiment of cultural values

***promotion of popular cul= ture

**positive social modeling<= o:p>

**movies and violence<= /o:p>

****Cultivation Theory=

***“mean scary world” phenomenon

**promoting viewer identification

&nb= sp; ***fostering gender and cultural stereotypes

**documentaries

<= span style=3D'mso-tab-count:2'> &= nbsp; &nbs= p; *= time compression

= &nb= sp; *composite characters

= &nb= sp; *re-shot footage

***images in advertising

**prevalence of advertising= in society

***media clutter=

****iconicity in advertisin= g

****anti-advertising

****image-oriented advertis= ing (a.k.a. image-based advertising)

****syntactic indeterminacy= in advertising images

**common associations in advertising

&nb= sp; = **social status and elitism

&nb= sp; = **sex or romance

&nb= sp; = **power, speed, and strength

&nb= sp; = **youth culture

&nb= sp; = **safety and security

&nb= sp; = **sense of place or belonging

****shock ads

g= oal = of creating social controversy

g= oal = of provoking public dialogue

***photojournalism as persuasion

***photos as iconic representations

&nb= sp; = ***the myth of photographic objectivity

&nb= sp; = ***the camera always lies

**photojournalistic bias

Study Guide for Test 3