Study Guide for Test #3.mht

**intrinsic versus extrinsic motivation

*logos, ethos, pathos

**logical/em= otional distinction 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 q= uality and fear appeal effectiveness

**self estee= m and fear appeal effectiveness

**anxiety le= vel and fear appeal 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 lik= ing

*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 warmth appeals

***ingratiation

**effectiven= ess of ingratiation and perceived genuineness

**ingratiation and liking

**ingratiation and similarity

**ingratiation and social labeling

***types of ingratiation; other enhancement, opinion conformity, self-presentation

**combining motivational appeals

*funeral home persuasion (Box 13.3)

****images as a vital element in persuasion

****iconici= ty

= *icons needn’t be accurate representations

= *iconic meanings are well understood

= *icons can evoke emotional responses

****indexic= ality

****syntact= ic indeterminacy

= **visual analogies

= **equating by association

**architecture as a form of influence

*iconic nat= ure of architecture

*effects of environmental design on behavior

****art as a form of persuasion

**layperson= s’ views of art

**representational decorative/adornment, idealized/romanticized

**enlightened view of art—art as persuasion=

***art as political propaganda

***art as s= ocial activism

***particip= ation through observation

**collabora= tive art

***art as a social movement

***controve= rsial art

****cinematic persuasion

***narrative form of movies

***product planting/placement

***social modeling of risky behaviors

**intention= al vs. unintentional persuasion

***embodime= nt of cultural values

***promotio= n of popular culture

**positive social modeling

**movies and violence

****Cultiva= tion Theory

***“m= ean scary world” phenomenon

**promoting viewer identification

&n= bsp; ***fostering gender and cultural stereotypes

= **documentaries

= ; &= nbsp; *time compression

= &n= bsp; *composite characters

= &n= bsp; *re-shot footage

***images in advertising

**prevalenc= e of advertising in society

***media cl= utter

****iconici= ty in advertising

****anti-ad= vertising

****image-o= riented advertising (a.k.a. image-based advertising)

****syntact= ic indeterminacy in advertising images

**common associations in advertising

&n= bsp; &nbs= p; **social status and elitism

&n= bsp; &nbs= p; **sex or romance

&n= bsp; &nbs= p; **power, speed, and strength

&n= bsp; &nbs= p; **youth culture

&n= bsp; &nbs= p; **safety and security

&n= bsp; &nbs= p; **sense of place or belonging

****shock a= ds

goal of creating social controversy

goal of provoking public dialogue

***photojournalism as persuasion

***photos as iconic representations

&n= bsp; &nbs= p; ***the myth of photographic objectivity

&n= bsp; &nbs= p; ***the camera always lies

**photojour= nalistic bias

****subliminal versus supraliminal messages

**subtle is not necessarily subliminal

****product placement

= popularity of placements

= advantages of placements

**embedded images

**sub-audible messages

**placebo effect

**backward masking

**double-blind procedure

***subliminal priming

= **and attitude change

**and behavior alteration

**advertising via associations

***music as a central and peripheral cue

**reinforcing product images

**mere exposure hypothesis

**music as a mnemonic device

**background music and shopping pace

**background music and mood

*affective involvement

*cognitive involvement

**background= music and task performance

**music videos as persuasion

Note: the section on aromas and persuasion will not be included on the test=

***the duty to persuade ethically

**prosocial nature of persuasion

***analogy to persuasion as a tool

***the role of motives in persuasion

****the motives color the means

**when is banning persuasion justified?

**ticking bomb scenario

**ethics and central versus peripheral processing

**ethics and cultural preferences in persuasion

**inability = of empirical studies to answer ethical questions

**paid pundi= try and news stories “planted” by the government

**common cri= ticism of advertising

**replies to= common criticisms

***character= istics of ethical influence; intentionality

**conscious awa= reness

**free choice/f= ree will

**language and symbolic action

**a right to freedom from persuasion?

**persuaders as lovers

**seducers and = rapists versus lovers

**respect<= /o:p>

**equality=

**tolerance

***ethics and credibility

***ethics of= persuasion involving children and/or vulnerable receivers

***ethics and the use of deception

***ethics and the use of threats

***ethics and the use of fear appeals

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

***ethics and the use of emotional appeals

***ethics and the use of ingratiation

***ethics and the use of visual persuasion

social responsibility

**ethics and= the use of subliminal persuasion

***ethical systems

**ends versus means

****approaches to ethics (Box 16.1)

consequentialis= m = &n= bsp; &nbs= p;

deontological s= ystems

amoralism and/or Machiavellianism

situational ethics/relativism

universalism

egalitarianism<= o:p>

free market eth= ics

utilitarianism<= o:p>

Study Guide for Test 3