Persuasion
This type of proposition asks whether something is true or false
What is a proposition of fact?
You first ask someone for a small favour, then later ask them for a much larger favour
What is foot-in-the-door?
Instead of responding to someone's argument, you attack the person making the argument.
What is ad hominem?
A manager can tell employees what to do because of their official position in the organization.
What is legitimate power?
This leadership style involves the leader making decisions and directing the group.
What is authoritarian leadership?
In Social Judgment Theory, what is the term for a person's existing position that they use to evaluate a persuasive message?
What is an anchor?
You ask your friend to help you move for the entire weekend. They say no, so you ask them to help for just one hour instead.
What is door-in-the-face?
“Everyone in our class uses ChatGPT, so using it must be the right thing to do.”
Which fallacy is this?
What is bandwagon / argumentum ad populum?
Your group listens to one member because they have extensive knowledge and experience with PowerPoint.
What is expert power?
This leadership style encourages group members to participate in decision-making.
What is democratic leadership?
A student already strongly supports lowering tuition. A message arguing that tuition should increase would most likely fall into which Social Judgment Theory latitude?
What is the latitude of rejection?
A salesperson gets you to agree to buy something for $500. After you've committed, they reveal additional fees that raise the price.
What is low-balling?
“I wore my lucky shirt to my presentation and got an A. Therefore, my lucky shirt caused me to get an A.”
Which fallacy is being committed?
What is post hoc?
(false cause)
A team member has no official leadership position, but everyone listens to them because they are respected and admired by the group.
What is referent power?
A leader steps back from their formal leadership role and allows group members to largely operate independently.
What is laissez-faire leadership?
A speaker gets the class to agree that food waste is a serious problem. They then ask everyone to start bringing reusable containers to campus. Is the speaker trying to convince or activate the audience?
Activate
(They aren't just trying to change an attitude—they want the audience to take action.)
A salesperson offers you a product for $50. Before you respond, they say, “But that's not all—we'll also include free shipping and an extra accessory!”
What is the that's-not-all technique?
“Either we completely ban phones from classrooms, or students will never pay attention again.”
Which fallacy is being used?
What is the either-or fallacy?
Two professors influence their students differently. Professor A can lower a student's participation grade. Professor B possesses knowledge the students need to complete an assignment. What type of power does each professor primarily possess?
Professor A = Coercive power
Professor B = Information power
A newly formed group has very little experience and members are unsure about their responsibilities. According to Hersey's situational approach, should their leader initially provide more or less task direction?
More task direction.
Why: Leadership should change according to group readiness. A new/inexperienced group generally requires greater direction, while an experienced group can operate with less supervision.