Chapter 6 & 7
Name one of the four stages of indoctrination into cults.
•Softening-up Stage
•Compliance
•Internalization
•Consolidation Stage
The ______________ states that there is a simple relationship between nonverbal behavior and social influence.
•Direct effects model of immediacy
The example of a Burger King advertisement in the textbook suggests that it is better to be more subtle. This is an example of trying to get the audience to draw _________ conclusions.
•Implicit
When Costco hands out free samples for customers to taste while they are shopping, they are employing this strategy.
Pregiving
This type of compliance-gaining strategy involves seeking compliance in an explicitly negative way.
Punishing activity
___________ is a group that has the power to influence us through the process of identification.
•Reference groups
These are nonverbal behaviors, usually hand movements, that have precise verbal meaning (ex. Hand wave).
Emblems
Telling a customer that “You should buy our product because it is the best” is an example of trying to draw _________ conclusions.
Explicit
This tactic involves making a request so large that it is turned down and then following up with a second, smaller request.
Door in the face
Name one of the seven situational dimensions that affect which compliance gaining strategy you use.
•Dominance
•Intimacy
•Resistance
•Personal Benefits
•Rights
•Relational Consequences
•Apprehension
This occurs when members of a group are so concerned with achieving consensus and getting along with each other that they don’t disagree when they should.
Groupthink
These are nonverbal behaviors, often seen as a sign of anxiety, such as stroking one’s hair or scratching one’s arm.
Adaptors
_______ people tend to consider long-term consequences of their decisions but are equally persuaded by loss and gain framed messages.
Future minded people
If you’re shopping at a store and they’re out of what you were initially looking for, but then they suggest other products you could purchase instead, they are employing which tactic?
Bait and switch
This type of power is based on a formal rank or position
Legitimate
This type of meaning refers to the thoughts and emotions associated with the word.
Connotative
These are nonverbal behaviors that emphasize or repeat what is being said.
__________ people tend to focus on the short-term consequences and respond more favorably to ________ framed messages.
Present; Loss
Saying “even a penny will help” is an examples of ____________.
Research suggests this approach ________ the amount of the contribution a person makes.
•Legitimizing paltry contributions; lowers/decreases
This type of power is based on what a person knows.
•Expert power
Name one of the three types of ultimate terms discussed in Chapter 7
•God terms
•Devil terms
•Charismatic Terms
This is the study of touch.
Haptics
Name both types of proof mentioned in the text.
Statistical
Anecdotal
The expression “Don’t take no for an answer” is an example of this technique:
Dump and chase
A person with ________ design logic believes that communication’s purpose is to negotiate character, attitude, selves and situations; they work towards consensus; they pursue multiple goals.
Rhetorical