Chapter 12
If you tell a lie in order to impress someone on a date, you’re using what type of lie?
Lying to appear better
Of Aristotle’s three components of a persuasive argument, ______ refers to the logic or reasoning of the argument.
The Statue of Liberty, Uncle Sam & a bald eagle are all _________ of US America.
Icons
In nature colors can serve as a warning, such as signifying toxicity. This is known as ____________.
Aposematism
Trying to conceal a surprise birthday party from the guest of honor is a ____________ means of using deception; trying to swindle an older person out of their life savings is a ___________ means of using deception.
Good; Bad
If you break your roommate’s favorite mug but then tell them that their cat knocked it over, you’re using what type of lie?
Lying to protect self
Guilt appeals work best when they emphasize _________ self feelings that come from doing the right thing, rather than focusing on further loss of face.
Positive
_____________ is a persuasive technique that involves inserting brand name items into movie scenes.
Product placement
These type of images are buried or hidden within an advertisement.
Embedded
Lavishing attention on a dying relative in order to inherit their money is a _________ means of using ingratiation; Trying to cheer up a friend who is saddened about a poor test grade is a __________ means of using ingratiation.
Bad; Good
The ________________ personality is not interested in interpersonal relationships, manipulates others for selfish purposes, and has little sense of social morality.
–Machiavellian
___________ humor is more effective that ____________ humor when trying to maximize on humor’s persuasive potential.
Related; Unrelated
Observing characters in movies making risky, unsafe, or violent behaviors can lead viewers to see those behaviors are approved and something acceptable to do. These are referred to as __________________.
Modeling behavior
The idea that if you repeatedly see an ad over and over, you’re more likely to purchase or like the product is based off of _________________.
Mere exposure effect
T/F: Liars repeat themselves more than truth tellers do.
True
The __________________________ suggests that when a liar is probed further and realize that they are suspected of lying, they alter their behavior to be more believable.
•Behavioral Adaptation Explanation
This type of ingratiation involves paying compliments or engaging in flattery.
Other enhancement
When fashions, hairstyles, habits, lifestyles and slang are emulated by moviegoers, this is an example of movies persuading by __________________.
Promoting popular culture
The Oscar Mayer B-O-L-O-G-N-A jingle is an example of this type of recall assisting device.
Mneumonic
T/F: The picture superiority effect illustrates how words have more importance than images.
False
___________ motivation is drive that comes from within and ____________ motivation is instilled by some outside factor.
Intrinsic; Extrinsic
If you tell a lie in order to spend time with someone (saying you need help on a project, but you really just want to spend time with them), you’re using what type of lie?
Lying to affiliate
Because consumers are increasingly cynical and untrusting, advertisers have tried making __________, which cater to customers who distrust the media.
Anti-ads
Name one of the three cautions before using music to persuade.
–Music must be a good fit
–Music shouldn’t overpower the verbal content of the message
–Music will have little effect on highly involved receivers
T/F: All scents are equally effective on all people.
False