Defining Persuasion & Propaganda
True or false: Persuasion can include both symbolic and non-symbolic messages.
What is, true?
Source attractiveness is an example of this kind of cue.
What is, peripheral?
According to the reasoned action approach, this is the most direct predictor of behavior.
What is behavioral intention?
Based on cognitive dissonance theory, values-based appeals can do this.
What is, leverage dissonance?
Perceived credibility has these three dimensions.
What are expertise, trustworthiness, and goodwill?
This propaganda technique uses slogans to associate candidates with audience values, like patriotism.
What is, glittering generalities?
In order for central processing to occur, the receiver needs to be ____ and _____.
What is, motivated and able to engage in central processing?
According to the reasoned action approach, these three types of beliefs are direct predictors of intention.
What are perceived norms, perceived behavioral control, and behavioral attitudes.
According to psychological reactance theory, this is an explanation for message rejection.
What is autonomy preservation?
This term describes the following type of messaging: A chatbot gives you personalized compliments every hour to make you feel good throughout the day.
What is tailored?
****DAILY DOUBLE****
This combination of factors typically distinguish propaganda from other types of persuasion.
What is, institutional source, mass audience, bias (goal to benefit the source), unethical/deceptive?
The contrast principle is an example of this type of cue.
What is, a heuristic?
"Our new album is in high demand. Get yours soon!" is likely to strengthen this type of belief about buying the album.
What is descriptive norm?
This occurs when a person encounters a message and distorts the information to fit their existing beliefs.
What is motivated reasoning?
This is the name of a proven approach for reducing prejudice in a classroom setting by inducing teamwork.
What is the jigsaw classroom?
This propaganda technique hides and/or distorts facts.
What is, cardstacking?
This type of processing increases likelihood of dissociation between source and message.
What is, central processing?
Building on LaPiere's work, Fishbein is known for developing a theory and measurement approach to address this gap.
What is, the attitude-behavior gap.
A wide latitude of acceptance and narrow latitude of rejection indicate this level of ego involvement.
What is low ego involvement?
A patient listens to Dr. G's recommendation over Dr. M's because Dr. G has 20 more years of experience. This explains the patient's reasoning for following Dr. G:
a. Higher perceived trustworthiness
b. Higher perceived expertise
c. Higher perceived credibility
d. b & c
What is, b & c? Dr. G has higher perceived expertise and therefore higher perceived credibility.
These are two reasons a fly symbol on a urinal might be considered borderline persuasion.
What is, it does not use language (symbols), it influences people subconsciously (coercive), it may have unintended effects (effects).
***DAILY DOUBLE***
In their foundational 1979 experiment, Petty and Cacioppo found strong arguments for a new exam requirement were more persuasive than weak arguments in this condition.
What is, when students believed the new exam requirement would impact them personally?
Brain imaging and reaction-time word association tasks are examples of this type of attitude measurement.
What is implicit?
Jeremy and Kay hear the same message but Kay does not trust the source. If the sleeper effect occurs, Jeremy and Kay's positions will do this over time.
What is, move closer together?
Stanley Milgrim explained the results of his 1960s experiments with these two concepts.
What are, agentic state and cognitive dissonance?