Argumentation & Logic
This type of argument moves from a general principle to a specific conclusion.
What is deductive reasoning?
Theory that suggests people evaluate persuasive messages based on their latitude of acceptance.
What is Social Judgment Theory?
This type of social influence occurs when people conform to fit in and be accepted by a group.
What is normative social influence?
In this technique, people are more likely to comply with a large request if they first agreed to a small request.
What is the Foot-in-the-Door technique?
A fast food chain advertises "healthy" menu items while still selling high-calorie foods, creating this psychological inconsistency.
What is cognitive dissonance?
This argument model structures claims, data, and warrants to form a logical argument.
What is the Toulmin Model?
According to the Elaboration Likelihood Model, people process persuasive messages through these two routes.
What are the central and peripheral routes?
This type of norm describes what people actually do, rather than what they should do.
What are descriptive norms?
Offering someone a reward in exchange for compliance is an example of this compliance tactic.
What is positive reinforcement?
Apple’s "Heartstrings" ad uses emotional storytelling to persuade its audience, demonstrating this type of appeal.
What is the pathos?
This reasoning method draws broad conclusions from specific observations.
What is inductive reasoning?
This theory explains the discomfort people feel when their actions contradict their beliefs.
What is Cognitive Dissonance Theory?
This theory explains why people remain silent on controversial topics to avoid social isolation.
What is the Spiral of Silence?
Acting friendly or building rapport to gain someone's compliance is an example of this strategy.
What is liking?
On social media, influencers act as this kind of persuasive cue to encourage consumer behavior.
What are peripheral cues?
This type of reasoning develops the best possible explanation for an unexpected event.
What is abductive reasoning?
According to the Theory of Planned Behavior, these three factors influence behavior.
What are attitude, subjective norms, and perceived behavioral control?
This theory states that norms influence behavior most when they're at the front of a person’s attention.
What is the Focus Theory of Normative Conduct?
This persuasion technique reminds people of past favors to increase the likelihood of compliance.
What is debt?
An example of a persuasive tactic used by political campaigns.
What are emotional appeals, endorsements, and selective messaging?
The ad "Open a Coke, open happiness" is an example of this type of incomplete argument.
What is an enthymeme?
Persuasion Technique: A person starts with a large request, expecting rejection, before making a smaller, more reasonable request.
What is the Door-in-the-Face technique?
During the COVID pandemic, many people wore masks because it was an expected behavior in society, demonstrating the power of this concept.
What is a social norm?
Retailers use this urgency-based tactic, telling consumers that a deal is available for "limited time only."
What is compliance-gaining?
People tend to resist messages that contradict their deeply held beliefs due to this concept.
What is a strong latitude of rejection?