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Persuasion Chap13
| Term | Definition |
|---|---|
| Logos | Logic (central Route) |
| Pathos | Passion/Emotion(Peripheral Route) |
| Intrinsic Motivation | Is a drive that comes from within |
| Extrinsic Motivation | Is instilled by some outside factor |
| Extended Parallel Processing Model | is a dual-process model. Assuming that an appeal arouses fear in a receiver, the receiver can be expected to do something about it. Can engage in danger or fear control. |
| Danger Control | Concentrates on ways to reduce danger (ways to reduce fear) |
| Fear Control | Focuses on the problem and worries (denial, avoidance, panic) |
| Perceived efficacy | has to do with whether a receiver thinks a recommended action is both effective and feasible means of avoiding the harm portrayed by a fear appeal |
| Response Efficacy | Perception that an effective response is available |
| Self Efficacy | Receiver is capable of undertaking that responce |
| Social Proof | involves modeling our behavior after the actions or reactions of others |
| Ingratiation | is the researchers use for flattery as a motivational inducement |
| Other-Enhancement | such as paying complements or engaging in flattery |
| Opinion conformity | involves agreeing with the target's statements, ideas and veiws |
| Self-presentation | involves bragging on otherwise displaying one's attributes to increase the target's evaluation of oneself |
Created by:
wezitar
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