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Persuasion Chap13
| Term | Definition |
|---|---|
| logos | logic |
| pathos | passion, emotion |
| intrinsic motivation | drive that comes from within |
| extrinsic motivation | instilled by outside factors |
| extended parallel processing model | dual-process model assuming that an appeal arouses fear in a receiver, the receiver can then be expected to do something about it |
| danger control | more constructive means of coping with a fear appeal than fear control. focuses on a solution |
| fear control | focuses on problem and involves worrying about worry |
| perceived efficacy | has to do with whether a receiver thinks a recommended action is both an effective and feasible means of avoiding the harm portrayed by a fear appeal. |
| response efficacy | available effective response |
| self efficacy | receiver is capable of undertaking response |
| social proof | modeling behaviors after the actions or reactions of others |
| ingratiation | flattery as a motivational inducement |
| other-enhancement | paying compliments or engaging in flattery |
| opinion conformity | agreeing with target's statements, ideas and views. |
| self-presentation | bragging or otherwise displaying one's attributes to increase the target's evaluation of oneself. |
Created by:
sneaky90210
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