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Persuasion Chap11
| Term | Definition |
|---|---|
| Compliance Gaining | The act of trying to alter behaviors |
| Reward Activity | Involves seeking compliance in an active and positive way |
| Punishing Activity | Involves seeking compliance in an explicitly negative way |
| Expertise | Involves attempts to make a person think that the persuader has some special knowledge |
| Activation of impersonal commitment | Involves attempts to appeal to a person's internalized commitments |
| Dominance | The level of control or power in a realationship |
| Intimacy | The level of emotional attachment or knowledge one has of a partner's effect |
| Resistance | The degree to which the persuader thinks a strategy will be restisted |
| Personal Benefit | The extent to which the self or the other is benefited by compliance |
| Rights | The extent to which a persuader thinks a request is warrented |
| Relational Consequesnces | The degree to which a strategy will have long-term or short-term effect on the persuader's relationship with the persuadee |
| Apprehension | The degree to which a persuader perceives nervousness in the situation |
| Reward Power | Control over some valued resource |
| Coercive Power | Has the ability to inflict punishment |
| Politeness Theory | All people are motivated to maintain two kinds of face: Positive and Negative |
| Negative Face | When we don not feel constrained to imped others |
| Positive Face | When others like, respect, and approve of us |
| Referent Power | WHen the person they are trying to influence wants to be like them |
| Legitimate Power | Is based on formal rank or posision |
| Expert Power | Is based on what the person knows |
| Tradionals | Sought compliance by discussing what they expected to be positive and negative outcomes. Tend to be open and used their relationship as a bias of power |
| Separates | Focused on negative consequences of noncompliance and constrain behavior of their spouses |
| Independents | Tend to discount and refute their partners. Debate with one another |
| Expressive Design Logic | Believe that communication is a process by which people merely express when they think and feel. Fail to realize communication can be used for other goals |
| Conventional Design Logic | Believes that communication is a game played cooperatively, according to social conventions and procedures. Using logic to express their thoughts and feelings |
| Rhetorical Design Logic | Believes that communication's purpose is to negotiate character, attitude, selves and situations. Involves repeated solving and coordinating problems |
| Social Desirability Bias | People are more likely to choose tactics that are socially desirable when reporting use of compliance gaining tactics |
| Identity Goals | Are concerned with maintaining one's moral standards and principles for living |
| Resource Goals | Are concerned with maintaining relationships and increasing personal reward |
| Arousal Goals | Are concerned with maintaining levels of arousal within an acceptable range |
Created by:
wezitar
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