MSU COM 225 - Final Exam Study Guide (6 pages)

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Final Exam Study Guide



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COM 225 1nd Edition Exam 3 Study Guide Lectures 16 24 Lecture 16 November 3 What is a goal Three issues in influence 1 instrumental issue address issue when we attempt to achieve a specific goal through talk 2 relational issue work to build shared understanding of who we are to one another 3 identity issue confirm or reject each others s self presentations Persuasion vs directives vs compliance gaining Directives straightforward statements or requests that influence simply by providing information Persuasion communicators use evidence and reasons to get others to comply in cases in which direct requests might meet with resistance Compliance seeking behaviors lie somewhere in the middle communicators use strategic interaction to achieve their ends principles of influence reciprocity Example Pregiving social proof Examples smoky room study list technique artificial lines liking Examples attractiveness celebrities attitude similarity incidental similarity authority Examples clothing Milgram s shock machine Scarcity Consistency we want others to act consistently and we want to act consistently ourselves Examples cognitive dissonance foot in the door low balling how to improve consistency three ways nonassertiveness dysfunctional behavior in which individuals do not stand up for their rights when those rights are infringed upon aggressiveness dysfunctional behavior in which individuals ignore the rights of others by using offensive and hostile behaviors assertiveness standing up for one s own rights without infringing upon the rights of others Reading Luncheon technique Gregory Razran ran a series of studies showing that subjects are more positive about the people and things they experience while eating explain that it is not a long step from Pavlos study to Razrans luncheon technique Self presentation strategies used to manipulate others intimidation aren t at all concerned with being nice ingratiation uses charm helpfulness and flattery to control others self promotion



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