SOC241 Lecture Notes - Lecture 23: Robert Cialdini, Doublespeak, Euphemism

• School: University of Alberta
• Department: Sociology
• Course: SOC241
• Professor: Sonja Sapach

Document Summary

Emotional appeals: fear-based appeals, more likely to work if they force you to actually imagine having a particular disease or problem, leading to heightened vulnerability (increased motivation, central processing) Increased exposure to message the more we see it, the more we like it, feel familiarity, etc. Forewarning: making people aware that they will soon receive a persuasive message, allows people to construct counterarguments in advance. Reactance: the boomerang effect people react to threats to their freedom to engage in a behaviour by becoming more likely to engage in the behaviour (ex. smoking) Inoculation: e(cid:454)posu(cid:396)e to a (cid:449)eak (cid:448)e(cid:396)sio(cid:374) of a pe(cid:396)suasi(cid:448)e (cid:373)essage st(cid:396)e(cid:374)gthe(cid:374)s people(cid:859)s a(cid:271)ilit(cid:455) to late(cid:396) (cid:396)esist stronger versions of the message. Attitude importance: attitudes that are important to us are more resistant to persuasion. Goal of mass appeal (which requires clear communication) Depict objects with a consummate front stage persona. Always shunt attention away from unwanted realism. Provide surface appearances that obscure the back stage.