Podcast
Questions and Answers
Which mode of persuasion focuses on appealing to an audience's feelings and emotions?
Which mode of persuasion focuses on appealing to an audience's feelings and emotions?
- Logos
- Ethos
- Rhetoric
- Pathos (correct)
Logos is primarily concerned with building trust and authority with the audience.
Logos is primarily concerned with building trust and authority with the audience.
False (B)
What is Aristotle's term for persuasion that relies on logic and reason?
What is Aristotle's term for persuasion that relies on logic and reason?
Logos
___________ is a mode of persuasion that justifies arguments through reasoning and facts.
___________ is a mode of persuasion that justifies arguments through reasoning and facts.
Match the following modes of persuasion with their descriptions:
Match the following modes of persuasion with their descriptions:
What tactic do scammers often use to evoke strong emotions in their victims?
What tactic do scammers often use to evoke strong emotions in their victims?
What is the primary characteristic of the Peripheral route to persuasion?
What is the primary characteristic of the Peripheral route to persuasion?
Scammers avoid creating a sense of urgency to manipulate their victims.
Scammers avoid creating a sense of urgency to manipulate their victims.
What emotional connection do scammers aim to create with their victims?
What emotional connection do scammers aim to create with their victims?
The Elaboration Likelihood Model only considers motivation as a factor in persuasion.
The Elaboration Likelihood Model only considers motivation as a factor in persuasion.
In the Elaboration Likelihood Model, what type of route should be taken when both motivation and ability are high?
In the Elaboration Likelihood Model, what type of route should be taken when both motivation and ability are high?
Scammers play on the victim's sense of ______ by expressing their financial troubles.
Scammers play on the victim's sense of ______ by expressing their financial troubles.
Match the techniques used by scammers with their descriptions:
Match the techniques used by scammers with their descriptions:
When the audience has low motivation and low ability, the Peripheral route is used to __________.
When the audience has low motivation and low ability, the Peripheral route is used to __________.
Match the motivation and ability levels with their corresponding persuasion routes:
Match the motivation and ability levels with their corresponding persuasion routes:
What effect does the Law of Scarcity have on an item?
What effect does the Law of Scarcity have on an item?
The Law of Scarcity is based on the concept that delayed decisions do not impact the cost of a purchase.
The Law of Scarcity is based on the concept that delayed decisions do not impact the cost of a purchase.
Name one emotional tactic that scammers use to elicit sympathy from potential victims.
Name one emotional tactic that scammers use to elicit sympathy from potential victims.
The Law of Scarcity mentions that limited supply and __________ can create a sense of urgency.
The Law of Scarcity mentions that limited supply and __________ can create a sense of urgency.
Match the following factors with their descriptions:
Match the following factors with their descriptions:
Flashcards
Law of Scarcity
Law of Scarcity
The idea that the less available something is, the more valuable and desirable it becomes. People are driven to acquire it because they fear missing out on a limited opportunity.
Pathos
Pathos
This persuasion technique uses emotional appeals to influence the audience. It's about connecting with their feelings and creating an emotional response.
Sympathy and Pity in Online Scams
Sympathy and Pity in Online Scams
Online scams often use pity and sympathy to manipulate victims. They may create fabricated stories about personal hardship to evoke compassion and create an emotional connection.
Impress Profiles in Online Scams
Impress Profiles in Online Scams
Signup and view all the flashcards
Ethos
Ethos
Signup and view all the flashcards
Emotional Manipulation
Emotional Manipulation
Signup and view all the flashcards
Romantic and Loving Messages
Romantic and Loving Messages
Signup and view all the flashcards
Fear and Urgency
Fear and Urgency
Signup and view all the flashcards
Building Trustworthiness
Building Trustworthiness
Signup and view all the flashcards
Shared Dreams and Values
Shared Dreams and Values
Signup and view all the flashcards
Logical Fallacy
Logical Fallacy
Signup and view all the flashcards
Aristotle's Three Modes of Persuasion
Aristotle's Three Modes of Persuasion
Signup and view all the flashcards
Elaboration Likelihood Model (ELM)
Elaboration Likelihood Model (ELM)
Signup and view all the flashcards
Peripheral Route to Persuasion
Peripheral Route to Persuasion
Signup and view all the flashcards
Central Route to Persuasion
Central Route to Persuasion
Signup and view all the flashcards
Central Route (High Motivation, High Ability)
Central Route (High Motivation, High Ability)
Signup and view all the flashcards
Peripheral Route (Low Motivation or Ability)
Peripheral Route (Low Motivation or Ability)
Signup and view all the flashcards
Study Notes
Theories of Persuasion
- Aristotle identified three modes of persuasion: ethos, pathos, and logos.
- Ethos refers to the speaker's credibility and trustworthiness.
- Pathos appeals to the audience's emotions.
- Logos uses logic and reasoning to justify arguments.
Logos
- Persuading the audience through logical reasoning.
- Provide reasons (e.g., "why" polythene bags should be banned).
- Use evidence and facts to support arguments.
- Structure arguments well.
- Avoid logical fallacies.
Pathos
- Persuading through emotional appeals.
- Stirring emotions can engage the audience and increase their involvement in the message.
- Crucial when immediate benefits are not obvious.
- Create urgency or fear to motivate action.
Ethos
- Persuasion based on the speaker's character and credibility.
- Word power differs based on the speaker's reputation.
- Make use of the speaker's identity, reputation, or trustworthiness to enhance persuasiveness (e.g., doctors for health topics).
Putting Theories into Practice
- Example situations: receiving a bill with overcharges, wanting to buy an Apple notebook, choosing a restaurant, planning stock market investment.
- In these scenarios, applying the three strategies for persuasion makes the request more likely to be met.
Elaboration Likelihood Model (ELM)
- Developed by Richard Petty and John Cacioppo.
- Explains how persuasive messages are processed:
- Central route: High motivation and ability to process information leads to thorough examination of the message's arguments. The persuasion effectiveness depends heavily on the argument's quality. Audiences actively critically analyze the message.
- Peripheral route: Low motivation or ability to process information leads to reliance on message cues (e.g., source credibility, number of arguments). Persuasion effectiveness depends more on cues and the perceived credibility of the source.
Motivation and Ability
- Persuasion is influenced by the listener's motivation and ability to process information.
- High motivation and ability: central route;
- Low motivation or low ability: peripheral route.
Law of Scarcity
- Scarcity of an item increases perceived value and desirability, leading people to act impulsively to avoid missing out.
- Limited time, competition, and potential loss are used to create scarcity.
- Effective in generating urgency and quick decisions.
Online Scam Review
- Scams use ethos, pathos, and logos to manipulate potential victims—
- Ethos: Impress profiles, pretending to be a senior management
- Pathos: Emotional appeals (e.g., sympathy, romance)
- Logos: Self-investment statements, records, and analysis reports to try to make the investment seem legitimate.
Studying That Suits You
Use AI to generate personalized quizzes and flashcards to suit your learning preferences.
