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Persuasion Week 3 Lecture Notes

by: Nina Goad

Persuasion Week 3 Lecture Notes PSY 4390

Marketplace > Middle Tennessee State University > Psychlogy > PSY 4390 > Persuasion Week 3 Lecture Notes
Nina Goad
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these notes contain the material covered during the lectures on 2/2/16 and 2/4/16.
Persuasion (Honors)
Dr John Pennington
Class Notes
Sticky messages, Message Characteristics
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This 2 page Class Notes was uploaded by Nina Goad on Friday February 12, 2016. The Class Notes belongs to PSY 4390 at Middle Tennessee State University taught by Dr John Pennington in Winter 2016. Since its upload, it has received 21 views. For similar materials see Persuasion (Honors) in Psychlogy at Middle Tennessee State University.


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Date Created: 02/12/16
Psychology 4390 – Persuasion  Week 3 Lecture Notes 2/2/16 & 2/4/16 2/2/16:  This material is a continuation of how to be more credible and honest from the topic of  Source Characteristics.  One way to boost your perceived honesty is to be likeable.  Some ways to be likeable are to engage in understated flattery such as through advice  seeking or disguised flattery.  Message Characteristics include messages that are fear­inducing. These messages can  be very persuasive if they induce a moderate amount of fear, suggest fearful event is  likely to happen to the target audience, and provide a clear solution to the problem that  could cause the fearful event to occur.  A study about 3 pack a day cigarette smokers found that a fear inducing film paired with  tips on how to quit smoking significantly decreased the amount that the smokers were  likely to smoke over 6 months, while only showing the film or the tips alone and  separately had very minimal to no effects on the smokers smoking habits.  Another facet of Message Characteristics is glittering generalities. These words are  attractive but vague. These words elicit mindless approval because they evoke positive  emotions. For example: better, new, smarter, etc.  Glittering generalities can also rely on words that evoke feelings of values or ideals such  as freedom, integrity, etc. 2/4/16:  Another facet of message characteristics is 1 versus 2 sided messages.  This facet addresses whether it is best to present all of the arguments that support your  own opinion or is it best to present a balanced set of arguments.  The best method often depends on how knowledgeable is the target audience among  other factors.   “Sticky Messages” is another topic of message characteristics that defines messages that  are memorable and motivating the message is.  “Sticky Messages” can be explain through the acronym “S.U.C.C.E.S.(s).”  The first S in “S.U.C.C.E.S.(s).” stands for “Simple.” “Simple” refers to the characteristic of sticky messages that means the message expresses only the core or main idea of the  message. This means the message is without complicated verbage, qualifiers, and  modifiers. This also means that “sticky messages” use active language and instead of  being dumbed down, the messages are layered by presenting the main idea first and then  adding on details.  The reason simple messages are hard to create are because of “The Knowledge Curse”  which is when one forgets that he or she has more information than the target.  The U in “S.U.C.C.E.S.(s).” stands for “unexpected,” which means when a messages  contains the elements of surprise and change. The surprise element gets our attention and  makes the message memorable. The change elements keeps our attention. 


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