Comm 221 --- Objectives for Test 2 Spring 1997

1. Define persuasion and contrast it with influence.

2. Describe the 3 principles of the dissonance process and give one detailed example.

3. Describe the characteristics of the state of dissonance.

4. Discuss one area of application in dissonance research (i.e. decision-making, counter-attitudinal behavior).

5. Describe how attribution theory applies to persuasion.

6. Use attribution theory to discuss the effects of external rewards on both source behavior and receiver perception.

7. Construct an example of verbal communication that employs attribution theory to produce an internal attribution.

8. Define internal and external attribution and discuss the implications of each type for persuasion outcomes.

9. Compare and contrast the variable analytic approach to theory-based approaches to persuasion and influence.

10. Pick a total of three variables from Source, Message, Channel, or Receiver research, explain what they are and how they affect attitudes.

11. Describe how the "foot-in-the-door" and "door-in-the-face" techniques are set-up and why they work.

12. Discuss two factors which enhance or suppress the effectiveness of FITD and DITF.

13. Describe the three components of inoculation theory, then construct an example that uses communication.

14. Define involvement and the two types and explain how each type affects argument processing.

15. Define obedience and describe the main findings from the Milgram experiment.


Objectives that ask you to Discuss, Describe, Explain, Compare and Contrast require longer, narrative responses. I expect strong writing here. Objectives that ask you to List, Exemplify, Write, Define require direct, but briefer replies. Point values will also indicate the length and style of responding.

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Posted on April 15, 1997; Steve Booth-Butterfield