Discussion Questions

     Chapter 13 - Motivational Appeals

    1. If you were designing a fear appeal for a public health awareness campaign(seat belf usage, smoking cessation, condom usage, etc.) what would you need to do to maximize the fear appeal's effectiveness?
     

    2. Identify two specific ways in which humor facilitates persuasion.
     

    3. Is the us of ingratiation manipulative or unethical?  Why or why not? If yes, under what circumstances?
     

    4. What is the difference between intrinsic and extrinsic motivation?
     

    5. What is meant by,"the logic-emotion distinctin represents a false dichotomy?
     

    6. Why does sex sell?
     

    7. What are warmth appeals? When would you use one?
     

    8. What did you discover about motivational appeals?
     

    9. How can you use them in a persuasion attempt?
     

    WEB PAGE READINGS

    3. What is a Cult?

    2. What's the difference between a cult. . . and my church, my service club, or, say, Alcoholics Anonymous?"

    3. What is the Hot Seat Technique?

    4. What are the symptoms of Cult Influence?



     

    Key Terms

    • Fear appeals
    • perceived efficacy
    • fear control
    • appeals to pity 
    • indirect function of humor
    • self-disparaging humor
    • contrast effect
    • funeral home persusion
    • humor as social proof