Discussion Questions

Chapter 4 - Credibility --

     
    1.  What is Ethos, and why is key ingredient in persuasion?

    2.  
    3. Define and discuss the primary and secondary dimensions of credibility.

    4.  
    5. Why does credibility function as a peripheral cue in persuasion?

    6.  
    7. What is the sleeper effect?

    8.  
    9. List the 9 guidelines offered to enhance your credibility as a persuader. 

    10. Which are most important to YOU.  Why?
       
       

      Cialdini Chapter 2

    11. Define reciprocity?

    12.  
    13. Why is it so powerful a persuasion tool

    14.  
    15. What happens when we violate the reciprocity rule?

    16.  

       

    Influcence Web Page

    What are the two models of persuasion discussed on the Influence website?

       
       
       
       
       
       
       
       

    Key Terms & concepts


Charisma
Ethos
Source credibility
Dimensions of credibility Disassociation Impression management theory
Powerless communication style