Discussion Questions

    • Chapter 15 - Esoteric  Forms of persuasion and
    • Chapter 16 - Ethics and persuasion

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      1. What three ways do advertisers use music to persuade
       
       

      2. Explain how either music or aromas can promote persuasion in relation to Petty & Cacioppo's Elaboration Likelihood Model.
       
       

      3. Which of the persuasive strategies and tactics discussed throughout the text would you say is the most ethical? The least ethical? Why?
       
       

      4. Agree or disagree with the authors who say, "it is the motives of the persuader not the means of influence, that primarily determines how ethical or unethical a give influence attempt is.
       

      5. Which of the 4 ethical perspectives in Box 16.1 p 324 do you consider the most moral or immoral
       
       

      6. What did you discover about persuasion from chapters 15 - 16?
       
       

      7. How do intend to use what you discovered in your future persuasion attempts?
       
       

    Key terms and concepts

    • Placebo effect
    • High affective involvement
    • The duty to persuade ethically
    • Tolerance
    • Ethics and credibility
    • Ethics and the use of: deception, threats, fear appeals, emotional appeals, ingratiation, subliminal persuasion.

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