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Summary PBC Topic 7
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Topic 7[Lecture notes]
Dialectic discourse
- The weight of the quality of arguments can persuade people in a discussion.
Rhetoric
- Influential tricks that may influence the conversation
Maxims of Grice
Communication is cooperative. You are taking things into account (e.g., who is the
conversation partner, what is the context?). People try to get to the actual meaning of what
is being said, and this can be influential.
- Maxim of quality: tell the truth
- Maxim of quantity: don’t say more or less than necessary
- Maxim of relation: be relevant
- Maxim of manner: prevent ambiguity
Advantages of implicatures (e.g., toasted cigarettes)
- Less scepticism
- Creating the implication is tailored
- Harder to refute (The direct message may not even be true)
Social norms
- More than 35% or less than 40%.
Framing by using heuristics (Stversky and Kahnman)
- Expected utility
o Risky choice framing
Prospect theory: Outcome and psychological value
Risk-aversion or risk-seeking
o Attribute/valence framing (e.g., success/failure rate)
o Goal/outcome framing: the consequences of using a product or service
Regulatory focus theory: people want to obtain pleasure and avoid
pain.
This can differ in strategy (gains versus non-gains; non-losses
versus losses)
o Do I have more to lose or to gain in the situation?
Determines the focus
- Framing effects occur between options that are equivalent in outcome, we keep the
communicative intent in mind
o Maxim of relation ‘it must be relevant to share this information’.
o We use this information as cues for what a person is really telling us.
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