If Your Audience Is Unfamiliar with You, You Need to Devote

question 22

Short Answer

If your audience is unfamiliar with you, you need to devote the initial part of your message to establishing ________: a measure of your believability based on how reliable you are and how much trust you evoke in others.

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Definitions:

Heuristic-Systematic Model

A dual-process theory of persuasion that suggests there are two ways people process information: through heuristics (quick, automatic thinking) and systematically (deep, thoughtful analysis).

Systematic Processing

A mode of thinking in which individuals take a more analytical and comprehensive path to evaluating information, as opposed to relying on general impressions.

Disconfirmation Bias

The tendency to notice, refute and regard as weak, arguments that contradict our prior beliefs.

Current Beliefs

Current beliefs refer to the opinions or convictions held by an individual at the present time.