Summary of Propositions
Language expectancy theory is based on 17 propositions. Those propositions can be summarized as listed below:
- 1, 2 and 3: People create expectations for language. Those expectations determine whether messages will be accepted or rejected by an individual. Breaking expectations positively results in a behavior change in favor of the persuasive message while a breaking expectations negatively results in no change or an opposite behavior change.
- 4, 5 and 6: Individuals with perceived credibility (those who hold power in a society) have the freedom in persuasion to select varied language strategies (wide bandwidth). Those with low credibility and those unsure of their perceived credibility are restricted to low aggression or compliance-gaining messages to be persuasive.
- 7, 8 and 9: Irrelevant fear and anxiety tactics are better received using low-intensity and verbally unaggressive compliance-gaining. Intense and aggressive language use result in lower levels of persuasion.
- 10, 11 and 12: For the persuader, an individual who is experiencing cognitive stress will use lower intensity messages. If a communicator violates his/her norms of communication, they will experience cognitive stress.
- 13 and 14: Pretreatments forewarn receivers of the persuasive attacks (supportive, refutational or a combination). When Persuasive messages do not violate expectations created by the pretreatments, resistance to persuasion is conferred. When pretreatment expectations of persuasive messages are violated, receivers are less resistant to persuasion.
- 15, 16 and 17: Low intensity attack strategies are more effective than high intensity attack strategies when overcoming resistance to persuasion created in pretreatment. The first message in a string of arguments methodically affects the acceptance of the second message. When expectations are positively violated in the first message, the second will be persuasive. When expectations are negatively violated in the first message, the second will not be persuasive.
Read more about this topic: Language Expectancy Theory
Famous quotes containing the words summary and/or propositions:
“I have simplified my politics into an utter detestation of all existing governments; and, as it is the shortest and most agreeable and summary feeling imaginable, the first moment of an universal republic would convert me into an advocate for single and uncontradicted despotism. The fact is, riches are power, and poverty is slavery all over the earth, and one sort of establishment is no better, nor worse, for a people than another.”
—George Gordon Noel Byron (1788–1824)
“If an angel were ever to tell us anything of his philosophy I believe many propositions would sound like 2 times 2 equals 13.”
—G.C. (Georg Christoph)