| Question | Answer |
|---|---|
| logic-driven arguments using data and facts to convince people of an argument’s worthiness | central route persuasion |
| culture that focuses on communal relationships with others such as family, friends, and community | collectivist culture |
| one person persuades another person; an indirect route that relies on association of peripheral cues (such as positive emotions and celebrity endorsement) to associate positivity with a message | peripheral route persuasion |
| humans act as naïve economists in keeping a tally of the ratio of costs and benefits of forming and maintain a relationship, with the goal to maximize benefits and minimize costs | social exchange theory |
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