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PSYC 2310 Lecture Notes - Four Stages Of Competence, Arbas, Inductive Reasoning

Course Code
PSYC 2310
Saba Safdar

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February 14, 2013 PSYCH 2310 - LECTURE
Culture Context of Persuasion
Stages of Competence
- effective communication
o isomorphic attribution (form of effective communication)
if you understand something as trust
- four stages of competence
o unconscious incompetence
(unfamiliar you don’t know that you don’t know how to do
something… eg. shaking a Muslim women’s hand. They don’t
touch anyone who is not part of their family)
o conscious incompetence
(you know that you don’t know how to do something and it
bothers you… eg. bullfighting Saba going to Spain difficult to
understand she see’s this as animal abuse – we cannot see it
from their perspective)
o conscious competence
(you know that you know how to do something and it takes
effort… eg. Obama bowing to Japanese royal family)
o unconscious competence
(you know how to do something and it is second nature; you
rock at it…eg. you don’t even realize, you don’t need to think
about it that you are highly competent in your culture you are
unconsciously competent)
Source and Structure of Message
- best sources of message
o individualist: credible, expert, and winner
o collectivist: older males and famous families
- structure of message:
o individualist: linear, conclusion is supported through inductive or
deductive reason (eg. facts a, b, and c then draw a conclusion. This is
inductive reasoning. Facts first then conclusion whereas deductive,
you write it vice versa)
o collectivist: “beating around the bush” (say everything except what
you really want to say they trust non-verbal cues more than non
verbal cues like posture, etc.)
Paralinguistic Communication
- eye contact
o high level of eye contact: Arbas, Latin American and Southern
bring person of same culture and same language
conversation with one another being watched through one way
o low level of eye contact: Asians, Indians and Northern Europeans
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