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62 Cards in this Set
- Front
- Back
Social Psychologists distinguish between two major forms of social influence:
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Normative and Informational
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going along with the crowd in order to be liked and accepted
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NORMATIVE INFLUENCE
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What did the Asch study say about the correlation between conformity and group size?
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Conformity increases as group size increases.
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illusion, caused by very slight movements of the eye, that a stationary point of light in a dark room is moving
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AUTOKINETIC EFFECT
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the beliefs or behaviors that a group of people accepts as normal
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GROUP NORMS
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going along with the crowd because you think the crowd knows more than you do
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INFORMATIONAL INFLUENCE
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looking to others for cues about how to behave, while they are looking to you; collective misinterpretation
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PLURALISTIC IGNORANCE
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a genuine inner belief that others are right
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PRIVATE ACCEPTANCE
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outwardly going along with the group but maintaining a private, inner . beliefthat the group is wrong
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PUBLIC COMPLIANCE
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influence technique based on commitment, in which one starts with a small request in order to gain eventual compliance with a larger request
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FOOT -IN-THE-DOOR TECHNIQUE
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influence technique based on commitment, in which one first gets a · person to comply with a seemingly low-cost request and only later reveals hidden additional costs
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LOW-BALL TECHNIQUE
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influence technique based on commitment, in which one draws people in with an attractive offer that is unavailable and then switches them to a less attractive offer that is available
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BAIT-AND-5WITCH
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influence technique based on consistency, in which one assigns a label to an individual and then requests a favor that is consistent with the label
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LABELING TECHNIQUE
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influence technique in which a requester makes a small amount of aid acceptable
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LEGITIMIZATION-OF-PALTRY-FAVORS TECHNIQUE
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influence technique based on reciprocity. in which one starts with an inflated request and then retreats to a smaller request that appears tel be a concession
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DOOR-IN-THE-FACE TECHNIQUE
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influence technique based on reciprocity, in which one first makes an inflated request but, before the person can answer yes or no, sweetens the deal by offering a discount or bonus .
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THAT'S-NOT-ALL TECHNIQUE
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influence technique based on scarcity, in which one tells people that an item is in short supply
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LIMITED-NUMBER TECHNIQUE
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influence technique based on scarcity, in which one tells people an item or a price is only available for a limited time
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FAST-APPROACHING-DEADLINE TECHNIQUE
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influence technique in which one captures people's attention, as by making a novel request
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PIQUE TECHNIQUE
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influence technique in which one disrupts critical thinking by introducing an unexpected element, then reframes the message in a positive light
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DISRUPT-THEN-REFRAME TECHNIQUE
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an attempt to change a person's attitude
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PERSUASION
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the individual who delivers a message
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SOURCE
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the finding that, over time, people separate the message from the messenger
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SLEEPER EFFECT
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how much a source knows
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EXPERTISE
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whether a source will honestly tell you what he or she knows
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TRUSTWORTHINESS
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people perceived as credible sources because they are arguing against their own previously held attitudes and behaviors
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HALO EFFECT
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revealing potentially incriminating evidence first to negate its impact
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STEALING THUNDER
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inattention and irritation that occurs after an audience has encountered the same advertisement too many times
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ADVERTISEMENT WEAR-OUT
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repeating the same information, but in a varied format
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REPETITION WITH VARIATION
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whether you "get" (pay attention to, understand) the message .
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RECEPTIVITY
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whether you "accept" the message
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YIELDING
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a tendency to engage in and enjoy effortful thinking, analysis, and mental problem solving
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NEED FOR COGNITION
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proposition that adolescents and young adults are more easily persuaded than their elders
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IMPRESSIONABLE YEARS HYPOTHESIS
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theory that posits two routes to persuasion, via either conscious or automatic processing
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ELABORATION LIKELIHOOD MODEL (ELM)
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theory that posits two routes to persuasion, via either conscious or automatic processing
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HEURISTIC/SYSTEMATIC MODEL
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the route to persuasion that involves careful and thoughtful consideration of the content of the message (conscious processing)
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CENTRAL ROUTE (SYSTEMATIC PROCESSING)
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the route to persuasion that involves some simple cue, such as attractiveness of the source (automatic processing)
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PERIPHERAL ROUTE (HEURISTIC PROCESSING)
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degree to which people expect an issue to have significant consequences for their own lives
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PERSONAL RELEVANCE
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doing exactly the opposite of what one is being persuaded to do
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NEGATIVE ATTITUDE CHANGE (BOOMERANG EFFECT)
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In the Asch experiment, a dissenter reduced conformity by how much?
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one-fourth
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In the Asch experiment, when the dissenter made a moderate error, conformity decreased by how much?
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one-thid
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In the Asch experiment, when the dissenter made an extreme error, conformity decreased by how much?
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three-fourths
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Two types of situations produce informational influence:
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a.) Ambiguous situations
b.) Crisis situations |
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Informational influence situation so where people do not know how to behave:
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ambiguous
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Informational situation where people don't have time to think for themselves:
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crisis
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The two different motives to conform:
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normative and informational
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Informational social influence helps produce:
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private acceptance
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Normative social influence may elicit
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public compliance
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Social influence techniques can be organized according to four basic principles:
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1.) Commitment and Consistency
2.) Reciprocation 3.) Scarcity 4.) Capturing and disrupting attention |
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When our personal freedom is threatened, we experience an unpleasant psychological response called:
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psychological reactance
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Aristotle also identified three elements necessary to persuade an audience:
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(a) emotional appeal (pathos)
(b) intellectual appeal (logos) (c) charisma (ethos) |
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is "the quality or power of inspiring belief."
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credibility
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What makes a source credible? Hovl
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(a) expertise
(b) trustworthiness |
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According to Aristotle, credible speakers display these three things:
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(i) practical intelligence (phronesis),
(ii) a virtuous character, (iii) good will |
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Two factors that influence whether we like someone are
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similarity and physical attractiveness
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are more effective when audience members are less educated or have already made up their minds on the issue.
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Onesided messages
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audience members with ____ _____ were receptive to persuasive messages because they had confidence in their initial positions
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high self-esteem
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are the easiest to persuade
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Moderately intelligent people
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People with ________ have attitudes that are more resistant to change.
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high need for cognition
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What aged person is the most resistant to persuasion?
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middle-aged
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The first question as to whether a person is motivated to process a message is influenced by two factors
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personal relevance and need for cognition
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Two factors that influence one's ability to process the message:
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distractions and knowledge
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