• Shuffle
    Toggle On
    Toggle Off
  • Alphabetize
    Toggle On
    Toggle Off
  • Front First
    Toggle On
    Toggle Off
  • Both Sides
    Toggle On
    Toggle Off
  • Read
    Toggle On
    Toggle Off
Reading...
Front

Card Range To Study

through

image

Play button

image

Play button

image

Progress

1/62

Click to flip

Use LEFT and RIGHT arrow keys to navigate between flashcards;

Use UP and DOWN arrow keys to flip the card;

H to show hint;

A reads text to speech;

62 Cards in this Set

  • Front
  • Back
Social Psychologists distinguish between two major forms of social influence:
Normative and Informational
going along with the crowd in order to be liked and accepted
NORMATIVE INFLUENCE
What did the Asch study say about the correlation between conformity and group size?
Conformity increases as group size increases.
illusion, caused by very slight movements of the eye, that a stationary point of light in a dark room is moving
AUTOKINETIC EFFECT
the beliefs or behaviors that a group of people accepts as normal
GROUP NORMS
going along with the crowd because you think the crowd knows more than you do
INFORMATIONAL INFLUENCE
looking to others for cues about how to behave, while they are looking to you; collective misinterpretation
PLURALISTIC IGNORANCE
a genuine inner belief that others are right
PRIVATE ACCEPTANCE
outwardly going along with the group but maintaining a private, inner . beliefthat the group is wrong
PUBLIC COMPLIANCE
influence technique based on commitment, in which one starts with a small request in order to gain eventual compliance with a larger request
FOOT -IN-THE-DOOR TECHNIQUE
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
LOW-BALL TECHNIQUE
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
BAIT-AND-5WITCH
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
LABELING TECHNIQUE
influence technique in which a requester makes a small amount of aid acceptable
LEGITIMIZATION-OF-PALTRY-FAVORS TECHNIQUE
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
DOOR-IN-THE-FACE TECHNIQUE
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 .
THAT'S-NOT-ALL TECHNIQUE
influence technique based on scarcity, in which one tells people that an item is in short supply
LIMITED-NUMBER TECHNIQUE
influence technique based on scarcity, in which one tells people an item or a price is only available for a limited time
FAST-APPROACHING-DEADLINE TECHNIQUE
influence technique in which one captures people's attention, as by making a novel request
PIQUE TECHNIQUE
influence technique in which one disrupts critical thinking by introducing an unexpected element, then reframes the message in a positive light
DISRUPT-THEN-REFRAME TECHNIQUE
an attempt to change a person's attitude
PERSUASION
the individual who delivers a message
SOURCE
the finding that, over time, people separate the message from the messenger
SLEEPER EFFECT
how much a source knows
EXPERTISE
whether a source will honestly tell you what he or she knows
TRUSTWORTHINESS
people perceived as credible sources because they are arguing against their own previously held attitudes and behaviors
HALO EFFECT
revealing potentially incriminating evidence first to negate its impact
STEALING THUNDER
inattention and irritation that occurs after an audience has encountered the same advertisement too many times
ADVERTISEMENT WEAR-OUT
repeating the same information, but in a varied format
REPETITION WITH VARIATION
whether you "get" (pay attention to, understand) the message .
RECEPTIVITY
whether you "accept" the message
YIELDING
a tendency to engage in and enjoy effortful thinking, analysis, and mental problem solving
NEED FOR COGNITION
proposition that adolescents and young adults are more easily persuaded than their elders
IMPRESSIONABLE YEARS HYPOTHESIS
theory that posits two routes to persuasion, via either conscious or automatic processing
ELABORATION LIKELIHOOD MODEL (ELM)
theory that posits two routes to persuasion, via either conscious or automatic processing
HEURISTIC/SYSTEMATIC MODEL
the route to persuasion that involves careful and thoughtful consideration of the content of the message (conscious processing)
CENTRAL ROUTE (SYSTEMATIC PROCESSING)
the route to persuasion that involves some simple cue, such as attractiveness of the source (automatic processing)
PERIPHERAL ROUTE (HEURISTIC PROCESSING)
degree to which people expect an issue to have significant consequences for their own lives
PERSONAL RELEVANCE
doing exactly the opposite of what one is being persuaded to do
NEGATIVE ATTITUDE CHANGE (BOOMERANG EFFECT)
In the Asch experiment, a dissenter reduced conformity by how much?
one-fourth
In the Asch experiment, when the dissenter made a moderate error, conformity decreased by how much?
one-thid
In the Asch experiment, when the dissenter made an extreme error, conformity decreased by how much?
three-fourths
Two types of situations produce informational influence:
a.) Ambiguous situations
b.) Crisis situations
Informational influence situation so where people do not know how to behave:
ambiguous
Informational situation where people don't have time to think for themselves:
crisis
The two different motives to conform:
normative and informational
Informational social influence helps produce:
private acceptance
Normative social influence may elicit
public compliance
Social influence techniques can be organized according to four basic principles:
1.) Commitment and Consistency
2.) Reciprocation
3.) Scarcity
4.) Capturing and disrupting attention
When our personal freedom is threatened, we experience an unpleasant psychological response called:
psychological reactance
Aristotle also identified three elements necessary to persuade an audience:
(a) emotional appeal (pathos)
(b) intellectual appeal (logos)
(c) charisma (ethos)
is "the quality or power of inspiring belief."
credibility
What makes a source credible? Hovl
(a) expertise
(b) trustworthiness
According to Aristotle, credible speakers display these three things:
(i) practical intelligence (phronesis),
(ii) a virtuous character,
(iii) good will
Two factors that influence whether we like someone are
similarity and physical attractiveness
are more effective when audience members are less educated or have already made up their minds on the issue.
Onesided messages
audience members with ____ _____ were receptive to persuasive messages because they had confidence in their initial positions
high self-esteem
are the easiest to persuade
Moderately intelligent people
People with ________ have attitudes that are more resistant to change.
high need for cognition
What aged person is the most resistant to persuasion?
middle-aged
The first question as to whether a person is motivated to process a message is influenced by two factors
personal relevance and need for cognition
Two factors that influence one's ability to process the message:
distractions and knowledge