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16 Cards in this Set
- Front
- Back
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Characteristics of message context:
Forewarning Innoculation |
Forewarning - generally decreases messages impact
Innoculation - better able to resist persuasion when innoculated against it |
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Characteristics of the communication
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Level of discrepancy
One-sided vs. two-sided Order of presentation Framing Fear arousal Accidental messages Mere exposure |
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Characteristics of the communicator
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Credibility
Trustworthiness Similarity Delivery - people who speak more rapidly are seen as more credible |
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Characteristics of the recipient
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Self-esteem - curvilinear - most influencable at moderate levels
Intelligence - less influencable Mood - Happy influenced by heuristics; sad or neutral influenced by quality of argument Gender - females more easily persuaded |
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Elaboration Likelihood Model
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Central route - listener considers message interesting, important or personally relevant = depends on quality of argument
Peripheral route - listener finds message uninteresting or uninvolving = depends on quantity of argument and presence of persuasive cues |
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Cognitive Dissonance Theory
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When a person has two incompatible cognitions, they experience dissonance which they attempt to relieve by changing attitudes, behavior or gathering more information
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Schemata
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Organized interconnected mental networks of information
Maintained by what people pay attention to, how they interpret information, and what they recall |
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Heuristics - 2 types
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"rules of thumb"
representative heuristic - judgment based on similarity to typical group member availability heuristic - use information most easily retrievable from memory |
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False consensus bias
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Overestimate others similarity to us
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Insufficient justification
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No discomfort when counter-attitudinal behaviors are the result of strong coercion, strong norms or offer a large reward
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Pseudopatient Study
Rosenhan (1973) |
8 confederates admitted to hospital complaining of hearing voices. Then acted normally. All but one diagnosed as schizophrenic. Demonstrates importance of social context.
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Fundamental Attribution Bias
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Overestimate the role of dispositional factors and underestimate the role of situational factors.
May be limited to individualistic cultures |
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Correspondent Influence Theory
Jones & Davis (1965) |
Observers infer an actors personal dispositions from the actors behavior
Most likely when behavior is believed to be intentional, to have 1 or few effects, and when it is socially undesirable. |
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Covariation Principle
Kelley (1971) |
Observers consider 3 types of info when making causal attributions
1) Consensus info - do others behave this way in this situation? 2) Distinctiveness info - Does this person act the same way in response to other entities? 3) Consistency info - Does this person act this way at other times and places? |
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Attributions about success and failure
Weiner (1974) |
Two dimensions:
1) Internal-external 2) Temporary-stable |
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Actor-observer bias
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People are more likely to attribute their own behavior to situational factors than dispositional ones
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