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30 Cards in this Set
- Front
- Back
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What is Influence?
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The power of persons or things to affect others
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Define Persuasion.
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A successful intentional effort at influencing another's mental state through communication in a circumstance in which the persuadee has some measure of freedom
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What are the Ethical Principles?
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Truthfulness (of the message)
Authenticity ( of the persuader) Respect ( for the persuadee) Equity ( of the persuasive appeal) Social Responsibility (for the common good). |
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What is an example of Self-Monitoring?
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Changing your attitude/behavior when involved with certain crowds of people.
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What are aspects of the Instrumental Attitude functions?
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Utilitarian; Knowledge
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What are aspects of the Symbolic Attitude function?
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Ego-defensive; Value- Expressive
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When does influence seem to be greater?
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When the influence message matches the function of the message.
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Attitude functions may be affected by:
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-Differences in people
- Differences in the attitude object itself - Differences in the situation |
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What are the two underlying processes of ELM?
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- Central Route
(Issue- Relevant Arguments) - Peripheral Route (Factors peripheral to message arguments--mental shortcuts) |
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What are the two factors of ELM?
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Motivation and Ability.
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What are the consequences of the Central Route (High Elaboration)?
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- Temporal resistance
- Predictive of behavior - Resistance to counter-persuasion |
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What are the consequences of the Peripheral Route ( Low Elaboration)?
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- Short-lived
-Unreliable in predicting behavior - Easily changed by counter- persuasion. |
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What do we measure?
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Evaluation ( Positive or Negative attitude)
Strength of Attitude ( Strong or Weak attitude) Type of information Functions of attitude |
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What does the ELM model depend on?
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Ability, Motivation,Elaboration, Likelihood, Personality
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What is Cognitive Dissonance?
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The discomfort one feels when one feels when they experience two contradictory cognitions simultaneously.
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What is induced compliance?
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Being forced to act in a way different from core beliefs/ attitudes.
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Define Effort Justification
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The more people suffer to attain things, the more they come to like them.
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Induced Hypocrisy?
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Calling attention to inconsistency in attitudes and actions is then reduced through behavior change
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Aversiveness of Consequences
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Dissonance only aroused when
performing inconsistent behavior has a negative consequence |
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What is the Theory of Reasoned Action (TRA)?
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Our behavior intentions are a function of our internal attitudes about a certain behavior and our beliefs about the importance of social norms – internal vs. external!
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What are the two ways that the TRA processes distinct information?
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Attitude towards behavior & Social Norms.
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What is the main concept of Principles of Interpersonal Influence in Groups? (PIG)
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Decision making in groups has an intrinsic social influence component; Personal prejudices can supersede rationale beyond factual presentation
Personal experience and affect can influence our decisions |
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What is Mutual Enhancement?
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Information validated by more than one group member. This minimizes ambiguity.
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Describe Group Polarization
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Post- discussion, group decisions are more extreme than pre-discussion preferences
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What happens during groupthink?
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group members striving for consensus override motivations to express or appraise alternatives
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What does "Voir Dire" mean?
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Say what you see.
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Solomon Asch Studies?
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some conscious wrong-decision making;
demonstrative of the social force of compliance |
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Describe the details of the Common Sense Model.
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People act as common-sense scientists when constructing representations of illness threats
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What are the two pathways of the CSM?
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Cognitive and Emotional
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What does the Extended Parallel Process Model do?
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Contemplates the effect of fear appeals in health risk messages
Fear appeals are sometimes effective, but sometimes ineffective Can either lead to behavior change or defense motivation and reactance responses |
