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47 Cards in this Set
- Front
- Back
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Persuasion
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Process by which a message induces changes in beliefs, attitudes or behaviors.
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Central Route
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The more durable and more likely to influence behavior. Occurs when interested or motivated people focus on the arguments
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Peripheral
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Small cues such as looks used to persuade the listener.
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Reciprocation
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One would be more willing to comply with a request for someone who has previously provided a concession.
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Commitment and Consistency
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After committing oneself to an option, one should be more willing to comply with requests for behaviors that are consistent with that position. Ex. Foot in the door, Low-ball, door in the face
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Social Validation/proof
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Conformity. Ex. Jordan drinks gatorade, so should I. What is Oprah doing?
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Friendship/liking
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One is more likely to comply with requests form friends. Ex: Mary Kay, Avon, NNorwex, American Diabetics, tupperware parties
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Physical Attractiveness
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More persuasion in changing attitudes if the message giver is attractive. ex. Tom Brady to sell direct TV NFL NETWORK package.
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Similiarity
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If someone giving the message is similiar to you they have a better chance of persuading you. Ex. Wisconsin commercial.
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Scarcity
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Opportunities seem more valuable when less available. ex. LIMITED TIME OFFER
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Sleeper Effect
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Message more effective if seperated from source
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Primacy Effect
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Information presented first usually has the most influence
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Recency Effect
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Information presented last sometimes has more influence, more rare though
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How to resist persuasion
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Strengthen personal commitment
Challenge beliefs MILDLY develop counter arguments |
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compliance
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Outwardly going along with the group while inwardly disagreeeing.
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Obedience
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Compliance with a direct demand
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Conformity
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Changing one's behavior or belief as a result of group pressure.
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Acceptance
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Believing as well as acting in accord with social pressure
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Autokinetic Phenomenon
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The apparent movement of a stationary point of light in the dark. Performed by Sherif. Used to answer questions about peoples suggestibility. When participants were joined with other people their answers changed.
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Light study
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Sherifs Study
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Asch Study
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Line study
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Milgrams study
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Shock experiment.
65% conformed all the way |
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What four factors breed obedience?
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1.Victims emotional distance
2. Authority's closeness and legitimacy 3. Whether or not the authority was apart of a respected institution. 4. Liberating effects of a disobedient fellow participant |
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Informational Influence
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Occurs when people accept evidence about reality provided by other people.
Mostly used when: 1. Other information is not available 2. The situation is ambiguous 3. The situation is a crisis 4. Other people are experts. |
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Normative Influence
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Based on an individuals desire to fullfill others desires. Based on a need to be liked.
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What predicts conformity?
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Group Size (3-5). Unanimity. Status. Cohesion. Public response. Prior commitment.
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Personality
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Poor predictor of conformity, situational is better
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New Social Role
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Conforming to expectations is important when taking on a new social role
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Cultural
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Cultures that influence collectivism will have a higher rate of conformity than those that are individualistic. Bantu tribe of Zimbabwe were most socially responsive
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Reactance
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Motive to protect or restore one's sense of freedom.
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Romeo and Juliet Effect
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Couples that are forbidden are likely to go through
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Group
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Two or more people who interact and are interdependent in the sense that their needs and goals cause them to influence each other.
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Triplet - Finishing line
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Children did so faster when in the presence of other hcildren than when by themselves
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Zajonc
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Cross Species // Social Facilitation
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Social Facilitation
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Strengthening of dominant responses whether correct or incorrect in the presence of others.
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Social Loafing
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Tendency for people to exert less effort when they pool their efforts toward a common goal than when they are individually accountable.
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Deindividualization
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Loss of self-awareness and evaluation apprehension; occurs in group situationsn that foster responsiveness to group norms, good or bad.
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Group Polarization
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Group-produced enhancement of members’ preexisting tendencies
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Risky Shift Phenomenon
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When there is a consensus, someone will change their decision just to be different. Implications for juries, businesses etc.
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Pluralistic Ignorance
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False impression of what others are thinking
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Normative Influence
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Social Comparison
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Informational influence
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We use others for knowledge
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Groupthink
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Mode of thinking that persons engage in when concurrence-seeking becomes so dominant in a cohesive in-group that it tends to override realistic appraisal of alternative courses of action
EXAMPLE: Challenger Shuttle |
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Groupthink caused by:
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1. Highly Cohesive group
2. Isolation of the group from opposing viewpoints 3. Directive Leader |
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Symptoms of Group Think
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An illusion of invulnerability
Unquestioned belief in the groups morality Rationalization Stereotyped view of opponent Conformity pressure Self-censorship Illusion of unanimity Mindgaurds |
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Minority Influence
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Consistency, self-confidence, defections from the majority,
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How to avoid groupthink
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Remain Impartial
Seek outside opinions Create subgroups Seek annonymous opinions |
