Social Psych 3

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Persuasion

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The process by which a message induces change in beliefs, attitudes, or behaviors.

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Central route to persuasion

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Occurs when interested people focus on the arguments and respond with favorable thoughts.

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Peripheral route to persuasion

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Occurs when people are influenced by incidental cues, such as a speaker's attractiveness

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Four elements of persuasion

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The communicator, the message, method of communication, audience

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Sleeper effect

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A delayed impact of a message that occurs when an initially discounted message becomes effective, as we remember the message but forget the reason for discounting it.

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Credibility

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Believability. A credible communicator is perceived as both expert and trustworthy.

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Perceived expertise

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part of credibility, the degree to which the person seems to be an expert. We are more likely to believe this person

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Perceived trustworthiness

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eye contact, not trying to persuade, argue against their own self-interest. Fast talkers, lab coats, etc.

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Attractiveness

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We're more likely to be persuaded by those who are attractive or those who are similar to us.

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Virtual reality studies

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Stanford researchers used virtual reality to simulate a persuasion situation, they found that when the partner you're speaking to mimics you then you are more likely to believe them

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Effect of good feelings

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Those in a good mood are more likely to listen and be persuaded than those who are unhappy

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Effect of arousing fear

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More likely to change behavior when the argument is preventing something bad but not when promoting good.

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Discrepancy

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When there is a large amount of discrepancy the argument it more likely to be accepted when from a credible source.

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One sided vs. two sided appeals

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Two sided works best with those initially opposed but one sided is best with those who initially agree.

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primacy effect

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we believe what we hear first

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Asch's primacy study

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read a string of adjectives ranging from positive to negative about a person and then flipped it and read to another group. The groups believed whatever they heard first.

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recency effect

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we believe what we hear most recently, primacy effect is more prevalent.

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primacy and recency figure

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1, 2......... 1 accepted
1............2, 2 accepted

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life cycle explanation

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attitudes change over time

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generational explanation

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societal views change while people's don't

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Knowing the argument beforehand...

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helps you create counterarguments and will be less persuasive

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Distractions...

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inhibit your ability to counter the argument

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need for cognition

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The motivation to think and analyze. Assessed by agreement with items such as "The notion of thinking abstractly is appealing to me" and disagreement with items such as "I only think as hard as I have to."

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Social Facilitation

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Current meaning: the strengthening of dominant (prevalent, likely) responses in the presence of others.

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co-actors

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co-participants working individually on a noncompetitive activity.

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evaluation apprehension

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concern for how others are evaluating us

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effects of social arousal

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presence--> arousal-->strengthens dominant responses which can enhance easy behavior or impair difficult behavior

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distraction (social influence)

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paying attention to others or some other thing instead of the task

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Mere presence

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the simple presence of others may be a social facilitation factor, even if they are not being evaluative.

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Three factors: Aiello and Douthitt., 2001

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1. Evaluation apprehension
2. Distraction
3. Mere presence

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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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free riders

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People who benefit from the group but give little in return

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Group Polarization

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group-produced enhancement of members’ preexisting tendencies; a strengthening of the members’ average tendency, not a split within the group.

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8 symptoms of groupthink

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o An illusion of invulnerability
o Unquestioned belief in the group’s morality
o Rationalization
o Stereotyped view of opponent
o Conformity pressure
o Self-censorship
o Illusion of unanimity
o Mindguards

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Illusion of invulnerability

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group is infallible

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unquestioned belief in the group's morality

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ignorance of ethical and moral issues because the group believes it is moral

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Rationalization

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justifying the proposed initiative instead of critiquing and rethinking

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stereotyped view of opponent

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enemy is too evil to deal with any other way

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conformity pressure

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ridiculing those who do not fall in line

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self-censorship

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not saying anything because it won't help

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illusion of unanimity

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participants believe everyone is in line

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Mindguards

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preventing information from being revealed

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leadership

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The process by which certain group members motivate and guide the group

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Task Leadership

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Leadership that organizes work, sets standards, and focuses on goals

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Social leadership

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Leadership that builds teamwork, mediates conflict, and offers support.

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prejudice

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A preconceived negative judgment of a group and its individual members

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Stereotype

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A belief about the personal attributes of a group of people. Stereotypes are sometimes overgeneralized, inaccurate, and resistant to new information.

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Discrimination

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Unjustified negative behavior toward a group or its members.

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Racism

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An individual's prejudicial attitudes and discriminatory behavior toward people of a given race, or institutional practices (even if not motivated by prejudice) that subordinate people of a given race

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IG4. hegu

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punto yuan
Rige cara/boca,elimina viento externo, drenaje y diaforesis del sist superficial, regula wei qi y refuerza sist, supeficial,, estimula dispersion del pulmon, restaura el yang, punto analgesia para boca y cara, induce parto, regula qi cara, enf sentidos cronicas y agudas, viento en cabeza sin flema

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just-world phenomenon

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The tendency of people to believe that the world is just and that people therefore get what they deserve and deserve what they get.

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subtyping

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Accommodating individuals who deviate from one's stereotype by thinking of them as "exceptions to the rule."

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subgrouping

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Accommodating individuals who deviate from one's stereotype by forming a new stereotype about this subset of the group.

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Stereotype threat

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A disruptive concern, when facing a negative stereotype, that one will be evaluated based on a negative stereotype. Unlike self-fulfilling prophecies that hammer one's reputation into one's self-concept, stereotype threat situations have immediate effects.

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Kennedy's groupthink solutions

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Open climate, Avoided isolation, Critical evaluation, Avoid being directed

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How to combat social loafing

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Encourage group loyalty
Develop personal relationships
Create rules of conduct
Make a team contract/team goal
Have individual accountability
Designate specific duties
Have peer evaluation
Frequently evaluate progress

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Others' presence leads to?

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Either Individual efforts evaluated or Individual efforts pooled and NOT evaluated

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Evaluation apprehension leads to

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Arousal (Social Facilitation)

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No evaluation apprehension leads to

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Less arousal (Social Loafing)

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GLAD LEPR

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Team Goal, Group Loyalty, Individual accountability, Specific duties, Rules of conduct (laws), peer evaluation, evaluate progress, develop relationships.

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ALCSRS

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Factors of persuasion
Authority
Liking
Consistency
Scarcity
Reciprocity
Social Proof