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61 Cards in this Set
- Front
- Back
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Social influence
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how people interact in their social role
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Attitude
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evaluation and behavior towards social object
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To have an attitude helps...how?
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*Information - efficient easy
*Social Adjustment - adjust to get good things socially *Utilitarian - good/bad things generally *Ego defensive - feel better about yourself |
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Value > ______
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attitudes
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Temperment
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predisposition (babies)
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Species-based behavior
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strong tendency towards imitation, modeling
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Social contagion
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imitating
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Where do our attitudes come from?
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1. Species Based Behavior
2. Mere Exposure 3. Conditioning |
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BI=f(sumA)+(SN)*(MC)
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Behavioral intention is a function of the sum of a persons attitudes plus their subjective norms times their motivation to comply
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When you only attribute behavior to attitudes, you make ______ error.
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the Fundamental Attribution Error
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Internalization
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When my behavior is a product of internal attitudes (no external)
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Compliance: 2 forces?
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reward/cost
identification |
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If I'm interested in producing behavior aim for _______
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internalization
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Predicting behavior depends on...
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1. specificity
2. personal experience 3. accessible 4. strength |
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Accesibility
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attitude that is more accessible is stronger (timed response tests)
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Persuasion
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you change your thoughts because of someone else
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Cognitive dissonance
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you change your own attitude; we look for balance, disturbed when imbalanced, adjust ourselves
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Ways of handling discomfort from cognitive dissonance...
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1. distraction
2. diminish importance 3. change attitude (or if possible behavior) |
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Insufficient justification
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don't do something and reason for not doing it not good enough
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Insufficient punishment
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don't do something and reason for not doing it not good enough
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Theory of Reasoned Action
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BI=SumAttitudes + (SN+MC)
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Autokinetic Effect
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dot light...how far did it move...copy other person's guess
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Compliance
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behavior produced completely by external forces
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Effort justification
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I engaged in all this behavior to get here so I must like it
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Post-Decisional Dissonance
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two items similar in liking became very different after
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Why we change our attitude?
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1. insufficient justification
2. insufficient punishment 3. effort justification 4. post-decisional dissonance |
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For dissonance to occur, I must feel like I am using my _____.
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free choice; there should be no external force affecting my decision
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Do we always need consistency/consonance?
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No: you like chicken
chicken likes chicken feed you do not like chicken feed no need for consistency here |
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Self perception theory
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you know who you are by watching your own behavior
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Persuasion
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the process by which attitudes are changed
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_______ can change over time in the BI equation.
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(SN*MC) --- can change over time, social environments can change, ex. Bennington Study
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Elaboration Likelihood Model
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central more
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Why c.d. effects happen without need for consistency?
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self perception theory
self presentation self esteem |
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Best luck changing opinions in ______.
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latitude of acceptance
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Social Impact Theory
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SIN Theory
Strength - of pressure Immediacy Number - how many persuaders |
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Social Diffusion
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Forces diffused across more people
ex Citadel - 1 woman; VMI 15 |
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Applied Persuasion
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marketing, campaigning, religion, communication
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Three elements of persuasion
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Source
Message Persuasion |
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Motivational Approach
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Maslow's Hierarchy of needs:phys., safety, belongingness, self esteem, self actualization
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Using fear in ads
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1. create fear
2. convince it will happen 3. solution |
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2 approaches in persuasion
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motivational (Freud, Maslow, emotions)
cognitive (central peripheral) |
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Peripheral
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persuasion efforts with cues - heuristics
vulnerable to change |
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Central
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arguments and evidence
stable attitude |
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Boomerang effect
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too strong arguments send the "persuadees" more in the opposite direction
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Why don't people change their minds?
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1. avoid
2. respond with their own attitude or schema (2sided) |
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Subliminal approach
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sneak in info; can raise attitudes but not persuade change
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Distraction/Cognitive Overload
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in persuasion, gets people to not think
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Forewarning
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tell people you will persuade them...gives people time to form arguments
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Innoculation
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protect against persuasion; give them a little argument, they must form more on their own
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Elements of persuasion
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1. Pique effect
2. Social Validation 3. Scarcity |
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Pique effect
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element of persuasion; capture attention
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Social Validation
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persuasion element; "Everybody's doing it"
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Scarcity
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persuasion element; more scarce, more valuable, more i want it
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Foot in the door
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persuasion element; ask small then big
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Low ball
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persuasion element; get to commit to x...only have y ...more likely to then to commit to y
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Door in the face
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persuasion element; ask big then little
- reciprocity |
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Descriptive norm
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what people actually do
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Prescriptive norm
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desired behavior - whether done or not
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Strong situation
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many clear and powerful norms, most people behave same way
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Weak situation
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few weak norms, variation in social behavior
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Conform
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mold your behavior to someone elses
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