Social Psych Exam 3

Front 1

What makes an effective message?

Back 1

the most change is produced at moderate amounts of discrepancy

how strong is the argument? does the message contain reassuring advice? are the appeals to positive emotions effective?

Front 2

why might positive feelings activate the peripheral route?

Back 2

a positive emotional state is cognitively distracting, impairing ability to think critically

when in a good mood, we assume all is well and become lazy processors of information

when happy, we become motivated not to spoil the mood by thinking critically about new info

Front 3

Subliminal messages

Back 3

we perceive subliminal cues but the cues will not persuade to take action unless one is ALREADY MOTIVATED TO DO SO

Front 4

Audience factors

Back 4

very few people are consistently easy or difficult to persuade, people differ in extent to which they become involved and take the central route

Front 5

Regulatory Fit (audience factor)

Back 5

to what extent does the message meet the psychological needs of the audience? does the message fit the frame of mind with he audience?

Front 6

Forewarning and resistance (audience factor)

Back 6

advanced knowledge allows time to develop counterarguments

inoculation hypothesis - range of car buying - stick to budget

being forewarned elicits a motivational reaction

effects of forewarning depends on personal importance of message

Front 7

cognitive dissonance theory - the classic version

Back 7

we are motivated by a desire for cognitive consistency - consistent cognitions arouse physiological tension taht people become motivated to reduce

Front 8

Persuasion - cialdini's weapons of influence

Back 8

1. commitment & consistency, 2. liking, 3. reciprocity, 4. authority, 5. scarcity, 6. social proof

Front 9

Commitment & Consistency

Back 9

increase profits by individual sellers; multi-level marketing: Mary Kay, Pure Romance, etc.

Front 10

Liking

Back 10

Sellers invite their friends, they give away free food

Front 11

Reciprocity

Back 11

exchange for mutual benefit

Front 12

Authority

Back 12

trust a prodcut over who sponsors it/ doctors are sometimes wrong - being an authority figure does not make them right

Front 13

Scarcity

Back 13

things that are scarce hold more value, willing to pay more

Front 14

Social Proof

Back 14

if others are doing it, it must be worth while - "if it's crowded, it must be really good"

Front 15

Conformity

Back 15

tendency to change perceptions, opinions, or behavior in ways that are consistent with group norms - predictability, stability, manage stress, productivity

Front 16

the early classics (autokinetic effect)

Back 16

illusion that a pin-pointed light will move in a dark room when it actually it does not

Front 17

sherif's study - group session

Back 17

change their answers to be the same - illustrates influence

Front 18

Asch's conformity studies

Back 18

only one person unknown, all others are confederates

Front 19

why do people conform

Back 19

informational influence: people conform because they believe others are correct in their judgement

Front 20

normative influence

Back 20

people conform because they fear the consequences of appearing deviant (internalized)

Front 21

interpersonal influence -

Back 21

people conform to receive rewards or to avoid punishment ( not internalized )

Front 22

Types of Conformity

Back 22

private conformity vs. public conformity

Front 23

private conformity

Back 23

changes in bother overt behavior and beliefs - you show & internally believe

Front 24

public conformity

Back 24

superficial change in overt behavior only - do give when you didn't want to

Front 25

more likely to conform to

Back 25

legitimate power - police, doctors, judges

Front 26

Majority Influence : Group Size

Back 26

conformity increases with group size - but only up to a point - 3

more people - less of an impact

Front 27

Majority influence: Awareness of Norms

Back 27

conform only when know about and focus on social norms. often misperceive what is normative

- pluralistic ignorance (assume that the group knows what they're doing when they may not - plays into bystander effect)

Front 28

Majority Influence : Having an Ally is Dissent

Back 28

substantially more difficult to stand alone for one's convictions than when one is part of even a tiny minority, any dissent can reduce the normative pressures to conform

Front 29

Minority Influence : the power of style

Back 29

Moscorici - noncomformists derive power from the style of their behavior

"consistent dissent" approach

hollander- minorities influence by first accumulating idiosyncrasy credits - "first conform, then dissent"

Front 30

How does minority influence work?

Back 30

because of power and control, majorities elicit public conformity

Front 31

majority vs minority influence

Back 31

relative input of each depends on whether the judgement that is being made is objective or subjective - the relative effects of majority view points depend on how conformity is measured (public or private, direct or indirect)

Front 32

Culture & Conformity

Back 32

cultures differ in the extent to which people adhere to social norms, what determines whether a culture becomes individualistic or collectivistic? - the complexity, affluence, and heterogeneity of a society

Front 33

Compliance

Back 33

changes in behavior that are elicited by direct requests

Front 34

mindlessness & compliance

Back 34

talking fast & catching people off guard can improve compliance rates

- people can be disarmed by the simple phrasing of a request, mindlessness can make us more vulnerable to compliance

Front 35

norm of reciprocity

Back 35

we treat others as they have treated us, leads us to feel obligated to repay for acts of kindness even when unsolicited

Front 36

sequential request strategies

1. foot-in-the-door

Back 36

person begins with a very small request, secures agreement, then makes another, larger request

Front 37

sequential request strategies

2. low-balling

Back 37

person secures agreement with a request and then increases the size of that request by revealing hidden costs

Front 38

sequential request strategies

3. door-in-the-face

Back 38

person begins with a large request than will be rejected, then follow-up with a more moderate request (volunteer vs. campaign sign)

Front 39

sequential request strategies

4. that's-not-all

Back 39

person begins with a somewhat inflated request, then immediately decreases the apparent size of the request by offering a discount or bonus

Front 40

assertiveness

Back 40

to be able to resist the rap of compliance techniques one must be

- rigilant

- not feel indebted

Front 41

Obedience

Back 41

behavior change produced by the commands of authority (even against your own values)

Front 42

Milgrim's Research: Forces of Destructive Obedience

Back 42

"please continue"

"the experiment requires that you continue"

Front 43

The Obedient Participant

Back 43

milgrims participants were tormented by experience, no gender differences, milgrims basic findings have been replicated among different countries & among several age groups

Front 44

Authoritarian Personality

Back 44

submissive toward figures of authority but aggressive towards subordinates

Front 45

Important Factors that influence obedience

Back 45

Physical presence, legitimacy of authority figure, the victim's proximity, the experimental procedure (gradual escalation was used), defiance

Front 46

Social Impact Theory (SIN)

Back 46

social influence depends on three factors:

- the strength of the source

- the immediacy of the source to the target in time and space

- the number of sources

Front 47

Fundamentals of Groups

Back 47

a group is a set of individuals who have at least one of the following:

- direct interactions with each other over a period of time

- joint membership in a social category based on sex, race, or other attributes

- a shared, common fate, identity, or set of goals

Front 48

advantages of groups

Back 48

more productive, emotional support, protection (safety in numbers), social identity, information

Front 49

Stages of Group Development

Forming

Back 49

Orient themselves into a group (icebreakers)

Front 50

Stages of Group Development

Storming

Back 50

try to influence for own needs (roles)

Front 51

Stages of Group Development

Norming

Back 51

commitment to groups (norms established)

Front 52

Stages of Group Development

Performing

Back 52

maximize & achieve goals

Front 53

Stages of Group Development

Adjourning

Back 53

if benefit by staying out of group

Front 54

Group Roles

Back 54

Two types:

an instrumental role to help the group achieve its tasks and an expressive role to provide emotional support and maintain morale

Front 55

Group Norms

Back 55

groups establish norms or rules of conduct for members and norms may be either formal or informal

Front 56

group cohesiveness

Back 56

the forces exerted on a group that push the members closer together - cohesiveness and participation are causally related

Front 57

Social Facilitation

Back 57

Presence of others can enhance performance

other times, performance declined if practiced on your own

Front 58

The Zajonc Solution

Back 58

Presence of another person

^

Increased arousal

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strengthened dominant response (easy)

^ ^

Easy Task Difficult Task

(correct response, (incorrect response,

performance performance endorsement) impairment)