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44 Cards in this Set
- Front
- Back
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persuasion |
the process by which attitudes are changed through communication |
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Peripheral route persuasion |
the process by which a person does not think carefully about a communication & is influenced by superficial cues such as speakers attractiveness---> automatic process |
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Central route persuasion |
the process by which a person thinks carefully about a communication & is influenced by the strength of its argument----> controlled process |
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One-Sided
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A one-sided appeal is most effective with those who already agreed
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two-sided
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is most effective when the audience disagrees
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Primacy Effect |
when two messages are back to back, followed be a time gap |
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Recency effect |
when enough time separates the two messages & when people make decisions soon after the second message |
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sleeper effect |
a delayed increase in the persuasive impact of a non-credible source, because people remember the message but forget a reason for discounting it. |
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Inoculation Hypothesis
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exposure to weak version of a persuasion argument increases later resistance to that argument. (vaccine) |
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Psychological Reactant
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people react against threats to their freedom by asserting themselves and perceiving the threatened freedom as more attractive.
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The Need for Cognition
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a personality variable that distinguishes people on the basis of how much they enjoy effortful cognitive activities.
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The Need for Cognitive Closure
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a personality variable that distinguishes people if they prefer a definite answer on a topic to confusion and ambiguity.
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soft sell |
a method of salesmanship or advertising that uses subtle persuasion
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hard sell |
a policy or technique of aggressive salesmanship or advertising.
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self-monitoring |
is defined as a personality trait that refers to an ability to regulate behavior to accommodate social situations. People who closely monitor themselves are categorized as this
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Conformity |
the tendency to change our behaviors and/or cognitions as a result of real or imagined group pressure.
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Normative influence |
the influence of other people that leads us to conform in order to be liked and accepted by them".
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Informational influence |
is a psychological phenomenon where people assume the actions of others in an attempt to reflect correct behavior for a given situation.
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Public Conformity(Compliance) |
without corresponding change of beliefs, produced by real or imagined group pressure. --- |
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Private Conformity |
the change of beliefs or behaviors that occurs when a person privately accepts the position taken by others --- informational influence |
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Compliance
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conformity that involves publicly acting in accord with social pressure while privately disagreeing.
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The Foot-in-the-Door Technique
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an influencer sets the stage for the real requests by first getting a person to comply with a much smaller request.
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Low-Balling
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an influencer secures agreement with a request but then increases the size of that request by revealing hidden costs.
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The Door-in-the-Face Technique
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an influencer prefaces the real request with one that is so large that it is rejected.
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Obedience |
is compliance with commands given by an authority figure
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Reasons for Obedience |
1. Legitimatize authority 2.Gradual Commitment 3.Lack of personal responsibility 4.Lack of disobedient role models |
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social inference |
how we make judgments (infer) about people and social events |
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constructivism |
humans generate knowledge and meaning from an interaction between their experiences and their ideas |
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baby-face bias |
people with babyish faces are more trusting and naive |
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NOT cross-culture |
fear & surprise |
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implicit personality theories
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one unstated assumption about the difference physical and psychological |
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schema |
mental maps or blueprints for how familiar people, objects, and events usually function
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script |
a representation of a prototypical event sequence
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sterotype |
a widely shared schema or theory about the members of a specific social group |
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causal logic |
The relationship between acondition or variable and aparticular consequence, withone event leading to theother.
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dispositional attributions |
the event was cased by the persons temperament characteristics, personality, or tendency -- something internal to the person |
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situational attributions |
the event was caused by some pressure exerted by the situation or circumstance -- something external |
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Kelley covariation model attributions |
ACTOR - the person behaving or ENTITY - the recipient of the behavior or CIRCUMSTANCE - the context, setting, or situation
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attribution |
the process by which individuals explain the causes of behavior and events
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Kelley model(information) |
CONSENSUS - do other actors do this, too? & CONSISTENCY - has the actor done this at other times?& DISTINCTIVENESS - is this action specific to a particularobject or entity (does it only apply to this distinct recipient)?
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correspondence bias/fundamental attribution error |
the tendency to over infer disposition from behavior( the tendency to make dispositional judgement for behavior that is more logically attributed to situational consistency |
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disposition |
a person's inherent qualities of mind and character.
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Figure and Ground |
we have an innate tendency to perceive one aspect of an event as the figure or fore-ground and the other as the ground or back-ground
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stroop effect |
is a demonstration of interference in the reaction time of a task.
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