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20 Cards in this Set
- Front
- Back
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Social Psychology
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How other people influence your thoughts and behavior
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Attribution Theory
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explaining someone's behavior with a reason or cause
- attribute: how you explain people's behavior |
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Attitudes
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feeling / belief that predisposes you to certain behaviors
Attitude <---------> Action |
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Central Route of Persuasiveness
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direct approach
focus on intellect factual requires high attention more enduring change in attitude works best when audience is already interested in topic |
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Peripheral Route of Persuasiveness
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indirect approach (no facts)
focus on emotions requires less attention more transient change in attitude (less enduring) works best when audience is NOT interested in topic |
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Factors that Affect Persuasiveness (3)
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1. Authority, Credibility, Trustworthiness
2. Attractiveness 3. Similarity - "like the audience" |
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Anchoring Effect
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The first item showed become anchored in your mind which will influence your decision.
ex: you say you have a $2,000 budget, car dealer shows you a $5,000 car first, so a $2,500 car seems more reasonable. |
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Inoculation Effect
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exposing to other / opposing ideas (in a weakened form)
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Cognitive Dissonance
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state of contradiction when two opinions can't both be true
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Cognitive Consistency Theory
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attitudes, actions, opinions, etc MUST be in harmony
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"Foot in the door" persuasive technique
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once a commitment occurs, the foot is in the door and more can be taken. Give an inch, take a whole mile, start small, get bigger
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"Door in the face" persuasive technique
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start big (anchoring) and then get what is desired
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"Straw Man" persuasive technique
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Point A and Point B. Explain Point A in a bad way (misinterpreted) and then attack Point A from the misinterpreted points. Prove that B is better.
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"Lying by omission" persuasive technique
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explain persuasive point wrong (by leaving out the bad points). Not telling the whole truth
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"Identity" persuasive technique
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Discover the identity of an audience, then convince them that those type of people do / don't do something a certain way. The audience will usually do the same
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The SUCCESs Model (persuasion)
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Simple - streamlined, less jargon, analogies
Unexpected - surprise Concrete - sensory / real, create a mental image Credible - speaker numbers, human sized scale Emotional - story, involve audience Story - increases attention and memorability |
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Propaganda
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a dishonest manipulation of information in order to persuade others. usually not propaganda unless institutionalized
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Hitler's 5 Principles of Effective Propaganda
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1. Aim at the masses
2. Aim at the emotions, not the intellect 3. Focus on only a few points, repeated until ALL get it 4. Set the message at intellectual level of the dumbest 5. The bigger the audience, the lower their collective intelligence |
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Hitler's 4 Main Points
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1. Anti-Communist
2. Patriotism, Call for National Identity 3. Anti-Semitic (Jewish) 4. Call for a strong dictatorship |
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Hitler's 6 Propaganda Techniques
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1. Name Calling
2. Glittering Generalities 3. Transfer 4. Plain Folks 5. Bandwagon 6. Fear |
