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Persuasion 1-3 > 1-3 > Flashcards

1-3 Flashcards

1
Q

Behavior

A

Refers to overt physical actions by a person

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2
Q

Belief-In vs Beliefs-about

A

Beliefs in: believing in the existence of an objects

Beliefs- About: Believing that an object has some characteristics

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3
Q

Values

A

core beliefs that serve as a foundation for many other beliefs and attitudes

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4
Q

Modeling overall purpose and four steps

A
  1. Attention
  2. Retention
  3. Motor reproduction
  4. Motivation
    PURPOSE: Form attitudes
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5
Q

Lapiere’s conclusion about attitudes and behaviors

A

Study: Traveled with Chinese cuple around the US to see if they would be accepted as guests in hotels. They were accpeted in all but 1, but when LaPiere sent a questionnaire to all the hotels 90% of them said they would not accpet Chinese as guests. Thus concluded That attitudes do not correlate with behaviors

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6
Q

Mesurement factors in the attitude-behavior relationship

A

Action performed, the target of the action, the context of the action(location or situasion of action, time and types of behavioral criteria

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7
Q

Direct Experience

A

engaging the persuasion recipients in some kind of behavior related to the topic, ex postitive attitude toward a food because you tasted it and liked it; Is a factor related to attitude formation

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8
Q

Vested Interest

A

Having a personal stake in the outcome of a situation; Is a factor related to attitude formation

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9
Q

Individuated Situations

A

Are situations that encourage individuals to focus on their internal states such as attitudes, beliefs and values
Ex: People are forced to take responsibility for their own actiosn and therefore it has a pressure to act on your atitudes, thus influencing your behaviors

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10
Q

Deindividuated Situations

A

situations that offer the individual more anonymity and focus less on internal states such as attitudes and feelings Less correspondence between attitudes and behaviors in this situation because people are apart of a group and are likely to go with the group

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11
Q

Scripted Situations

A

Know the situations and therefore do not need to think in order to behave
Attitude-behavior correlations are much weaker in this situation

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12
Q

Characteristics of Persuasion

A

Involves symbolic communication between two or more persons with the intent to change, reinforce or shape attitudes, beliefs and or behaviors of the receiver

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13
Q

Reasons to study persuasion

A

To be more successful persuaders
To become better consumers of info
To better understand what we observe and whats happening around us

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14
Q

Persuasion

A

Type of communication using a shared symbol; requires intent; 2 or more persons

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15
Q

Education

A

Has the intent of sharing information or knowledge, not necessarily changing beliefs or values

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16
Q

Coercion

A

Social influence that involves a threat or force; THIS IS NOT PERSUASION

17
Q

5 Key characteristics of attitudes

A
  1. Affective
  2. Tied to an object
  3. Consistent
  4. Learned
  5. Related to behavior
18
Q

attitude

A

A learned predispostition to respond in a consistently favorable or unfavorable manner with respect to a given object

19
Q

Classical Conditioning

A

concept of pairing

ex Pavlogs Dogs

20
Q

Operant Conditioning

A

Based on reinforcement and punishment; ex spanking

21
Q

Unconditioned Stimulus/ Response

A

In pavlogs dogs example the unconditioned stitulus is the food and the unconditioned response is the salivating or drooling. These are not learned and are simply natural

22
Q

Conditioned stimulus/ response

A

In pavlogs dogs example the bell is the conditioned stimulus because it was paired with the food. The conditioned response was the dog salivating at the sound of the bell. These are conditioned because they are learned responses

23
Q

Higher-order conditioning

A

are how attitutdes are frequently conditioned; once a behavior is conditioned or learned it can act like an unconditioned stimulus and be paired with another stimulus

24
Q

Modeling

A

Learning theory that explains how we learn by observing others; learn by observing

25
Q

Four Steps to modeling

A
  1. Attention
  2. Retention-remember info
  3. Motor reproduction-ability to do the behavior
  4. Motivation-wanting to preform the behavior
26
Q

5 Functions of Attitudes

A
  1. Ego Defensive-help people protect their sense of self and prevent the need to face unpleasant realities
  2. Value expression-allow people to express values important to them
  3. Knowledge- Help people understand the world around them
  4. Utilitarian- benefit us by allowing us to avoid negative consequences and achieve positive outcomes
  5. Social-adjustive- help us better fit in and relate to those around us
27
Q

Beliefs

A

link an object to some attribute

28
Q

Peripheral beliefs

A

tend to include issues that are less important to a person

ex fashion

29
Q

Prescriptive belief

A

indicate that something should or should not occur

30
Q

Descriptive Beliefs

A

describe characteristics of a object

ex the sky is blue

31
Q

Evaluative beliefs

A

Evaluative

32
Q

Values

A

an enduring belief that a specific mode of conduct or end-state of existence is personally and socially preferable

33
Q

Thurstone scales

A

difficult to develop and time consuming; participants sometimes pick statements that represent both favorable and unforable attitude

34
Q

Likert SCales

A

level of agreement; 5-1 from strongly agree to strongly disagree

35
Q

Semantic Differenctail ascale

A

most popular; pair an attitude object with adjectives

36
Q

Ethics in persuasive

A

focus on what should be done

37
Q

Social Reach

A

number of people who saw a ad with social information

38
Q

Social Customer Relationship Management

A

use of social media sources by companies in order to better connect with their customers

Persuasion 1-3 (4 decks)

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