1 Intro Flashcards
1
Q
CH1
Click, Whirr
A
- fixed action patterns: sequences of behavior, same order
- click: appropriate tape is activated
- Whirr: standard sequence of behavior
- trigger feature: one specific singular feature
2
Q
Ch1
Human automaticity
A
- Ellen Langer: when asking for a favor, more successful, when reason is provided (because)
- expensive=good
- judgmental heurisitcs: mental shortcuts, simplified thinking, effective, leaves room for errors
- automatic/click-whirr responding VS controlled responding (through analysis)
- controlled responding likely, when both desire and ability to analyze is present
- life-threatening situations-automatic responding
- contrast principle: we see the difference between two things differently depending on the presented order and options -> present expensive item first, 2set-up” properties, 1.negotiate price of car, then suggest other add ons
3
Q
CH1
Questions
A
- What are fixed action patterns in animals? How are they similar to some types of human functioning? How are they different?
- What makes automatic responding so attractive and so dangerous?
4
Q
Ch7
Primitive Automaticity
A
- sake of efficiency: retreat from time time-consuming analysis-> automatic, primitive, single-feature type responding
- Example factors: reciprocation, consistency, social proof, liking, authority, scarcity -> use when NO inclination, time, energy, cognitive resources
- Information Age =NOT= Knowledge Age
5
Q
Ch7
Sacred Shortcuts
A
- New technological developments -> natural info processing capacity = inadequate to handle change, choices of modern life
- we have created our own deficiency by constructing a radically more complex world
- > “paralysis of analysis”: focus on single, usually reliable feature of the situation
- social proof principle: we often decide to do what other people like us are doing
- if our heuristics are being exploited -> we should be willing to boycott, threat, confront, censure, trade to retaliate
- If we (our biases) are constantly exploited -> we will use them less -> will be able to cope less efficiently
- Single triggers for compliance: commitments, opportunities for reciprocation, compliant beh of similar others, feelings of liking/friendship, authority, scarcity
6
Q
Ch7
Questions
A
What are the weapons of influence?
How could the weapons be used to enhance compliance in a (non-) & exploitative manner?
7
Q
CH4
Fluency and Social Influence
A
- experience of ease/difficulty in generating thoughts, processing info, making decisions -> can have a profound influence on judgment and behavior
- failure to take the recipient´s fluency experience into account -> can cause influence attempts to backfire
8
Q
Ch4
Fluency and social consensus
A
IT SOUNDS FAMILIAR, MUST BE POPULAR
- to infer norm -: people draw on familiarity experience
- insensitive to where fluency comes from
9
Q
CH4
Fluency and truth
A
IT SOUNDS FAMILIAR, IT´S PROBABLY TRUE
- variables that facilitate fluent processing create the impression of truth
- safer to refrain from reiterating false info
10
Q
Ch4
Fluency and risk
A
IT´S HARD TO PRONOUNCE, IT MUST BE DANGEROUS
- perceived familiarity influences risk perceptions
- Example: difficult to pronounce ride names -> more exciting, Investment with easy-to-pronounce symbols seem less risky -> short-term advantage
- link between fluency, familiarity and risk perception
11
Q
Ch4
Fluency and future expectations
A
IF IT´S HARD TO IMAGINE, IT WON´T HAPPEN
- Example: feel less vulnerable to diseases with difficult to remember risk factors/symptoms, difficulty to imagine failure -> increases our expectations for success
- > likelihood of undertaking specific future actions
- simply asking people about the likelihood that they will engage in behavior can make them actually engage in behavior
12
Q
CH4
Fluency and expected effort
A
IF IT´S HARD TO READ, IT IS HARD TO DO
- fluency experience can change one´s perception of the amount of effort it would take to complete the task
- If you want to change behavior, recommendations must be clear, easy to follow, and perceptually easy to process
- to increase the likelihood of compliance, one may be tempted to decrease request size
13
Q
Ch4
Fluency and commitment
A
WHEN GIVING PEOPLE CHOICE BACKFIRES
- motivation to be consistent with previous choices
- Effects of choice difficulty: trade-offs, decision paralysis, choice deferral, decreased satisfaction, decreased motivation, decreased commitment
- People are sensitive to feelings of ease/difficulty, but insensitive to where those feelings come from
- > misattribute experienced ease/difficulty to whatever they focus on
14
Q
Ch4
Fluency and Liking
A
WE LIKE WHAT´S EASY ON THE MIND
- Mere exposure effect (Zajonc): the more often we see an object, the more we like it
- prefer prototypical faces over more unusual ones
15
Q
Ch4
Fluency and Processing Style
A
DO I NEED TO THINK TWICE
- Flunecy experiences influence how we think
- > the level of abstractness wit which we construe info
- > by influencing how carefully we consider info
