4] Attitudes, behaviour and change (2) Flashcards
What is compliance
It is a surface behavioual response to a request by another individual and is closely associated with individuals having some form of power over you
Tactics for enhancing compliance: Ingratiation
Influence is done by first agreeing with them to get them to like you and then make requests.
Although the more obvious the less it will succeed.
Tactics for enhancing compliance: Reciprocity priniple
People who previously got a favour have greater compliance to return the request
Tactics for enhancing compliance: Multiple requests
A two-step procedure with the first request being a set up for the second request
Why and when do we comply to requests
Sometimes our compliance is rational but it is mostly due to mindlessness
What is the Yale attitude change approach
Carl Hovalnd and others conducted studies on what makes a persaive communication effective.
Focusing on the source of communication, the communcaion itself and the audience.
Yale attitude change approach: Who
1] Credible speakers are more persuasive, like members of our own group.
2] Attractive speakers
3] Speech rate: Faster speech is more persuasive, giving the impression they know what they are talking about
Yale attitude change approach: What
People are more persuaded by messages that arnt seen as designed to influence them.
Its better to present a two sided communication when refuting the opposions argument
Yale attitude change approach: To whom
Audience that is distracted are persuaded more.
Cultural background, lower intelligence, moderate self esteem and age are individual factors that influence persuaion
What is the elaboration likelihood model of persasion (Petty & Cacioppo, 1986)
People will be influenced by the logic of the argument and superfical charateristics like who gives the speech and how long it is.
What is the central route to persauasion
When people are motivated to pay attntion to the facts then a logical approach will be more persuasive
What is the peripheral route to persuation
When people are not paying attention to surface charateristics, then an expert or long communcation will be more persuaive
Model of persauion: Motivation to pay attention
The more relvant the issue the more likly they are to pay attntion to the argument being made
Model of persauion: Ability to pay attention
Sometimes its hard to pay attention to a persuasive communication so they are swayed more by peripheral cues
What are fear based appeals
Using fear inducing messages to change peoples behaviour.
If there is lack of beleif we can change then fear creates avodiance/defensive responses
What is Chaiken & Stangor 1987 Heurtis-systematic model of persuaion
When people take the peripheal route they ofetn use heuristics.
When deciding our attitudes we rely on how we feel about it, although we can misattribute feelings created by one source to another.
Processes of resistance to attitude change: Reactance
A psychological states we are in when someone trys to limit our personal freedom, happens when a persuasion attempt is suspected.
Processes of resistance to attitude change: Forewarning
Prior knowldge of persusaive inent making it less effective, espical towards improtant attitudes
Processes of resistance to attitude change: Incolulation
Beforhand thoughts about the pros and cons that deidn against attitude change.
There is a supportuve defence and incolation defence.
