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OSA T2 > 7: Is fear the best way to persuade someone? > Flashcards

7: Is fear the best way to persuade someone? Flashcards

1
Q

What are the 4 elements of persuasion

A
  1. Communicator
    - expertise
    - credibility
    - trustworthiness
    - good looking
    - similar to us?
  2. Message content
    - scare people?
  3. Channel of communication
  4. The audience
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2
Q

What are the 4 elements of persuasion

A
  1. Communicator
    - expertise
    - credibility
    - trustworthiness
    - good looking
    - similar to us?
  2. Message content
    - scare people?
    - order of info
  3. Channel of communication
    - hard or easy info?
    - repetition
    - sleeper effect
  4. The audience
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3
Q

What did Olsen + Cal, 1984 find about the role of expertise in dentistry in persuading people?

A
  1. Same advice given to people
  2. Either doctor or someone random
    = doctor = greater belief
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4
Q

What did Wiegman 1985 find about credibility in politics?

A
  1. Same speech given
  2. either liberal or socialist group
    = liberal supported liberal
    = socialist supported socialist
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5
Q

What is the Elaboration Likelihood Model?

A

Clark et al, 2012

We are more likely to listen + scrutinise experts if they are making a point we are not familiar with

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6
Q

What did Bochner + Insok, 1996 find suggesting credibility + expertise are related?

A
  1. trying convince extreme ends of sleeping hrs needed
  2. high vs low credibility
    = even if people have high credibility, if they are saying some extreme things, people will not be persuaded
    + start to question manipulation esp since they are of authority
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7
Q

What relationship did Walster + Festinger, 1962 find between overhearing and trust?

A

= people were more likely to be persuaded or believe what others said if they over hear it
- student’s POV were influenced by what they overheard about accommodation earlier
= overhearing = more trustworthy, not trying to manipulate

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8
Q

How can you signal trustworthiness?

A
  1. Argue against self-interest
    - the dilemma of stake and interest (Edwards 1997)
  2. Miller et al, 1976 Talk fast
    - not enough time to think of alternatives?
  3. Hemsley + Doob, 1978 Look people straight in the eyes
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9
Q

What is the dilemma of stake and interest, Edwards, 1997?

A
  1. Environmental topic
  2. Business man vs environmentalist
  3. Greater trustworthiness for business man as it was against his self-interest = cant be trying to manipulate since he is going to lose out
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10
Q

What relationship did Krisberg, 2004 find about convincing students not to smoke and the need to be similar to their audience?

A

Higher persuasion if the persuader is considered to be similar to the audience

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11
Q

What evidence is there suggesting the important role of being able to identify the persuader as similar to the audience to effectively persuade?

A
  1. Howard + Kerin, 2011
    - brand name familiar/ similar to us = more likely to buy + rated more favourably
  2. meeting someone and identifying some similarities before they do a speech = think of them more favourably
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12
Q

What did Janis + Feshbacj 1953 find when fear was manipulated to test changes in hygiene behaviour?

A
  1. low, moderate or high lvl of fear induced
  2. week later see if any changes to dental regime
    = high = greatest change
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13
Q

What did Leventhal, Watts, Pagano, 1976 find when fear was manipulated to prevent people from smoking?

A
  1. Moderate or high fear

= moderate - better results for preventing smoking

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14
Q

What is a potential explanation for why conflicting results were found by Janis + Feshbac 1953 dental hygiene vs Leventhal, Watts, Pagano, 1976 smoking?

A

Inverted curve of fear

  • high fear = forget about the topic and consumed more about the fear
  • low level of fear = not enough stimulation
  • a good zone
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15
Q

What would be result if you try to scare people regarding a pleasurable activity, according to Aronson, 1997?

A

DENIAL not behaviour change

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16
Q

What type of people are more persuaded by an appeal to the heart?

A
  • less educated

- not interested in the subject

17
Q

people are more likely to be what, if they hear an appeal to the heart?

A

more likely to make decisions impulsively

18
Q

Has giving snacks been shown to improve persuasion?

A

Yes, give them snacks boi

19
Q

Has giving snacks been shown to improve persuasion?

A

Yes, give them snacks boi

20
Q

What evidence is there suggesting to persuade someone, it is best to present both sides of a story?

A
  1. Werner et al, 2002
    - can in recycling bins vs a bin somewhere else saying it may be inconvenient, but better for environment
    = 80% more recycling when both sides presented
  2. Told Japanese strong vs Japanese may be strong, not sure
    = both sides = more convinced + kept up effort
    - remove suggestion of manipulation
21
Q

Why is it important to consider the order of items when persuading?

A

Positive things first = a positive overcoat vs negative first
eg when describing someone’s traits

22
Q

Why is it suggested you should try and persuade someone just before they have to make a judgement?

A
  1. Miller + Campbell’s civil trial
    - gave ppt a testimony
    - either make judgement now or week later
    Now = defence!
    Later = guilty!

= now = recency effect

23
Q

What did Chaiken + Eagly 1983 find to be the best for of giving feedback when it is complex of easy?

A 
Easy = video
Complex = Written
24
Q

Why are auditory messages thought to be the weakest form of communication for persuasion?

A

Crawford 1974
- after a sermon where racial and prejudice issues were addressed, audience were asked if any racial topics were spoken
= 30% said no in the last couple of week

25
Q

What is the sleeper effect?

A

The more time that passes, the more influence a message has

26
Q

Repetition + rhyming messages can help to make it more persuading but under what conditions?

A
  1. if we aren’t familiar with with issue

2. If we already don’t have a strong stance on it

27
Q

Repetition + rhyming messages can help to make it more persuading but under what conditions?

A
  1. if we aren’t familiar with with issue

2. If we already don’t have a strong stance on it

28
Q

What age is easier to persuade?

A

Late adolescent + young adults = most susceptible
vs older people less persuaded
* should be carful about not being persuaded down the wrong path

OSA T2 (33 decks)

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