7: Is fear the best way to persuade someone? Flashcards
What are the 4 elements of persuasion
- Communicator
- expertise
- credibility
- trustworthiness
- good looking
- similar to us? - Message content
- scare people? - Channel of communication
- The audience
What are the 4 elements of persuasion
- Communicator
- expertise
- credibility
- trustworthiness
- good looking
- similar to us? - Message content
- scare people?
- order of info - Channel of communication
- hard or easy info?
- repetition
- sleeper effect - The audience
What did Olsen + Cal, 1984 find about the role of expertise in dentistry in persuading people?
- Same advice given to people
- Either doctor or someone random
= doctor = greater belief
What did Wiegman 1985 find about credibility in politics?
- Same speech given
- either liberal or socialist group
= liberal supported liberal
= socialist supported socialist
What is the Elaboration Likelihood Model?
Clark et al, 2012
We are more likely to listen + scrutinise experts if they are making a point we are not familiar with
What did Bochner + Insok, 1996 find suggesting credibility + expertise are related?
- trying convince extreme ends of sleeping hrs needed
- 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
What relationship did Walster + Festinger, 1962 find between overhearing and trust?
= 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
How can you signal trustworthiness?
- Argue against self-interest
- the dilemma of stake and interest (Edwards 1997) - Miller et al, 1976 Talk fast
- not enough time to think of alternatives? - Hemsley + Doob, 1978 Look people straight in the eyes
What is the dilemma of stake and interest, Edwards, 1997?
- Environmental topic
- Business man vs environmentalist
- Greater trustworthiness for business man as it was against his self-interest = cant be trying to manipulate since he is going to lose out
What relationship did Krisberg, 2004 find about convincing students not to smoke and the need to be similar to their audience?
Higher persuasion if the persuader is considered to be similar to the audience
What evidence is there suggesting the important role of being able to identify the persuader as similar to the audience to effectively persuade?
- Howard + Kerin, 2011
- brand name familiar/ similar to us = more likely to buy + rated more favourably - meeting someone and identifying some similarities before they do a speech = think of them more favourably
What did Janis + Feshbacj 1953 find when fear was manipulated to test changes in hygiene behaviour?
- low, moderate or high lvl of fear induced
- week later see if any changes to dental regime
= high = greatest change
What did Leventhal, Watts, Pagano, 1976 find when fear was manipulated to prevent people from smoking?
- Moderate or high fear
= moderate - better results for preventing smoking
What is a potential explanation for why conflicting results were found by Janis + Feshbac 1953 dental hygiene vs Leventhal, Watts, Pagano, 1976 smoking?
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
What would be result if you try to scare people regarding a pleasurable activity, according to Aronson, 1997?
DENIAL not behaviour change
What type of people are more persuaded by an appeal to the heart?
- less educated
- not interested in the subject
people are more likely to be what, if they hear an appeal to the heart?
more likely to make decisions impulsively
Has giving snacks been shown to improve persuasion?
Yes, give them snacks boi
Has giving snacks been shown to improve persuasion?
Yes, give them snacks boi
What evidence is there suggesting to persuade someone, it is best to present both sides of a story?
- 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 - Told Japanese strong vs Japanese may be strong, not sure
= both sides = more convinced + kept up effort
- remove suggestion of manipulation
Why is it important to consider the order of items when persuading?
Positive things first = a positive overcoat vs negative first
eg when describing someone’s traits
Why is it suggested you should try and persuade someone just before they have to make a judgement?
- Miller + Campbell’s civil trial
- gave ppt a testimony
- either make judgement now or week later
Now = defence!
Later = guilty!
= now = recency effect
What did Chaiken + Eagly 1983 find to be the best for of giving feedback when it is complex of easy?
Easy = video Complex = Written
Why are auditory messages thought to be the weakest form of communication for persuasion?
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
What is the sleeper effect?
The more time that passes, the more influence a message has
Repetition + rhyming messages can help to make it more persuading but under what conditions?
- if we aren’t familiar with with issue
2. If we already don’t have a strong stance on it
Repetition + rhyming messages can help to make it more persuading but under what conditions?
- if we aren’t familiar with with issue
2. If we already don’t have a strong stance on it
What age is easier to persuade?
Late adolescent + young adults = most susceptible
vs older people less persuaded
* should be carful about not being persuaded down the wrong path
