Behavioural science and social influence Flashcards

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1
Q

Who was Edward Bernays?

A

1920’s-1940’s. Propaganda, had Freudian ideas

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2
Q

Name the dual process models of persuasion

A

Heuristic systems model and elaboration-likelihood model

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3
Q

Describe the elaboration-likelihood model

A

Persuasive communication - ability and motivation to pay attention. Yes - central route to persuasion. No - peripheral route to persuasion

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4
Q

Describe the heuristic-systematic model

A

Attitude change mediated by 2 different types of info processing.

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5
Q

State the 2 types of info processing in heuristic-systematic modelling

A

Systematic processing - effortful, detailed info processing and heuristic processing - low effort, reliance on simple cues to form attitudes

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6
Q

How are cult leaders formed?

A

Create group, simple, repeated message, flatter recruits. Ask for commitment, create credibility, inoculate members

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7
Q

Central routes include… (6)

A

Explicit descriptions, logical positions, statistics, research, cost-benefit analysis, case examples

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8
Q

Explain the mindspace mnemonic of peripheral routes

A

Messenger, incentives, norms, defaults, salience, priming, affect, commitments, ego

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9
Q

The that’s-not-all technique with Burger involved what?

A

1 cupcake for $0.75 + 2 cookies for free, or a cupcake + 2 cookies for $0.75.

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10
Q

Results of Darley & Latane’s research involved what?

A

How long it takes to help man having an epileptic fit depends on group size.

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11
Q

Explain Aronson & Carlsmith’s forbidden toy experiment

A

Effect of severity of threat in devaluation of forbidden behaviour. Told mild or severe consequences of playing with toy steam shovel. Mild consequences were less likely to play with it when allowed

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12
Q

Define priming dread risks

A

Flown on less planes since 9/11, driven more cars. More car crashes after 9/11.

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13
Q

The foot-in-the-door technique involved what?

A

Compliance without pressure. Asked small favour first, then larger favour after

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14
Q

Benn’s self-perception theory included what?

A

If people freely choose to perform a behaviour, they must have wanted to.

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15
Q

Describe effort justification

A

Paid - believed they did it for the money. Unpaid - believe they did it for enjoyment

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