ch 7-9 Flashcards
the process by which a message induces change in belief attitudes or behavior
persuasion
occurs when interested people focus on teh arguments and respond iwt hfavorabel thoughts uses clear and concise argument evidence to support it claim avoid emotion ignores biases
central route to persuasion
occurs when people are influenced by incidental could such as a speakers attractiveness
peripheral. route to persuasion
argue to do small request then comply later with a larger request
foot in the door phenomenon
agree to an initial request then will. comply when eh request ups the other
low ball techinique
turn down a large request then agree more reasonable request
door in the face techique
smoking is bad of r your head you should quit smoking
one sided appeal
acknowledged their other side but uses your apparatus primate is more commonly effect then recency
two sided appeal
other things being equal information presented firs usually has most influenced
primary effect
information proses las tsometimeshas the mark influence
recency effect
the way the message is delivered whether factor face in hadwritingonfil someothe way
channel
the motivation to think anaulyze
need cognition
exposing people to weka attacks upon their attitudes that when stronger attacks scome they will have refutation available
attitude inoculation
reason why a persuade message might be wrong
counter arguments
two or more people who follow than an few meomets interact with and influence ne another and perceive one antothe as “us
group
teh tendency of people to perform simple otask better when other are presents
original meaning social facilitation
the strengthen of lieklyprevaltn response in the personce of others
Curren meaning of social facilitation
friendly people are likened and unfriendly people dn disliked
social conmformit
being alert cetvistaed responsive to still
arosal
concern for how others are evaluating us
arosal
teh tendency for people ot excter less effort when they their effort toward acumen goal then when tehyare individually accountable
social loafing
people who befit form the group but give littler in return
free riders
people millwork hard if ethey thing other are inocmpentat
social compensation hypothesis
low effort occur because we can “hide” int eh crowd
evaluation potentials
a person pay less attetiontothe themselves in a group
self attention
presence of other cowries
arosal reduction
awareness of ones personality
self awareness
group produce enhancement of members
group poralization
forming opinions based on other opinions
social comparison
a fals impression what other people thing
plurasti unlace
when group made decision without critically thinking
group think
motivation a group expert disproportionate
leadership
3 types of leadership
task leadership
social leadership
transformational leadership
a preconceived negative judgement of a group and its individual members
prejudice
prejudicial evaluation are ofter supported by
stereotypes
unjustified bejaifior toward a group of its member
discrimination
motivation ot have ones group dominate over social groups
social dominance privation
maybe especially front to prejudge toned to favor obedience focusing heir acrhcies
authorization personality
redirecting of anger and frustration
scape goat theory
the theory that prejudice arrises from completion between groups for scarce resources
realistic group conflict thoeory
us a group of people who share a serve of belonging a felelg of common identity t
in group
them a group that people perceive ad dsictively differefrom former apart form their in group
out group
the tendency to favor one own group
in gorp bias
they are all teh same we are all different
outgrip homogeneity effect
recognition of similar races
own race bias
a cognitive bias that describes how people make decisions based on how similar something is to a mental prototype or stereotype
representativeness heuristic
ascribing behavior to inner qualities
undermarts attribution error
integrating of groups positive traits and explain positive from other groups
group serving bias
the tedency to believe to word is just word
just world phenonominom
a cognitive bias that influences how people perceive reality by leading them to make quick judgments based on information that is most readily available
availaability heuristic
the human tendency to only seek out information that supports one position or idea.
confirmation bias
