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intro psych > chapter 13.3 > Flashcards

chapter 13.3 Flashcards

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1
Q

what are the 4 common approaches to encouraging positive behaviour change and reducing negative behaviour?

A

technological
legal
economic
social

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2
Q

explain the “technological” approach to encouraging positive behaviour?

A

making desired behaviours easier to accomplish and undesired behaviours more difficult

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3
Q

explain the “legal” approach to encouraging positive behaviour?

A

creating policies and laws to encourage or reward positive behaviours while discouraging or punishing negative behaviours

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4
Q

explain the “economic” approach to encouraging positive behaviour?

A

providing financial incentives and penalties, generally through taxes and pricing

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5
Q

explain the “social” approach to encouraging positive behaviour?

A

using information and communication to raise awareness, educate and illustrate positive and negative outcomes of relevant behaviour

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6
Q

what is a “technology” example of how governments and organizations have promoted ecological responsible behaviour?

A

creating cleaner fuels, improved solar and wind power, and more energy-effeciient appliances that allow consumers to choose greener options

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7
Q

what is a “legal” example of how governments and organizations have promoted ecological responsible behaviour?

A

regulating the amount of waste corporations can produce and how toxic chemicals must be handled

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8
Q

what is a “economic” example of how governments and organizations have promoted ecological responsible behaviour?

A

providing economic incentives through tax breaks for pro-environmental action, and fines for violating legal regulation

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9
Q

what is a “social” example of how governments and organizations have promoted ecological responsible behaviour?

A

spreading factual information through advertising campaigns while social media campaigns help establish social norms

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10
Q

what is the elaboration likleihood model (ELM)?

A

a dual-process model of persuasion that predicts whether factual information or other type of informal will be most influential

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11
Q

according to the elaboration likelihood model, what are the 2 factors that impact if a person uses implicit processes or explicit processes?

A

motivation
time

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12
Q

how do motivation and time impact if a person uses implicit processes or explicit processes?

A

of a person is interested in a topic, they are more motivated to think rationally about it, using explicit processes

when a person has more time to make a decision they will be more rational, using explicit processes

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13
Q

when a person is making a decision and is lacking wither motivation or time for the decision how will that impact their decision?

A

they will react more intuitively using their implicit processes

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14
Q

what is the central route to persuasion?

A

it focus on facts, logic, and the content of a message in order to persuade, if the message is compelling people will be convinced, internalizing the message as somthing they believe in

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15
Q

why might the central route to persuasion not work?

A

because much of the time people are not going to pay attention to the content of a message

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16
Q

what is the peripheral route to persuasion?

A

a route to persuasion that focuses on features of the issue or presentation that are not factual

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17
Q

when would the peripheral route to persuasion be taken?

A

when the central route to persuasion is not working

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18
Q

what is an example of the peripheral route to persuasion being taken?

A

highlighting seemly irrelevant factors such as the attractiveness of the person delivering the information or the number of arguments made regardless of the quality of those arguments

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19
Q

what is the preferable route to persuasion?

A

the central route to persuasion

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20
Q

when would people take advantage of the central route to persuasion?

A

when they have the motivation and the time

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21
Q

what are 2 strategies for maximizing the central route to persuasion?

A

make it personal
value appeals

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22
Q

what is a very important way to motivate people?

A

making the message self relevant

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23
Q

what is the contractual level theory?

A

a theory that describes how information affects us differently depending on our psychological distance from the information

24
Q

how can information feel psychologically closer to us?

A

it can be described in concrete details to make it feel more personal and closer to us

25
Q

how can information feel less psychologically close to us?

A

when information is more abstract terms

26
Q

what is a key factor for how close information feels to us?

A

if the information is about somthing geologically closer to the person, if it it closer than it is more relevant, if it is further than it is less relevant

27
Q

what is the identifiable victim effect?

A

describes how people are more powerfully moved to act by the story of a single suffering person than by information about a whole group of people

28
Q

what are value appeals?

A

when a message is framed in a way that seems relevant to the audiences values

29
Q

what do value appeals do to the information that is being conveyed?

A

it generally enhances the impact of the message to your audience

30
Q

what is a downside of taking a stright foward value approach?

A

you might feel “preachy” and people might feel like you are shoving your values onto them and therefor reject your arguments

31
Q

what is the downside of if you don’t make your values clear enough?

A

people may think your a “flip-flopper” who doesn’t stand for anything in particular or vet confused on what you are trying to explain

32
Q

is it better to give a one-sided message arguing your specific position or a two-sided position that ackowledges different perspectives?

A

it is more persuasive if you acknowledge opposing arguments then if you preach from your own soapbox

33
Q

what is the situation when its better to not acknowledge opposing perspectives?

A

if you audience is unlikely to ever hear information that counters your message

34
Q

how will your audience view you if you give a two-sided message?

A

you make it more likely that your audience will see you as trust worthy and honest

35
Q

what is attitude inoculation?

A

a strategy for strengthening attitudes and making terms more resilient to change by first exposing people to a weak counter argument and then shooting down that weaker argument

36
Q

what is a factor that can derail a persons message?

A

complexity

37
Q

why does complexity derail a persons message?

A

if arguments are overly technical or convoluted or used specialized language, these can activate a chain reaction

38
Q

what is the chain reaction that a overly complex message can cause?

A

confusion and cognitive challenge triggers negative emotion, which triggers a drop in motivation and an increase in time required for comprehension, causing the person to shift towards the peripheral route

39
Q

what is the “curse of knowledge”?

A

when experts are terrible at communicating their knowledge because they forget that their audience may not understand the technical language they use and the subtleties of what they are saying

40
Q

can you ignore the peripheral route when wanting to be an effective communicator?

A

no you cannot ignore it

41
Q

how can authority impact communication?

A

they can enhance the impact of the message, and are reliable contributors through the central route by presenting facts and figures but they can influence the peripheral route through the status they hold

42
Q

how does somone liking you Impact your communication?

A

people tend to believe people who they like, and communicators who connect with their audience ge their message across much more effectively

43
Q

what is social validation?

A

using the behaviours of other as a guide to information us what we should do

44
Q

what are 4 examples of social validation?

A

there is a novel that is a best seller

a price of music has topped the charts

there a long line outside a club

“polls indicate” that a political candidate is popular

45
Q

what is the door-in-face technique?

A

a reciprocity technique that involves asking for something relatively big, then following with a request for somethong relatively small

46
Q

how does the door-in-face technique work?

A

the logic behind it is once someone ones has scaled back their request, you are obligated to meet them partway

47
Q

what is an example of the door-in-face technique?

A

when sales people will give you an offer that is crazy they don’t expect you to accept, then they “give up” some of that offer you are obligated to do the same and meet them half way at their new offer

48
Q

what is the foot-in-door technique?

A

a consistency technique that involves making a simple request followed by a more substantial request

49
Q

how does the foot-in-door technique work?

A

the logic behind it is one you get the person to agree to even a small request, its harder for them to say no to a subsequent request

50
Q

how can the foot-in-door technique be a sneaky request?

A

because the initial request can be so small that virtually everyone would say yes to it, but its powerful because it makes use of a very strong motivation held by many people- the need for psychological consistency

51
Q

how powerful can a simple request be to someone?

A

it can be super powerful

52
Q

why does the foot-in-the door technique work so well?

A

because people have a general need to be psychologically consistent for their attitudes, beliefs and behaviours to match up with each other

53
Q

what is the cognitive dissonance theory?

A

a theory describing that when we hold inconsistent beliefs, this creates a kind of aversive inner tension or “dissonance”; we are then motivated to reduce this tension by any way we can

54
Q

what is the most common way to reduce the inner tension felt by having inconsistent beliefs?

A

often by changing the beliefs that created the dissonance in the first place

55
Q

what is the cognitive dissonance theory based on?

A

the need for self-consistency

56
Q

what is an example of the cognitive dissonance theory?

A

there was a cult that thought the world was gonna end and they were going to be saved by aliens, when the world didn’t end, instead of admitting it was crazy the leader doubled down and said because of their faithfulness god decided not to destroy the world

intro psych (42 decks)

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