Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

Social psychology > Chapter 7 > Flashcards

Chapter 7 Flashcards

You may prefer our related Brainscape-certified flashcards:
Psychology 101 flashcards GRE® Psychology flashcards AP® Psychology flashcards
1
Q

persuasion

A

efforts to influence your attitudes

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

models of attitude change

A
  • yale attitude change approach
  • heuristic systematic model of persuasion
  • elaboration likelihood model
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

yale attitude change model

A
  • draw upon cognitive shortcuts/ heuristics

- who says what to whom

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

who says what to whom

A

who - source of the communication
what - content of communication
whom - nature of the audience

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

when changing attitudes, we can either be

A
  • cognitive misers

- motivated tacticians

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

who (more easily persuaded)

A
  • credible/ expertise
  • attractive
  • popular
  • speaks quickly (interpreted like your a genius
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

what

A
  • subtle message (if message isn’t too obviously trying to change our message)
  • one sided/ two sided
  • emotion- provoking
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

subtle message

A

if message isn’t too obviously truing to change our paramount
- product placement

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

one sided/ two sided

A

one sided: only shows the side the persuader knows
two sided: you can see both good and bad sides (can be more persuasive if presented in a typical way by destroying the cons)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

whom

A
  • refers to the audience
  • distracted
  • intelligence
  • age
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

distracted

A

more easily persuaded

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

intelligence

A

people who are less intelligent are more easily persuaded than those who are more intelligence

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

intelligence has shifted to level of

A

knowledge

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

age

A

children, adolescence and young adults are more vulnerable to persuasion

  • due to experience and level of knowledge and cognitive development is still forming
    ex. cults are more likely to recruit younger people
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

six weapons of influence

A
  • reciprocity
  • commitment
  • social proof
  • authority
  • liking
  • scarcity
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

reciprocity

A

do things with the expectation of receiving something in return

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
17
Q

commitment

A

once you start moving in one direction, you’ll continue to move in that direction

ex.
- foot in the door (gets you to something little, they hit you with what they really want from you)
- lowballing (price is higher than the price you agreed upon)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
18
Q

heuristic-systematic model

A
  • we don’t always use shortcuts
  • systematic processing
  • heuristic processing
19
Q

systematic processing

A

merits of the argument

20
Q

heuristic processing

A

peripheral, superficial characteristics

21
Q

elaboration likelihood model

A
  • central route of persuasion

- peripheral route of persuasion

22
Q

central route of persuasion

A

merits of the argument

23
Q

peripheral route of persuasion

A

superficial characteristics

24
Q

when do we use the central/systematic route? (high effort thinking)

A
  • motivated to pay attention (relevant)
  • able to pay attention (no distractions, clear and understandable language)
  • neutral or bad mood
  • moderate fear and concrete actions (for fear to be a useful tool, it is the amount of fear that is important and must have concert steps to reduce that fear ex.images of cigarette packages that has number to help with quitting)
25
Q

when do we use the peripheral/heuristic route? (low effort thinking)

A
  • not motivated
  • not able to pay attention (distracted, complicated, jargon-laden language)
  • good mood
  • overwhelming fear
26
Q

advertising and attitude change

A
  • advertising works!
  • “need for cognition”
  • effectiveness determined by type of attitude
  • cognitively-based attitudes
  • affectively-based attitudes
27
Q

cognitively based attitudes

A
  • (it is important for them to) emphasize information (about that product)
  • based on what we think go that object
28
Q

affectively based attitudes

A
  • emphasize values and social identity

- based primarily on emotions

29
Q

in 2015 canada and the US spent

A

10 billion and 182 billion on advertising

30
Q

resisting persuasion

A
  • attitude inoculation
  • reactance
  • forewarning
  • selective avoidance
    (sometimes being persuaded is a good thing)
31
Q

attitude inoculation

A
  • present with small doses of a persuasive messages, and give them the opportunity to respond. When they encounter a full dose, they are prepared to fight back against it
    ex. role playing/practicing “just say no”
32
Q

reactance

A

occurs when we perceive our personal freedom is affected, so you put up a wall
ex. hardcore sale tactic (going into a store where they talk you into buying something)

33
Q

forewarning

A

occurs when you are aware you are gonna face a persuasive attempt because it has happen to you before

34
Q

selective avoidance

A

when you encounter info that doesn’t fit in your preexisting attitude your mind will ignore it

35
Q

cognitive dissonance: persuading ourselves

A

discomfort when our behaviours don’t match our attitudes

36
Q

what do you do when faced with cognitive dissonance

A
  • change behaviour or cognition (ex. well uncle for smoked everyday and he’s okay or stop smoking)
  • add a new cognition (ex. yeah it might kill me one day but it helps me relieve stress)
37
Q

types of dissonance

A
  • postdecision dissonance
  • justification of effort
  • external/internal justification
38
Q

postdecision dissonance

A

when you make a choice or decisions there is the possibility of you second guessing it, but you persuade yourself that you picked the right one

39
Q

justification of effort

A

when you put in a lot of effort you convince yourself that it was worth it, otherwise you have to admit that it was foolish
- ex. brutal initiation to be part of the group

40
Q

external/internal justification

A

where we act in a way that contradicts our thoughts/feelings/behaviours because of an internal or external cause

41
Q

sleeper effect

A

the effect whereby the persuasive impact of a non-credible source increases over time

42
Q

valence

A

the degree of attraction that a person feels towards a specific object, event or idea

43
Q

fear based appeal

A

an attempt to provide fear in the audience in order to persuade them not to do something

44
Q

outcome relevant involvement

A

the degree to which the economic or social outcome promoted in a message is important to the receiver

Social psychology (11 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2024 Bold Learning Solutions. Terms and Conditions