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Social psychology > chapter 7: persuasion > Flashcards

chapter 7: persuasion Flashcards

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1
Q

define:

elaboration liklihood model

A

model of persuasion maintaining that there are 2 different routes to persuasion

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2
Q

define

central route

A
  • when interested people focus on the arguments and respond with favorable thoughts
  • more likely to be engaged when the issue is personally relevant and knowledgeable in the domain
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3
Q

define

peripheral route

A
  • when people are influence by incidental cues, such as a speaker’s attractiveness
  • more likely to be engaged when the issue is not personally relevant, the person is distracted or fatigued, or the mesage is incomplete or hard to understand
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4
Q

define:

source charcteristics

A

characteristics of the person who delivers a persuasive message, such as attractiveness, credibility, and certainty

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5
Q

define

message charactersistics

A

aspects or content of a particular message, including the quality of the evidence and the explicitness of its conclusion

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6
Q

define

audience characteristics

A

characteristics of those who recieve a persuasive message, including need for cognition, mood, and age.

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7
Q

list

types of source credibility

A
  • percieved expertise
  • speaking style
  • percieved trustworthiness
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8
Q

define

sleeper effect

A

an effect that occurs when a persuasive message from an unreliable source intially exert little influence, but later causes attitudes to shift, due to source amnesia

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9
Q

list

types of source attractiveness

A
  • physical attractiveness
  • similarity
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10
Q

List

source certainity

A
  • directness
  • confidence in viewpoint
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11
Q

define:

quality of the message

A

message appeals to core values of the audience: is straightforward, clear, and logical; and when it expresses the desireable consequences of taking the actions suggested by the message

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12
Q

define

vividness

A

identifiable victim effect
* stories that have a clear impact

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13
Q

define:

reason vs. emotion

A

it depends on the audience; what is my stonger argument?

emotions can be dismissed easier than reason

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14
Q

define

the effect of good feelings

A

easier to persuade when people are in a good mood

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15
Q

define

the effect of fear

A

it can be useful, but don’t overdo it

people might skip over the ad if its too much

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16
Q

define

culture in context to the message

A
  • individual culture persuaded by benefit to self
  • collectivist culutre persuaded by benefit to collective
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17
Q

define

one sided appeal

A

give your persuasive message

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18
Q

define

2 sided appeals

A

awknowledges the other sides argument

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19
Q

define

nCog

A

need for cognition

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20
Q

define:

mood in relation to audience

A

good mood is better

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21
Q

Explain:

Active experience vs passive experience

A
  • Active experience; the more they identify w brand
  • passive experience; billboard not immediately interacting with
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22
Q

explain

personal vs media influence

A

people are more pursuaded if someone they know tells them than the media

23
Q

define:

thought polarization hypothesis

A

the hypothesis that more extended thought about a particular issue tends to produce a more extreme, entrenched attitudes

24
Q

define:

door in the face

A

big request that will get denied ask for smaller request they are likely to say yes to

25
Q

define:

foot in the door

A

start w/ small request ask for bigger request have a hard time saying no to a big request

26
Q

list

characteristics of cults

A
  • group that is deceptive, dangerous and challenge societys basic values
  • distintive ritual beliefs related to its devotion to a god or person
  • isolation from surrounding culture that is seen as “evil”
  • charastmatic leader
27
Q

list

ways cults attract individuals

A
  • provide instant friendship, identity and support
28
Q

define

strong social situation

A

strong pressure to behave a certain way

29
Q

define:

weak social situation

A

people are more free to act how they want

30
Q

List:

when is a group dangerous

A
  • members dont have alterantives
  • dont have access to new/different information
  • don’t have personal responsiblity
31
Q

define

ingroup/outgroup conflict

A

our ingroup is better then the outgroup and the outgroup wants to attack us

32
Q

list:

appeals of cults

A
  • sense of belongings
  • values
  • roles, place in society
  • powerful situation
33
Q

List

how to lead a cult

A
  • create own social reality
  • create strong sense of ingroup/outgroup
  • generate commitment
  • establish credibility and attractiveness
  • send members to proselytize
  • distract members
  • fixate members on a phantom
34
Q

answer

when are attractive sources particularly persuasive?

A

when the message isn’t personally important to the audience and the audience isn’t knowledgeable about the domin.
circumstances that sway people to focus on peripheral cues

35
Q

Answer

how can fear be effective in ads?

A

if there is directions on how to address the source of the fear

36
Q

Answer

when do persuasive efforts tend to be successful in relation to mood

A

when the mood of the message matches the mood of the audience

37
Q
A
38
Q

answer

What age group is more likely to be persuaded (young or old)

A

young

39
Q

define

naive realism

A

people believe they see the world in a reasonable, objective fashion

40
Q

define

agenda control

A

efforts by the media to emphasize certain events and topics, therby shaping which issues and events people deem important

41
Q

define

hostile media phenomenon

A

the tendency of people to see media coverage biased against their own side and in favor of the opposing side.

42
Q

define:

thought polarization hypothesis

A

the hypothesis that more extended thought about a particular issue tends to produce a more extreme, entrenched attitudes

43
Q

define

attitude innoculation

A

small attacks on personal beliefs that engage preexisting attitudes, prior commitments, and abackground knowledge, enabling them to counteract a subsequent larger attack and thus resist persuasion

44
Q

define:

social influence

A

the ways people affect one another, including changes in attitudes, beliefs and feeling and bx resulting from comments, actions, or even mere prescence of others

45
Q

define

homophily

A

tendency for people to associate disproportionately w/ people who are like them

46
Q

define:

imitative learning

A

copy everything a model does

47
Q

define:

emulative learning

A

you get the gist of what a model is doing and you do it from there

48
Q

define

conformity

A

changing ones bx or beliefs in response to explicit/implicit pressure

49
Q

define

autokinetic effect

A

look at dot of light in dark room; dot appears to move

50
Q

explain:

Sherif’s study of norm formation

A
  • put participants in dark room and have them report movement of the dot
  • when confederates say wrong/outrageous answers the participants give an answer more inline with the confederates
51
Q

list

types of social influence

A
  • informational
  • normative
52
Q

define

informational social influence

A

influence of other people that results from taking their comments or actions as a source of information about what is correct, proper or effective

53
Q

define

normative social influence

A

influence of other people that comes from the desire to avoid their disapproval and other social sanctions (ridiules, ostracism)

54
Q

list:

things that predict conformity

A
  • group size
  • unanimity
  • cohesion
  • status
  • public response
  • no prior commitment
  • gender- women more likely to conform

Social psychology (9 decks)

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