exam 3

Question 1

central route of persuasion

Answer 1

when people focus on the arguments and respond with favorable thoughts (when people are motivated and able)—audience is analytical and involved, deep processing

Question 2

peripheral route of persuasion

Answer 2

when people are influenced by incidental cues, such as a speaker’s attractiveness—audience isn’t analytical or involved, low need for cognition

Question 3

sleeper effect

Answer 3

an initially discounted message becomes effective later

Question 4

Carol Dweck puzzle study

Answer 4

90% of kids who were praised for working hard chose difficult puzzles afterward
Intelligence-praised kids chose easier ones
Then all kids were given difficult puzzles, then all given easy puzzles.
Work hard kids did 30% better than they had initially scored, intelligence kids did 20% worse than their initial score.

Question 5

primacy effect

Answer 5

info first is more influential

Question 6

recency effect

Answer 6

info last is most influential

Question 7

six persuasion principles

Answer 7

authority
liking
social proof
reciprocity
consistency
scarcity

Question 8

authority (6)

Answer 8

people defer to credible experts

Question 9

liking (6)

Answer 9

people respond more affirmatively to those they like

Question 10

social proof (6)

Answer 10

people allow the example of others to validate how they think, feel, and act

Question 11

reciprocity (6)

Answer 11

people feel obligated to repay in kind what they’ve received

Question 12

consistency (6)

Answer 12

people tend to honor their public commitments

Question 13

scarcity (6)

Answer 13

people prize what’s scarce

Question 14

personal vs media influence

Answer 14

two-step flow: media opinion leaders to rank and file

Question 15

generational explanation

Answer 15

attitudes older people adopted when they were young persist through life largely unchanged

Question 16

group

Answer 16

two or more people interacting with each other and influencing each other, develop us-and-them mentality

Question 17

Why form groups?

Answer 17

inclusion
affection
control (the need to guide the group by organizing and maintaining processes)

Question 18

social facilitation

Answer 18

tendency to perform better due to the presence of others

Question 19

crowding

Answer 19

the presence of many others
When others are present, people are more physically aroused, leads to a good performance.
Mere presence of others leads to an evaluation apprehension, whether you’re participating or not

Question 20

easy task w/people

Answer 20

increased performance

Question 21

hard task w/people

Answer 21

decreased performance

Question 22

Gardner study

Answer 22

200 undergrad students, all asked to identify favorite and non-favorite character
Dependent variable: realness of the character, liking of the character
80% chose human characters
15% chose cartoon characters
Participants their favorite character to be more real than non-favorite character
Participants saw the human character to be more real than cartoon character
Study 2: participants given a private cubicle to work in with picture of participant’s favorite character that they chose in Study 1
Control group: neutral character picture
Dependent variable: each participant asked to perform a word-copying task with dominant and nondominant hand
Favorite character group: performed better on dominant hand (copied more words), performed worse on non-dominant hand (compared to control group performance)
When the task is easy, social facilitation occurs. When the task is hard, social inhibition occurs. The presence of others doesn’t even need to be a real person.

Question 23

to test social facilitation/inhibition

Answer 23

presence of others
evaluation apprehension
difficulty in task
physical arousal

Question 24

reasons to social loaf

Answer 24

contribution won’t be evaluated or considered
team members feel that the task or team isn’t important
person feels under appreciated within team or group
the presence of others causes relaxation instead of arousal
task isn’t challenging

Question 25

deindividuation

Answer 25

doing together what we wouldn’t do alone (Lucifer effect)

Question 26

group size for deindividuation

Answer 26

starts at 5

Question 27

physical anonymity

Answer 27

trick-or-treaters take more candy when they’re in a group
Zimbardo study: like Milgram study but with hoods
cyberbullying
Douglas and McCartney: internet chat group study

Question 28

to have deindividuation

Answer 28

physical anonymity
arousing and distracting activities
diminished self-awareness

Question 29

explaining group polarization

Answer 29

informational influence

normative influence

Question 30

groupthink

Answer 30

reaching a consensus without really testing or evaluating ideas

Question 31

to have groupthink

Answer 31

illusion of invulnerability

belief in inherent morality of the group (whatever the group decides must be the ethical and proper choice)

Question 32

preventing groupthink

Answer 32

provide an open climate
critical evaluators
avoid insulation
have a devil’s advocate

Question 33

influence of the minority

Answer 33

consistency
self-confidence
defections from the majority

Question 34

task leadership

Answer 34

organize work, set standards, focus on achieving goals, leaders are assertive and autonomous

Question 35

social leadership

Answer 35

focus on teamwork, meeting conflict, being there for emotional support

Question 36

transformational leadership

Answer 36

leaders are fiery, use fire to achieve goals

Question 37

characteristics of great leaders

Answer 37

integrity/moral character
honesty
modesty
humbleness
extreme persistence

Question 38

characteristics of dangerous leaders

Answer 38

devaluation of others, intolerant of criticism—will take steps to suppress dissent, grandiose sense of national entitlement

Question 39

prejudice (affect)

Answer 39

negative prejudgement of a group and its members

Question 40

stereotype (cognitive)

Answer 40

oversimplified conceptions/image of a particular group

Question 41

discrimination (behavior)

Answer 41

behavior that stems from prejudice — racism, sexism

Question 42

racial prejudice

Answer 42

White americans estimated 44% of their peers to be high in prejudice, but only 14% gave themselves the same score