Lecture 1: Introduction

Question 1

Why is resistance important when attempting to persuade someone?

Answer 1

• Resistance is the most important element in the persuasion process
• To understand and be successful in persuasion, you need to understand resistance

Question 2

To what is psychological resistance referred to?

Answer 2

• The noncompliance with a directive (niet-naleving van een richtlijn)
• A desire to counteract someone else’s attempt to limit one’s choices
• Unwillingness to achieve insights about the real nature of one’s thoughts or feelings
• The feeling of ambivalence about change (tegenstrijdigheid)

Question 3

What are four definitions of resistance according to the Webster’s New World College dictionary?

Answer 3

1. The act of resisting, opposing, withstanding etc. (behavior outcome)
2. Power or capacity to resist (motivational aspect)
3. Opposition of same force; to another of others (motivational aspect)
4. A force that retards, hinders, or opposes motion (motivational aspect)

Question 4

What is the dual definition of resistance in psychology?

Answer 4

outcome-motivational state.

A motivation to oppose, would promote the outcome.

The distinction between motivation and outcome is driven by methodology: whether and how much the persuasive attempt was active.

Question 5

What are the three components of resistance?

Answer 5

1. Affective
2. Cognitive
3. Behavior

Question 6

What is affective resistance?

Answer 6

Studies of changes in preferences for alternatives or actions (e.g.,”I don’t like it”)

Question 7

What is cognitive resistance?

Answer 7

Studies of counter arguing or evaluating outcomes in the future (e.g., “I don’t believe it”)

Question 8

What is behavior resistance?

Answer 8

Studies of the failure to comply with a request (e.g., “I won’t do it”)

Question 9

What are two sets of factors that determine the amount of reactance?

Answer 9

1. The freedoms that are threatened

2. The nature of the threat

Question 10

What are the four faces of resistance?

Answer 10

1. Reactance
2. Distrust
3. Scrutiny (onderzoek)
4. Inertia (traagheid/lazyness)

Question 11

What is reactance in the four faces of resistance?

Answer 11

It recognizes the influence attempt as an integral element of resistance. It’s only initiated when influence is directly perceived and threatens a person’s choice alternatives.

• Affective and behavior

Question 12

What is distrust in the four faces of resistance?

Answer 12

People become guarded and wary when faced with a proposal, offer, or message to change

• Affective and cognitive

Question 13

What is scrutiny in the four faces of resistance?

Answer 13

People become more careful and thoughtful to every aspect of a situation when they are aware that they are the target of an influence attempt.

Result = believed or rejected

• Cognitive

Question 14

What is inertia (traagheid/lazyness) in the four faces of resistance?

Answer 14

A quality that focuses on staying put instead of resisting change. It’s a face of the equilibrium (evenwicht) motive that attempts to keep the attitude system in balance.

• Affective, cognitive and behavior