LECTURE 12: INTERPERSONAL PERSUASION Flashcards
Levels of Influence
- Compliance
- Identification
- Internalization
Compliance
- Behavior change
- usually doesn’t involve long term change
To achieve compliance the “agent” must communicate
- Concern
- Control
- Scrutiny
Communicating Concern
Part of message = important and matters to you
Communicating Control
- Asserting power over someone
- EX. Kids –> If you don’t clean your room, then you’re grounded
Communicating Scrutiny
- Enforcing rules
- EX. TAPs Parking Patrol making sure people have their permits
Identification
Occurs when a target accepts influence from an agent because they want to be associated with the agent
Identification involves what kind of change
Attitude Change
For someone to be SOCIALLY ATTRACTIVE they must be/have
- Likable
- Physically attractive
- Similarity
- Familiarity
Likability
- Sincere Compliments
- Postive/Optimistic
- Favors
Physical Attractiveness
- Can be manipulated –> Make up, working out, etc.
- Can only go so far
Familiarity
- Making yourself seen and familiar when there is a decision to be made
- Think of hearing a song for the first time and not really liking it, but the more and more you hear it, it grows on you
Internalization involves
Long-term change
- you will fail most of the time
Internalization Characteristics
- Target accepts the behavior/attitude as being the best or most appropriate
- It’s about making a choice
Social Judgment Theory
Evaluating messages based on our existing beliefs and attitudes about the topic
- EX. 3 buckets of water – Your experience with the message is different depending on the starting point
Latitude of Acceptance
The viewpoints you find tolerable
Anchor Point
- Lies within LofA
- The single most point where you find it MOST acceptable
Latitude of Noncommitment
Viewpoints you see as neutral
Latitude of Rejection
The viewpoints of rejection
Because my advocated position lies within your LATITUDE OF ACCEPTANCE, you perceive my position to be CLOSER to your ANCHOR POINT than it actually is
Assimilation Effect
Because my advocated position lies within your LATITUDE OF REJECTION, you perceive my position to be FURTHER away from your ANCHOR POINT than it actually is
Contrast Effect
SJT Two Step Process
- Judge how close/far a message is from our own AP
2. Shift or not shift our AP in response to the message
Ego-Involvement
The degree to which you perceive that the issues touches on your self-concept or core values
High Ego-Involvement
Tend to live on extremes
- BIG red (LofR)
- Very little green (LofA)
- No Yellow (LofNon)
Low Ego-Involvement
- Has some yellow
- some red
- Some Green
How do you persuade ego-involved people?
- Have credible sources
- Use strong arguments
Boomerang Effect
Not only rejects your position, but moves further away from from your position as well
