Lecture 8 Flashcards
Somatic marker hypothesis
Emotions are needed to make rational decisions
phineas gage: his somatic markers were damage: he could no longer make fast decisions just by feeling at the super market
marketing: pepsi paradox
Try both, prefer pepsi when blind. But when they see brands, 60% prefer Cola. But this does not happen with people with brain damage
If you are a policitician and the people in the room are generally in favor of you VS if they don’t like you
If they like you: Be as enthusiastic as possible, prior intentions will play a lot, they are gonna vote for you
If they don’t like you: make them fearful, they will start reevaluating, will vote for you
the transtheoretical model: behavior change doesn’t happen overnight. 5 stages
- Precontemplation (no consideration of changing behavior)
- Contemplation (considering the possibility of BC)
- Planning (making preparations to change behavior)
- Action (carrying out BC)
- Maintenance (BC is sustained over long period)
what determines if someone will engage in movement, according to transtheoretical model
decisional balance, self-efficacy
when does optimism work in inducing emotions
in the first stages, in the other stage sit doesn’t work, people already have that optimism
what is the logic of inducing the right emotion depending on the phase the person is in
induce the emotions that are lacking, for example in the first stage there is not optimism, so induce it so that the person can move on to the next stages
for which products does humor work better in advertisement
low involvement ($) + emotional site (you have it for your own pleasure, not only because you need it to work)
beer, chips, gym, candy, soft drinks, wine, cigarettes, and other everyday routine
emotion can influence amount of processing
positive mood = rely more on peripheral cues
negative mood = tend to analyse more
protection motivation theory
there is 2 things
1- assessment of the threat (how severe are the consequences? how vulnerable am I)
2- assessment of the coping behavior (will that behavior minimize consequences? can I keep up the behavior?)
you need both to have the intention, and then the behavioral change
criticism on cigarettes from psychologists
yes you increase perceived severity and increase how vulnerable the person feels, BUT stopping smoking is very hard (low self efficacy) What we should do is put phone number that people can call to to increase perceive self-efficacy
Person would think: ok this is severe and I am at risk. stopping smoking would minimize the consequences BUT I don’t think I can stop smoking
evaluative conditionning
you take an object that doesn’t have a valence (conditioned stimulus). Paired with an object that already has a valence (affective stimulus)
like soft drink +santa: giving the evaluation of santa to the soft drink
why do you like better your own letters of your name
related to self-esteem. like the better than average effect. you like yourself and so you like the first letter of your name
for evaluative conditionning, effect is _ for high than low contingency awareness
stronger for high contigency. like in forest gump, when he gets the nicky shoes out of the box we can see them very well. compared to rosso the scene where ross uses a canon camera, but won’t come to conscious awareness
