Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

Social Psychology > Lesson 6 > Flashcards

Lesson 6 Flashcards

You may prefer our related Brainscape-certified flashcards:
AP® Psychology flashcards Psychology 101 flashcards GRE® Psychology flashcards
1
Q

Persuasion

A

How we interact each other and shape our discussions. It is convincing someone to change their entire belief system and actions

  • Intention-based and dependent on our emotional state
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

Routes of persuasion

A
  1. Central
  2. Peripheral
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

Central Route

A
  1. Involves thought and deliberate processing of messages
  2. Focus on strength and logic of arguments, when motivated and able to engage with topic
  3. Strong arguments = attitude change
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

Peripheral Route

A
  1. Occurs when ppl are unmotivated or unable to process message thoroughly
  2. Influenced by supernatural cues (ex., attractiveness, authority, emotional appeal)
  3. Changes are temporary
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

Characteristics of effective persuasion

A
  1. Message requirements
  2. Mental shortcuts
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

Message requirements

A

Must capture attention, be understood and come from a creditable source
- As well, believed, remembered and lead to action

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

Mental shortcuts

A
  1. Heuristics
    - cognitive shortcuts that simplify decision-making and influence persuasive outcomes
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

Types of Human argumentation technique

A
  1. Green-ability
  2. Word management
  3. Body language
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

Green-ability

A

Art of arguing without appearing confrontational

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

Word management

A
  1. Replace the word “but” with “and” to foster agreement
  2. Ask questions in moderate opinions and encourage dialogue
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

Sentence structure factors

A
  1. Invoke strong emotions, utilize clear logic and appeal to audience values
  2. Tailoring messages to audience’s need and context
  3. Direct and confident delivery
  4. Different context’s (social media, face-to-face)
  5. Do not persuade them directly
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

Body language

A
  1. Nodding and showing interest during disagreement
  2. Direct eye contact
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

Sleeper effect in communication

A
  • delayed impact where a message becomes more persuasive over time, despite initial skepticism about its source
  • remember message then credibility of source, influencing belief later
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

Psychology in communications

A
  1. Creditability
  2. Authority
    AUDIENCE ENGAGEMENT RELIES ON VALUES AND PRIOR BELIEFS
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

Creditability

A

Arises from perceived expertise and trustworthiness
- feature creditable figures (ex., dentist in toothpaste commercials)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

Authority

A

People who are high importance and education
(Ex., look at the Supreme Court for law and order)

17
Q

Emotional and rational appeals

A
  1. Compelling messages that blend emotional appeals with logical arguments
    (Ex., dreams takes light)
  2. Positive emotions enhance receptiveness to persuasive messages
  3. Negative message can affect advertising
18
Q

Environment and persuasion

A
  1. Comfort and safety in the environment contribute to the effectiveness of persuasive communication
  2. Unfavourable conditions lead to less favourable responses
19
Q

Fear-based messaging

A
  • Message that emphasizes potential danger and harm, that’ll happen to individuals
  • Encourages people to make a change in lifestyle
20
Q

Types of persuasive messaging

A
  1. One-sided message
  2. Two-sided message
21
Q

One-sided

A

Present single viewpoint and can be effective for audiences that lean toward that perspective

22
Q

Two-sided messages

A

Acknowledges opposing views, which can be effective for audiences that’re undecided or have mixed feelings

23
Q

Primacy Effect

A

Info that’s presented first is more influential and memorable than info presented later

24
Q

Recency effect

A

Last piece of info presented is remembered more clearly, especially if there’s a time-gap before responding

25
Q

Factors of persuasion

A
  1. Creditability
  2. Sleeper effect
  3. Perceived Expertise
  4. Perceived trustworthiness
  5. Attractiveness & Liking
26
Q

Principles of persuasion

A
  1. Authority
  2. Liking
  3. Social proof
  4. Reciprocity
  5. Consistency
  6. Scarcity
27
Q

Extreme persuasion principles

A
  1. Communicator
  2. Message
  3. Audience
  4. Channel
28
Q

Factors of communicator

A
  1. Creditability
  2. Expertise
  3. Trustworthiness
  4. Attraction
29
Q

Factors of message

A
  1. Reason vs emotion
  2. Discrepancy
  3. 1 sided vs 2 sided
  4. Primacy vs recency
30
Q

Factors of audience

A
  1. Analytical or image-conscious
  2. Age
31
Q

Factors of audience

A
  1. Analytical or image-conscious
  2. Age
32
Q

Channel

A
  1. Active vs passive
  2. Personal vs media
33
Q

Factors of cults

A
  1. Persuasion
  2. Indoctrination techniques
  3. Psychological commitment
  4. Influences on group dynamics
34
Q

Cult persuasion

A
  1. Rituals and beliefs
  2. Isolating members from the outside world
  3. Charismatic leader, inspiring loyalty
  4. Pray on emotion and authority
35
Q

Indoctrination techniques

A
  1. Gradual commitment to encourage participation
    (Ex., have small tasks fostering sense of belonging)
  2. “Compliance breeds acceptance”
36
Q

Psychological commitment

A
  1. People who make public commitments or financial investments are more likely to be indoctrinated
  2. Create sense of obligation
  3. Internal conflict, wish to leave but feel trapped
37
Q

Influence of group dynamics

A
  1. Cult leaders abuse power and their methods lead to distrust and potential collapse of the group
  2. Not every individual is influenced by a cult
38
Q

System justification

A

Desire to maintain familiarly, leading to resistance in addressing large issues

39
Q

Inoculation theory

A

Concept of immunization applied to beliefs, where exposure to weak arguments against one’s beliefs helps build defences

Social Psychology (3 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2024 Bold Learning Solutions. Terms and Conditions