Module 7: Influencing and persuading others Flashcards
Attitudes are WHAT
Evaluations
Attidues are aquired through which two ways
ingerited through genetic transmission or learned through direct and indirect experiences with the attitude objects
True or false: attitudes can be shared or individualsised
true
Attitudes are made up of which three components
Cognitive, affective, behavioural
True or false: we hold attitudes becasue they are useful
true
Where are attitudes mostly stored in the brain
Pre frontal cortex
Attitudes can be activated how quickly after we see and attitude object
1/5th of a second
Behaviour tends to follow from what and what
affect and cognition
What is the principle of attitude consistency
for any given attitude object, the ABCs of affect, behaviour, and cognition are normally in line with each others
What is the theory of planned behaviour
three variables that affect the attitude-behaviour relationship:
1. attitude toward the behaviour
2. Subjective norms
3. Perceived behavioural control
Under what circumstance do attitudes typically predict behaviour
When attitudes and behaviour occur in simimlar social situations
When same components of the attitude are accessible when the attitude is assessed and then the behaviour is performed
Whent eh attitudes are measured at a specific, rather than a general levele
For low self monitors
What is self monitoring
infidivual differences i the tendency to attend to social cues and to adjust ones behaviour to ones social environment
What are high self monitors
those who tend to attempt to blend into the social situation in order to be liked
Effective communicators show what
Effective persuassion, expertise
What is the sleeper effect
People can be fooled by communicators when message is presented by someone whom we perceive as trustworthy. Over time the tendency to remember content to greater extent then the source occurs
Which attitude change is the following:
Message, feels good, attitude change
Spontaneous attitude change
Which attitude change is the following:
Message, cognitive elaboration, attitude change
Thoughtful attitude change
How can we prevent persuassion
Forewarning, innoculation,
What is forewarning
giving people the cnace to develop resistence to persuassion by reminding them they might someday receive a persuassive message, and allowing them to practice ow they will respond to influence attempts
What is innocaulation
building a defense against persuasion by mildly attacking the attitude position
What is the following:
Strong emotional response we experience when we feel that our freedom of choice is being taken away when we expect that we should have a choice
Psychological reactance
What is subliminal advertising
When a message such as an advertisement or another image of a brand is presented to the consumer without the person beign aware that a message has been presented
What is the following:
When the social situation actually causes our behaviour but we do not realise that the social situation was the cause. occurs when threat or reward is actually sufficient to get the person to engage in or to avoid a behaviour, but threat or reward is insufficient to allow the person to conclude that the situation cause the behaviour, may lead to people to like something less beacuase they incorrectly infer that the reason they didnt engage in behaviour was internal
Insufficient justification
What is the following:
When we view our behaviour as cause by the situation leading us to discount the extent to which our behaviour was actually caused by our own interest in it
Over justification
What is the following principle of persuassion
We first get the target to accept a minor request and then we ask for a larger request
Foot in the door technique
What is the following principle of persuassion:
Promises the customer something desireable, such as a low price on a car, with the intention of getting the person toimagine himself or herself engaging in the desired behaviour
Low ball technique
What is the following principle of persuassion
when someone advertises a product at a very low price, but then its been sold out when you go to the store
Bait and switch technique
What is the following principle of persuassion
Making an unreasonably large request, assuming they decline you then suggesting a compromise by requesting less
Door in the face technique
What is the following principle of persuassion
A charitable organisation might mail you a small unsolicited gift, followed by a request for a monetary donation
Pre-giving technique
What are potential paths to persuassion
commitment and consistency, recipriocity, social proof, authority, liking, scarcity
What are 6 techniques to help change up arguments
- call out diasagreements
- establish a common reality
3.focus on the issue, not the person - accept the possibility of being wrong
- Use solid facts but only if you have them
- Know when to exit
