Persuasion

Question 1

Persuasion definition
Compliance seeking def
Minority influence def

Answer 1

Persuasion: Attempt to change an attitude or opinion

Compliance seeking: Influencing someone so they agree to a request

Minority influence: Type of social influence where minority’s view changes majority’s

Question 2

What makes persuasive communications?

Answer 2

• Credible sources : Bochner & Insko 1966 the 8 hours sleep study
• Attractive communicators: Petition study : Chaiken 1979
• Similar to us communicators: Mackie et al 1990 SAT study
• Fear inducing messages (up to a point) : low fear ok in gum study but not in smoking cessation study
• Communication medium (way of presenting, complexness) : Chaiken Eagly 1976 , law student case most persuasive when easy presented in video vs complex presentation in writing

Question 3

What is forewarning

Answer 3

Being warned of incoming attempt to persuade = less efficient (Freedman & Sears 1965)

Question 4

What is inoculation

Answer 4

Persuasion is stronger if the person has not been exposed to those arguments before : Maguire 1964

Question 5

Name 5 technics to persuade

Answer 5

INGRATION

LOWBALLING

FOOT IN THE DOOR

DOOR IN THE FACE

NORM OF RECIPROCITY

Question 6

What is MOSCOVISCI’S THEORY :

Answer 6

Minorities can change majority by being consistent, this change often induced true private acceptance from majority members

Moscovisci replicated Asch line’s study with three groups according to consistence of their response = the most consistent one were more persuasive