Persuassion Flashcards

1
Q

Persuasion via automatic cognition

A

• explicit attitudes: conscious evaluation of a particular attitude object
ex: man supporting affirmative action for women
• implicit attitudes: involuntary, uncontrollable

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2
Q

Implicit association test

A
  • measures the automatic association one has btwn 2 concepts
  • having associations we are not aware of
  • social stereotypes?
  • difference btwn. latencies (time it takes) to respond to both types of associations
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3
Q

Central Route (controlled cognition)

A

• person carefully thinks about the arguments in the persuasive msg

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4
Q

Peripheral Route (automatic cognition)

A

• person does not actively or deliberately think about the arguments in the persuasive msg.

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5
Q

Deciding to take the central or peripheral route

A
  1. ability= cable to process the msg.

2. motivation= if we want to process the msg.

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6
Q

High ability & high motivation

A

Central route (controlled)

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7
Q

NOT high ability & high motivation, any other route

A

peripheral route (automatic)

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8
Q

Interpersonal persuassion

A
  1. Simplicity: msg short & simple
  2. Perceived self interest: present msg in a way that appears it is not in persuaders best interest, but in those YOU ARE TRYING TO influence.
  3. Incongnity: suprise ppl & break patterns
  4. Confidence: the more confident a person appears the more likely a person is to believe them
  5. Empathy: More persuaded when we feel the person can empathize with us.
    ex: giving a mint with a bill, higher tip. even higher tip when a waitress went back to get another mint.
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9
Q

Framing effects

A

• Ppl respond very differently to the exact same problem when framing in diff ways

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10
Q

Loss Aversion

A
  • Strongly prefer avoiding losses

* You feel losses more than gains

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11
Q

Threats

A
  • Ppl persuaded bc they are afraid of suffering some consequences
  • Very powerful
  • Effects public policy: ex immigration
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12
Q

Cialdini: 6 factors that influence persuassion

A
  1. Reciprocity
  2. Consistency
  3. Social Validity
  4. Liking
  5. Authority
  6. Scarcity
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13
Q

Reciprocity

A
  • when you get something you feel obligated to give back

* ex: nice to me, nice to you.

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14
Q

Consistency

A

• Once we make a stand/make a choice we feel pressure to behave consistently with the commitment

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15
Q

Liking

A

Prefer to say yes to those we know & like & those who like us

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16
Q

Authority

A

Ppl rely on those w/ superior knowledge or perspective for guidance on how to respond
ex: seeking medical advice

17
Q

Scaricty

A

Items & opportunities become more desirable as they become less available
ex: tory burch seller saying that deal was never going to be seen again

18
Q

Foot in door technique

A

• get person to consent to a small request, then increase the size of the request.

19
Q

What is the 1st step in the foot in the door technique?

A
  • Gain targets compliance with a small request

* ex: “would you sign a petition to help stop drunk driving”

20
Q

What is the 2nd step in the foot in the door technique?

A
  • Make a related, larger request

* ex: “would you post this big sign about drunk driving on your lawn”

21
Q

Bait & Switch technique

A

• Works by getting ppl to comply w/ course of action, then suggest alternative

22
Q

1st step in bait & switch technique

A
  • get the target to commit to the course of action

* ex: advertise a DVD player for $50

23
Q

2nd step in bait & switch technique

A
  • describe the course of action as unwise, suggest alternative
  • ex: that DVD player is a piece of trash, if you really want a top quality you should buy this DVD player for $275
24
Q

Labeling

A

Works by appealing to our need to maintain a positive image

25
1st step in labeling
* Assign the target a trait | * ex: you are a very generous person
26
2nd step in labeling
* Seek compliance w/ a label consistent with trait | *  ex: would you donate food to the food drive
27
In person scam techniques
*  Professional dress * target put in role of helper (empathy) * typically series of increasingly larger requests (foot in the door technique) * target in need of help (scammer seeks to help) * ex: the girl whose purse was stolen and the scammer got her to reveal her bank account number
28
Norms
* Descriptive norms | * Injunctive norms
29
Descriptive norms
* what most others do | * ex: towels in the hotel
30
Injunctive norms
• what most of others approve or dissaprove
31
Brand
* Impression of a PRODUCT or service in the minds of potential users or customers * product has to do with EXPRIENCE & LIFESTYLE
32
Persuasion via group membership occurs via which routes?
1. ppl expect to agree with fellow in group members more than out group members 2. ppl are more likely to alter their original views to be in line w/ others in valued group memberships