Social - 6 Flashcards
Who came up with the information processing model
McGuire
Which 5 steps must a person go through for successful persuasion according to information processing model
Attention Comprehension Yielding Retention Behaviour
Describe the cognitive response model greenwald 1968
Listener active in persuasion process - pros and cons
Strong messages more persuasive
Persuasion is an effort up process
Distraction influences persuasion
Describe Petty et ap study in 1976
Participants either given, strong or weak arguments in favour of a rise in tuition fees
Distracted participants by asking them to record number of flashes on screen while listening to the message
Low/medium/high distraction
Measured agreement with measure
When low distraction - stronger messages more persuasive than weaker messages
Little difference with high distraction
What shortcuts could we use to guide persuasion (early and chaiken) 1993
Trust experts
Persuade by people we like
Describe the elaboration likelihood model
Petty and cacophony (1986)
Persuasive appeal - motivated and high processing ability - central - careful - depends on quality of argument
Persuasive appeal - unmotivated or low processing ability - peripheral - heuristics - depends on heuristics
Describe petty et al study in 1981
Student exposed to strong or weak messages about changes to the college system
Proposed by expert or non expert
Changes were going to take place next year - or in ten years
Who proposed the cognitive dissonance theory in 1957
Festinger
Feeling of unease by having two opposite cognitions
Change one cognition to make them match
Easier to change attitude than behaviour to reduce dissonance
Change attitude to make it match behaviour
Describe the festinger and Carl smith study in 1959
Participants asked to complete full tasks for an hour
Asked to tell them next participant experiment is interesting - either recived £20 or £1 or not asked - control group
£1 group creates greater dissonance than £20 group
Rates how interesting study was - £1 rated more enjoyable than £20
What is compliance
Compliance is changing ones behaviour in response to a request by another individual
What is reciprocity in compliance
Motivated to help others who have helped us in the past - greater compliance when recieved help from others
Describe regans 1971 investigation on the reciprocity principle
Participants told that they were going to complete a task in pairs
Partner disappeared for part of the experiment
Returned with either a soft drink - reciprocal or nothing - control
At end of study confederate asked participant to buy raffle tickets
Participants bought more tickets when recieved soft drink
What is the door-in- the- face type of compliance
Someone agrees to a smaller request after refusing larger request
Describe ciadinis experiment on the door-in-the-face
Control group - no initial request
Experiment group - first asked whether they would volunteer as a counsellor at youth offenders centre - almost everyone refused
Later asked whether they would chaperone offenders on a trip to the zoo
17% of control group agreed
50% of experimental group agreed
Describe freedman and fraser 1966 experiment on door in the face compliance
Control group - no initial contact
Experimental group - first contacted people in their homes to ask a few initial questions about soap
Later asked participants whether the could make inventory of household products
22% agreed with no initial contact
53% agreed when they recieved earlier contact
Foot in the door technique increase compliance
