Social Influence and Persuasion

Question 1

Social influence

Answer 1

Occurs when the source engages in a form of behaviour that causes a target to behave differently from how he/she normally would.

Question 2

Persuasion:

Answer 2

is when you are trying to change someone’s attitudes or beliefs through providing info or an argument

Question 3

Communication—persuasion paradigm Involves what fundamental elements

Answer 3

Source
Message
Target
- response

Question 4

explain the source

Answer 4

The person who’s trying to change someone’s attitudes/beliefs

Question 5

Characteristics that affect the sources ability to persuade someone:

Answer 5

• Higher expertise the more likely you are to believe them
• Trustworthiness
• Attractiveness and
• Number of sources

Question 6

Explain the Target:

Answer 6

The person you are trying to persuade

Question 7

Characteristics that affect the Targets ability to be persuaded

Answer 7

• The higher the Involvement with the issue-the more security of the message
• Intelligence
• Personality… the need for cognition
• Distraction

Question 8

The content of The Message that affects Persuasion:

Answer 8

• Discrepancy- msg must be somewhat discrepant- Advocating a different position from what target already believes
• Emotional appeals= Rational appeals - when you already have certain needs and someone can help you meet them OR Fear arousal- if you don’t stop smoking you are doing to die
• 1 or 2 sided issues

Question 9

One sided issues

Answer 9

most effective when the audience agrees with the source or doesn’t know a lot about the issue

Question 10

Two sided

Answer 10

not only the position advocated but the opposing viewpoints as well

Question 11

Compliance

Answer 11

Compliance is about trying to change behaviour, it doesn’t HAVE to follow with changing attitudes or believes.

Question 12

How to get someone to comply

Answer 12

1-Threat- a communication from one person to another: If you don’t do X then I will do Y.
OR
2-Promise- rewards rather than punishments: If you do X then I will do Y

Question 13

Variables that effect how well threats and promises work

Answer 13

Magnitude:
AND
Credibility:

Question 14

Subjective expected value states

Answer 14

The higher the magnitude and credibility the more likely the target is going to comply = High level is SEV and vice versa

Question 15

Power:

Answer 15

the ability to influence and control the behaviour of others even against their will

Question 16

Compliance:

Answer 16

when the target’s behaviour conforms to the source’s requests

Question 17

Authority:

Answer 17

the capacity of one member to issue orders to others by invoking rights that are vested in their role

Question 18

obedience to authority is more likely to occur when

Answer 18

• authority is in uniform
• If the authority can back up the punishment
• surveillance
• proximity of the victim
• Proximity and visibility of consequences
• Proximity and credibility of authority

Question 19

Stanford prison

demonstrated

Answer 19

• Power of social roles
  Experiment run by Philip Zimbardo at Stanford University in 1971

-The study demonstrated how power of situation and social roles shape behaviour

Question 20

Stanley Milgram, Yale 1963 demonstrated

Answer 20

Shock experiment

• Power of the situation over personality and

Question 21

Explain Magnitude

Answer 21

The greater the magnitude the more likely you are to comply you are more likely to do the dishes if you are offered 10 dollars rather than 2 dollars. Same with Threats- Give me the money or I will shoot you.

Question 22

Explain Credibility

Answer 22

knowing the person will actually shoot you if you don’t give the money. SEV model:

Question 23

3 tactics to resisting Influence and persuasion:

Answer 23

1. Inoculation
2. forewarning
3. Reactance

Question 24

explain Inoculation

Answer 24

when the target is exposed to some of the sources arguments before the persuasion attempts occur

*Think INCLUSION– you are included in what the person is going to say

Question 25

Forewarning

Answer 25

When the target is warned about the persuasion attempt

Question 26

Reactance

Answer 26

when a target feels their freedom is threatened and attempted to reestablish their independence by defying the persuasion attempt
*think REACT– you are reacting to the attempt

Question 27

Legitimated authority

Answer 27

More powerful than just authority because there doesn’t need to
be direct contact with the person
○ It is about the roles we enact and the hierarchy of roles we follow