Social: Influences Flashcards
What are two types of persuasion?
Peripheral route persuasion;
central route persuasion;
what is peipheral route persuasion?
attention-getting cues to trigger speedy, emotion-based judgments;
pathos
what is central route persuasion?
evidence and arguments that trigger careful thinking;
logos
We tend to agree to a larger request more readily if we have already agreed to a small request. This tendency is called the — phenomenon.
foot in door
Celebrity endorsements in advertising often lead consumers to purchase products through — route persuasion.
peripheral
social norms
rules of expected and accepted behavior
Social contagion
when one yawn everyone yawns
conformity
bringing behavior in line with the group
normative social influence
influence resulting from a person’s desire to gain approval or avoid disapproval
informational social influence
we accept others opinions on reality
obedience to authority
People are more likely to follow orders against their beliefs when given by an authority figure.
social facilitation
presence of other either hinder of help performance
social loafing
more ppl in group= less indiviual effort
deindiviualization
the loss of self-awareness and self-restraint occurring in group situations that foster arousal and anonymity.
group polarization
the enhancement of a group’s prevailing inclinations through discussion within the group.
