Social Influences and Persuasion

Question 1

What is a social influence

Answer 1

When one person does something to get another person to engage in a certain behaviour

Question 2

Results of social influence

Answer 2

• Attitude change
• Compliance

Question 3

Patty Hearst Case

Answer 3

• Social influence
• While being held hostage, she started to comply with the kidnappers, but then after talking with them for a period of time she turned into them and ended up robbing a bank with them

Question 4

Persuasion

Answer 4

• Change the beliefs, attitudes or behaviours of a target through the use of information or an argument

Question 5

Communication-persuasion paradigm

Answer 5

The source –> the message –> The target –> The response

Question 6

The source (CPP)

Answer 6

Hierarchy of credibility (scientist, celebs, doctors)
- Likeability
- We have to trust a person, to believe what they’re saying, to respond accordingly

Question 7

The message (CPP)

Answer 7

What is being said to change our mind
- fact or emotion based

Question 8

The target (CPP)

Answer 8

• Weather the message is taken positively or negatively
• What factors can impact whether the target is persuaded
• Intelligence

Question 9

Complying with Threats and Promises

Answer 9

• A reward if comply (Cash, treats)
• A punishment if you dont comply (complying to avoid physical or mental harm)

Question 10

The magnitude or Credibility of the threat/promise

Answer 10

• Magnitude – how big is the threat/promise?
• The greater the magnitude, the more likely you’ll comply
• Credibility – will they actually do the threat/promise?
• Do they have the money to give? Will they get in trouble themselves for punishing you?

Question 11

Obedience

Answer 11

When orders are carried out without persuasion, threats or promise (There is a sense of obedience built into society,
We have to obey and follow rules for society to function)

Question 12

Factors impacting authority

Answer 12

• Outward sign of authority
• Backing up with threat of punishment
• Where you stand in the chain of command

Question 13

Authority

Answer 13

Needs to be accepted and recognized to be obeyed

Question 14

Milgram’s Obedience Experiment

Answer 14

what is it that made people copley in WW2 (told they were randomly assigned) but they were all educators - instructed to shock the learners when he gives an incorrect answer with the voltage increase with additional errors
65% continued to the end of the shock series (450 volts)
Not a single participant stopped before 300 volts
Many participants became distressed, pleaded with the experimenter
Got people to shock another person

Tells us that the situation is what is the most influential

Question 15

Resistance

Answer 15

Not just passive actord
Can be Mass or individual

Question 16

Inoculation

Answer 16

You are exposed to weaker forms of message and time to think of counterarguments
Made to prepare yourself for the experience

Question 17

Forewarning

Answer 17

Being aware but not prepared

Question 18

Reactance

Answer 18

Happens when you are pushed too far
* Rather than the person persuading me, I’m the opposite