social psychology part 2

Question 1

3.Compare and contrast the central and peripheral routes to persuasion.

Answer 1

Central – person –cognition-> person(attitudes) – going directly through the rational mind, influencing attitudes with evidence and logic. “my product has been proven more effective”
Peripheral – person –affect-> person(attitudes) – changing attitudes by going around the rational mind and appealing to fears, desires, associations. “people who buy my product are happy, attractive”

Question 2

6 persuasions principle

Answer 2

authority – people defer to credible experts
liking – people respond more affirmatively to those they like
social proof – people allow the example of others to validate how they think, feel, and act.
Reciprocity – people feel obligated to repay in kind what they’ve received
Consistency – people tend to honour their public commitments
Scarcity – people prize what’s scarce.

Question 3

Describe Asch’s study using line comparisons and the process of normative conformity.
Normative conformity – to be liked. Unambiguous stimuli

Answer 3

Normative influence - a social pressure to adopt a groups perspective in order to be accepted, rather than rejected, by a group

Participants were seated at a table along with several other people who seemed like other participants. Everyone was asked to choose which line was the same length as the standard line. When participants were allowed to give their answers privately, they were correct 100% of the time. When asked after the confederates began giving the wrong answers, the participants gave the wrong answer 75% of the time.

Question 4

low ball

Answer 4

Leaving the client alone so they do a self-persuasion
You have to derogate yourself with the first two options to see the final offer as viable
Guy offers first deal. Comes back and says the price was wrong and says its significantly more expensive. Offers another deal that he says he’s just been given permission to offer.
More likely to consider the $298 option now that he’s been low balled.

Question 5

.Describe Milgram’s study of obedience to authority.

Answer 5

Shock experiment. Not required to continue shocks but politely requested to.
Women are more obedient to authority figures than men are.
People used the fact that the reputation of the school (Yale) justified the shocks.
People are much less obedient now than they were shortly after WWII; so, Milgram’s findings are historically important, but are not relevant to modern generations.
One of the most effective ways to get people to disobey an authority figure is to make sure they have some companions who will do it too.

Question 6

mimicry

Answer 6

taking on for ourselves the behaviours, emotional displays, and facial expressions of others.

Question 7

social norms

Answer 7

the guidelines for how to behave in social contexts.

Question 8

social loafing

Answer 8

which occurs when an individual puts less effort into working on a task with others

Question 9

social facilitation

Answer 9

occurs when one’s performance is affected by the presence of others.

Question 10

group think

Answer 10

stifling of diversity that occurs when individuals are not able to express their true perspectives, instead having to focus on agreeing with others and maintaining harmony in the group.

Question 11

bystander effect

Answer 11

the presence of other people actually reduces the likelihood of helping behaviour.

Question 12

diffusion of responsibility

Answer 12

occurs when the responsibility for taking action is spread across more than one person, thus making no single individual feel personally responsible

Question 13

pluralistic ignorance

Answer 13

occurs when there is a disjunction between the private beliefs of individuals and the public behaviour they display to others.

Question 14

social roles

Answer 14

specific sets of expectations for how someone in a specific position should behave.

Question 15

explicit processes

Answer 15

corresponds roughly to “conscious” thought, are deliberative, effortful, relatively slow, and generally under our intentional control.

Question 16

person perception

Answer 16

the processes by which people categorize and form judgments about other people

Question 17

self-fulfilling prophecies

Answer 17

occur when a first impression (or an expectation) affects one’s behaviour, and then that affects other people’s behaviour, leading one to “confirm” the initial impression or expectation.

Question 18

false consensus effect

Answer 18

the tendency to project the self-concept onto the social world

Question 19

naive realism

Answer 19

our tendency to assume people see things the same way we do.

Question 20

internal attribution

Answer 20

whereby the observer (yourself) explains the behaviour of the actor (the driver who cut in front of you) in terms of some innate quality of that person (being an aggressive jerk)

Question 21

external attribution

Answer 21

the observer explains the actor’s behaviour as the result of the situation.

Question 22

fundamental attribution error (FAE)

Answer 22

tendency to over-emphasize internal (situational) factors.

Question 23

In-groups

Answer 23

groups we feel positively about and identify with

Question 24

Out-Groups

Answer 24

other groups that we don’t identify with

Question 25

in-group bias

Answer 25

people become motivated to see their in-groups as superior to other outgroups

Question 26

minimal group paradigm

Answer 26

how easily people form social categories, us vs them, even using criteria that is essentially useless.

Question 27

elaboration liklihood model

Answer 27

when audiences are sufficiently motivated to pay attention to a message and they have to opportunity for careful processing, they will be persuaded by the facts of an argument, the substance; when either of these two factors, motivation and opportunity, are missing, people will tend to be persuaded by other factors.

Question 28

central route to persuasion

Answer 28

occurs when people pay close attention to the content of a message, evaluate the evidence presented, and examine the logic of the arguments.

Question 29

peripheral route to persuasion

Answer 29

persuasion will depend upon other features that are not directly related to the message itself, such as the attractiveness of the person delivering the information, or the sheer amount of information, such as the number of arguments made.

Question 30

construal-level theory

Answer 30

describes how information affects us differently depending on our psychological distance from the information.

Question 31

attitude inoculation

Answer 31

a strategy for strengthening attitudes and making them more resistant to change by first exposing people to a weak counter-argument and then refuting that argument.

Question 32

processing efficiency

Answer 32

ease with which information is processed

Question 33

door in face technique

Answer 33

asking for something relatively large then following that request for something relatively small.

Question 34

foot in door technique

Answer 34

: involves making a simple request followed by a more substantial request.

Question 35

cognitive dissonance theory

Answer 35

when we hold inconsistent beliefs, this creates a kind of aversive inner tension, or “dissonance”; we are then motivated to reduce this tension in whatever way we can.