Social Psychology Pt.2: The Psychology Of Persuasion, Attitudes, And Prosocial Behavior Flashcards
Social trap class example
Bump or Jump
Social trap
A situation in which the conflicting parties, by each rationally pursuing their self-interest gets caught in mutually destructive behavior
Social trap example
Arms race during Cold War
2 routes of persuasion
Central route of persuasion
Peripheral route of persuasion
Central route of persuasion
Occurs when the attitude of the audience, or individual, is changed as a result of thoughtful consideration of the FACTUAL INFORMATION of a message.
Requires high thought and analysis. Fact based arguments
Central route of persuasion
Peripheral route of persuasion- environment characteristics emphasize on
Emotion
Peripheral route of persuasion
Route of persuasion that does not involve thought on the topic and relies mostly on ENVIRONMENT CHARACTERISTICS of the message
Peripheral route of persuasion example
Song playing in the background, confidence/credibility of person persuading you, catchy slogan, sex appeal, etc
When buying car pay attention to advertisements information on gas mileage, horsepower, etc.
Central route of persuasion
Our tendency to comply with a larger request AFTER agreeing to a smaller one
Foot in the door phenomenon
Foot in the door phenomenon example
If salesman can get you to test drive car first (small request), more likely to agree to buy the car that day (large request)
How did Milgram utilize foot in the door phenomenon
Start with small shocks and escalate to bigger shocks
Door in the face technique
Used to get compliance from others in which a large request is made knowing it will probably be refused so that the person will agree to a much smaller request
Start with a big request- “no”
Reduce to a smaller request “yes”
Door in the face technique
Door in the face technique example
Ask someone to volunteer 10 hours per week at a charity organization (large request which will be denied) to get them to make a small donation to the charity (small request)
Reciprocity
Tendency in humans to want to repay for things given to us whether its a compliment, gift, etc. (should respond to a positive reaction with a positive reaction of your own and vice versa)
Salesman can take advantage by giving free gifts that you may not have wanted in the first place
Reciprocity
In women’s march, a man came and gave free bracelet, then asked to donate
Reciprocity
Consistency and commitment
Human tendency to want to remain consistent in thoughts and behaviors. Once made a commitment don’t want to back out
Consistency and commitment example
Car dealer gives you one price that you agree to then adds on all additional costs or asks you if you are against child abuse before getting you to donate to a charity committed to it
Social proof
Tendency to follow example of others
“Everyone who is doing it” personal testimonials in products, canned laughters in shows
Social proof
Scarcity
Human tendency to value items more that are less available
This is the last car on the lot in the color and it probably wont be available tomorrow
Last one in stock
Scarcity
Cognitive dissonance words
Thinking discomfort
Cognitive dissonance
The uncomfortable tension (discomfort) that may result from having 2 conflicting thoughts at the same time, or from engaging in behaviors that conflicts with one’s beliefs
Cigarettes are bad for health, smokes
Cognitive dissonance
Cognitive dissonance: to relieve tenons, we have to either
Change out thoughts or behavior
Normative social influence
Influence from a person’s desire to gain approval or avoid disapproval. Don’t want to stick out
Conform to be liked by others and feeds off of our need to belong
Normative Social Influence
Informational Social Influence
We conform in ambiguous (unclear) social situations since we are driven by the ASSUMPTION THAT OTHER PEOPLE MUST POSSESS MORE KNOWLEDGE about the situation than us
Social facilitation
Improved performance of tasks in the presence of others
Social facilitation occurs with simple or well learned tasks but not with
Tasks that are difficult/not yet mastered.
Why can’t social facilitation work with hard tasks?
When others are around us we become physiologically aroused
Arousal helps with _____ tasks
Easy, but not difficult
Arousal level example
Running- high arousal
Math problem- low arousal
Opposite of social facilitation
Social inhibition
Social inhibition
The occurrence when an individual’s performance DECREASES because they are performing in the presence of others
Social inhibition example
Bob can play the piano well during practice but when he was on stage in front of people, he couldn’t play well
Group loafing
The tendency for people in a group to exert less effort when pooling their efforts toward attaining a common goal than when individually accountable
Group loafing is common among
Men in individualistic cultures
Group loafing leads to
“Free-rider” problem
Group polarization
The enhancement of a group’s prevailing attitudes through discussion within group
Group polarization occurs most often in
Likeminded groups
In group polarization, opinion is more intensified as a
Group than it would be as individuals
Like minded people talk in a group so opinion moves towards extremes
Group polarization
Group polarization example
After democratic and Republican National conventions, both groups feelings about their platforms have become strengthened
Group think limits
Critical thinking
Group think
The mode of thinking that occurs when the DESIRE FOR HARMONY in a DECISION MAKING group overrides a realistic appraisal of alternative
Rita didn’t want to share an idea in a group because she was scared that it might offend others so she went along with their ideas
Group think
Rosenthal’s research highlights impact of
Self-fulfilling prophecy
Self-fulfilling prophecy experiment: teachers were told that certain students were “learning disabled” and certain students were “gifted” result
The students who were labeled as “learning disabled” got lower grades than those labeled “gifted” even though there wasn’t a difference between the students
Self fulfilling prophecy
Tendency to let our preconceived expectations of theirs influence how we treat them and thus bring about the very behavior we expected to come true
Self fulfilling prophecy experiment order
Assumption/expectation—>leads you to treat them different—> performance changes
Prejudice
An unjustifiable (usually negative) attitude toward a group and its members
Prejudice example
White people are evil
Discrimination
Involves treating a group differently because of their class or other category
Black couldn’t eat at certain restaurants and stayed at certain hotels because of their race prior to civil rights movement
Discrimination
Prejudice is a _____, discrimination is a _____
Thought, behavior
Roots of prejudice
Categorization
Vivid cases
Just world phenomenon
Just world phenomenon
The tendency of people to believe the world is just and that people therefore get what they deserve and deserve what they get
Social Darwinism is an example of
Just world phenomenon
Mere exposure effect
The phenomenon that repeated expose to novel stimuli increases the liking of them
Mirror image vs reverse is an example of
Mere exposure effect
Similarity is a strong determination of
Attraction; share common goals, interests, and attitudes
Importance of proximity
Can’t fall in love with someone you’ve never met
Frustration-aggression principle
The principle that frustration— the blocking of an attempt to achieve some goal— creates anger, which can generate aggression
Aversive stimuli increases _____
Example
Aggression
More spousal abuse in hotter years and months
Halo effect
When someone is physically attractive, other characteristics are also good (assumption)
2 types of love
Passionate love and companionate love
Passionate love
An aroused state of intense positive absorption in another, usually present at eh beginning of a relationship
Type of love that is very physical, tends to decrease with time
Passionate love
Companionate love
The deep affectionate attachment we feel for those whom our lives are intertwined
Type of love that is more relational, lasts longer
Companionate love
Equity
A condition in which people receive from a relationship in proportion to what they give to it.. decision making, bank accounts, etc
Self disclosure
Revealing intimate aspects of oneself to others breeds liking
Altruism
Selfless behavior
Social exchange theory
The theory that our social behavior is an exchange process, the aim of which is to maximize benefits and minimize costs
Social exchange theory example
Volunteer at homeless shelter if believe benefits(good feelings, etc) outweigh costs (time, effort, etc.)
Way to remember superordinate goals
Remember the Titans
Superordinate goals
Refers to shared goals that override differences among people and require their cooperation
Goals that bring people together who used to hate each other
Superordinate goals
Robber’s care experiment illustrated
Superordinate goals
Superordinate goals experiment
Sherif’s experiment created friction between 2 groups of Boy Scouts by having them participate in completions. Friction got so intense, boys were openly fighting and safety was an issue
Superordinate goals experiment: cooperation and friendship was created when
Experimenter contrived situations that fostered common goals and interdependence
Water shortage in camp, helping a “broken down” truck
Superordinate goals
