Test 1 Flashcards
Social influence
Leads to changes in behavior
Persuasion
Change in private attitude or belief as a result of a message
6 principles of social influence
Commitment/consistency Reciprocity Social validation Authority Scarcity Friendship/liking
Fixed action patterns
Behavioral responses
When are fixed action patterns relied on?
When motivation, ability, and opportunity to process are low
Heuristics normally work _______ for us.
Well
What did they find in the Xerox machine study?
Compliance to cut in line drastically increased when question was followed with a reason or because statement
Are stimuli evaluated independently or not?
No
What did the study on nude centerfolds and attractiveness find?
Females ratings of partners attractiveness was not significantly affected by the exposure but males rated their partners as less attractive if exposed to the nude photos
What did the study on dominant vs submissive and attractiveness targets show?
Men rated their commitments lower if they had looked at attractive submissive women and women rated theirs Lower if they had looked at socially dominant men
________ carries more weight in controlling behavior than most think.
Power of the situation
What are some micro, meso, and macro factors that influence our behaviors?
Micro Personality Cognitions Emotions Biology
Meso- situation, social relationships
Macro- organizations and companies
Attitudes
Favorable or unfavorable evaluations of things
3 factors that influence the likelihood that a persons attitude will be consistent with their behavior
Knowledge
Personal relevance
Attitude accessibility
Theory of planned behavior
What does the theory say?
What does this theory say influences behaviors?
The best predictor of behavior is ones intention
- ones attitude towards the behavior
- subjective norms
- their perceived control
Dual process model of persuasion
Accounts for the two ways that attitude change occurs, with and without much thought
Elaboration likelihood model
There are two routes to attitude change, the central route and the peripheral route
Dual process model says that:
Message recipients will consider a communication deeply when they have both the motivation and the ability to do so
What does the DM of persuasion say are the factors that influence a persons motivation to process a message deeply?
Personal relevance
Their need for cognition
High motivation or ability will lead to _______ processing
Central
Low motivation or ability will lead to _________ processing
Peripheral
What was found in the exit exam college graduate study?
For students with a personal stake more strong arguments were more convincing, while weak arguments left them less convinced.
Students who wouldn’t be affected didn’t process quality of the arguments, only the number of arguments presented. But
Reciprocity
We are obliged to give back to others what they have given to us
When favors are relatively small, what happens to desire to repay?
It fades with time
What happens to the desire to repay when a favor is notable or memorable?
It is long lived
What makes the reciprocity rule so unique?
All human societies seem to subscribe to the rule
How does the rule of reciprocity work?
Members of a society are taught the rule and about the distaste and negative terms in regard to those that violate the rule
Does liking of a person weigh heavily on repayment or not?
Not usually
What did the free address label study find?
Large increase in donation rates
What is important to note with regards to relationships and the reciprocity rule?
It governs most relationships but it is less important with long term relationships and sometimes is not desired to be followed
The reciprocity rule encourages mutual concessions in two ways:
- It pressures the recipient of an already made concession to respond in kind
- Given a recipients obligation to reciprocate, people are free to make the initial concession which is the beginning to process of exchange
What was found in the blood donation study concerning the door in the face effect?
DITF participants donated almost 2x more blood than the control group
What is the door in the face?
A large request is made first, one that is likely to be refused. Then a smaller request is made (original goal) and they will be obligated to comply with the second request
When can the DITF backfire?
When the initial request is too extreme
Two positive by products of the DITF
- Feelings of greater responsibility for having dictated the first argument
- Satisfaction with the agreed upon arrangement
What was found in the TNA cupcake study?
TNA group bought substantially more than the control group
How to reject the reciprocity rule
Accept offers of others for what they are rather than their representation
Redefinition
Mentally changing the classification of the item received from “gift” to a sales device
If you have received a gift and find that you are now asked to reciprocate, you should use what mental technique?
Redefinition
