Test 3 Tipping Point and Sum of All Theories

Question 1

Tipping point: to reduce the incidence of smoking, what does Gladwell argue shud be done?

Answer 1

find a way to stop the “cool” people from spreading the epidemic
*more details in notes

Question 2

Tipping point: what is a permission giver?

Answer 2

• the functional equivalent of the salesman

- ppl who are looked up to/famous can single handedly start epidemics

Question 3

what are all 10 theories studied

Answer 3

1. unreasoned influences of behavior
2. balance theory
3. cognitive dissonance theory
4. self-perception theory
5. impression management theory
6. inoculation theory
7. psychological reactance theory
8. conformity and group influence
9. interpersonal influence
10. ethics and persuasion

Question 4

explain unreasoned behavior

Answer 4

actions that are done without much cognitive processing. explains mindlessness, habit, and mere exposures.

Question 5

explain balance theory and cognitive dissonance theory

Answer 5

where we experience discomfort when cognitions are not consistent and agreeing with one another, so we attempt to regain balance.

Question 6

explain self perception theory

Answer 6

this theory explains one of the reactions of Festinger experiment. Festinger-since the subjects felt guilt for lying, changed their attitude cuz xperience in dissonance. Ben argue ppl wanted to understand emotion by behavior, convinced they must’ve actually liked the task.

Question 7

explain impression management theory

Answer 7

another explanation to help with dissonance. (Festinger) present image to others to achieve a certain goal. manipulate image to appear consistent

Question 8

explain inoculation theory

Answer 8

prevent change by reinforcement. exposure to weak message, leading to antibodies, ability to defend. involves cultural truisms.

Question 9

explain the psychological reactance theory

Answer 9

freedom are threatened causing psychological reactance

Question 10

explain conformity and group influence

Answer 10

groups influence individuals decision. explains deindividuation, social loafing, and conformity in action, etc.

Question 11

explain interpersonal influence

Answer 11

explains compliance gaining, meaning to change a persons behavior regardless of a person’s attitudes. includes the 6 Pillars of Interpersonal Influence, 5 sequential request techniques and 3 non sequential request techniques.

Question 12

explain ethics and persuasion

Answer 12

essentially any type of communication can be seen from a moral standpoint. explains the 6 approaches to determining if persuasion theory ethical.