Unit 3 Flashcards
Self Perception
When we use our own behavior as a guide to help us determine our own thoughts and feelings
Insufficient Justification
When the social situation actually causes our behavior, but we do not realize that the social situation was the cause
➢ Occurs when the threat or reward is actually sufficient to get the person to engage in or to avoid a behavior, but the threat or reward is insufficient to allow the person to conclude that the situation caused the behavior
-Forbidden toy study - Mild VS big threat - Situation SEEMS
weak so it must be ME
Over Justification
When we view our behavior as caused by the situation, leading us to discount the extent to which our behavior was actually caused by our own interest in it
-Children playing with markers example
Cognitive Dissonance
The discomfort that occurs when we behave in ways that we see as inappropriate, such as when we fail to live up to our own expectations
➢ Experienced as pain, showing up in a part of the brain that is particularly sensitive to pain—the anterior cingulate cortex
-Students paid to tell lies example: Those paid less found it more entertaining and dissonant
Post-decisional Dissonance
Regret that may occur after we make an important decision
➢ Once you make the decision, you will convince yourself that you made the right choice
Effort Justification
The more you work for something, the more you value it
-Hazing/initiation rituals
Dowsing Video
Using dowsing rod and psychic/mental abilities. Double blind tests are used to test dowsers. The one guy ends up not passing the test with a certain receiver and suggests a lead one. Someone else tried to use a pendulum. Is essentially a pseudoscience. The dowser they were testing would say “its this one!” and end up being wrong. He tries a different rod, still doesn’t work. On the 4th time, he gets no response. The lady who hired the dowsers ends up not finding the water the dowsers (3! According to Dave?) “found”.
Global Warming Video
Earth’s surface transforms the light it gets from the sun, into infrared light. Greenhouse gasses caught the infrared heat to stay on the Earth. Without the greenhouse effect, we would be in trouble. BUT carbon gasses (produced by people) combined with the greenhouse gasses, gives a harder time for the heat to release. This raises the temperature. 100 adults were asked and not one understood the basics of global warming.
Testing Astrology
Apparently your astrological sign affects your sex drive. The results in Table 1 do not well support the conclusion that sex drives vary with zodiac sign to any substantial degree in the ways implied by astrology-online. The affairs/loyalty to a partner doesn’t match either. Table 3 reveal only small differences in marital status across individuals with different zodiac signs, which doesn’t align with astrology-online. Most of the
predictions based on the astrological characterizations given above were not supported by the data. One statistically significant difference was found that was in the predicted direction. But the size of the difference is small and insubstantial.
Deren Brown Cold Reading Video
Clown sits down at a table of people. He describes the man sitting at the table as having been athletic, once being a child who had almost drowned? He says all of that and then takes off. Next guy has people trace their hand on a paper, put their birthday, and something personal in an envelope. He will take those things and write something about their personalities. He gives the envelopes back, has them read them alone, and has them report what they think of his analysis. A lot of them thoroughly agree, considering him to be shockingly accurate. There are some variations. They then find out that they all had the same reading!
Astrology Video
Jeffery agrees to put his eastern astrology to the test. A lady realized her astrology readings were actually just psychology, watching people react.
➢ 1st preliminary bond, telling her he is there for her
➢ Tells her shes a powerful person, because of her serious haircut and suit
➢ He comments on her eyebrows (she is shocked!)
➢ He calls her a pioneer, telling her she would be a first to do something. The lady
gives her a lot of info.
➢ She essentially starts to do her own reading.
➢ He says she made a transit (big change), marriage, a death, a move (which is a
general thing that happens to a lot of people)
➢ He called her strong and stand alone at first but then calls her sweet and caring
because she took care of her father
➢ He then says she didn’t have depression, but she said she has had depression
Zimbardo Prison Study Video
They used the basement to make a prison. Their goal is to show the psychological effects of being in prison. Those with abnormality, crime, drug use, ect were taken out. Healthy, middle class males were chosen and were randomly assigned as prisoners or guards. Counts of the prisoners were taken several times of the day. Prisoners and guards were having issues getting into their roles. Guards eventually made strip
searches, physical punishments via exercise, controlled their bathroom privileges, and increased the humiliation of prisoners. Prisoners were treated extremely poorly. The guards later were surprised they could even be capable of displaying this type of behavior.
Persuasion
The process by which a message induces change in beliefs, attitudes, or behaviors
Peripheral Route to Persuasion
Persuasion that relies on superficial cues that have little to do with logic.
-ex. Advertisements that show celebrities, cute animals, beautiful scenery, or provocative sexual images that have nothing to do with the product.
Low effort targets
Usage of heuristics
Relies on psychological techniques
Central Route to Persuasion
Persuasion that employs direct, relevant, logical messages
-ex. Finding a political candidate, after hearing her speak and finding her logic and proposed policies, to be convincing.
Emphasizes objective communication of information
Fixed Action Patterns (FAP)
Sequences of behavior that occur in exactly the same fashion, in exactly the same order, every time they are elicited.
Peripheral
Trigger Features
Specific, sometimes minute, aspects of a situation that activate fixed action patterns.
When potential customers were asked to “buy a cookie for a good cause” the number rose to 12 out of 30. It seems that the phrase “a good cause” triggered a willingness to act.
Triad of Trust Worthiness
Authority - Likeability - Honesty (as perceived)
Authority
signifies status and power, as well as expertise
-Parents
Problems With Authority
*Even if the source of the message is a legitimate, well-intentioned authority, they may not always be correct.
*When respect for authority becomes mindless, expertise in one domain may be confused with expertise in general.
*The authority may not be legitimate.
Honesty
the moral dimension of trustworthiness
Likeability
The mix of qualities that make a person likable are complex and often do not generalize from one situation to another. One clear finding, however, is that physically attractive people tend to be liked more.
Manipulating the Perception of Trustworthiness
Testimonials and Endorsement
Presenting message as educational
Word of Mouth
The Maven
Testimonials and Endorsement
Employs someone who people already trust to testify about the product or message being sold
-Celebrities
Presenting Message as Education
The message may be framed as objective information.
Helps you! The implicit message is that being informed is in everyone’s best interest, because they are confident that when you understand what their product has to offer that you will conclude it is the best choice.
Word of Mouth
We turn to people around us for many decisions.
The Maven
businesses and organizations may plant seeds at the grassroots level hoping that consumers themselves will then spread the word to each other. The seeding process begins by identifying so-called information hubs—individuals the marketers believe can and will reach the most other people
-Social Media
The Maven Aspects
They
(a) know a lot of people
(b) communicate a great deal with people
(c) are more likely than others to be asked for their opinions
(d) enjoy spreading the word about what they know and think.
(e) are trusted.
The Norm of Reciprocity
The normative pressure to repay, in equitable value, what another person has given to us
Social Proof
Mental shortcut based on the assumption that, if everyone is doing it, it must be right
