Week 3 - Persuasion and compliance gaining

Question 1

Central route to persuasion

Answer 1

We look at the message itself as its content and quality matter.

Question 2

Peripheral route to persuasion

Answer 2

We look for heuristic cues, such as qualities of the sender (attractiveness).

Question 3

Embodied persuasion

Answer 3

How we move and use our bodies can affect how convincing we are or how likely we are to be convinced by others

Question 4

What are some simple cues through which we process persuasive messages?

Answer 4

Basic association: When an initially neutral stimuli is encountered along with a conditioning stimulus that is associated with positive/negative emotions (nodding vs. shaking the head and evaluating a neutral object, a pen)
Simple inferences: Bodily responses can influence attitudes by triggering simple inferences. If we’re feeling relaxed when we hear a message, we might think that message is good.

Question 5

Bodily responses influence amount of thinking.

Answer 5

The way we use our bodies can influence how much and deeply we think.
If an attitude can be formed by effortful information processing, it should be strong.

Question 6

Bodily responses influence the direction of thinking

Answer 6

Bodily responses can shape attitudes by affecting the valence of the thoughts that come to mind when thinking about an attitude object. For example, nodders agree more with a message than shakers.

Question 7

Bodily responses can influence thought-confidence

Answer 7

Bodily movements can affect how confident we feel about our thoughts.
Self-validiation hypothesis: generating thoughts is not sufficient for them to have an impact, one must also have confidence.

Question 8

Ethos - credibiltiy

Answer 8

Personal proofs:
Warmth and competence
Power/authority
Relationship
Liking
Attractiveness
Humor

Question 9

Logos - credibility

Answer 9

Logical proofs:
Message delivery
Counter-attitudinal advocacy
Request size
Consensus
Reciprocation

Question 10

Pathos - emotion

Answer 10

Emotional proofs:
Threat or fear
Moral appeals
Scarcity value
Consistency and commitment

Question 11

Elaboration Likelihood Model of persuasion

Answer 11

Attitude change is affected by our level of thinking

Question 12

Warmth and competence

Answer 12

Getting on with people: employee centered
Getting on with the job: job-oriented

Question 13

Warmth traits

Answer 13

Friendly
Helpful
Sincere
Trustworthy
Moral

Question 14

Competence traits

Answer 14

Intelligent
Skilled
Creative
Efficacious
Clever
Efficient

Question 15

Asch’s configural model

Answer 15

Explains how we form impressions of others based on ‘central traits’ and ‘peripheral traits’

Question 16

Central traits

Answer 16

Have a strong influence on impression formation (warm or cold)

Question 17

Peripheral traits

Answer 17

Traits that are less impactful on impression formation

Question 18

Door-in-the-face technique

Answer 18

Persuader makes a large request, expecting you to reject it, then presents a smaller request

Question 19

Foot-in-the-door technique

Answer 19

Persuader gets you to comply with a small request first, then later presents a larger request

Question 20

Lowballing

Answer 20

Persuader offers item at a lower price to get them to commit, then suddenly raises the price

Question 21

Projecting warmth

Answer 21

Duchenne smile
Immediacy cues (leaning forward)
Relaxed posture
Mimicry

Question 22

Projecting competence

Answer 22

Dominance and power cues: open posture, proxemics

Question 23

Halo effect of being warm

Answer 23

The halo effect of being warm leads to the assumption that you are also competent

Question 24

Contrast effects

Answer 24

When you appear to be more competent, some might see you as less warm.

Question 25

Innuendo effect

Answer 25

When only positive information on one dimension is given (only warmth, but competence info omitted)
Listeners draw negative inferences about the other dimensions even though they received only positive info.

Question 26

Prejudice toward female leaders

Answer 26

Women first have to ‘act like men’ to be perceived as leaders

Question 27

Double standard for agency

Answer 27

Agentic women are viewed as highly competent, but they are not liked as much as agentic men

Agentic men are perceived as warmer than agentic women.

Question 28

The primacy of warmth judgments

Answer 28

People assess warmth before competence, impacting affective and behavioral responses

Question 29

Evolutionary perspective

Answer 29

Understanding a person’s intent is more critical for survival than assessing their ability to act on those intentions

Question 30

Diagnosticity of warmth and competence information

Answer 30

Warmth: negative behavior is more diagnostic, because we assume that’s how to the person is. Positive behavior is perceived as controllable and socially-cued.
Competence: positive behavior is more diagnostic because competence is attributed to abilities, not social demands.

Question 31

Stereotype content model

Answer 31

Categorizes societal groups based on perceptions and aligns with ethnic stereotypes and contemporary social group dynamics

Question 32

Behavioral Inhibition and Activation System

Answer 32

Yields distinct discrimination types.
Warm + competent = admiration + active and passive facilitation
Cold + incompetent = contempt + active and passive harm
Competent + cold = envy + passive association and active harm
Warm + not competent = pity + active helping and passive neglect

Question 33

Consequences of warmth and competence judgments (in organizations)

Answer 33

Impact on selection and assignment
Subjective evaluations
Team dynamics

Question 34

How to avoid making biased judgments?

Answer 34

Leaders’ influence: they must not convey permission for discriminatory behavior
Peers’ influence
Personnel evaluations

Question 35

Communion dimension

Answer 35

Traits and behaviors related to warmth, friendliness and trustworthiness

Question 36

Agency dimension

Answer 36

Traits and behaviors such as ambitious, competent or self-confidence

Question 37

Preferential Processing hypothesis

Answer 37

Information pertaining to communion dimension is processed preferentially on various levels of social information
First approach vs avoidance

Question 38

Dual Perspective Model (DPM)

Answer 38

Explains how we see ourselves versus how others see us.

Agency (being strong and independent) is what we focus on when thinking about ourselves.

Communion (being friendly and caring) is what others focus on when they think about us.

Question 39

Evolutionary psychology of leadership

Answer 39

People are programmed to assess whether others are a threat before considering whether they are capable.

Question 40

Downside of leading with competence

Answer 40

Can create distance between leaders as they can be perceived as cold

Question 41

Leading in high-stress situations

Answer 41

Warmth to de-escalate tension
Competence to instill confidence

Question 42

Strategies for effective communication

Answer 42

Acknowledge audience concerns
Use inclusive message
Engage in dialogue

Question 43

Creating credibility

Answer 43

Consistent, transparent and honest communication
Recognising limitations of scientific findings

Question 44

ELM two routes of persuasion

Answer 44

Central: based on thoughtful, logical processing
Peripheral: based on superficial cues

Question 45

Cognitive dissonance theory

Answer 45

People are motivated to reduce the discomfort caused by conflicting beliefs or attitudes, which can lead to changes when persuasive messages highlight this dissonance.

Question 46

Social judgment theory

Answer 46

Persuasion occurs within a person’s range of acceptance, rejection or neutrality

Question 47

Psychological processes in persuasion

Answer 47

Reciprocity
Commitment and consistency
Social proof
Authority
Liking
Scarcity

Question 48

Persuasive communication techniques

Answer 48

Framing (positive/negative)
Emotional appeals (needs to be balanced with logic)
Message tailoring (customising message to audiences’ beliefs)
Repetition