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PSYC 2360 - Introduction to Social Psychology > Week 5 - Chapter 5 > Flashcards

Week 5 - Chapter 5 Flashcards

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1
Q

What is the door-in-the-face technique, according to Kenneth?

A

A strategy to persuade people to give you what you want, to help you achieve your goals

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2
Q

What is an example of the door-in-the-face technique?

A

It starts with a person making a very large request of someone, that is unreasonably large, and knowing that the other person is likely to refuse because it is unreasonable. Then, after some time, you ask for what you really want, which is a smaller request that is more reasonable. This second request is what you would like to have them agree to.

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3
Q

With the door-in-the-face technique, the probability of the person you’re trying to persuade saying yes to the smaller request is much higher if:

A

they deny and reject the first larger request

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4
Q

What is the low ball technique?

A

When someone tries to tell you something (an idea or service they want a certain amount of money) and you low-ball them and offer an even lower amount, which they reject, which leads to negotiation

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5
Q

What is the foot-in-the-door technique?

A

When you ask for a small request that you think will be agreed to, but the initial small request is not really what you think you want - it’s a strategic maneuver when you’re trying to manipulate the other person.

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6
Q

What is the example of the door-in-the-face technique technique that Kenneth said is going to be on the exam?

A

Inviting a friend over, and then asking if they can sleep over once they’re over

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7
Q

What is the purpose of the Yale University Model?

A

To identify factors that affect the success of a persuasive message

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8
Q

Factors can also be known as __________

A

variables

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9
Q

What are the factors that can potentially be effective for persuading people?

A

Attractiveness, likeability, similarities, familiarities, credibility

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10
Q

Credibility involves the perception of ______________

A

trustworthiness

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11
Q

What does credibility increase?

A

Attitude change, and persuasion

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12
Q

What is the discounting theory?

A

When the audience immediately minimizes the value/validity of the message

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13
Q

What is the dissociation theory?

A

When later in time, the audience has a selective memory for content. Also, later in time, the audience may selectively forget who said what, but recall what was said

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14
Q

What is a one-sided message?

A

If your message is all pros or all cons, its one-sided

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15
Q

What is a two-sided message?

A

If your message has both pros and cons, its two-sided

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16
Q

Research shows that the communicator ought to express both strengths and weaknesses if they want to increase the probability of _________ ______

A

attitude change

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17
Q

What are the three factors that account for contradictory findings

A

1) The magnitude of the unpleasantness, 2) The subjective probability that the feared event will occur, 3) The perceived effectiveness of the recommended action

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18
Q

What is the 4th factor that has been identified that accounts for contradictory findings?

A

Self-efficacy

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19
Q

What is self-efficacy?

A

The degree of confidence a person has in their ability to implement the recommended action

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20
Q

The bottom line is that all of the persuasive implications are trying to get people to implement the:

A

recommended course of action; whatever that may be

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21
Q

Elliot Aronson, Judith Turner, and Merrill Carlsmith (1963) found that a(n) ______ source would elicit the most opinion change when advocating a position _______ the recipients

A

credible; very different from

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22
Q

The ______ effect occurs when information that is presented first has the most influence on the audience

A

primacy

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23
Q

Shawn received some bad news, which put him in a bad mood. Mitch wants to convince Shawn to join his new group. To increase his chances of persuasion, Mitch should:

A

put Shawn in a better mood

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24
Q

Jenny is presenting a message in support of recycling. Since she knows her opponent will present reasons people do not need to recycle, she uses a ______ appeal

A

two-sided

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25
Q

The _______________ explanation of attitude change states that as we age, we hold onto earlier attitudes

A

generational

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26
Q

If your audience will be exposed to opposing views, offer a(n) _______ appeal

A

two-sided

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27
Q

What is the process by which a message induces change in beliefs, attitudes, or behaviours?

A

Persuasion

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28
Q

The _________ route to persuasion involves presenting arguments to the individual

A

central

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29
Q

When the message is based on arguments, the ________ route to persuasion is used

A

central

30
Q

If the audience already agrees with your message, you should present a(n) _______ appeal

A

one-sided

31
Q

The central route is ________, whereas the peripheral route is _________

A

explicit and reflective; implicit and automatic

32
Q

A credible communicator is perceived as both a/an ________ and as someone who is __________

A

expert; trustworthy

33
Q

An example of the ______ effect is our inability to remember the source of a message after time has passed

A

sleeper

34
Q

Serena was introduced to the audience as earning a PhD in the topic of discussion with various peer reviewed publications. This introduction gives Serena _________

A

perceived expertise

35
Q

What is the term for an individual who has qualities that appeal to an audience?

A

Attractive

36
Q

Physical attractiveness and ____________ are the two forms of attractiveness that influence persuasion

A

similarity

37
Q

The principle of __________ explains why we like people who are like us

A

similarity

38
Q

Rational appeals are more likely to work with what type of people?

A

Well-educated

39
Q

_________-arousing messages can be effective if they make the audience feel vulnerable but can take protective action

A

Fear

40
Q

When persuasion involves a matter of personal value, _____ communicators have more influence, but when persuasion involves a matter of fact, _____ communicators have more influence

A

similar; dissimilar

41
Q

If the message is based on emotion and the attractiveness of the communicator, the persuasion route used is the _______ route

A

peripheral

42
Q

The way a message is delivered is called the ________ of communication; for example, a face-to-face appeal

A

channel

43
Q

Compared to experience-based attitudes, persuasion on minor issues can occur with _____ received appeals

A

passively

44
Q

Uma notices that the salesperson is intentionally mimicking her posture. The salesperson is attempting to use the concept of ______ to persuade her

A

similarity

45
Q

What is the effect that is most likely to occur when two messages are separated in time and the audience responds soon after the second message called?

A

The recency effect

46
Q

Dennis was asked how he felt about the Super Bowl halftime show. Dennis did not watch it himself, but he did watch the ESPN broadcaster’s chosen highlights and comments on the show. Much like the broadcaster, Dennis relayed that he liked the performance. This scenario demonstrates what persuasion-related concept?

A

Two step flow of communication

47
Q

The idea that attitudes change as we age follows the __________ explanation of attitude change

A

life cycle

48
Q

What explanation of attitude change does research primarily support?

A

Generational

49
Q

What is persuasion?

A

The process by which a message induces change in beliefs, attitudes, or behaviours

50
Q

Persuasion is neither inherently _____ or ______

A

good; bad

51
Q

Bad persuasion is referred to as ___________

A

propaganda

52
Q

Good persuasion is referred to as ________

A

education

53
Q

When does the central route to persuasion occur?

A

When interested people focus on the arguments and respond with favourable thoughts

54
Q

When does the peripheral route to persuasion occur?

A

When people are influenced by incidental cues, such as a speaker’s attractiveness

55
Q

Central route processing often swiftly changes _______ attitudes

A

explicit

56
Q

Peripheral route processing more slowly builds _______ attitudes, through repeated associations between _____ and an _______

A

implicit; object; emotion

57
Q

What is credibility?

A

One’s believability

58
Q

What is the sleeper effect?

A

A delayed impact of a message; occurs when we remember the message but forget a reason for discounting it

59
Q

What are the 6 persuasion principles?

A

Authority, Liking, Social proof, Reciprocity, Consistency, and Scarcity

60
Q

For optimists, _________ persuasion works best

A

positive

61
Q

For pessimists, _______ persuasion is more effective

A

negative

62
Q

What are the two explanations for age differences that social psychologists offer?

A

The life cycle explanation, and the generational explanation

63
Q

What is the life-cycle explanation?

A

Attitudes change as people grow older

64
Q

What is the generational explanation?

A

Attitudes do not change; older people largely hold onto the attitudes they adapted when they were young

65
Q

Evidence mostly supports the __________ explanation

A

generational

66
Q

Attitudes follow __________

A

behaviour

67
Q

Compliance breeds _________

A

acceptance

68
Q

What is selective exposure?

A

The extent to which people’s attitudes bias the attitude-relevant information they expose themselves to

69
Q

What is selective attention?

A

The extent to which people’s attitudes bias the attitude-relevant information they attend to, once exposed

70
Q

What is selective memory

A

The extent to which people’s attitudes bias recall and recognition of attitude-relevant information

71
Q

What is reactance?

A

A motive to protect or restore our sense of freedom. Reactance arises when someone threatens our freedom of action

PSYC 2360 - Introduction to Social Psychology (5 decks)

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