PSY220 Test 2

persuasion

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

elements of a persuasive source

authority, attractiveness and credibility

sleeper effect

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

elements of a persuasive message

uses reason and evidence to appeal to high knowledge audiences and uses emotion to appeal to low knowledge audiences

how to deliver a persuasive message

active experience or influential person

elements of an audience

younger, low self confidence people less certain of attitudes

Cialdini's 6 persuasion principles

authority, liking, social proof, reciprocity, consistency, scarcity

authority

people defer to credible experts

liking

people respond more affirmatively to those they like

social proof

people allow the example of others to validate how to think, feel, and act

Reciprocity

people feel obligated to repay in kind what they've received

consistency

people tend to honour their public commitments

scarcity

people prize what's scarce

door in face technique

people presented with a large request will refuse, then presented with a reasonable request will agree, then will agree to a larger request

foot-in-the-door technique

asking for a small commitment and, after gaining compliance, asking for a bigger commitment

low-balling technique

initially favorable deal is revised upward once the buyer appears committed

attitude inoculation

the process of making people immune to attempts to change their attitudes by exposing them to small doses of the arguments against their position

channel of communication

the way the message is delivered

two step flow of communication

the process by which media influence often occurs through opinion leaders, who in turn influence others

need for cognition

the motivation to think and analyze

certainty

refers to the level of subjective confidence or validity that people attach to their attitudes

selective exposure

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

selective attention

extent to which peoples attitudes bias the attitude-relevant information they attend to when exposed

selective memory

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

reactance

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

conformity

a change in behaviour or beliefs to accord with others

compliance

publicly acting in accord with social pressure while privately disagreeing

obedience

in an unequal power relationship, submitting to the demands of the person in authority

acceptance

acting and believing in accord with social pressure

auto kinetic phenomenon

apparent movement of a stationary point of light in the dark

automatic mimicry

tendency to mimic others

informational social influence

conforming because we believe that others interpretation of an ambiguous situation is more correct than ours

normative social influence

the influence of other people that leads us to conform in order to be liked and accepted by them

minority influence

cases where a minority of a group influences behaviour or beliefs of the majority

idiosyncrasy credits

concept describing ones ability to acceptably deviate from group expectations because they usually conform

cohesiveness

a "we feeling"; the extent to which members of a group are bound together, such as by attraction to one another

normative influence

conformity based on a person's desire to fulfill others' expectations, often to gain acceptance

informational influence

conformity occurring when people accept evidence about reality provided by other people

group

a collection of people who have something in common that distinguishes them from others

social facilitation

the tendency for people to do better on simple tasks and worse on complex tasks when they are in the presence of others and their individual performance can be evaluated

evaluative apprehension

concern for how others are evaluating us

distraction

distracted from task by worrying about how co-actors are doing or how audience is reacting, overloading the cognitive system

social loafing

The tendency for people to do worse on simple tasks but better on complex tasks when they are in the presence of others and their individual performance cannot be evaluated

Deindividuation

the loss of self-awareness and self-restraint occurring in group situations that foster arousal and anonymity

group polarization

tendency for groups to make decisions that are more extreme than the initial inclinations of their members

risky shift phenomenon

tendency for decisions made in groups to be less conservative and more risky than decision of average group member

group think

kind of thinking in which maintaining group cohesiveness and solidarity is more important than considering facts

illusion of invulnerability

perceive group as an authority

group problem solving

group brain storming can lead to increased accuracy and more creative ideas

pluralistic ignorance

false impression of how others think/ feel

aggression

intentional behaviour aimed to cause either physical or psychological pain

hostile aggression

aggression stemming from feelings of anger and aimed at inflicting pain or injury

instrumental aggression

aggression as a means to some goal other than causing pain

libido

instinct towards life

thanatos

death/ aggressive instinct

amygdala

area in the brain which processes emotions, fight or flight, and associated with aggression

prefrontal cortex

area in brain associated with executive functions

Serotonin

neurotransmitter that can inhibit aggression

testosterone

male sex hormone associated with aggressive behaviour

frustration aggression theory

peoples perception that they are being prevented from obtaining a goal will increase probability of an aggressive response

frustration

occurs when a person is thwarted on the way to achieving a goal

relative deprivation

perception that one is less well off than others whom one compares to

provocation

actions by others that tend to trigger aggression in the recipient, often because they are perceived as stemming from malicious intent

social learning theory

we learn social behaviours like aggression by observing and imitating others and by being rewarded/ punished

aggression cues

an object associated with aggressive responses whose mere presence can increase probability of aggression

desensitization

numbing that occurs after repeated exposure to violence

social scripts

culturally provided mental instructions for how to act on various situations

cognitive priming

primes networks of aggressive-related behaviour

social contagion

group-fed arousal, disinhibition, polarization

hostile attribution bias

tendency to perceive hostile intentions or motives in others actions when these actions are ambiguous

catharsis

emotional release of aggressive energy through acting, watching or fantasizing acting aggressively

instinctive behaviour

an innate unlearned behaviour pattern exhibited by all members of a species

displacement

redirection of aggression to a target other than the source of frustration

subliminal advertising

using images/ sounds to influence attitudes unconsciously

Sigmund Freud

humans born with libido and Thanatos instinct which gets built up in unconscious and results in psychological harm if unleashed

Konrad Lorenz

humans have an inherent fighting instinct

Jean-Jacques Rousseau

believed aggression is learned from society

Thomas Hobbes

believed that humans were innately aggressive but society restrains this instinct