Chapter 7-Social Psych Myers, myers social psychology chapter 6, Social Psychology (Myers 10e) Ch. 5, Social Psychology (Myers) Ch 8, Persuasion (Chapter 7) - Social Psychology - David Myers, Social Psychology by David Myers - Chapter 5, Social Psych…

attitudes, beliefs, and behaviors

Persuasion is a change in _____, ____, or _____ as a result of a message

central route

Audiences will use the _____ ____ when they are paying close attention to the value of the message.

Four elements of persuasion

how the message is communicated, the message, the communicator, and the audience.

credibility

is a communicator's ability to appear authoritative and trustworthy.

sleeper effect

our inability to remember the source of a message after time has passed, thus the message becomes more persuasive with time.

perceived trustworthiness increases then the communicator:

is not perceived as trying to persuade

the question of "who says what" represents which two elements of communication?

the communicator & the message itself

communicators gain credibility if they appear to be

an expert & trustworthy

someone who is perceived as both an expert and as trustworthy is considered to be high in _______

credibility

An attractive communicator is one who _____.

Is likeable & appeals to the audience

two most influential basis for why we tend to be attracted to some potential mates or friends over others?

similarity & physical attractiveness

credibility of a communicator includes

trustworthiness

another word for credibility if

believability

emotional appeals work best with

uninvolved audiences

good feelings

often enhance persuasion partly by linking positive thinking and positive emotions with the message

the principle of _____ explains why we like people and are influenced by people who are like us

similarity

rational appeals are more likely to work with _____ people

well-educated

_____ people are not as easily persuaded because they think more before reacting

unhappy

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 ______.

put Shawn in a better mood

the more fear in a message, the ______ the persuasion

higher

foot-in-the-door phenomenon

the tendency for people who have first agreed to a small request to comply later with a larger request

the primacy effect

occurs when information is presented first and has more influence on the audience than information that is presented later.

the recency effect

occurs when information that is presented last has more influence on the audience (compared with info presented earlier)

if your audience already agrees with your message, you should present a

one sided appeal

the way a message is delivered is called the _____ of communication

channel

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.

two-sided

persuasion on minor issues can occur more often with ____ received appeals than with experienced-based appeals.

passively

personal contact

has the largest impact on persuasion

the recency effect is more effective when

time separates the messages from each other & the audience commits soon after the second message

the two-step flow of communication

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

if your audience will be exposed to opposing views, offer a

two-sided appeal

Persuasion decreases as the significance and familiarity of the issue _________

increases

messages are best comprehended and recalled when

written

what two audience traits influence persuasion

age and thoughtfulness

the idea that attitudes change as we age follows the ____ cycle explanation of attitude change

life

studies comparing different media find that the more ______ the medium, the more _____ its message

lifelike; persuasive

the generational explanation of attitude change

explanation of attitude change states that as we age, we hold on to earlier attitudes, but that these attitudes are often different from younger people's beliefs

a counterargument

an argument against the given message

Successful distraction _____ counterarguments.

encourages

individuals with a low need for cognition respond better to _____ route persuasion

peripheral

anticipating audience disagreement

might encourage counterarguments

megan has a high need for cognition. she responds better to ___ route persuasion

central route

individuals with a high ______ enjoy thinking thoroughly

need for cognition

Stimulated thinking makes _____ messages _____ persuasive.

strong; more

attitude inoculation

is mildly attacking a message to strengthen its resistance to later attacks.

stimulated thinking makes _____ _____ less persuasive

weak messages

Antismoking ads that reference the familiar "Marlboro Man," but that portray him as ill, are using a

poison parasite

Compliance

Conformity that involves publicly acting in accord with an implied or explicit request while privately disagreeing.

Obedience

Acting in accord with a direct order or command

Conformity

A change in behavior or belief as the result of real or imagined group pressure

Acceptance

Acting and believing in accord with social pressure

Reactance

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

Normative Influence

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

Informational Influence

Corformity occuring when people accept evidence about reality provided by other people.

Autokinetic phenomenon

Imagined apparent movement of a stationary point of light in the dark

The chameleon effect

when humans unconsciously mimic one another's postures, expressions and voice tones, helping us to feel what they are feeling

Normative influence

influence resulting from a person's desire to gain approval or avoid disapproval

Informational influence

influence resulting from one's willingness to accept others' opinions about reality

Credibility

A perception of a speaker's knowledge, trustworthiness, and warmth and believability

Sherif's experiments with social norm

dark room, pinpoint light, subjects must judge distance

Results if Sherif's light experiment

group norm emerged in judging the distance and distances judgments eventually merged.

The false norm in Sheriff's light experiment took advantage of an optical illusion called

autokintetic phenomenon

Autokintetic phenomenon

the apparent movement of a stationary point of light in a dark room

Effects of attitude on behavior are more apparent over time instead of

isolated instances

When attitude is potent much of behavior is

automatic

What four factors determine obedience based on Stanley Milgram shock experiment

victims emotional distance, the authority's closeness and legitimacy, is authority figure credible, disobedience of fellow participants

Asch and Milgram's experiments affirmed two familiar social psychological principles

the link between behavior and attitudes, and the power of the situation

Predictors of conformity

group size, unanimity, cohesion, status, public response, prior commitment

What number of participants elicit much more conformity (group size)

3-5

What deflates social power

someone who punctures a groups unanimity

What causes the gain of more power over a group

more cohesion in a group

After making a prior commitment most people

stick to it and may change in later situations

What leads to compliance

normative influence

What leads people to privately accept others' influence

information influence

Concern for social image produces

normative influence

Conformity is greater when people respond

publicly before a group

When is conformity greater

when people feel incompetent, when the task is difficult, and when the individual cares about being right

Examples of reactance

Romeo and Juliet, or underage college students drinking more vs students of age

Two sided presentation is more persuasive and enduring when

people are aware of opposing arguments

Norms, according to the text:

a. are composed of a set of roles

b. prescribe proper behavior

c. are social behaviors of typical or average people

d. are laws that govern the distribution of social rewards

B. Prescribe Proper Behavior

Which of the following is true?

a. there are really no truly universal norms

b. religion does not exist in some societies

c. norms can restrain us so subtly that we hardly sense their existence

d. a "pedestrian" would be an example of a role

c. norms can restrain us so subtly that we hardly sense their existence

Personal space refers to:

a. the property that a person owns, for example, a house and its grounds

b. the favorite place a person retreats to when privacy is desired

c. the exact spot that each person occupies, for example, the seats students occupy in a classroom

d. the buffer zone that people like to maintain around their bodies

d. the buffer zone that people like to maintain around their bodies

The cultural perspective highlights the importance of ____________________ in explaining the diversity of languages, customs, and expressive behaviors across the world.

a. natural selection

b. role playing

c. hormonal factors

d. human adaptability

d. human adaptability

Roger Brown's "universal norm" is

a. the incest taboo

b. that we relate to people of higher status the way we do to strangers, and to people of lower status the way we do to intimate friends

c. that people the world over tend to relate to people of inferior status in the ways they relate to strangers

d. not to steal from others

b. that we relate to people of higher status the way we do to strangers, and to people of lower status the way we do to intimate friends

The enduring behaviors, ideas, attitudes, and traditions shared by a large group of people and transmitted from one generation to the next defines

a. social roles

b. coevolution

c. ingroup bias

d. a culture

d. a culture

Which of the following demonstrates that role-playing can be constructive?

a. role reversal

b. androgynous roles

c. role diffusion

d. communitarianism

a. role reversal

The case of Stephen Reid of the "Stop Watch Gang" illustrates

a. the powerful effect of roles

b. how natural selection predisposes psychological traits

c. how role reversal promotes altruism

d. the process of coevolution

a. the powerful effect of roles

Which of the following friendship norms seems to be universal?

a. be prompt in keeping appointments with a friend

b. respect the friend's privacy

c. help the friend find a suitable spouse

d. ask the friend's opinion before making a major decision

b. respect the friend's privacy

Cross-cultural studies of sexual behaviors indicate that

a. with few exceptions males are more likely than females to initiate sexual relations

b. in most societies males and females are equally likely to initiate sexual relations

c. in societies where females outnumber males, females initiate sexual relations

d. in third world countries females are more likely than males to initiate sexual relations

a. with few exceptions males are more likely than females to initiate sexual relations

The study of how natural selection predisposes adaptive traits and behavior is called

a. behavioral genetics

b. biological behaviorism

c. evolutionary psychology

d. genetic psychology

c. evolutionary psychology

Research indicates that a gender difference exists in

a. vocabulary

b. intelligence

c. age at which infants walk

d. smiling

d. smiling

According to Alice Eagly, biology and culture contribute to sex differences in behavior

a. by influencing the roles people play

b. by directly determining the personal traits of males and females

c. through the process of natural selection

d. by influencing the verbal and nonverbal communication styles of males and females

a. by influencing the roles people play

In essentially every known society,

a. men are socially dominant

b. men are more verbally fluent

c. there are more male than female physicians

d. males are responsible for finding enough food to eat

a. men are socially dominant

Critics have suggested that evolutionary psychology is characterized by

a. the base-rate fallacy

b. counterfactual thinking

c. hindsight bias

d. regression toward the average

c. hindsight bias

____________________ is more common in boys than in girls.

a. anxiety

b. depression

c. empathy

d. hyperactivity

d. hyperactivity

A noticeable difference has not been found between males and females in

a. happiness

b. judging emotion on people's faces

c. suicide rate

d. frequency of smiling

a. happiness

According to evolutionary psychologists, which of the following is most fundamental to understanding the development of social behavior?

a. cultural norms

b. hormonal factors

c. natural selection

d. brain organization

c. natural selection

Research on possible hormonal influences on aggression has indicated that

a. testosterone levels influence animal aggression but not human aggression

b. violent male criminals have higher than normal testosterone levels

c. gender differences in aggression are clearly unrelated to hormonal differences

d. administering testosterone reduces aggression in most animals

b. violent male criminals have higher than normal testosterone levels

Who of the following maintain the least personal space?

a. British

b. North Americans

c. Arabs

d. Scandinavians

c. Arabs

Research on gender differences suggests that ____________ are better at reading others emotions and __________ are better at expressing emotions nonverbally.

a. women; women

b. women; men

c. men; women

d. men; men