social psych 3

Persuasion

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

Negative persuasion

propaganda

Positive persuasion

education

central route

occurs when interested people focus on the arguments and respond with favorable thoughts. more durable and likely to influence future behavior

peripheral route

occurs when people are influenced by incidental cues such as a speaker’s attractiveness. focuses on cues that trigger automatic acceptance without much thinking. superficial and temporary attitude change

communicator

credibility, liking, attractiveness

credibility

perceived as both expert and trustworthy. influenced by ability to speak confidently and fluently. more willing to listen

message

reason or emotion depends on audience. educated people reason, uninterested emotion. good feelings, arousing fear

foot in the door phenomenon

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

low ball technique

people who agree to an initial request will often still comply when the requester ups the ante

one sided versus two sided appeals

if audience is unaware of opposing arguments, it is unlikely later to consider the oppositions. if the audience will be exposed to opposing views, offer a two sided appeal

primacy effect

other things being equal, information presented first usually has the most influence

recency effect

information presented last sometimes has most influence. less common than primacy

written and visual appeals

provide exposure, breeds liking, repetition

personal versus media influence

people have a greater influence than media

two step flow of communication

media influence often occurs by impacting leaders who influence others

not all media is the same

the more lifelike the medium, the more persuasive its message

order of persuasiveness

live face to face, videotaped, audiotaped, written

two key audience characteristics

age, thoughtfulness

life cycle explanation

attitudes change as people grow older

generational explanation

attitudes do not change, older people largely hold onto the attitudes they adopted when they were young which are different from today’s attitudes

thoughtfulness

if a message summons favorable thought, think of contrary arguments we are unpersuaded

ways to stimulate people’s thinking

use rhetorical questions, multiple speakers, make people feel responsible, repeat the message, get people’s undistracted attention

resisting persuasion

strengthening personal commitment, commit publicly, develop counterarguments

attitude inoculation

exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available

group

two or more people who interact with and influence one another

group influence

affiliation, achievement, social identity

social facilitation

strengthening of dominant responses, boosts performance on easy tasks, impairs performance on difficult tasks

crowding

effect of others presence increases with their number. large numbers can interfere with well learned behaviors, enhances arousal

evaluation apprehension

concern for how others are evaluating us

distraction

attention is divided between the people and the task

social loafing

tendency for people to exert less effort when they pool their efforts toward a common goal than when they are individually accountable

free riders

people who benefit from the group but give little in return

collectivist cultures

less social loafing than people in individualistic cultures

women

less social loafing, tend to be less individualistic than men

deindividuation

loss of self awareness and evaluation apprehension occurring in group situations

group size

larger the group the more its members lose self awareness

anonymity

being anonymous makes one less self conscious, more group conscious, more responsive to cues present in the situation, whether negative or positive

Diminished self awareness

group experiences that diminish self awareness tend to disconnect behavior from attitudes

risky shift phenomenon

commonly held belief that groups were more cautious in decision making than individuals

James Stoner

group decisions are riskier

group polarization

enhancement of a groups prevailing attitudes through a discussion. If a group is like minded, discussion strengthens its prevailing opinions and attitudes

information influence

group discussion elicits a pooling of ideas most of which favor the dominant viewpoint.

social comparison

evaluating ones opinions and abilities by comparing oneself with others. we may express stronger opinions after discovering that other share our views

pluralistic ignorance

a false impression of what most people are thinking or feeling or how they are responding

group think

a mode of thinking that occurs when the desire for harmony in a decision making group overrides the realistic appraisal of alternatives

irving jarnis

symptoms of group think

preventing group think

be impartial, encourage critical evaluation, subdivide group the reunite

task leadership

organizes work, sets standards, and focuses on goals, directive style

social leadership

builds teamwork, mediates conflict and offers support, democratic

prejudice

preconceived negative judgment of a group and its individual members

Stereotype

a belief about the personal attributes of a group of people

discrimination

unjustified negative behavior toward a group or its members

racism

prejudicial attitudes and discriminatory behavior toward people of a given race

sexism

prejudicial attitudes and discriminatory behavior toward people of a given sex

dual attitude system

explicit conscious and implicit automatic

social sources of prejudice

social inequalities, socialization, institutional support

social dominance orientation

motivation to have ones group dominate other social groups. being in a dominant high status position tends to promote this orientation and justification

socialization

prejudice is influenced by the attitudes and behaviors of family members

authoritatian personality

personality that is disposed to favor obedience to authority and intolerance of outgroups and those lower in status

conformity

if prejudice is socially accepted many people will conform

scape goat theory

when the cause of our frustration is intimidating or unknown we may exhibit displaced aggression

ingroup bias

expresses and supports a positive self concept, feeds favoritism

social status is relative

to perceive that we have status we need people below us.