Social Psych Midterm March 20th

Elaboration Likelihood Model (ELM)

issue is relevant and person is knowledgeable —> central process = quality of agreement

issue is not relevant + person is distracted + message is complex —> peripheral process = public agreement

ELM’s Peripheral Route

superficial, easy-to-process features like apparent expertise or attractiveness of communicator

ELM’s Central Route

a high-effort, rational analysis leading to long-lasting attitude change

Source Characteristics

characteristics of the person who delivers a persuasive message

e.g. attractiveness, credibility, and certainty

Sleeper Effect

when a persuasive message from an unreliable source initially exerts little influence but later causes attitudes to shift (after dissociating from source)

Message Characteristics

aspects or context of a persuasive message, including the quality/vividness of the evidence and the explicitness of its conclusions

Identifiable Victim Effect

the tendency to be more moved by the vivid plight of a single individual than by the struggles of a more abstract number of people

Audience Characteristics

characteristics of those who receive a persuasive message

e.g. need for cognition, mood, and age

Agenda Control

efforts by the media to emphasize certain events and topics, thereby shaping which issues and events people think are important

Hostile Media Phenomenon

the tendency for people to see media coverage as biased against their own side and in favor of their opponents’ side

Thought Polarization Hypothesis

the hypothesis that more extended thought about a particular issue tends to produce a more extreme, entrenched attitude

Attitude Inoculation

small attacks on people’s beliefs, enabling them to counteract a subsequent larger attack and thus resist persuasion

Compliance

responding favorably to an explicit request from another person

Obedience

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

Homophily

the tendency for people to associate disproportionately with people who are like them

Automatic/Nonconscious Mimicry

our tendency to mindlessly imitate other people’s behavior and movements

William James on Mimicry

just the thought of something makes us more compelled to do it

brain regions associated with thought overlap with those responsible for action

Automatic Conformity

seeing others behave in a particular way sometimes makes us non consciously mimic their postures, facial expressions, and behaviors

Muzafer Sherif on Conformity

people’s estimates of how far a dot of light moved tended to conform over time

** especially in ambiguous situations

Autokinetic Effect Experiment

Informational Social Influence

the reliance on other people’s comments and actions as an indication of what’s likely to be correct

Solomon Asch on Conformity

the three lines length estimate experiment

Normative Social Influence

the desire to avoid being criticized, disapproved of, or shunned

Group Size on Conformity

conformity rates drop off after group reaches three or four people

Internalization

the private acceptance of the position advanced by the majority

Informational vs. Normative Social Influence

informational —> internalization

normative —> back to original beliefs

Tight Cultures

cultures with strong norms regarding how people should behave

e.g. Germany, Austria, Portugal, UK, Turkey, and Italy

Loose Cultures

cultures without strong norms and tolerate more deviance

e.g. US, Greece, Hungary, Israel, Netherlands, Ukraine, New Zealand, and Brazil

Michele Gelfand on Culture

tight nations are more likely to have autocratic or dictatorial governments

Foot-in-the-Door Experiment

ugly lawn sign experiment

Pluralistic Ignorance

people act in ways that conflict with their true attitudes or beliefs because they believe others don’t share them

Descriptive Norm

the behavior exhibited by most people in a given context

Prescriptive/Injunctive Norm

the way a person is supposed to behave in a given context

Norm of Reciprocity

a norm dictating that people should provide benefits to those who benefit them

Reciprocal Concessions Technique

ask large favor —> ask small favor (at least)

Negative State Relief Hypothesis

people engage in certain actions (e.g. agreeing to something) to relieve negative feelings and feel better about themselves

Reactance Theory

people reassert their prerogatives in response to the unpleasant state of arousal they experience when they believe their freedoms are threatened

Communal Relationship

a relationship where giving and receiving is based on the principle of need (responsibility)

long term

Exchange Relationship

a relationship where giving and receiving are governed by concerns about equity and reciprocity

short term

Social Exchange Theory

a theory based on the idea that how people feel about a relationship depends on the assessments of its costs and rewards

Comparison Level

expectations people have about what they should get out of a relationship

Comparison Level for Alternatives

expectations people have about what they can get out of available alternative relationships

Equity Theory

people are motivated to pursue equity in their relationships

Attachment Theory

early attachments with parents and caregivers can shape relationships for a person’s whole life

Anxiety Dimension of Attachment

a facet of attachment that captures the degree to which a person is worried about rejection and abandonment by relationship peers

Avoidance Dimension of Attachment

a facet of attachment that captures the degree to which a person is comfortable with intimacy and dependence on relationship partners

Functional Distance

the influence of physical layout that encourages or inhibits certain activities, including contact between people

Mere Exposure Effect

repeated exposure to a stimulus, such as an object or a person, leads to greater liking of the stimulus

Complementary

the tendency for people to seek out others with characteristics that are different from, and that complement, their own

Halo Effect

the common belief (accurate or not) that attractive individuals possess a host of positive qualities beyond their physical appearance

Reproductive Fitness

the capacity to pass one’s genes on to subsequent generations

Investment Model of Commitment

3 dimensions that make partners more committed to each other: relationship satisfaction, few alternative partners, and investments in the relationship

Perceived Partner Responsiveness

the degree to which people perceive their partners as being understanding, validating, and responsive to their needs

Implicit Association Test (IAT)

a technique for revealing non conscious attitudes toward different stimuli, particularly groups of people

Affect Misattribution Procedure (AMP)

a priming principle designed to assess people’s implicit associations to different stimuli, including their associations to various ethnic, racial, gender, and occupational groups

Realistic Group Conflict Theory

a theory that group conflict, prejudice, and discrimination are likely to arise over competition between groups for limited resources

Ethnocentrism

glorifying one’s own group while vilifying other groups

Superordinate Goal

a goal that transcends the interests of any one group and that can be achieved more readily by two or more groups working together

Minimal Group Paradigm

researchers create meaningless groups and observe their reactions

Social Identity Theory

a person’s self-concept not only stems from personality identity but also from the status and accomplishments of the various groups to which the person belongs

Basking in Reflected Glory

taking pride in the accomplishments of other people in one’s group

Paried Distinctiveness

the pairing of two distinctive events that stand out even more because they occur together

Subtyping

explaining away exceptions to a given stereotype by creating a subcategory of the stereotyped group that can be expected to differ from the group as a whole

Outgroup Homogeneity Effect

the tendency for people to assume that within-group similarity is much stronger for outgroups than for ingroups

Own-race identification bias

the tendency for people to be better able to recognize and distinguish faces from their own race than from other races

Contact Hypothesis

prejudice can be reduced by putting members of different groups in frequent contact with one another

Multiculturalism

a diversity ideology that encourages the acknowledgement and appreciation of people’s unique cultural and ethnic identities

Color-Blindness

a diversity ideology that encourages treating others as unique individuals and downplaying or ignoring cultural and ethnic group differences

Positive Political Advertising

advertising the best qualities of yourself

Negative Political Advertising

advertising the worst qualities of your opponent

Contrast Political Advertising

advertising by stating your good qualities and your opponent’s bad qualities

Yale Approach of Persuasion (OLD)

mostly “who” is speaking

(e.g., who’s knowledgable, speaks fast, repeats, and uses emotion)

Gain Framing

if you do X, good things will happen / bad things won’t happen

better for prevention behaviors like wearing sunscreen

Loss Framing

if you don’t do X, bad things will happen (or good things won’t happen)

better for detection behaviors like checking for skin cancer

Boomerang Effects

a message appeal that ultimately produces an effect opposite to that intended

Three Consequences of Persuasion Attempts

intended effect, no effect, and unintended boomerang effect

Reactance - Explanations of Boomerang Effects

people don’t like being controlled —> do opposite to reclaim freedom

Priming/Accessibility - Explanations of Boomerang Effects

put the message in their mind

“you won’t be able to get X soon”

Scarcity - Explanations of Boomerang Effects

supply demand type

What’s more effect? FITD or DITF?

DITF

Mavens

people who want to share how much knowledge they have

Connectors

people who have many contacts and spreads information

Salespeople

persuasive charismatic people who convinces the information through

Fluency Hypothesis - Mere Exposure

familiar things are easier to process

Learned Non-Threat Hypothesis - Mere Exposure

it’s not a threat

Masahiro Mori

uncanny valley “near misses”

Ratings of Attractiveness

1. Attractive, rare features

2. Composites of multiple people

3. Regular people

Darwin’s Puzzle

why are males and females so different from each other?

Triver’s Parental Investment Theory (PIH)

gender differentiates the way we utilize resources in promoting gene survival

Intrinsic Motivational Theory of Prejudice - Henri Tajfel

something intrinsic about being in a group leads us to support other members in the group

Khan and Lambert

behaviors of ingroup target

positive and ambiguous —> ingroup favoritism likely

negative behaviors —> harsher reactions to in groupers

Cognitive Effort Hypothesis - Gordon Allport

the naive scientist vs the cognitive miser

prejudice = cognitive shortcuts