PSY 110 Chapter 13 - Persuasion, Conformity & Abuse of Power

One of the major goals of social psychology is…

To understand how the presence of others influences behavior

Persuasion is described as…..

The process of changing our attitude toward something based on some kind of communication

Elaboration likelihood model of persuasion is….

A popular model that shows the dynamics of persuasion

According to the elaboration likelihood model of persuasion, there are two main routes that play a role in delivering a persuasive message. These two routes are…..

Central

Peripheral

The central route of persuasive messaging can be described as…….

Motivated

Analytical

High effort

Lasting change in attitude

The peripheral route of persuasive messaging can be described as…….

Not motivated

Not analytical

Low effort

Temporary change in attitude

The persuasive route that is logic driven and uses data and facts is…..

Central

An example of the central route is….

Someone trying to sell you a car at the dealership, using data and and facts about the car

The persuasive route that is focusing on positive characteristics and positive emotions is…..

Peripheral

An example of the persuasive route is….

Someone trying to sell you ice cream in an ad, using liked celebrities who are eating it

A common technique used in persuasive messaging is….

The foot-in-the-door

The foot in the door technique illustrates….

The principle of consistency

The principle of consistency is…..

how our past behavior often directs our future behavior, and how we have a desire to maintain consistency once we have committed to a behavior

The Asch comformity experiments examines…..

If one person would change and conform to a group opinion, even if it contradicts their own perceptions of reality

In the Asch conformity experiments, 26% of participants……

Consistently defied majority opinion when incorrect answers were given

In the Asch conformity experiments, 62% of participants……

Conformed to the incorrect answers given by the other group members some of the time

In the Asch conformity experiments, 12% of participants……

followed the group nearly every time, even when the rest of the group members were giving obviously incorrect answers

The Milgram Experiments were designed to….

Measure the willingness of study participants to obey an authority figure who instructed them to perform acts that conflict with their personal conscience

The Stanford Prison Experiment was designed to….

Be a two-week stimulation of prison life to study the reactions and behaviors of the participants