Persuasion - Changing Attitudes

A set of flashcards summarizing the key concepts from the lecture on persuasion and attitude change.

What does attitude change refer to in social psychology?

Attitude change refers to when someone else is instigating said change.

What is social influence?

Social influence is a change in attitude or behavior based on the real or imagined presence of others.

What happens in social loafing?

Social loafing occurs when others around you cause you to perform more poorly.

What is deindividuation?

Deindividuation is a state of reduced self-awareness and attention to personal standards, often found in mobs or groups.

What is the Yale Attitude Change Model?

The Yale Attitude Change Model is an equation style approach to persuasion defined as Source + Message + Audience = Persuasion.

What is the central route in the Elaboration Likelihood Model?

The central route involves high-involvement processing with controlled thinking and cognitive attitudes.

What is the principle of authority in persuasion?

We are more willing to comply with a real or apparent authority figure, especially when unsure how to act.

What is the commitment to consistency principle?

We are more likely to comply if we see it as consistent with our previous behavior.

What is the principle of social proof?

We are likely to say yes or comply if many others are doing it too.

What effect does scarcity have on persuasion?

We are more likely to say yes in situations where something is rare or scarce, as it seems more valuable.

What does the principle of reciprocity state?

We are more likely to say yes to someone who has already done something for us.

What is the liking principle in persuasion?

We say yes to those we know and like, often influenced by similarity and attractiveness.