social psych exam 2

Persuasive communication

a message advocating a particular side of an issue (ex. A memorable ad that had the power to make you continuously think about it)

Elaboration Likelihood Model

an explanation of the two ways in which persuasive communication can cause attitude change. Either the central route to persuasion or peripheral route 

central route (ELM)

 the case when people elaborate on a message, listening carefully, thinking as it occurs, with the ability and motivation to pay attention. This happens when you are engaging with the argument (ex. Car commercial that explains thoroughly the features of the new car)

Peripheral route (ELM)

the case where people do not elaborate on the arguments in a persuasive campaign, instead are swayed by surface cues (ex. Car commercial that is creative, hamsters driving a Kia)

Which model of persuasion requires high elaboration, includes argument processing, cognitive response to arguments and creates lasting attitude change?

CENTRAL ROUTE 

Which model of persuasion requires low elaboration, peripheral processing, emotional response to surface cues and creates a temporary change?

PERIPHERAL ROUTE

When someone is unable to pay close attention to arguments, what are they swayed by?

The status of the person, trusting of the person AND how persuasive they were (ex. Langer copy machine study- can i cut in front BECAUSE)

What increases motivation to pay attention?

 personal relevance of the topic. If the topic is important to a person's well being they will pay more attention

Yale Attitude Change Approach

Who says What to Whom

YACA Who

the source of the communication. Better if it is a credible, trustworthy and CONFIDENT source (ex. Models posing for deodorant you want for your man)

Sleeper effect

a message from an unreliable source may influence attitudes more strongly over time. The message will be remembered even if you forget the source (ex. Did you learn that crazy theory from school or youtube)

YACA What

the nature of the message. Needs to be vivid and memorable for the audience and clear/explicit. 

Identifiable victim effect

better to focus on graphic portrayals of particular victims than cold statistics about the scope of the problem ( ex. Covid 19 started by naming the victims and immense grief went around, then years later the 6 million stat of people is spoken of normally)

Fear arousing communications

persuasive messages that attempt to change attitudes by arousing fears. This increases perceived vulnerability

YACA Whom

audience/ receiver characteristics depends on mood and personality

How do people who have a need for cognition want to think

those who have a drive to think deeply about judgements 

When are messages more persuasive?

 when they match the mood of the receiver (ex. Happy messages work best on happy people

How do we enhance relevance?

targeting and tailoring

Targeting

aiming a message for a certain group of people (ex. Gender, ethnicities, age)

Tailoring

aiming a message to an individual's specific needs  (ex. What barriers are keeping YOU from working out)

Which of the following statements about the effects of subliminal stimuli is most accurate?

Subliminal exposure to thirst-related words can lead thirsty people to drink more. 

Why do we non-consciously mimic others?

merely thinking about a behavior makes performing it more likely. 

Priming

when we see others behave in a certain way we are more likely to act the same way

What does synchronous mimicry create?

Powerful feelings of closeness and bonding, obedience (ex. Army walking in sync )

Social norms

the implicit or explicit rules a group has for the acceptable behaviors, values and beliefs (ex. Male and female library door study)

Normative influence

our tendency to conform so that we are liked and accepted by others

Normative social influence

the influence of other people that comes from the desire for acceptance and to avoid disapproval (ex. Stanley cup over consumerism)

Informational influence

our tendency to conform to others behavior when we don't know how to act ‘they must know something i dont’

Informational social influence

relying on other people as source of information to guide our behavior. This leads to conformity because we believe that others interpretation of an ambiguous situation is correct 

Private acceptance

conforming to others behaviors out of a genuine belief they are correct

Public compliance

conforming to others behavior publicly without necessarily believing what is said and done 

How does group size affect conformity pressure

conformity rates increase as group size increases, but to a point. If it becomes more than 4 conformity levels are off

How does group unanimity affect conformity pressure

more conforming when group is unanimous, if theres even one person who breaks  the agreement conformity decreases

How does anonymity affect conformity pressure

this eliminates social influence and therefore should substantially reduce conformity

How does culture affect conformity pressure

there are higher rates of conformity in interdependent cultures, they want to promote harmony. But they only conform to groups they identify with, not strangers (ex. Higher levels of conformity in a chinese school)

Examples of conformity in everyday life

 music downloads, songs who saw ratings of songs  and how much it was downloaded became even more popular. 

Minority influence

 the case where a minority of group members influence the behavior or beliefs of the majority . however people with minority views must be consistent with their views and agree with each other

Compliance

agreeing to the explicit request of another person regardless of that persons status (ex. Doing a favor, giving to charity)

prescriptive/injunctive norms

peoples perceptions of what behaviors are approved or disapproved. This tells you what to do (dont litter!)

Descriptive norms

peoples perceptions of how people actually behave in given situations, tells you what people are actually doing (x% of the population litter). However it may backfire depending on the pre-existing behavior

Reciprocity

we are more likely to pay back someone who has done something for us ad may feel uncomfortable if we owe someone (ex. Free gifts)

Door in the face

ask BIG request first- gets door slammed in face w rejection. Then you ask a smaller request- more likely to accept 

Reciprocal concessions

explanation for DITF. since the second request was more reasonable than the first the person feels more pressure to accept the second request

Consistency & commitment

if we commit to something we will feel bad if we don't follow through or if we do something, we don’t want to show that wasn’t genuine. Fear of being seen as a hypocrite (ex. Identity, you’re such a good helper, her son will continue to help)

Low balling & bait and switch

in both cases you are motivated to buy something based on details that turn out to not be accurate (ex. You go in determined to buy a car and probably end up buying the luxury model if thats all left)

Foot in the door

 if you agree to a small request you're more  likely to agree to a larger request after (ex. 1. Will you sign this petition, 2. Would you be able to donate as well)

Social proof

we are more likely to do something if we see others do it (ex. I voted sticker)

Scarcity

we don't want to miss out, so we are more persuaded to do something if it seems like the opportunity is limited . this works by inducing stress (ex. Airline shows only 3 tickets left)

Attitude inoculation

small attacks on peoples beliefs that engage their preexisting attitudes, prior commitments and background knowledge. This enables people to resist persuasion

What enables people to resist being influenced by others?

Reactance theory- the unpleasant state of arousal people experience when they believe their freedom is threatened . ALSO people can stand more firm if they have practice, an ally and are aware of potential slippery slopes and put off responding to think

Group

two or more people who interact and are interdependent. Their needs and goals cause them to influence each other (ex. People sitting in a class, wedding guests)

Why do people care about being shunned?

People don’t want to be alone, people need interaction and access to resources

What are benefits of groups

they are an important part of our identity, they help us define who we are and they help us accomplish our goals

How did researchers show that the presence of another person could create social facilitation effects even if they could not evaluate the person's performance?

by having another person in the room who had their back turned and couldn't watch the performance 

Social facilitation

the potential to do better on certain tasks in the presence of others

Evaluation apprehension

this increases how aroused we are during a task and leads to more pronounced social facilitation effects

Social loafing

the tendency to do worse on certain tasks in the presence of others. Willing to work less hard when effort can't be judged (Ex. tug of war you’ll try less hard)

How to reduce social loafing

Individual efforts will increase when the task is appealing and challenging. Also if the work is divided and if they are all friends 

Groupthink

when the group does not raise questions to maintain group cohesiveness and prefer to keep a balanced manner instead of considering facts

Self-censorship

withholding our opinions in group discussions (ex. The pressure to launch a ship to space and engineers knew of weather concerns but didn’t say anything)

Pre-mortem analysis

considering the outcomes of failure and getting out of the groupthink mindset to think of reason for failure

Group polarization

the tendency for groups to make decisions that are more extreme than the initial inclinations of its members. This happens when individuals show an initial weak preference then a group discussion pushes people to more extreme views  (ex. If the majority of people started more above average pre-discussion, after discussion everyone will be above average)

Great person theory

the idea that certain key personality traits make a person a good leader (THIS IS NOT TRUE) 

Power

the ability to control one’s own outcomes and those of others, however an individual's power varies from one relationship to another

Vice vs virtue path

the 2 paths to gaining power, virtue power is communicating with courage ( bravery, honesty) and justice (teamwork, fairness). Vice power is the dark triad. Being manipulative, entitled and aggressive

Social hierarchy

how power manifests as an arrangement of individuals within a group in terms of their relative power 

Status

the outcome of an evaluation of attributes that produces differences in respect and prominence. This is what makes you respected in a group

approach / inhibition theory

high power individuals are inclined to go after their goals and make quick judgements, whereas low power people are more likely to constrain their behavior and pay careful attention to others.

Approach

acting in ways to move toward a goal (powerful people, they do what they want to achieve higher status)

Inhibition

showing more vigilance and caution (lower status people, the risks are higher for them to take)

Deindividuation

the loosening of normal constraints on behavior when people can’t be identified personally. This makes people more likely to follow group norms (ex. KKK, they all worse robes and hoods to be anonymous and were able to act out)

Individuation

 an enhanced sense of individual identity produced by focusing attention on the self 

Self awareness theory

when we focus attention on ourselves we become self-conscious, judgemental of ourselves. (ex. Eating in a restaurant with mirrors makes people eat more healthfully)

spotlight effect

we believe we stand out more than we actually do. This decreases if we are less focused on ourselves

Freud’s explanation for infant bond with parents

sexual urges and desire for pleasure

John Watson's explanation for infant bond with parents

parents give you food and shelter so, they bond for the reward

Konrad Lorenz’s explanation for infant bond with parents

safety, infants imprint on the first sign of another figure from birth

Harry Harlow's explanation for emotional development

comfort is essential for development and babies need social contact (his experiment was the cloth monkey vs. wore monkey)

Attachment theory

children have 2 basic goals of safety/survival and exploration. If they have enough safety they can be secure to explore, if they have too little safety they retreat to mom for comfort.

Secure attachment pattern

the baby plays and explores when the parent is there but gets upset when they leave. Calms down again once parent returns. This pattern is better associated with self-esteem and social adjustment 

Anxious/ambivalent attachment pattern

anxious and clingy when the parent is there, extremely upset when the parent leaves. They see the parent as unpredictable. This pattern is associated with attention seeking behaviors later in life 

Avoidant attachment pattern

the baby is already aware the parent in unpredictable. They seek little contact with comfort and not distressed when the parents leaves or returns 

Proximity effect

 the more we see and interact with people around us, the more we like them

Functional distance

more likely that some people will come into contact more often than others (ex. A building can be designed for some people to run into the same person daily)

Mere exposure effect

being exposed so much to something over time you like it because of familiarity. (ex. professor . novak ended up wanting a subaru after years of seeing them all over her town)

Implicit egotism

concept that people have an unconscious preference for things that remind them of themselves. We enjoy stuff associated with ourselves

Halo effect

what is beautiful is good. The stereotype that physically attractive people means they have good traits such as, happy, popular and sociable

self -fulfilling prophecy

an expectation that leads to your behavior making it come true. Because of this highly attractive people develop good social skills and receive more attention(ex. I think she’s so pretty she must be interesting, i treat her like shes so interesting)

Social exchange theory

a model that says relationships include costs and benefits. Relationships should end when the costs outweigh the benefits. 

Equity theory

we want to feel that the costs and benefits of the relationship are balanced fairly between both partners

Passionate love

an intense emotional state, create sexual feelings, pain, anxiety and relief. Arousal

Companionate love

the trust, warmth and affection we feel for people whose lives are intertwined with ours (a healthy balance)

Three types love

passion (sexual attraction), intimacy (emotional closeness), commitment(the desire to stay together)

Comparison level

 peoples expectations about the level of rewards and costs they are likely to receive in a particular relationship (ex. If someone who is constantly upward comparing their relationship to others’ the problem is in the comparison not the relationship)

Interdependence theory

our feelings depend on our views of costs and benefits of the relationship, as well as what we think we deserve

Comparison level for alternatives

our expectations about the relative cost and benefit of alternative relationships. If someone believes they can do better they will leave, if someone doesn't believe they can do better they will never leave

The investment model

 our commitment to a relationship doesn’t only depend on satisfaction what if we think we can do better, but also considers what will we LOSE if we end it. (ex. The custody of kids, the house)