Social Psych Pt 2 flashcards
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Social Psych Pt 2
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What is persuasion?
Message intended to change attitude and behavior.
How is persuasion part of everyday life?
We persuade others to do things.
What is the Message-Learning approach to persuasion?
Attitude change follows stages of attend-
ing, comprehending, and accepting the message.
What are the factors influencing persua-
sion?
Source variables, message variables, and target/audience variables.
What are some source variables that in-
fluence persuasion?
Attractiveness, credibility.
What are some message variables that influence persuasion?
Vivid information, fear appeals, humor, repetition, medium.
What are some audience variables that influence persuasion?
Self-esteem, mood.
How does attractiveness influence per-
suasion?
Physical appearance, likeability, similari-
ty to the audience.
How does credibility influence persua-
sion?
Fast talkers seem more credible.
How does vivid information influence persuasion?
It is generally more persuasive, except when it interferes with message compre-
hension.
What is the inverted U function in relation to fear appeals?
As fear increases, attitude change in-
creases, but it drops off when it gets too fearful.
How does humor influence persuasion?
It depends on the relevance to the mes-
sage.
How does repetition influence persua-
sion?
Mere exposure to the message can in-
crease persuasion, but some variation is needed to prevent boredom.
How does the medium influence persua-
sion?
Simple messages are better conveyed through video, while complex messages are better conveyed through written form.
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Social Psych Pt 2
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How does self-esteem influence persua-
sion?
Lower and higher self-esteem individuals are less persuadable.
How does mood influence persuasion?
Affect as information, weather effects mood, sadness can affect buying and selling prices.
What is the Elaboration Likelihood Model (ELM)?
A model that explains two routes to per-
suasion.
What are the two routes to persuasion in the ELM?
Central route and peripheral route.
What is the central route in the ELM?
When people carefully process and eval-
uate the message.
What is the peripheral route in the ELM?
When people are influenced by periph-
eral cues rather than the content of the message.
What is the central route?
Persuasion through careful considera-
tion and motivation.
What is the peripheral route?
Persuasion through lack of ability or mo-
tivation.
Can attitude change occur without com-
prehension?
Yes.
What are nudges?
Behavioral interventions that encour-
age desirable behavior without restrict-
ing choice or changing economic incen-
tives.
Give an example of a nudge.
Adding a healthy food only line in a school canteen increased consumption of healthy food by 18%.
How can nudges be used for COVID-19 vaccinations?
By sending reminders or ownership re-
minders to encourage vaccination ap-
pointments.
What is compliance?
Behavioral response to a request from another person.
What is the door-in-the-face technique?
Making a large request followed by a smaller request.
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Social Psych Pt 2
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Give an example of social proof and un-
certainty.
Jonestown and Petrified Forest national park, where past visitors stealing wood led to increased theft.
How does flattery affect compliance?
It can increase compliance.
What is scarcity?
The desire for things that are limited or unavailable.
What is psychological reactance?
The negative reaction to being restricted or told what to do.
What is the foot-in-the-door technique?
Making a small request followed by a larger request.
Give an example of the foot-in-the-door technique.
The 'Drive Carefully' billboard study.
What is the low-ball technique?
Revealing hidden costs after initial agreement to a request.
How can nudges be used in enhancing compliance?
By using reminders, ownership re-
minders, and other techniques to encour-
age desired behavior.
What are traditional policy tools?
Tools that change behavior through re-
wards and punishments.
Give an example of a traditional policy tool.
Mandates, bans, subsidies, or fines.
What is the purpose of traditional policy tools?
To change behavior.
What is the purpose of nudges?
To encourage desirable behavior without restricting choice or changing economic incentives.
What is the experiment conducted by Cialdini et al. in 1978?
Recruiting subjects for a 7am experi-
ment.
What is the effect of low ball technique?
It makes people happier with poor choic-
es.
What is mindlessness in the context of compliance?
Agreeing to a request without giving it a thought.
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Social Psych Pt 2
Study online at https://quizlet.com/_dyxwd3
What is the finding of Langer et al. (1978) regarding small requests?
A small request is likely to be agreed to, even if a spurious reason is offered.
What is an example of a small request with a legitimate reason offered?
Excuse me. I have 5 pages. May I use the copy machine because I'm in a rush?
What is an example of a small request with no reason offered?
Excuse me. I have 5 pages. May I use the copy machine?
What is an example of a small request with a spurious reason offered?
Excuse me. I have 5 pages. May I use the copy machine because I have to make copies?
What is conformity?
Change in behavior or belief in accord with others.
What are the different forms of conformi-
ty?
Compliance, obedience, acceptance.
In what ways do people conform?
Various ways.
Is conformity good or bad?
It depends on the context.
What is normative social influence?
The influence to conform due to the fear of punishment by the group.
What is a social norm?
A shared standard of behavior that peo-
ple follow in their relations with others.
What is Sherif's (1936) experiment about?
Investigating the emergence of social norms in a lab situation.
What is the autokinetic illusion?
A stationary spot of light in a dark room appears to move.
What is suggestibility?
The tendency to adopt false beliefs or perceptions due to group influence.
What are some examples of suggestibil-
ity?
UFO sightings, nuns believing they were possessed by cats, Tourette's.
What were Asch's conformity studies about?
Investigating conformity in a group set-
ting.
What was the setup of Asch's conformity studies?
A main person seated 6th in a row of 7, with others being confederates.
What are some factors affecting confor-
mity on Asch's task?
Group size, one dissenter, previous ex-
posure to non-conformity, anonymity
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What was the purpose of Milgram's Obe-
dience Studies?
To determine how compliant people would be when given direct orders
What was the procedure for Milgram's study?
Men answered an ad to participate in a study of learning at Yale University, two men arrived (one a confederate), real participant was randomly assigned as the 'Teacher', Teacher read word pairs to the learner and administered shocks if the learner answered incorrectly
What were the switches used in Mil-
gram's study?
Switches ranged from 15-450 volts and were labeled with different shock intensi-
ties
What were some of the learner's re-
sponses during the study?
Ugh!, Hey this really hurts, Experimenter, get me out of here. I told you I have heart trouble. My heart is bothering me now. I refuse to go on., (Agonizing scream) Let me out of here!, (Agonizing scream) I refuse to answer, (falls silent)
What were the experimenter's prods in Milgram's study?
Please continue, The experiment re-
quires that you continue, It is absolutely essential that you continue, You have no other choice; you must go on
Why is Milgram's study well-known in psychology?
Because after a certain point, it would be insane for participants to continue
What is distress?
A negative emotional state caused by external stressors
What were some visible signs of distress in the subjects?
trembling, stuttering, groaning, heavy perspiration, lip biting, nervous laughter
What were some variations in the Mil-
gram experiment?
victim's distance, closeness and legiti-
macy of authority, institutional authority, getting someone else to give the shocks, other contexts
What is 'The Game of Death'?
a 2010 French documentary on a fake TV game show where real contestants administer electric shocks
5 / 6
Social Psych Pt 2
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What percentage of Milgram's partici-
pants went past 150 volts?
79%
What did Burger's replication of Mil-
gram's study find?
participants were stopped at 150 volts, similar to Milgram's study
What is the empathy test in understand-
ing obedience?
the subject tried to disobey but failed, confusion and uncertainty increase con-
formity, release from responsibility, incre-
mental involvement
What did Milgram say in his 1979 CBS Sixty Minutes interview?
he believed that if death camps were set up in the US, there would be enough per-
sonnel in any medium-sized American town
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