Term
| Social Influence includes |
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Definition
Conformity,
Compliance, and Obedience" |
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| Goals of Social Influence: " |
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Definition
– Choosing Correctly"
– Gaining Social Approval"
– Managing Self-Image" |
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____observed 6 principles of
social influence |
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Definition
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6 principles of
social influence Each is based on ___ and linked to ___ |
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Definition
on a heuristic and linked to an
important goal or motive! |
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| social influence principles are based on seeking ___ and ___ and managing ___ |
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Definition
– Seeking accuracy!
– Seeking social approval!
– Managing self image! |
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| These heuristics normally |
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Definition
work well for us, but
compliance professionals use them against us.! |
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Definition
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| social validation heuristic: |
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Definition
When in doubt, go with
majority opinion." |
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| example of social validation |
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Definition
| Waiting to enter a classroom/train" |
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| social validation is likely to follow behavior of others whern |
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Definition
right behavior is ambigous
or
others seems sure of themselves |
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Ways in which people exploit
social validation: |
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Definition
– Salting the tip jar"
– Canned Laughter"
– Number one selling car! " |
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Definition
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Definition
It pays to follow the
suggestions of a legitimate authority (a good source of expertise) |
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Term
| Ways in which people exploit authority |
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Definition
• “I’m not a doctor, but I play one on t.v.”"
• Confidence in blog articles/wikipedia edits. " |
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Definition
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Definition
Scarce resources tend to be
worth more.! |
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Definition
flu shots: The more valuable something is, the more
people tend to grab it up! |
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Definition
limited number tactic (last one in stock)
Deadline technique (deal for today only) |
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Definition
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| commitment/consistency stems from a goal of |
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Definition
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| Commitment/consistency heuristic |
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Definition
| stick with your commitments |
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| commitment/consistency is exploited: |
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Definition
4 commitment-based tactics:
-foot in door
- low ball
-bait and switch
- |
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Definition
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| foot in door works bc compliance w/initial request changes |
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Definition
self-image to be consistent with first
favor. |
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Definition
| gain aggrement then change terms of arrangement |
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Definition
After making a choice for something, people
take “mental possession” of it |
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Definition
It is often easier to continue with the
commitment than to change! |
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Definition
| spur target to take action then describe course as unwise and suggest alternative |
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Definition
People will accept a deal they would have
dismissed if it had been offered first. " |
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Definition
| get ppl to commit to general course of action (buying stereo) |
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Definition
| assign target a trait label, seek compliance with a label that is consistent request |
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Definition
you're a generous person
say can you contribute to this charity? |
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| two principles stemming from the goal of gaining social approval (fostering relationships) |
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| if someone does you a favor you are obligated to repay it |
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free gifts- flowers at airport
free samples |
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Definition
| present target w/large request, back down to smaller one |
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Definition
| person is obligated to reciprocate w/concession of their own |
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Definition
| do someone a favor, then ask for bigger favor in return |
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Definition
| ppl obligated to repay favor even if not of equal size |
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Definition
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Definition
| if friend you like asks for favor it pays to say yes bc it helps maintain their positive relationships w/others |
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Definition
personal attractiveness (good looking ppl)
shared group membership (im a student too) |
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| ways to exploit friendship/liking principle |
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Definition
| look at all the great friends youll have if you buy this |
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Definition
| favorable or unfavorable evaluative reaction twd something or someone exhibited in one's beliefs feelings, or intended behavior |
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Term
| ABC dimensions of attitudes |
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Definition
affect(feelings)
behavior
cognition |
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Term
| measuring the ABC of attitudes with snakes- |
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Definition
affect- fear and heart rate
behavior- avoid
cognition- dangerous |
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Term
| what factors lead to attitude behavior correspondance |
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Definition
when attitude questions match behavioral meausres in details
looking across multiple instances
when attitude is made salient |
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Term
| looking across multiple instances includes |
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Definition
| sports stats, religions behaviors |
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| specific details on in questioning example |
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Definition
| eating out at paradise creek on fridays |
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Definition
| ask ppl to consider their attitudes make self conscious |
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| why does behavior influence attitudes |
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Definition
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Definition
| tension that arises when one is aware of two inconsistent cognitions |
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Definition
| motivates: its easier to change attitudes than take back behavior |
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| alternative explanation of behavior's inflence on attitude |
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Definition
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Definition
| when we are unsure of our attitudes we change them by looking at our behavior |
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Term
| Self perception theory: people will work to justify their effert twds a goal by |
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Definition
| placing greater emphasis on goal |
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| examples of self perception theory |
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Definition
| hazing, basic training milatary |
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| self perception theory accounts for responses when people's attitudes are |
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Definition
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Term
| cognitive dissonance theory accounts for responses when people have ___ attidues |
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Definition
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| attitudes may be poor predictors of behavior |
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Definition
LaPiere study in 1930
travelling across US with chinese no ones behaviors matched the attitudes |
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Term
| Why attitudes are poor predictors? |
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Definition
| may conflict w/other influences on behavior such as social norms, and situational factors |
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Term
| how are attitudes sometimes inconsistent which then leads to poor prediction of behavior? |
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Definition
| emotional and cognitive aspects may conflict (liking someones talent but not arrogance) |
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Term
| Predicting attitudes from behaviors |
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Definition
behaviors are good predictors of attitude
attitude is poor predictor of behavior |
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Definition
| may be but may be aroused by different situations |
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Term
| dissonance in individualists results from |
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Definition
| threats to how ppl see themselves |
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Term
| dissonance in collectivists results from |
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Definition
| threats to how ppl believe they are seen by otheres |
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Term
| individualist vs collectivists experience more dissonance when making a choice for |
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Definition
individualist more- themselves over a friend
collectivists more- for a friend over themselves |
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Term
| collectivists are more likely to experience dissonance when |
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Definition
| primed w/thoughts of how other ppl would view their choices |
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Term
| elaboration likelihood model= |
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Definition
| two process model of persuasion |
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Term
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Definition
1. changing what we know and believe
OR
2. changing how we feel |
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Definition
| change attitudes through process of reasing (high quality arguments) |
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Definition
| change attitudes through feelings and superficial associations |
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Term
| Persuasive messages have three components |
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Definition
the who or source of message
the what, or content of message
the whom, or the target of the message |
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Term
| peripheral route source characteristics |
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Definition
| how attractive, funny, famous, or expert the communicator seems |
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Term
| peripheral route credibility |
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Definition
| ppl who are seen as knowledgable and trustworthy are more persuasive |
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Term
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Definition
a message may not be believed
originally, over time the message may be
remembered without remembering that it came
from an untrustworthy source" |
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Term
| non credible sources can change attitudes thru |
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Definition
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Term
| peripheral route content- |
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Definition
| number or length of arguments: can be superficial convincing even if they're low quality |
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Term
| peripheral route message- |
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Definition
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Term
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Definition
| contain vivid info and can be very persuasive |
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Term
| fear based messages most effective when combined with instructions on how to |
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Definition
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Term
| peripheral route perceiver/personality |
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Definition
| need for cognition: we have a drive to think deeply about judgements |
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Term
| people high in need for cognition are |
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Definition
| more persuaded by central route messages than by peripheral route messages |
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Term
| central routes are effective for persuasion when: |
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Definition
| message is personally relevant, knowledgable about it, have responsibility for outcomes |
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Term
| Central routes are ONLY effective if: |
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Definition
| if person is motivated and capable of processing the message |
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Term
| peripheral routes are effective when: |
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Definition
| motivation/capability to process the message is low (distraction, fatigue, disinterest, ambigious) |
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Term
| utilitarian function of attitudes: attitudes are: |
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Definition
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Term
| utilitarian function of attitudes must know |
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Definition
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Term
| utilitarian function of attitudes: alert us to |
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Definition
potential rewards, costs, threats
example attitude of food can alert us to if unhealthy |
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Term
| ego defensive function of attitudes allow us to ____ |
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Definition
| cherished beliefs about ourselves and our world (just world) |
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Term
| value expression function of attitudes: attitudes help us: |
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Definition
| cherished beliefs and values |
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Term
value expression function of attitudes:
guide identifaction |
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Definition
with reference groups that
share and reinforce those values |
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Term
value expression function of attitudes:
reference group |
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Definition
is the group whose opinions
matter to us and affect our beliefs |
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