Term
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Definition
| Physical attractiveness, similarity, flattery, repeated contact, conditioning/association |
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Definition
| height (men), weight (women), facial features, grooming/dress, signs/symbols of higher socioeconomic status |
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Definition
| more attracted to people who are similar to ourselves |
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Definition
| giving compliments, sometimes works even if you know it is happening |
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Term
| Repeated contact/Association |
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Definition
| we prefer people who are familiar to us |
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Term
| Conditioning and association |
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Definition
| sex and advertising works on this principle |
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Definition
| like people who make us feel the way we want to feel |
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Definition
| we like people who have expressed their liking for us |
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Term
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Definition
| Heider, 1958, like friends to like other firends, like friends to like things, feel dissonance when this is not balanced |
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Term
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Definition
| Person's believably and their ability to inspire trust. Others define your credibility |
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Term
| Primary dimensions of credibility |
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Definition
| competence/expertise, character/trustworthiness, goodwill |
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Term
| Secondary dimensions of credibility |
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Definition
| composure, sociability, extroversion |
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Term
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Definition
Credibility changes depending on the audience and the situation.
Credibility is dynamic: you can gain or lose it .
Credibility is a heuristic or peripheral cue we use under conditions of low motivation or ability (ELM).
If we are motivated and able, credibility is only one component we consider. |
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Term
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Definition
The “halo effect” happens when credibility that we have in one area carries over and helps us be persuasive in an unrelated area.
*Doctor actor acting in a TV commercial |
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Term
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Definition
The Sleeper Effect refers to the phenomenon of attributing credibility to a very low credibility source as time passes.
*Over time, in low credibility messages, audiences disassociate the source of the message from the message itself and attitudes become more favorable |
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Term
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Definition
Derived from a social position (conferred by people)
-people with authority have the power to punish or reward and access to power and information |
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Definition
| clothes, titles, trappings (jewelry, cars, etc.), |
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Term
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Definition
Experimenter wore lab coat and stressed importance of the study
-Question: does punishment increase learning?
-was actually testing response to authority
-increased levels of shock
-65% were obedient until the end of the study |
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Term
| Factors that affect obedience |
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Definition
-physical proximity
-personal responsibility (when experimenters were responsible, more subjects continued)
-rebellion (when others rebel, we are less likely to go along with authority) |
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Term
| Zimbardo prison experiment |
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Definition
| Power can be internalized, power corrupts, absolute power corrupts absolutely |
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Term
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Definition
| response to authority is highly automatic |
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Term
| How to protect self from authority |
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Definition
| -question authority when social and organizational change is needed |
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Term
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Definition
| response to authority is highly automatic |
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Term
| How to protect self from authority |
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Definition
| -question authority when social and organizational change is needed |
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