Shared Flashcard Set

Details

PSY-Chapter 7
PSY
24
Psychology
Undergraduate 2
10/24/2012

Additional Psychology Flashcards

 


 

Cards

Term
Persuasion
Definition
communication that is designed to influence a person's attitudes and behaviour
Term
Elaboration likelihood model (ELM)
Definition
A model describing two distinct routes (Central and Peripheral) that are used to process persuasive messages
Term
name and describe the two routes to processing a persuasive message.
Definition
central or systematic route processing
- occurs when people have ability and motivation to carefully evaluate arguments in persuasive message

Peripheral or heuristic route processing
- occurs when people lack ability and motivation to carefully evaluate a persuasive message, and therefore are influenced only by superficial cues
Term
attitude change based on which persuasion processing route leads to it being longer lasting and more resistant to change
Definition
central or systematic route processing
Term
If people are distracted, mostly likely to rely on which type of cues?
Definition
peripheral
Term
If someone is more alert, they are more likely to use which type of persuasion processing?
Definition
systematic processing
Term
If argument is difficult to understand, they are more prone to using which type of persuasion processing?
Definition
peripheral processing
Term
what type of persuasion processing used when personal relevance to topic is either high or low.
Definition
high: centrally
low: peripherally
Term
what are the three main factors (very brief) that influence persuasion. include their subgroups
Definition
1.source (who delivers message)
- attractiveness
- similarity
- credibility
2. content of message
- length
- discrepancy
3. audience
- demographic factors
- personality
Term
For kids, who is seen as most credible
Definition
their best friends
Term
how credible do people appear that argue against what appears to be their own self interests?
Definition
they seem highly credible, as they have nothing to gain
Term
are people persuaded better from a moderately credible source after first hearing the same message from a highly credible source or a low credible source?
Definition
better persuaded after first hearing a message from a low credible source
Term
sleeper effect
Definition
phenomenon by which a message that initially is not persuasive becomes more persuasive over time because people forget its source
Term
long message are more effective if they are which combination? (strong/weak) and processed (centrally/peripherally)
Definition
strong and processed centrally
Term
discrepancy
- subcategory of?
Definition
people see evidence that supports their view as quite strong, and evidence that opposes their view as quite weak
- subcategory of content message from factors that influence persuasion
Term
people high in self monitoring are more likely to be influenced by which type of adds? (informational or image?)
Definition
image, because these people are more image conscious
Term
those with high need of cognition and low need for cognition are more likely to use which forms of persuasion processing?
Definition
low: peripheral
high: central
Term
briefly list the 6 principles of persuasion
Definition
1. reciprocation
2. social validation
3. consistency
4. friendship and liking
5. authority
6. scarcity
Term
what are the four types of behaviour associated with reciprocation?
Definition
pro-scoail behaviour
self-disclosure
cooperation/competition
compliance (we are persuaded by those who have complied with our request in the past)
Term
which has a stronger influence of voting? unconscious emotions, or conscious rational thought
Definition
unconscious emotions
Term
people in good mood more likely or less likely to process information carefully?
Definition
less likely
Term
briefly list the four main ways of resisting persuasion
Definition
forewarning (making people aware they will soon receive persuasive message)
reactance (people react to threats of freedom by becoming even more likely to do it. ie warning labels make ppl more likely to watch)
inoculation (exposure to weak version strengths ability to resist after hearing stronger version of same message)
attitude importance (attitudes more important to us are more resistant to persuasion)
Term
when contrasting individ and collect cultures, which are more persuaded by experts, and which by older male and part of famous family?
Definition
individ: expert
collect: older male and part of famous family
Term
Give the reasons the following countries would help a co-worker: China, German, Spain, America
Definition
China: authority (due to high power distance)
German: consistency (help them if request consistent with organization's rules)
Spain: liking and friendship (simpatia)
America: reciprocity (help those that have helped you)
Supporting users have an ad free experience!