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Social Psych Exam 2
Terms in this set (22)
agreeing with the message based oncues other than idea or argument (e.g.,attractiveness, familiarity)
Ex. Celebrity Endoresments
using deliberate process of:
◦ Weighing arguments
◦ Considering facts and figures
Audience: Not motivated, not analytical -> Processing: Low effort, persuaded by cues outside of message-> Persuasion: Temporary change in attitude
Audience: Motivated, analytical -> Processing: High effort, evaluate message-> Persuasion: Lasting change in attitude
Fear is more effective
◦ More likely to take preventative action
◦ Fear + InstrucHon = Action
rapid transmission of emotional or behavioral impact through a crowd
We find explanations for our behvior, even when it doesnt make sesne, or we didn't know why we did it at the time.
Discomfort that occurs when an individual holds beliefs, attitudes, or behaviors that are different from one another.
Change one's own belief/behavior to resolve dissonance
using situation or environment as justification.
Counter- attitudinal advocacy
When a person publically supports a policy/belief that goes against their belief.
Don't feel like we can change our mind once we make a decision.
Foot in the door technique
Following up a smaller request with an even bigger one such that the subject complies on the grounds of the bond created.
When individuals suffer, do hard work, or make sacrifices, we justify it by saying it was worthwhile.
Increases in fear->action
High self esteem= Immediate Action
Low self esteem= Delayed Action
Increasing fear and providing instructions->action
Vivid Personal Example
Just one vivid example can be more persuasive than facts & figures
Types of Arguement
-More effective for less informed audience
-Effective if audience is already in agreement
-More effective for informaed audience
-They know counterarguement
-Effective if audience is not in agreement
Most effective if small gap between messages and delay between messages and response
Most effective when large gap between messages, and small gap between your message and response.
When a message is different from a persons belief
Low= no change
Moderate= Most change
High= no change (unless credible source)
small attacks to our position-> increased immunity to changing our minds against larger attacks.
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