Brainscape's Knowledge GenomeTM

Browse over 1 million classes created by top students, professors, publishers, and experts.


See full index

SOCIAL psychology > Perduasion > Flashcards

Perduasion Flashcards

1
Q

Aristotle’s Rhetoric

A

Persuasion is the manipulation of the audience’s mind through EMOTION or REASONED ARGUMENT
- distinction between rhetoric (manipulation of emotions) and logic (scientific certainty) and dialect (reasoned debate)

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

Persuasion definition

A

The process by which a message induces CHANGE in beliefs, attitudes or behaviors

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

Mundane persuasion

A

we are involved in acts of persuasion in our everyday lives

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

approaches to reach on persuasion

A
  1. experimental social psychology

2. discursive social psychology

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

Caveats by billing 1996

A
  • Persuasion is inextricably linked to local + broader social context and as this varies across time + space, from individual to individual, group to group
  • what works in one case may not work in another
  • Beware of abstract, generalizable list of factors of persuasion as you will always come across the exception to the rule
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

Hovland’s

A

Finds a way to understand why persuasion works sometimes and sometimes does not work. Used this method to understand the effect of propaganda in the WW2
pay attention –> comprehend it –> believe it –> remember it –> behave accordingly –> action
OR
no action at all

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

Central route

A

occurs when, after CAREFUL consideration of the content of the message, people find argument persuasive
- fixed attitude change

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

Peripheral route

A

when people are influenced by INCIDENTAL cues (eg; speaker’s attractiveness) + find argument persuasive, rather than by careful consideration of the argument’s validity
- temporary attitude change

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

Critiques to dual process models

A

they should be seen as ‘one’ because:

  1. In real world, message contain a variety of content + cues in order to achieve their rhetorical effect
  2. both work towards persuading the receiver
  3. central/peripheral + systematic/heuristic path can be integrated into a unimodal of persuasion
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

Elements of persuasion

A
  • the communicator
  • the message
  • how message is communicated
  • audience
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

Credibility

A

believability - A credible communicator is perceived as both expert + trustworthy

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

Category elements

A

Culture/context depending categories of individuals carry with them implicit knowledge about what such people KNOW

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

Category bound activities

A

HOW they ‘ought’ to behave

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

dilemma of stake and interest

A

the management of self interest in language

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

Attractiveness

A

having qualities that are pleasing or appealing to others. Also referring to a person being physically or sexually appealing

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

Effect of good feeling

A

Messages become more persuasive through association of good feelings
- it enhances positive thinking which leads to persuasion
eg; people reading while eating snacks were more prersuauded than the one’s reading without the snack

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
17
Q

Effect of arousing fear

A

Messages can also be effective by evoking negative emotions.
more fear more people respond
but people tend to respond to fear if not only they are scared but also think they can find a solution to it
eg; police use fear to persuade

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
18
Q

Discrepancy

A

A credible source would elicit the most opinion change when advocating a position greatly discrepant from the recipient’s
- central for cognitive dissonance
Greater disagreement will produce more change

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
19
Q

Primacy effect

A

other things being EQUAL, information presented FIRST usually has the most influence
- Time comes after message to and before response

20
Q

Recency effect

A

information presented LAST has the most influence.
- Recency effects are less common than primacy effects
time comes between message one and message two and then there is the answer

21
Q

Channel of communication

A

communication needed for persuasion
- the WAY the message is delivered - whether face to face (behavior change is more effective face to face) in writing, on film or in some other way

22
Q

Active experience or passive reception?

A

The major influence on us is not the media but our contact with people
eg; viral marketing strategies

23
Q

Two step flow of communication

A 
The process by which MEDIA influence often occurs through opinion leaders who in turn influence each other 
top 5 influencers in uk (2021) 
1. david beckham 
2. emma waston 
3.cara delevigne 
3. gareth bale
4. zayn malik 
these people have a huge power in influencing others
24
Q

Comparing media

A

Difficulty of the message interacts with the medium to determine persuasiveness

  • More lifelike the medium, more persuasive it’s message
  • order of persuasiveness = live, videotaped, audiotaped, written
  • messages best comprehended + recalled when written
25
Q

Sleeper effect

A

when a HIGHLY persuasive message is paired with a LOW credibility cue, leading to INCREASE persuasiveness of the message over time
–> comparing a high persuasive mess with low makes higher even more persuasive

26
Q

Broken window theory

A
  • we are influenced by our environment

states that visible displays of disorder set norms for crime and anti-social behavior

27
Q

Media influence

A

can persuade people even after argument

shows audience that politically similarity exists

28
Q

Audience - self esteem

A

People with high self esteem are more difficult to convince, ones with mediate self esteem are easy to convince

29
Q

Audience - age

A

The teens and early twenties are important years when people develop attitudes and habits and therefore are easier to convince ?

30
Q

Need for cognition

A

individual motivation to think + analyze
* those with a LOW need for cognition - are quicker to respond to peripheral cues such as communicator’s attractiveness and pleasantness of the surroundings

31
Q

Ways to stimulate people’s thinking

A
  1. using rhetorical questions
  2. presenting multiple speakers saying the same thing
  3. making someone feel responsible for evaluating or passing along the message
  4. repeating the message
  5. getting people’s undistracted attention
32
Q

Defensive rhetoric

A

when speaker or writer develops arguments to counter being undermined by other points

33
Q

Offensive rhetoric

A

when a speaker or writer attacks an alternative account to their own

34
Q

Need for cognition

A

The motivation to think + analyze

Those with high need for cognition enjoy thinking + prefer central routes

35
Q

Cult (new religious movement)

A

Is a group of typically characterized by:

  1. distinctive ritual + beliefs related to its devotion to a god or person
  2. isolation from the surrounding ‘evil’ culture
  3. charismatic leader
36
Q

Sect

A

By contrast is a spin off from a major religion

37
Q

Compliance breeds acceptance

A

Cult initiates become committed advocated

  • Behavioral rituals, public recruitment and fund raising strengthen the initiate’s identities as members
  • The greater the personal commitment, the more the need to justify it
38
Q

Foot in the door phenomena

A

A MANIPULATION technique in which getting people to first agree to a SMALL request increases the chances that they will later comply with a LARGER request

39
Q

Door in the face technique

A

Facilitating the likelihood of a second less demanding request being accepted by presenting a more demanding request first

40
Q

Low balling

A

Work by getting someone to agree to an attractive, often cheap, deal, and then raising the charge for it

41
Q

Persuasive elements

A

The communicator
The message
The audience
–> in real life the effect of one may be dependent on the level of another

42
Q

Social implosion

A
  • individual gets isolated from social support system
  • cultists replace such system (new social identity)
  • cut of from families and former friends, novices lose access to counter arguments
  • in group’s social isolation facilitates more bizarre thinking
  • in extreme cases, intimidation + violence make the rest
43
Q

How can persuasion be resisted?

A
  • strengthening personal commitment
  • Strengthening confidence
  • challenging beliefs + developing counter arguments
44
Q

Strengthening personal commitment

A

Prior personal + public commitment to a position reduces the effectiveness of persuasion (Asch’s experiment)

45
Q

Strengthening confidence

A

The more confidence we have in what we believe, the less likely our attitudes are to change

46
Q

Attitude Inoculation

A

Exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available

47
Q

Educational/prevention interventions

A
  • Inoculating children against peer pressure to smoke

- Inoculating children against influence of advertisement

SOCIAL psychology (7 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2024 Bold Learning Solutions. Terms and Conditions