Behavioural science and social influence

Question 1

Who was Edward Bernays?

Answer 1

1920’s-1940’s. Propaganda, had Freudian ideas

Question 2

Name the dual process models of persuasion

Answer 2

Heuristic systems model and elaboration-likelihood model

Question 3

Describe the elaboration-likelihood model

Answer 3

Persuasive communication - ability and motivation to pay attention. Yes - central route to persuasion. No - peripheral route to persuasion

Question 4

Describe the heuristic-systematic model

Answer 4

Attitude change mediated by 2 different types of info processing.

Question 5

State the 2 types of info processing in heuristic-systematic modelling

Answer 5

Systematic processing - effortful, detailed info processing and heuristic processing - low effort, reliance on simple cues to form attitudes

Question 6

How are cult leaders formed?

Answer 6

Create group, simple, repeated message, flatter recruits. Ask for commitment, create credibility, inoculate members

Question 7

Central routes include… (6)

Answer 7

Explicit descriptions, logical positions, statistics, research, cost-benefit analysis, case examples

Question 8

Explain the mindspace mnemonic of peripheral routes

Answer 8

Messenger, incentives, norms, defaults, salience, priming, affect, commitments, ego

Question 9

The that’s-not-all technique with Burger involved what?

Answer 9

1 cupcake for $0.75 + 2 cookies for free, or a cupcake + 2 cookies for $0.75.

Question 10

Results of Darley & Latane’s research involved what?

Answer 10

How long it takes to help man having an epileptic fit depends on group size.

Question 11

Explain Aronson & Carlsmith’s forbidden toy experiment

Answer 11

Effect of severity of threat in devaluation of forbidden behaviour. Told mild or severe consequences of playing with toy steam shovel. Mild consequences were less likely to play with it when allowed

Question 12

Define priming dread risks

Answer 12

Flown on less planes since 9/11, driven more cars. More car crashes after 9/11.

Question 13

The foot-in-the-door technique involved what?

Answer 13

Compliance without pressure. Asked small favour first, then larger favour after

Question 14

Benn’s self-perception theory included what?

Answer 14

If people freely choose to perform a behaviour, they must have wanted to.

Question 15

Describe effort justification

Answer 15

Paid - believed they did it for the money. Unpaid - believe they did it for enjoyment