6-7 Flashcards
A change in behavior or belief as a result of real or imagined group of pressure
Conformity
A conformity that involves both acting and believing in accord with social pressure
Acceptance
A conformity that involves publicly acting in accord with an implied or explicit request while privately disagreeing
Compliance
A type of compliance involving acting in accord with a direct order or command
Obedience
The apparent motion of a stationary point of light in the dark
Auto kinetic phenomenon
One should not impose one’s will on another. One is responsible for what one does to another. One is always free to choose not to obey harmful demands.
Three rationales of disobedience
Normative influence- fulfill other’s expectations (ex. go with the crowd)
-Gain acceptance (eg. desire to be liked)
Reason to conform
Informational influence- Accepting evidence from others about reality (eg. desire to be right)
Reason to conform
Central route and peripheral route
Two routes to persuasion
Occurs when interested people focus on the arguments and respond with favorable thoughts
Central route
Occurs when people are influenced by incidental cues, such as the speakers attractiveness, pleasant surroundings, happy feelings
Peripheral route
Communicator, message, channel, audience
Elements of Persuasion
An initially discounted message can become effective if we remember the message but forget the reason for originally discounting it
Sleeper effect
Other things being equal, information presented first usually has the most influence
Primary effect
Information presented last might be most influential when last message is separated by time from prior messages
Recency effect
The tendency for people who have first agreed to a small request to comply later with a larger one
Foot-in-the-door phenomenon
People who agree to an initial request will often still comply when the request ups the ante
Lowballl technique
After someone first turns down a large request (the door in the face), the same requester counter offers with a more reasonable request
Door-in-the-face technique
Channels used to deliver messages (ordered from most to least influential) Face to face, multimedia, audio, print
communication channel
Does the target initially agree with you
“No”
Two-sided argument
Does the target initially agree with you
“Yes”
One-sided argument
Media influences opinion leaders, who in turn then influence others
Two-step flow of communication
A group typically characterized by distinctive rituals and beliefs devoted to a god or person, isolation from surrounding “evil” culture, charismatic leader
Cults
Resisting persuasion. Strengthen personal commitment and mildly challenge beliefs
Attitude inoculation
