ch. 12 social psychology Flashcards
(48 cards)
attitude
a belief or opinion about anything
AB attitude
attitude is linked to ur behavior; we infer attitude by observing behavior (the AB link)
the AB problem
social desirability motivation -> people often say one thing but do another
the ABC model
a valid attitude has to have 3 components
A: affective component (strong/weak positive/negative emotion)
B: behavioral component
C: cognitive component (your thinking)
what is persuasion
attitude change
target audience
- gender
- knowledge (the less u know ab smth, the more easily persuaded)
- forewarning
- inoculation
which types of communication are more persuasive?
- video messages are more persuasive than written
- emotional story more persuasive than statistics
one-sided vs two-sided argument
- one-sided works best when target is initially in favor of the message
- two-sided works best when target is initially opposed to the message
source/speaker should have:
- credibility (believability)
- attractiveness
- similarity
forewarning
to alert an audience that someone is trying to persuade them)
inoculation
immunization; weakened form of an argument. important ideas are overlooked by deflecting from it. find ur weaknesses + inoculate target audience against it
Festinger’s $1, $20 study
“Forced-compliance paradigm” subjects performed a series of repetitive and boring tasks and were then asked to lie to the “next subject” and say that the tasks were interesting and enjoyable. Some subjects were paid $1 for lying, while others were paid $20. The subjects who were paid $1 for lying later evaluated the tasks as more enjoyable than those who were paid $20. The subjects who were paid $20 should not have experienced dissonance, because they were well rewarded and had apple justification for lying, whereas those paid $1 had little justification for lying and should have experienced cognitive dissonance. To reduce the dissonance, they reevaluated the boring task as interesting and enjoyable.
3 ways we can reduce cognitive dissonance
Change existing beliefs
Adding new beliefs
Reducing the importance of the beliefs
attributional theory
Theory that we attempt to make sense out of other people’s behavior by attributing it to either dispositional (internal causes or external (situational causes)
fundamental attribution bias
Tendency to overestimate dispositional (internal) causes and to underestimate situational (external) causes of behavior
judgement ab the cause of someone’s behavior
Internal vs external + Stable vs. Unstable
Internal + Stable: “She’s smart”
Internal + Unstable: “She worked extra hard”
External + Stable: ”The test must have been easy”
External + Unstable: “She got lucky”
actor-observer effect
a bias one exhibits when forming attributions about the behavior of others or themselves
fundamental attributional error
we over-estimate the internal attributes for other’s problem behavior
self-serving bias
we over-use external attributes for our own behavior
conformity
going along w/ social norms; Tendency to change or modify behaviors so that they are consistent with those of other people
compliance
Form of social influence in which people alter their behavior in response to direct requests from others, which usually involve a degree of coercion
obedience
Social influence in which we alter our behavior in response to commands or orders from people perceived as having power or authority
Ash Line Comparison study (conformity)
- 76% conformed w/ obviously wrong answer at least once
- informational conformity: assuming the group knows better
- normative conformity: wanting to just fit in w/ the group
- all we need is 1 person to break the unanimity of the group for u to speak your mind -> the power of an ally
foot-in-the-door technique (compliance)
a person is first asked to agree to a relatively minor request that serves as s setup for a more major request
