Chapitre 4 Social Psychology

Question 1

Free will compliance and binding communication

Answer 1

Respect du libre arbitre et communication contraignante

Question 2

Foot-in-the-door effet

Answer 2

L’effet du pied dans la porte

Question 3

Free will compliance

Answer 3

Joules et Beauvois 1998
The study of the techniques likely to lead an individual to freely modify his béhavioristes.

Question 4

Compliance

Answer 4

Conformité respect

Question 5

FITD foot-in-the-door

Answer 5

The principle of the FITD technique is based on asking for a little (preliminary act) before asking for a great deal (expected behavior

Question 6

inocuous questions

Answer 6

Questions anodines

Question 7

Pollsters

Answer 7

Enquêteurs

Question 8

Beforehand

Answer 8

Au préalable

Question 9

Compliance with the expected behavior dropped off when the initial request was either to engage in a different behavior (sign a petition) or support a different cause (“Keeping California beautiful’”).

Answer 9

Le respect du comportement attendu diminue lorsque la demande initiale est soit d’adopter un comportement différent (signer une pétition), soit de soutenir une cause différente (“Keeping California beautiful”).

Question 10

Commitment theory /théorie de l’engagement

Answer 10

Commitment theory Based on the theory of commitment (Kiesler, 1971), the effects of the preliminary acts will be modulated by the context in which they are performed. This context can involve more or less commitment, or even no commitment at all.

Question 11

According to Kiesler (1971), “commitment is the pledging or binding of an indivi- dual to behavioural acts”

Answer 11

Selon Kiesler (1971), “l’engagement est la promesse ou la liaison d’un individu à des actes comportementaux”

Question 12

Selon Joule et Beauvois (1998), les caractéristiques objectives d’une situation peuvent engager ou non un individu dans ses actes, et donc contribuer à établir une relation entre un individu et ses actes

Answer 12

According to Joule and Beauvois (1998), the objective characteristics of a situation may or may not commit an individual in his/her acts, and hence help establish a relationship between an individual and his/her acts.

Question 13

The commitment variable can be handled using factors in two catégories:

Answer 13

1) Act visibility and importance
a) public nature of the act
b) act irrevocability
c) act repetition
d) act consequence : the serious the consequences, the higher the commitment
e) act cost
2) reasons for the act and freedom context

Question 14

What are the preliminary acts to be obtained beforehand? The binding communication approach is distinguished from that of persuasive communication because it takes into account this last question, thus, giving the target the status of an actor rather than a mere receiver.

Answer 14

Quels sont les actes préliminaires à obtenir au préalable ?”. L’approche de la communication contraignante se distingue de celle de la communication persuasive par la prise en compte de cette dernière question, donnant ainsi à la cible un statut d’acteur et non de simple récepteur. Deschamps, Joule et Gumy (2005), par exemple, ont utilisé la communication contraignante pour inciter les citoyens suisses à voter lors des élections

Question 15

The group was asked to Carry out a preliminary act : filling a questionnaire on their opinions and voting practices

Answer 15

Le groupe a été invité à effectuer un travail préliminaire : remplir un questionnaire sur leurs opinions et leurs pratiques de vote.

Question 16

Drawing up an argument against abstention

Answer 16

Élaborer un argument contre l’abstention

Question 17

Binding communication attempts to show that by resorting to a preliminary act before diffusing a persuasive message, it is possible to obtain behavioral changes that would not be obtained without resorting to such acts. It is not just about presenting targets with information and arguments. Efforts are put into encouraging targets to carry out preliminary actions and to make specific commitments.

Answer 17

La communication contraignante tente de démontrer qu’en recourant à un acte préalable à la diffusion d’un message persuasif, il est possible d’obtenir des changements de comportement qui ne seraient pas obtenus sans le recours à de tels actes. Il ne s’agit pas seulement de présenter aux cibles des informations et des arguments. Des efforts sont déployés pour inciter les cibles à réaliser des actions préalables et à prendre des engagements précis

Question 18

Birds of a feather flock together

Answer 18

Les oiseaux d’une même plume se rassemblent

Question 19

Reward or belief validation

Answer 19

Récompense ou validation des croyances

Question 20

Mere exposure effect

Answer 20

Simple effet d’exposition

Question 21

Underlying factor

Answer 21

Facteur sous jacent

Question 22

Similarity

Answer 22

Similitude

Question 23

Agreement between partners appears to confirm for both of them that they are right to think or to behave the way they do

Answer 23

Similarity can be interpreted as a reward or a belief validation.

Question 24

Mate

Answer 24

Compagnon

Question 25

Similiraties go Unnoticed Differences are visible

Answer 25

Les similitudes passent inaperçues Les différences sont visibles

Question 26

Physical attractiveness is more visible than the reasons why we long for it

Answer 26

L'attrait physique est plus visible que les raisons pour lesquelles nous le recherchons.

Question 27

Physical attractiveness

Answer 27

-they are unaware that criteria of physical beauty fit the main assumptions of evolutionary psychology. Men prefer women with a WHR waist to hip ratio 0,7 Whose who get pregnant more easily and the highest likelihood of being in good health - people whose faces and bodies are most symmetrical (good genes and good health) Women prefer men who display cues of high status (Indices de statut élevé)

Question 28

Offspring

Answer 28

Progéniture

Question 29

Relationship experts versus Withdrawer

Answer 29

Experts en relations et repli sur soi

Question 30

Regarding love and and friendship, women…

Answer 30

Women are more aware of relationships compared to men. -displays more emotion and value closeness and intimacy. - interdependant self-construal : relationships are part of their identity -describe relationships in a more sophisticated fashion -more pragmatic and more caution (prudente) during relationship initiation while men endorse romantic beliefs

Question 31

Idealization in couples is connected to satisfaction regarding the relationship:

Answer 31

those who perceive their partners more positively than the partners view themselves receive more emotional benefit from their relationships. Therefore, such positive illusions (Murray, Holmes, & Griffin, 1999) are a means by which people can maintain long-term relationships.

Question 32

Causes of attraction may be worth thinking about, consequences go unnoticed

Answer 32

Previous research, just as natural thinking, has focused almost exclusively on the antecedents of attraction: why do we like or love? However what are the possible conséquences of love and friendship (On memory or judgment, behaviors)

Question 33

interpersonal influence strategies in which influence proceeds in stages, each of which provides the foundation for subsequent changes in behavior.

Answer 33

Sequential influence techniques

Question 34

the classic persuasion strategy in which persuaders begin with a small request and then follow it up with a second, larger -- and target -- request. (Banknote experience)

Answer 34

Foot-in-the-door technique (FITD)

Question 35

a persuader makes a large request that is almost certain to persuader had in mind at the outset.

Answer 35

Door-in-the-face technique (DITF)

Question 36

With "foot-in-the-mouth" persuasion people put themselves in a trap by responding to the simple question of "How are you today" or something else that makes them at ease.

Answer 36

Foot in the mouth

Question 37

The low-ball is a persuasion and selling technique whereby an item or service is offered at a lower price than is actually intended to be charged, after which the price is raised to increase profits.

Answer 37

Low balling (amorçage) (Frais cachés ou 7hdu mat’)

Question 38

a communicator presents a request, and then tells the receiver "that's not all"; an additional small product accompanies the larger item, supposedly in this situation only. The approach is theoretically more effective than one in which both products are presented at the same time

Answer 38

"That's-not-all" technique

Question 39

the persuader deliberately places the recipient in a state of fear, only to quickly eliminate the threat, and replace it with a mild request for compliance.

Answer 39

Fear-then-relief

Question 40

a communicator makes a request in an unusual manner, thereby piquing the target's interest. This technique is said to be effective because the unusual request causes people to give mindful consideration to it.

Answer 40

Pique technique

Question 41

communicative behavior in which an agent engages in an effort to elicit from a target an agent-selected behavior; one-on-one interpersonal communication encounter in which a communicator requests compliance from another individual.

Answer 41

Compliance-gaining: comportement communicatif dans lequel un agent s'engage dans un effort pour obtenir d'une cible un comportement choisi par l'agent ; rencontre de communication interpersonnelle en tête-à-tête dans laquelle un communicateur demande à un autre individu de se conformer à ses exigences.

Question 42

Measuring 6 basic styles of love

Answer 42

Eros- passionate, romantic love Ludus -ludic love as a game Storge - storgic -love as friendship or companionship Pragma - pragmatic or practical approach to love Mania manic -obsessive jealous and addictive Agape Agapic - kind unselfish love

Question 43

Kubler Ross’s model Five stages of grief model The detachment process

Answer 43

Initially for grief (deuil) Denial anger bargaining dépression and acceptance But similar reaction in people confronted with relationship break-up …

Question 44

Disengagement stratégies Leslie Baxter

Answer 44

Avoidance Withdrawal Manipulation Positive tone Open confrontation A process not an event