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PSYC 241: Social Psych > Chapter 5: Persuasion > Flashcards

Chapter 5: Persuasion Flashcards

1
Q

Persuasion

A

When a message causes us to change our beliefs, attitudes, or behaviors

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2
Q

The Process of Persuasion

A
  • Grab attention
  • Comprehension
  • Belief
  • Remembrance
  • Behavior
  • Actions
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3
Q

Persuasion Paths: The Central Route

A

This route focuses on arguments and tries to convince people (system 2)

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4
Q

Persuasion Paths: The Peripheral Route

A

This route focuses on cues that trigger acceptance without thinking about it (system 1)

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5
Q

Persuasion Paths: Different Routes for Different Purposes

A
  • The Audience: Are they motivated or unmotivated?
  • Processing: Will they pay attention to the info?
  • Persuasion: Should it be smart or easy to accept?
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6
Q

Persuasion Elements: The Communicator

A
  • Perceived Expertise: Do they seem smart? Do they say things people agree with? Are they decisive?
  • Perceived Trustworthiness: Are they trustworthy? Do they have similar ideas to mine?
  • Attractiveness: Are they attractive?
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7
Q

Persuasion Elements: The Sleeper Effect

A

Sometimes a message may impact us after a long while - usually happens after we forget the source, but remember the message

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8
Q

6 Persuasion Principles

A
  • Authority
  • Liking
  • Social Proof
  • Reciprocity
  • Consistency
  • Scarcity (exclusivity)
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9
Q

Persuasion Elements: What is Said

A
  • Reason vs Emotion (depends on audience)
  • Good feelings affect persuasion
  • Arousing fear
  • Good feelings & Fear are a good combo
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10
Q

Persuasion Elements: Discrepancy

A
  • Credible sources can persuade even when heavily contradicting people’s beliefs
  • Not credible sources must try and go with low contradiction to persuade
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11
Q

Persuasion Elements: Opposing Arguments

A
  • Is there 1 or 2 sides?
  • 2 Sided arguments may cause some to reconsider, but they actually make extremists more extreme in their feelings
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12
Q

Persuasion Elements: Does Order Matter?

A

PRIMACY EFFECT: When given 2 messages and choice right away, usually message 1 is accepted
RECENCY EFFECT: When given 2 messages with long gaps in between, message 2 is usually accepted

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13
Q

Persuasion Elements: The Channel of Communication

A
  • Active participation strengthens attitudes, especially with continual activity
  • The more lifelike, the more persuasive the message
  • BUT, written information has the most lasting effect since it takes processing power to consume
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14
Q

Persuasion Elements: The Audience

A
  • How old are they
  • Do they have forewarning? (preparation)
  • Are they distracted?
  • Are they uninvolved?
  • Are they motivated to think and analyze the argument?
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15
Q

Cults

A
  • Distinctive devotion rituals
  • Isolation from outside “evil” cultures
  • A charismatic leader
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16
Q

Cults: Attitudes Follow Behavior

A
  • Compliance breeds acceptance: initiates are immediately made active members
  • The foot-in-the-door phenomenon: Introduced in a seemingly normal way and encouraged to slowly engage in activities
17
Q

Cults: Persuasive Elements

A
  • The communicator: Cult leaders are charismatic and trustworthy, often using tricks to be perceived experts
  • The message: Often vivid emotional messages and radical acceptance from members
  • The audience: Often young, educated middle class people looking for answers as they go through changes
18
Q

Global Warming: Public Opinion

A
  • Recent experiences frame our Intuitive judgements (availability heuristic)
  • Persuasive arguments (both sides) give the sense that it is still up for debate
  • System justification: people tend to believe in the way things are and not want to change
19
Q

Resisting Persuasion: Attitude Strength

A

When we feel more confident in our attitudes, we are less likely to be persuaded otherwise
- CERTAINTY: Refers to the subjective confidence that people attach to their attitudes

20
Q

Resisting Persuasion: Info-Processing Biases

A
  • Selective exposure, perception, and memory keeps us from venturing out to try new things
21
Q

Resisting Persuasion: Reactance

A
  • People act to protect a sense of freedom and agency - anti-social behaviors can result when people feel differently than the mainstream
22
Q

Resisting Persuasion: Strengthening Personal Commitment

A

Practices of challenging beliefs, developing counterarguments, and attitude inoculation can all lead to having attitudes with a strong foundation

23
Q

Resisting Persuasion: Inoculation Programs

A
  • Exposes children to the facts (smoking, ads) and exposing them to a wide array of ideas
  • More exposure to the reality of things allows children to use critical thinking instead of being “brainwashed”

PSYC 241: Social Psych (11 decks)

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