deck_17134139 Flashcards
(89 cards)
— occurs when communication from one person changes the opinions, attitudes or behavior of another person.
the systematic propagation of a given doctrine
Persuasion
that which a person believes to be factually true. (Easily changed)
Opinion –
an opinion that includes emotional and/or evaluative components. A lasting evaluation—positive or negative—of people, objects, and ideas. (Not easily changed)
Attitude –
when one person’s emotional behavior triggers similar emotions and behaviors in observers or others nearby.
Emotional Contagion –
the process of making people “immune” to attitude change by initially exposing them to “small doses” of the arguments against their position.
Inoculation Effect –
if the source of a communication is both expert and trustworthy,
they are more likely to have an impact on the beliefs of the audience
Credibility of the Source –
Expert and trustworthy, we are more easily persuaded by people who we feel are credible (Expert can be a doctor for health or a teacher for education, trust is more subjective)
Credibility —
the act of imparting knowledge or skill
Education –
involves weighing arguments and considering relevant facts
and figures, thinking about issues in a systematic fashion and coming to a decision
Central Route to Persuasion –
rather than thinking
in a systematic fashion, the person responds to simple, often irrelevant cues that suggest the rightness, wrongness, or attractiveness of an argument without giving it much thought.
Peripheral Route to Persuasion
feelings that have a normative judgment — what you are doing is wrong, disgusting, or evil. They are powerful rhetorical devices, can inspire and unite like-minded
communities, and are very contagious
Moral Emotions –
the emotion we feel when we witness virtue in others. This can be persuasive by appealing to people’s prosocial motivation
Moral Elevation –
When our sense of freedom is threatened, we attempt to restore it.
Reactance-
an intentional action aimed at doing harm or causing physical or psychological pain. The action might be physical or verbal.
Aggression
the instinctual drive toward life
Eros (Freudian concept):
hurting others by sabotaging their reputations and relationships.
Relational aggression:
an instinctual drive toward death, leading to aggressive action.
Thanatos (Freudian concept):
the notion that “letting off steam”—by performing an aggressive act, watching others engage in aggressive behaviors, or engaging in a fantasy of aggression—relieves built-up aggressive energies and hence reduces the likelihood of further aggressive behavior.
catharsis:
societies are not equally war-like. Many social psychologists believe
we are born with the capacity for aggression but whether, how, when, and where we express it is learned and depends on circumstance and culture
Culture and Aggression:
When men’s pride/masculinity are challenged, they feel the need to restore status through violence. In these cultures even small disputes put a man’s reputation on the line
Culture of Honor:
acts of retaliation tend to be more severe than the initial insult
(because we perceive the pain we feel as more intense than the pain we inflict), meaning we
tend to engage in overkill to get revenge on the initial aggressor
Retaliation and Overkill –
Pain, discomfort, hunger, heat and global warming, rejection,
exclusions and taunting, frustration, deprivations, drugs/alcohol, and aggression itself.
Causes of aggression:
If an individual is thwarted on the way to a goal, the resulting frustration will increase the probability of an aggressive response
Frustration aggression relationship:
the deprivation we feel when we see others enjoying a better situation or
when we are deprived of something relative to our expectations
Relative deprivation:
