Revision

Question 1

Heurtics and biases - based on the bounded rationality principle

Answer 1

Availability - events are judged more likely to the extent that they are vivid or easily recalled

Anchoring - estimation is often a process of anchoring on a salient number and adjusting up or down

Representative - the probability that object a belongs to class b depends on the degree to which a resembles b

Mental accounting - people keep track of their expenses in diffeeent mental accounts and budgets

Context effect - choices are made in context

Prospect theory - losses loom larger than gains

Question 2

Weapons of social influence

Answer 2

1. Reciprocity - pay every debt as if god wrote the bill

Indirect reciprocity - door in face technique - startuitstel large request then a smaller reasonable one

2.Commitment and consistency - it is easier to resist at the beginning than at the end

Foot in the door technique - start with a small request, then follow with a larger one.

3. Social proof - where all think alike, no one thinks very much.
   Plurastic ignorance - the failure of the entire groups to help people in need

4.Liking -
Physical attractiveness- halo effect; of a person has one good quality people tend to think they have more
Similarity - we like people like us

5. Authority 1 results from systematic socialisation practices that teach us to obey the order of authority
6. Scarcity -
   Number - things that difficult to obtain become more valuable
   Time - if things are less accessible, we lose freedom of choice and want it time more

Question 3

Message learning approach: who say what to whom and how

Answer 3

Creditibilit - increased by expertise and trustworthiness

Attractiveness: halo effect

Similarity: Match up theory: match between source and type of product

Sleeper effect; you remember the message but not the source, so the credibility of the source becomes less important

Question 4

Types of knowledge

Answer 4

Explicit knowledge - knowledge you are able and willing to express

Implicit knowledge - knowledge you are unable or unwilling to express

Question 5

Types of classical conditioning

Answer 5

Temporal continuity principle : stronger associations are learned when events occur close together in time as opposed to far apart in time

Mere exposure effect: familiarity leads to liking

Unconscious processing : things that happen below your level of perception, which affect you without you consciously noticing

Question 6

Cognitive dissonance

Answer 6

Cognitive dissonance is inconsistency between attitude and behaviour > if your attitude does not match your behaviour, you feel worse if you chose it, are responsible for it and the outcome has more effect

Question 7

Balance theory

Answer 7

There should be some connection between liking someone and liking someone’s friend

Question 8

Self perception theory:

Answer 8

You look at your behaviour to determine your attitude > there cannot be any dissonance

Question 9

Embodied cognition:

Answer 9

The way your brain judges a certain situation depends on your bodies reactions, so if you use the muscles you would use when laughing, your brain will judge something to be funnier