Test 3 Tipping Point and Sum of All Theories Flashcards Preview

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Flashcards in Test 3 Tipping Point and Sum of All Theories Deck (12)
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Tipping point: to reduce the incidence of smoking, what does Gladwell argue shud be done?

find a way to stop the "cool" people from spreading the epidemic
*more details in notes


Tipping point: what is a permission giver?

-the functional equivalent of the salesman
-ppl who are looked up to/famous can single handedly start epidemics


what are all 10 theories studied

1.unreasoned influences of behavior
2.balance theory
3.cognitive dissonance theory
4.self-perception theory
5.impression management theory
6.inoculation theory
7.psychological reactance theory
8.conformity and group influence
9.interpersonal influence
10.ethics and persuasion


explain unreasoned behavior

actions that are done without much cognitive processing. explains mindlessness, habit, and mere exposures.


explain balance theory and cognitive dissonance theory

where we experience discomfort when cognitions are not consistent and agreeing with one another, so we attempt to regain balance.


explain self perception theory

this theory explains one of the reactions of Festinger experiment. Festinger-since the subjects felt guilt for lying, changed their attitude cuz xperience in dissonance. Ben argue ppl wanted to understand emotion by behavior, convinced they must've actually liked the task.


explain impression management theory

another explanation to help with dissonance. (Festinger) present image to others to achieve a certain goal. manipulate image to appear consistent


explain inoculation theory

prevent change by reinforcement. exposure to weak message, leading to antibodies, ability to defend. involves cultural truisms.


explain the psychological reactance theory

freedom are threatened causing psychological reactance


explain conformity and group influence

groups influence individuals decision. explains deindividuation, social loafing, and conformity in action, etc.


explain interpersonal influence

explains compliance gaining, meaning to change a persons behavior regardless of a person's attitudes. includes the 6 Pillars of Interpersonal Influence, 5 sequential request techniques and 3 non sequential request techniques.


explain ethics and persuasion

essentially any type of communication can be seen from a moral standpoint. explains the 6 approaches to determining if persuasion theory ethical.