Flashcards in Test 3 Tipping Point and Sum of All Theories Deck (12)
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
3.cognitive dissonance theory
5.impression management theory
7.psychological reactance theory
8.conformity and group 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.