Weeks1-10

Question 1

Reason Based Approaches persuasion

Answer 1

Norm of reciprocity (economic gain)
Door in face ( large then modest actual request)
Foot in door ( small then large as hard to say no)
That’s not all technique

Question 2

Emotion based compliance

Answer 2

Positive mood- increases trust but lie detection decreases whereas negative mood decreases trust but lie detection increases
Negative mood- guilt trip & negative mood increases compliance as doing something else for someone makes u feel better
Reactance- freedom is threatens engage in forbidden

Question 3

Norm based compliance

Answer 3

• The stronger the normative information the more compliance
• Don’t point out the problem and people won’t do it ( instead say most people don’t do this)
• Can lead to pluralistic ignorance ( people assuming something about others)

Question 4

Herd mentality

Answer 4

• Group emerging from thoughts and actions possible being shared
• Only takes 5% of confident people to influence

Question 5

Dark side of herding

Answer 5

• Mob mentality - aggressive behaviour

- reduces individual identity- stealing

Question 6

Group think

Answer 6

• Thinking style aimed to maintain group cohesiveness
• Solidarity more important than considering facts
• Occurs in high stake, directive leader making wishes known , isolated group
• Leads to stereotypes/ ignorance/ failure to examine risks/ failure look alternatives
• To prevent it leaders need to be impartial with their opinion, feedback from outsiders, anonymous opinions, promote being correct

Question 7

Bottom up v top down

Answer 7

Bottom up relies on properties of stimulus (build up)

Top down filters and interpret bottom up stimulus ( in light of existing knowledge)

Question 8

System 1 v system 2 thinking

Answer 8

1- fast automatic, unconscious, error prone , adaptive-Relevant info drawn to it, negativity bias
2- slow, conscious, effortful- framing effect(making decisions based on positive or negative eg 90% live vs 10% die)
Requires motivation

Question 9

Heuristic

Answer 9

Judgment and decision making of intuitive system & Quick and efficient
—>Representative heuristic:
(specific scenarios seem more likely than general ones but statistics shows that two events can’t be more likely than probability of either event, mistake believe future random events influenced by past events)
—>Availability Heuristic:
(Brain assumptions aren’t always correct for instance cows cause more Than sharks, use what available to remember)

Question 10

Independent & interdependent self construals

Answer 10

Independent- who we are is different from other people we have relationships with (individualism)

Interdependent- Our concepts of ourselves overlap with people have relationships with( collectivism)

Question 11

Dunning Kruger effect

Answer 11

• Those who lack competence in an ability also lack the ability to assess that competence
• This distorts their reality

Question 12

Maintenance model

Answer 12

• Motivate to view ourselves positively
• seek out positivity
• distorts perception and memories
• shift definition of what that trait means if asked ambiguity trait
• compare yourself to those who did worst than you to main positive self esteem

Question 13

Self regulation and self control

Answer 13

• hot system( emotion system) cold (Rational)
  High activation in emotions makes it harder to resist
• self regulation predicts later self control
  -low construal= concrete component, details
  -high level= focus on the abstract big picture
• self control early age better outcomes

Question 14

Self discrepancy theory

Answer 14

• Reducing discrepancy between who they currently are and what want to be
• This motivates our behaviour try to improve
• pursuing ideal - promotion focus ( want desirable outcomes, sensitive to rewards, if failed depressed )
• pursing ought- prevention focus ( avoiding undesirable outcomes, sensitive to punishment , if fail feel anxious, DEEPER sense of failure)

Question 15

Self presentation

Answer 15

Self presentation is behaving in way to lead favourable impression, public self conscious awareness
Self monitoring -if low then have lots of attention on themselves and not situation
High then good at changing their behaviour to fit situation and norms
Self Handicapping- engaging in self defeating behaviours in order to prevent others drawing unwanted attribution (eg) didn’t study

Question 16

ABCs of attitudes

Answer 16

A-affect how the target makes you feel
B- behaviour How you act towards target
C- cognition your knowledge &belief about target
Often 3 parts are consistent but sometimes inconsistent
Eg) know spiders won’t hurt u but still scared

Question 17

Why do attitudes not always predict behaviours

Answer 17

• Other powerful determinants ( Hard to deny someone service)
• Attitudes can be inconsistent (agree with only somethings)
• Personal experience can change attitudes
• Mismatch between specific& general
• Automatic behaviours overtake conscious attitudes

Question 18

Cognitive consistency theories

Answer 18

• Justify our behaviour , behaviour can influence attitudes
• People are motivated to maintain consistency between thoughts, feelings and behaviour—> when inconsistencies is detected we change something to get consistency back

Question 19

Heiders balance theory

Answer 19

• People try to maintain balance among their beliefs, cognitions and feelings
• Fill I’m missing gap (product has +)

Question 20

Cognitive dissonance

Answer 20

When our belief is challenged
-denial
-change whatever’s easiest to change
Feels uncomfortable to have cognitive dissonance
-Post decision dissonance( after deciding between 2 or more alternatives believe your choice is best)
-Effort justification( avoid disappointment you over justify why you spent that time- cognitive bias)
- Attitude-discrepant Behaviours (to reduce hypocrisy- when not big enough justification change attitudes to resolve it)

Question 21

When will attitude-behaviour inconsistency cause dissonance?

Answer 21

• insufficient justification (less incentive more dissonance)
• threat - less dissonance if threatened
• choice - more dissonance

Question 22

Self-Perception theory

Answer 22

• Alternative to cognitive dissonance
• People come to know their attitudes by looking at past behaviours
• no arousal state as observing behaviour
• works more for Vague ambiguous attitudes

Question 23

How do we make explanations

Answer 23

-physical stance( physics as explanation)

-intentional stance (Mental state/ prediction)
Relates to theory of mind explaining behaviour (mental state to understand their belief) & counterfactual thinking to identify cause (asking what could of happened by isolating most likely cause)

Question 24

Imaging Alternative

Attribution

Answer 24

• Emotional Amplification- How easy is to imagine alternatives , attributions maybe be influenced by this ( act in certain way despite of situation people will make more extreme judgement about your trait)
• Discounting Principle - because we can imagine alternative we dismiss likelihood of it
• Augmentation Principle- if X caused behaviour in spite of barriers can be confident x is cause for behaviour

Question 25

Covariation principle

Answer 25

Pattern between the behaviour and presence of certain causal factors - consensus ( most people do same thing) - Distinctiveness ( particular situation?) - consistency (every time?)

Question 26

Attribution theory

Answer 26

When understanding a behaviour you judge it on 2 dimension - internal v external - stable v unstable - global v specific Self serving attribution bias- tendency to attribute failures to external causes & successes to internal causes- maintain positive image

Question 27

Fundamental attribution Error

Answer 27

Correspondence bias Attribute persons behaviour to personality rather than situation (overestimate) Because of causal attribution ( base complex judgments based off small amounts of info)

Question 28

Why do people attribute things to mental state(theory of mind)

Answer 28

1) perceptual salience - people are more attention grabbing than situation 2) just world hypo - assume good things happen to good people , bad to bad people 3) Actor observer difference- Focus on actor and actor focus on situation, 4) personality often explanations

Question 29

Elaboration Likelihood Model

Answer 29

Looks at factors that affect how likely you are to elaborate a message Dual process model for persuasion 1) automatic peripheral - system 1 thinking (superficial cues, celebs) Low motivation, distracted , issue irrelevant Source matter 2) controlled central- system 2 High ability and motivation , issue relevant Arguments , statistics , numbers shown Strength of argument matters

Question 30

Yale approach

Answer 30

``` -Persuasiveness of any given message is a function of Who ( source of the message, likeableness) The what ( message it self , quality , more vivid more persuasive, emotional response more influence that stats) The whom ( audience characteristics, demographics,culture) ```

Question 31

Steeper effect

Answer 31

- an initially unconvincing message from unreliable source becomes persuasive - “some people say “ - the message and source are separate pieces of info over time become dissociated

Question 32

Resistant to persuasion

Answer 32

Selective attention ( pre existing knowledge) Confirmation bias - chose info that supports your ideas Selective evaluation

Question 33

Attitude inoculation

Answer 33

- Based on a vaccine metaphor - Small dose of opposing position can increase resistance to subsequent influence attempt - Less effect on controversial topics

Question 34

Stereotype content model ( cuddly et al)

Answer 34

``` Judgement run along 2 dimensions Warmth- likeableness Competence - intelligence Predicts certain types of stereotypes Different groups have different combinations of warmth and competence levels ```

Question 35

Psychological causes for stereotypes

Answer 35

ECONOMIC CAUSE competition with outgroups leading to prejudice Strongest among groups that lose most of others succeed History all required for conflict MOTIVATION CAUSE identifying with an in group frustration of social identity Social identity theory- self esteem by groups membership motivated to view their in group favourable (basking in reflective glory) Schadenfreude - pain gives pleasure Prejudice used to motivate self esteem COGNITIVE stereotypes due to bias, construal -Out-group Homogeneity effect—> assume all members of outgroup are all alike yet see in group variety -Illusory correlation—> incorrect belief that 2 things are related , two low frequency events capture attention, negative behaviour from minority are likely to seem more correlated

Question 36

Implicit stereotypes

Answer 36

IAT —> Common way to measure implicit stereotypes Affective priming technique - active though exposure Why? People try to hide them People not aware of them Judgement biases

Question 37

Psychological effects of being a member of stereotype group

Answer 37

Attribution ambiguity —> unsure whether treatment you receive is due to yourself or because your member of that group , self esteem changed for black people when they thought person couldn’t see what look like Self fulfilling prophecies —> Defensive towards someone who treats you poorly Stereotype threat—> fear will confirm a stereotype that other people have of us , more likely confirm to it , worst performance

Question 38

Evolutionary approach of emotions

Answer 38

1) 6 universal emotions 2) similarity between other mammals- facial expressions 3) encoded not learnt - blind people do it spontaneously

Question 39

Cultural specific emotions

Answer 39

- cultures have emotional accents & display rules Focal emotions- cultures might frequently express some emotions more than others Hyper cognise specific emotions Display rules- rules in different cultures in how/when/whim particular emotions should be expressed

Question 40

Social cognition of emotions

Answer 40

- emotions provide information for judgements Quick and easy for difficult judgement Bad mood make negative judgement (only happens when don’t realise being influenced) -influence reason Emotions relate to processing styles Broaden and build hypo- when we are happy broadens our thoughts , more flexible , build social resources

Question 41

Emotional appraisal

Answer 41

``` Primary stage - Unconscious automatic fast , if situation neg or pos Secondary- Slower access how good or bad Transform general to specific ``` Two factor theory of emotions Emotions are made up of 2 components 1) undifferentiated physiological cause 2) cognitive explanation Misattribution of arousal - physiological experience of Arousal is incorrectly attributed to wrong cause

Question 42

Retrospective emotions

Answer 42

Can’t always recall true emotions of past because of PEAK tend to remember moments of maximum intensity END tend to remember end of an experience DURATION the length of an emotion has little influence on overall evaluation of the experience

Question 43

Affective forecasting

Answer 43

Predicting how you feel in future is often wrong - often overestimating how you feel Because of… Immune neglect - underestimate our resilience during tough times Focus - tendency to focus on only one aspect of an experience when trying to predict future emotions Even if bad things happens there’s still plenty of good things that can happen at same time