5: Attitudes and Behaviour Change Flashcards Preview

Social Psychology 1 > 5: Attitudes and Behaviour Change > Flashcards

Flashcards in 5: Attitudes and Behaviour Change Deck (31)
Loading flashcards...
1

What is the third person effect?

People think they are less likely to be influenced by adverts than others

2

Who came up with the Yale attitude approach?

Hovland

3

What is the Yale attitude approach?

What makes a message persuasive?

Communicator
Message
Audiance

4

What are the componants of the Yale attitude approach?

Communicator
Message
Audiance

5

What is the communicator componant of the Yale attitude approach?

The person that conveys the message. They must be trustworthy and seen as a competant expert

6

What is the message componant of the Yale attitude approach?

The importance of an argument and how much someone cares about an issue makes it more persuasive as it has a direct impact

Repition and vividness helps

7

What is the audience componant of the Yale attitude approach?

People with moderate self-esteem are the most easily persuaded

Middle aged people are most resistent to persuasion

8

Are fast talkers seen to be more or less persuasive?

More (Miller, 1976)

9

How does attractiveness influence persuasion?

Physically attractive people are better able to persuade others and tend to earn more money

10

Why does repition increase chances of persuasion?

We assume a message is true if it's repeated

Familiarity increases how much we like the message

11

What kinds of moods are best for persuasion?

Fear: Where you arouse fear and then reassure them with the content of the message

Happiness: Impairs out ability to think critically

12

Which age group are less likely to be persuaded?

Middle aged people

13

What are some dual process models for persuasion?

Elaboration liklihood model

Heuristic systematic model

14

What is the elaboration liklihood model?

The perceived impact of a message effects how much we play attention to it. If we think it affects us, we play more attention

15

What is the heuristic systematic model?

People who attend a message more carefully use systematic processing. Those who don't use heuristics

16

What is compliance?

Superficial, public and transitory change in behaviour in response to requests, coercion or group pressure

17

What are some tactics to ensure compliance?

Ingratiation

Reciprocity

Mltiple requests

18

How can ingratiation be used to ensure compliance?

Getting them to like you and agreeing with them.
You appear similar and attractive to them due to compliments and then are able to influence them.

19

How can the reciprocity principle be used to ensure compliance?

If you do a favour for someone, they're more likely to do what you want afterwrds as they feel guilty

20

What is the foot in the door technique of ensuring compliance?

Asking for a small favour before a larger one

(If the discrepancy is too large, they'll refuse so smaller steps must be taken)

21

What techniques are there to ensure compliance for multiple requests

Foot in the door technique

Door in the face technique

Low ball technique

22

What is the door in the face technique for ensuring compliance?

Asking a larger favour which the other person turns down in order to get a smaller one

23

What is the low ball technique of ensuring compliance?

Get them to commit to a favour first, and then add more stuff on afterwards

24

Who came up with cognitive dissonance theory?

Festinger

25

What is cognitive dissonance?

When people become aware of the inconsistancy between how they think and how they act

People are motivated to reduce dissonance by changing their beliefs or changing their behaviour

26

What are the two ways of reducing cognitive dissonance?

Changing our behviour to fit our beliefs

Changing our beleifs to fit our behaviour

27

What is the effort justification paradigm of cognitive dissonance?

Dissonance is experianced when great effort is made for a modest goal

Such as weight loss

28

What is the induced compliance paradigm of cognitive dissonance?

Dissonance is experianced when we are persuaded to behave in opposition to our attitude

Such as bribary

29

What is the free choice paradigm of cognitive dissonance?

Post-decision uncertanty and dissonance gives way to post-decision confidence which makes the dissonance go away

People are more confident after making their bets than before

30

When is dissonance more likely to lead to attitude change instead of behavioural changes?

When they've explained their effort

When they can't attribute behaviour to external factors

When they believe they've made a free choice