Myers Social Psychology: Ch. 7 – Flashcards

the process by which a message induces change in beliefs, attitudes or behaviors - not inherently good or bad.

focusing on the content and the argument (explicit)

focusing on cues that trigger automatic acceptance without much thinking (reflective)

1) the communicator - who's talking 2) the message - what they're saying 3) how the message is communicated 4) the audience Why says What, but what Method, to Whom?

perceived expertise and trustworthiness (diminish after a month or so)

a delayed impact of a message that occurs when an initially discounted message becomes effective, as we remember the message but forget the reason for discounting it after people forget the source or its connection with the message

We're more likely to respond to those we like. Our liking opens us up to their communicator's arguments (central route) or it may trigger positive associations with when we see the product later on (peripheral route) -similarity -physical attractiveness

well-educated or analytical people are responsive to rational appeal. -Thoughtful, involved audiences often travel the central route, they are more responsive to reasoned arguments -Uninterested or bored audiences use peripheral route (do they like the communicator) -use good feelings or fear

disagreement produces discomfort, and discomfort prompts people to change their way - so maybe greater disagreement will produce more change. however, disagreement may lead to the person to discredit the argument. - so maybe it won't produce more change a *credible source* - one that it hard to discount - would elicit the most opinion change when advocating a position *greatly discrepant* from the recipient's.

1 sided - most effective when distributed to people who already agreed 2 sided - most effective when distributed to people who initially disagreed, or if they're aware of the opposite argument

primacy effect: info presented earlier is most persuasive recency effect: info presented later has the most influence (less common than primacy effect)

the way a message is delivered - either a face-to-face appeal, a written sign or document, a media advertisement - or in some other way

the process by which media influence often occurs through opinion leaders, who in turn influence others

attitudes change (for example, become more conservative) as people grow older

attitudes do not change, older people largely hold onto the attitudes they adopted when they were young. (most evidence supports this)

(analytical people) the motivation to think and analyze. assessed by agreement with items such as "the notion of thinking abstractly is appealing to me" and disagreement with items such as "I only think as hard as I have to"

a group typically characterized by 1) distinctive ritual and beliefs related to its devotion to a god or a person, 2) isolation from he surrounding "evil" culture, and 3) a charasmatic leader

(Rodney Stark and William Bainbridge) external sites weaken until the group collapses inward social, each person engaging only with other group members - cut off from friends and families, they lose sight of counterarguments.

provide: 1) a supportive, confiding social relationship 2) an offer of expertise and hope 3) a special rationale or myth that explains one's difficulties and offers a new perspective 4) a set of rituals and learning experiences that promises a new sense of peace and happiness

-challenging beliefs (middle attack their position) -developing counterarguments (attitude inoculation: exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have refutations available)