Social Psychology Ch7 – Flashcards
Unlock all answers in this set
Unlock answersquestion
Sally is interested in purchasing a DVD player, and is overwhelmed by the many different models available at her local electronics store. She decides to consult a magazine devoted to reviewing the quality of home electronics. After reading a number of articles stating the pros and cons of each model, she decides on a DVD player. Sally has been persuaded to purchase this particular DVD player because of the _______ route to persuasion.
answer
central
question
Which route to persuasion is most likely to create long-lasting attitudes and behavioral changes?
answer
central
question
The _______ effect occurs when we remember the message but forget the reason for discounting it.
answer
sleeper
question
Werner and her colleagues (2002) conducted a study on aluminum can recycling at the University of Utah and found that the most effective message was a:
answer
two-sided one.
question
The _______ effect refers to how information that is presented last can have the most influence
answer
recency
question
The process by which media influence often occurs through opinion leaders, who in turn influence others, is referred to as:
answer
a two-step flow of communication
question
In surveys conducted on groups of younger and older people over several years, the results supported the _______ explanation for how age plays a role in persuasion
answer
generational
question
Cults like Jim Jones's People's Temple typically recruit and retain members by using:
answer
the foot-in-the-door phenomenon.
question
Exposing people to weak attacks on their attitudes, which then stimulates thinking in support of the initial attitude, is known as:
answer
attitude inoculation.
question
Persuasion
answer
process by which a message induces change in beliefs, attitudes, or behaviors
question
Central Route to Persuasion
answer
-when people are motivated and able to think about an issue/focusing on the argument
-is argument is strong persuasion is likely
-weak argument people will counterargue
question
Peripheral Route to Persuasion
answer
-strength of the argument doesn't matter
-not motivated or unable to think carefully
-occurs when people are influenced by incidental cues (such as speaker's attractiveness)
-focusing on cues that trigger automatic acceptance without much thinking
question
route to persuasion: central
answer
-analytical
-high effort: elaborate, agree, or counterargue
-cogent arguments evoke enduring agreement
question
route to persuasion: peripheral
answer
-not analytical or involved
-low effort: use peripheral cues, rule of thumb heuristics
-cues trigger liking and acceptance often only temporarily
question
Effect of Central Route to Persuasion on Attitude
answer
-explicit and reflective
-swiftly changes explicit attitudes
question
Effects of Peripheral Route to Persuasion on Attitude
answer
-implicit and automatic
-builds on implicit attitudes, though repeated associations between an attitude object and an emotion
question
Peripheral cues compelling - no
answer
no attitude change
question
Peripheral cues compelling - yes
answer
attitude change
question
Are the arguments compelling - yes
answer
attitude change
question
Are the arguments compelling - no
answer
no attitude change
question
elements of persuasion
answer
-communicator
-message
-how the message is communicate
-audience
question
Credibility
answer
believability - a credible communicator is perceived as both expert and truth worthy
- successful in persuasion efforts
question
Attractiveness
answer
-having qualities that appeal to an audience
-an appealing communicator is most persuasive on matters of subjective preference
- physical appeal
-similarity
question
Emotions Central Route
answer
-Positive emotions: Positive thoughts will be associated
with your message
-Negative emotions: Negative thoughts will be associated
with your message
question
Emotions Peripheral Route
answer
-Positive emotions: Being in a positive mood is associated
with being less critical (and possibly more accepting of
the message)
- Not ideal to elicit a negative mood because it makes people
more likely to critique your message
question
Detection Behaviors
answer
-Fear can increase detection
behaviors like mammograms, breast self-exams, testicular self-exams...
question
Prevention Behaviors
answer
- Fear may do little to increase
prevention behaviors like using sunscreen, using condoms, eating healthy...
- Fear elicited by engaging in pleasurable activities can induce denial (rather than behavioral change)
- Must provide a solution
question
Reciprocity
answer
- People feel obligated to re-pay a favor
question
Consistency
answer
- People honor commitments made in public
question
Social Proof
answer
- People look to others to gauge what is "right" to do
question
Liking
answer
- People positively respond to those they like
question
Authority
answer
- People defer to experts who are credible
question
Scarcity
answer
- People want what is limited in time or quantity
question
Cialdini: Six Elements of Persuasion
answer
Reciprocity, Consistency, Social Proof, Liking, Authority, and Scarcity
question
Effects of Good Feelings
answer
-messages become more persuasive though association with good feelings.
-because good feelings enhance positive thinking
question
optimists
answer
positive persuasion
question
pessimists
answer
negative persuasion
question
two-sided more persuasive when?
answer
if people are aware of opposing arguments
question
one sided more effective on those who initially
answer
agreed
question
two sided more effective on those who initially
answer
opposed
question
channel of communication
answer
the way the message is delivered whether face to face, in writing, on film, or in some other way
question
Messages in print versus messages delivered in person?
answer
person
question
What is the best channel of communication when a message is very complex?
answer
written
