Term
| conformity and social proof |
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Definition
| tendency of individs to change expressed views and attitudes to those of others |
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Term
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Definition
expectations for behavior about good, bad, appropriate, right, wrong, etc.
explicit-agreed upon, stated
implicit-implied |
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Term
| flloyd allport (1924) landmark study |
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Definition
had participants rank odors, alone and in groups
-found people avoid making extreme judgments in groups |
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Term
| Sherif (1935) landmark study |
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Definition
1. brought people into dark room and asked about autokinetic effect.
individs-formed personal standards of movement
group-first speaker dictated standard
2. tested alone and in group + reverse
individ first-initial diversity, then convergence in group
group first-stuck to group norm when tested alone.
when task uncertain, more likely to be influenced by group |
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Term
| Solomon Ash (1956) landmark study |
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Definition
| -ppl conformed to group's opinion in measuring lines even when contrary to fact |
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Term
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Definition
-distortion of judgment if e/o else has same opinion
-"they must be right" |
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Term
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Definition
-distortion of response
-social pressure |
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Term
| staring at sky in NYC study (1969) |
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Definition
milgram, bickman and berkowitz
when one person stared, 45% did
when 15 stared, 85% did |
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Term
| festinger, riecken and schachter |
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Definition
| after their beliefs were disconfirmed, chicago cult became stronger in beliefs |
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Term
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Definition
advertising (best-selling, flying off shelves)
tip jars
canned laughter
lines at bars and restaurants |
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Term
| uncertainty (social proof) |
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Definition
bystander effect: more ppl present, less likely people will help
(kitty genovese)
-diffusion responsibility
-pluralistic ignorance: if uncertain, look to others to determine behavior. if they don't do anything, neither wil we |
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Term
| similarity (social proof) |
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Definition
more likely to follow similar than dissimilar people
-peer pressure
-sales tactics
-copycat crimes
werther effect: demographic similarity with deadly car and plane crashes after highly publicized suicides.
rev. jim jones and jonestown massacre |
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Term
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Definition
system commonly understood symbols shared by group to communicate.
-abstract: represents reality, but not
-arbitrary: symbols arbitrarily assigned. could have called a table a TV. can change if e.o agrees on meaning |
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Term
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Definition
-used by politicians, govt
-denotative, connotative lang. |
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Term
emotively neutral lang.
emotively significant lang. |
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Definition
neutral lang.
lang. that slants or uses euphemisms |
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Term
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Definition
| lang. shapes how we perceive world. good msgs use common lang. to shape/change perspectives of audience |
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Term
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Definition
for msg. to be persuasive, must:
-pay atten
-comprehend
-yield
-retain
vividness: may help gain attn and msg processing
intensity: degree to which lang. deviates from neutrality
more pers. if receiver agrees, violates expectations in + way, receiver prefers intense lang.
profanity: gain attn but undermine cred.
powerless lang: not pers., undermine cred. inarticulates, tag Qs, very polite, disclaimers |
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Term
| direct effects model immediacy |
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Definition
| actions that communicate warmth, involvement and closeness most pers. |
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Term
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Definition
-kinesics:
eye contact, facial expressions (mirroring), body movements (emblems, illustrators, adaptors), haptics (midas touch research)
-proxemics: expectations-violations
-chronemics-time. scarcity, non-urgency tactics
-artifacts
-physical appearance (halo effect)
-paralinguistics (pitch, rate, pauses, volume) |
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Term
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Definition
series of statements designed to change attitudes or behaviors of others
-premise
-logical reasoning
-conclusion |
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Term
| explicit, implicit conclusions |
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Definition
explicit:
pro: spells out
con: may lead to resentment, distrust
implicit:
pro: allows audience to reach own conclusions
con: conclusion may be incorrect
-most effective when audience personally involved and knowledge high. KNOW AUDIENCE |
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Term
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Definition
gain framed: doing something will have + effect. effective w/ preventive behaviors)
loss-framed: not doing something will be damaging. more effective when risks involved |
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Term
petty and cacioppo (1984)
quality vs. quantity |
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Definition
when audience not involved, quantity matters.
when ' is ' , quality matters |
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Term
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Definition
everything used to determine of demonstrate truth of claim
narratives, anecdotes, stats, quotes, testimony, graphs, charts
-sometimes functions as peripheral cue; increase source credibility |
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Term
| mere exposure effect: zajonc, 1968 |
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Definition
repetition may increase liking, but not necessarily persuasion
strong arguments more persuasive when repeated if high audience involvement
visuals: order doesnt matter
auditory: put strong args first |
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Term
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Definition
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Term
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Definition
-leads to resistance of persuasion by others. (intent, topic or position)
ELM explanation:
leads to counter-arguing; those motivated and able are more resistant |
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Term
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Definition
-1 sided favorable when audience low education and positive initial attitude
-2 sided favorable when audience motivated and able to process msg
2 sided refutational > 1 sided > 2 sided non refutational |
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Term
| inoculation theory (mcguire, 1961) |
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Definition
threat
refutational preemption
treatment:
-warning
-weak attack
-active defending |
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Term
| inoculation theory applied |
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Definition
advertising: using with competitor
political campaigns: negative ads
smoking: prevent high-risk youth from joining gangs
drinking prevention |
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