Term
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Definition
| The process by which a message induces a change in one’s beliefs, attitudes or behavior |
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Term
| What is the sleeper effect? |
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Definition
| A delayed impact of a message that occurs when an initially discounted message from a non-credible source later becomes effective |
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Term
| What is the primacy effect? |
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Definition
| The tendency for information presented first to have greater influence than information presented later |
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Term
| What is the recency effect? |
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Definition
| When information presented last has greater influence than information presented earlier |
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Term
| Describe the central route to persuasion |
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Definition
| Persuasion that occurs when an individual is motivated and thinks systematically about an issue |
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Term
| What is the peripheral route to persuasion? |
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Definition
| Persuasion that occurs when people are influenced more by superficial cues and less by thinking about the issue |
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Term
| What is attitude inoculation? |
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Definition
| The idea that providing a small, weaker argument will “inoculate” people and make them more resistant to stronger subsequent persuasive appeals |
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Term
| Define forewarning in terms of a persuasive technique |
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Definition
| Letting your audience know an opponents arguments beforehand, so they have a chance to discredit them before they're even presented |
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Term
| Define counterargumentation |
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Definition
| The generation of opposing arguments when presented with a persuasive appeal |
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Term
| What is the discounting cue hypothesis? |
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Definition
| People initially discount arguments from a non-credible source but over time dissociate what was said from who said it |
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Term
| What is an emotional appeal? |
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Definition
| Using an emotional argument when trying to persuade less-informed/less analytic/less involved audience |
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Term
| What are logical appeals? |
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Definition
| Those arguments that are better used when trying to persuade a well-informed analytic and/or involved audience |
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Term
| What are the traits associated with the perceived expertise of a communicator? |
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Definition
-Stating what the audience agrees with
-Knowledgeable
-Speaking with confidence
-Speaking rapidly |
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Term
| What are the traits associated with trustworthiness of a communicator? |
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Definition
-Eye contact
-When overt attempts at persuasion are low
-Arguing against one’s own self-interest, i.e, suffering for one’s beliefs
-Arguing an unexpected position |
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Term
| On judgments of fact, do credible sources or those more similar to us have the greater influence? |
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Definition
| It depends. For choices involving personal value, taste, way of life: similar has more influence. For choices involving judgements of fact, credibility is more effective. |
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Term
| When are people most likely to use the central vs. the peripheral route to persuasion? |
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Definition
Central: Audience is educated, analytical, and involved
Peripheral: Used when audience is less involved, educated, or analytical |
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Term
| What are the three reasons as to why people in good moods more susceptible to persuasive messages? |
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Definition
-Positive feelings become linked with the message
-People are more likely to have impulsive responses
-Peripheral route to persuasion |
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Term
| According to Aronson (1997), what is likely to occur when fear aroused by a persuasive message is relevant to a pleasurable activity, such as sexual activity or smoking? |
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Definition
| Denial: When people aren't told how to avoid the danger, the message is overwhelming and ultimately disregarded |
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Term
| When arguing a position greatly discrepant from the recipient’s initial position is it better to use a credible source or an average person? |
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Definition
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Term
| Describe the study by Asch (1946) in which participants read a description of John. How did the order of traits describing John affect their evaluation of him and why? |
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Definition
| Volunteers were to read a list of traits about John. The only difference in the lists were the order of the words: in the first, a few good traits were followed by a few bad. Vice versa in the second. The second list produced more negative evaluations due to the primacy effect. |
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Term
| Describe the study by Farqijar & Maccoby (1977) to lower the risk of heart disease. In what condition were participants most likely to change their habits and lower their risk? |
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Definition
Team wanted to see how best to reduce heart disease. City 1 given no persuasive appeal other than what was already in the media, City 2 used TV, radio, newspapers, and direct mail to teach about coronary risk and how to reduce it. City 3 had that plus personal contact to high risk residents to set health goals.
Cities 2 and 3 changed, 3 the most. |
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Term
| Describe the research on subliminal persuasion. Is subliminal persuasion ever effective and if so, under what conditions? |
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Definition
| Started with Vicary in the 50s with the theater and popcorn sales. Greenwald gave participants tapes to boost memory or self esteem, secretly switching several of them. Results showed improvement regardless of what they listened to (placebo effect). Subliminal persuasion works but only under limited, laboratory conditions |
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Term
| What are the persuasive tactics used to indoctrinate new members of a cult? |
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Definition
-Isolation and perspective
-Confessions of former life
-One-side and emotional arguments
-“Love bombing”
-Physical activities and chants
-Attitudes follow behavior
-Foot-in-the-door |
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Term
| What are the traits of people who are most vulnerable to cult indoctrination? |
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Definition
-Young, educated, middle class
-Emotionally vulnerable
-The need for identity and belonging |
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Term
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Definition
| Two or more people who interact with and influence one another and perceive one another as “us” |
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Term
| What is social facilitation? |
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Definition
| The tendency to perform better or faster in the presence of an audience |
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Term
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Definition
| The tendency for people to exert less effort when they pool their efforts toward a common goal than when they are individually accountable |
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Term
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Definition
| A loss of self-awareness and personal responsibility that is most likely to occur in groups |
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Term
| What is evaluation apprehension? |
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Definition
| The presence of others will produce social facilitation effects only when those others are seen as potential evaluators |
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Term
| Describe the idea of mere presence |
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Definition
| The mere presence of others is sufficient to produce social facilitation effects |
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Term
| What is the distraction conflict theory? |
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Definition
| The presence of others distracts from the task and creates attentional conflict |
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Term
| What is pluralistic ignorance? |
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Definition
| A false impression of what most other people are thinking or feeling, or how they are responding |
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Term
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Definition
| Thinking that occurs when group cohesiveness and consensus override realistic appraisals of alternative courses of action |
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Term
| What is social leadership? |
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Definition
| Leadership that builds teamwork, mediates conflict, and offers support |
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Term
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Definition
| Leadership that organizes work, sets standards, and focuses on goals |
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Term
| What is group polarization? |
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Definition
| Group-produced enhancement of members’ preexisting tendencies, i.e., a strengthening of the members’ average tendency |
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Term
| With regards to the research on social facilitation, under what conditions will the presence of others facilitate performance and under what conditions will the presence of others hinder performance? |
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Definition
Hinders: complex maze learning, complex mathematical skills, and learning nonsense syllables
Facilitate:Simple math, motor, and visual-spatial tasks |
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Term
| In the study by Michaels et al., how did the presence of an observer affect the performance during a game of pool? |
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Definition
Percentage of shots went from 71% to 80% for good players
Percentage of shots went from 36% to 25% for poor players |
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Term
| How do concerns about evaluation apprehension affect the likelihood of social loafing? |
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Definition
| Social loafing will lessen if a person thinks they will be caught not putting in their fair share |
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Term
| How does social loafing vary according to culture? |
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Definition
| Collectivist cultures are less likely to loaf |
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Term
| How can the likelihood of social loafing be minimized? |
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Definition
-The task is challenging, appealing or involving
-Each person’s contribution is identifiable
-Individuals believe their contribution is important
-Working with friends |
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Term
| What are the conditions that are most likely to cause deindividuation? |
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Definition
| When a person is in a large group and is just another face in the crowd. |
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Term
| In the study by Ellison & Govern (1995), who was most likely to honk aggressively at someone stopped at a green light? What did the study reveal about aggression and anonymity? |
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Definition
Those who had their tops on their car honked 1/3 sooner, 2x as often, and 2x as long.
A person is more likely to show aggression if they won't get caught |
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Term
| Describe the research by Stoner on the so-called “risky shift” effect. Do groups always make riskier decisions than individuals? |
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Definition
Participants asked to give advice after reading an imaginary decision dilemma scenario. Those who chose their response in groups were more likely to go for the riskier choice.
Not always, but its more likely. |
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Term
| In terms of the group polarization effect, why do groups shift their initial position in a riskier or more cautious direction? |
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Definition
| The group reinforces an individual's original tendency |
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Term
| What underlying processes help to explain the occurrence of group polarization? Include a discussion of normative and informational influences in your answer. |
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Definition
Informational: In a group one can hear arguments he or she may not come up with one their own; hearing several people favor a decision increases an individual's tendency to choose that same decision, active participation (via a verbal commitment) adds further
Normative: We are most persuaded by people in our reference groups, and, wanting others to like us, we may express stronger view once hearing that others share our opinion |
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Term
| What are the eight factors that foster groupthink? Frame your answer by discussing the factors with regard to the “might and right” of the group, close-mindedness and uniformity. |
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Definition
-Overestimation of Group’s Might and Right (illusion of invulnerability and an unquestioned view of the groups morality)
-Close-mindedness (stereotyped view of opponent, rationalization)
-Uniformity (Conformity pressure, self-censorship, illusion of unanimity, mindguards [yes men]) |
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Term
| What are the traits and characteristics of task leadership and social leadership? |
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Definition
Task: Directive, better for specific, challenging goals
Social: Democratic, delegates authority. Better for morale. |
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Term
| What are the traits of an effective leader? |
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Definition
| It varies with the situation but include both social and task features. The person should be consistent, self-confident, have a vision, be able to communicate well, and inspire others |
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Term
| Describe the study by Worringham and Messick (1983) presented in lecture. In what condition did joggers run faster? |
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Definition
| Watched joggers on a public running path. Jogging speed increased only when audience faced the runner |
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Term
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Definition
| A negative attitude and prejudgment of a group and its members |
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Term
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Definition
| Expectations and beliefs about an individual based on his or her membership to a group |
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Term
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Definition
| Unjustified negative behavior toward a group or its members |
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Term
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Definition
| An individual's prejudicial attitudes and discriminatory behavior toward people of a given race |
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Term
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Definition
| An individual's prejudicial attitudes and discriminatory behavior toward people of a given sex |
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Term
| Describe social role theory |
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Definition
| Sex differences and stereotypes are magnified by the unequal social roles occupied by men and women |
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Term
| What is a stereotype threat? |
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Definition
| Test or performance anxiety that is induced when there is a pre-existing stereotype regarding an ability based on membership to a group |
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Term
| Describe the realistic conflict theory |
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Definition
| The theory that maintains that prejudice will be greatest when there is competition for scarce resources |
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Term
| What is scapegoat theory? |
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Definition
| When frustrated and angry people vent their anger on groups who are unable to retaliate |
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Term
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Definition
| "Us;"a group of people who share a sense of belonging |
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Term
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Definition
| "Them;" a group that people perceive as distinctively different from their ingroup |
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Term
| What is the ingroup bias? |
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Definition
| The tendency to treat members of one’s ingroup more favorably than members of the outgroup |
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Term
| What is the outgroup homogeneity? |
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Definition
| The tendency to view members of the outgroup as being more similar and members of one’s own group as diverse |
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Term
| What is the glass ceiling? |
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Definition
| The seen, yet unbreachable barrier that keeps minorities and women from rising to the upper rungs of the corporate ladder, regardless of their qualifications or achievements. |
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Term
| What is social categorization? |
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Definition
| The tendency to divide one’s social world into “us” vs. “them” |
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Term
| Who has an authoritarian personality? |
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Definition
| People who are prone to prejudice not because of external factors but because of internal factors, i.e., because of who they are |
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Term
| What is the ultimate attribution error? |
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Definition
| The tendency to make dispositional attributions about an entire group and to discount or dismiss situational explanations |
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Term
| Describe social identity theory |
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Definition
| The theory that people favor ingroups over outgroups in order to enhance their self-esteem |
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Term
| Describe the cognitive biases that affect the development and maintenance of stereotypes. Specifically, what role do heuristics, vivid information and attributional styles play in human inferential processes? |
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Definition
Availability heuristic: we don't remember what we don't notice, stereotypes come to mind more easily so seem more frequent and more accurate
Vivid information: We ignore statistical information and are more likely to recall vivid people or events, forming our opinions based on these events
Attributional styles: |
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