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LSU - PSYC 2040 - PSYC 2040 Exam 3 Study Guide - Study Guide

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LSU - PSYC 2040 - PSYC 2040 Exam 3 Study Guide - Study Guide

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background image 1 PSYC 2040 Exam 3 Study Guide (Ch. 7­9) Chapter 7­ Persuasion 1. What is persuasion a. The process by which a message induces change in beliefs, attitudes or  behaviors 2. What are the two paths that lead to persuasion/ a. Central Route­ i. Occurs when interested people focus on the arguments and  respond with favorable thoughts b. Peripheral Route­ i. Occurs when people are influenced by incidental cues ii. Focuses on cues that trigger automatic acceptance without thinking 3. The 4 elements of persuasion a. The communicator: the person trying to persuade you i. Credibility  ii. Perceived expertise 1. Speaking style­ speaking with style and confidence iii. Perceived trustworthiness 1. Eye contact­ just the right amount is perfect
2. Argues own self interest
3. Speaking quickly
4. Argues two sides of an argument
iv. Believability: the way the person actually communicates 1. Sleeper effect: delayed impact of message. Message is  initially discounted, then accepted and the reason for 
discounting it is forgotten. 
v. Attractiveness and Likeability  1. Physical attraction: the average person trusts a physically  attractive person  vi. Similarity 1. Increase similarity to consumer, increase likelihood of  persuading.  b. The message/content  i. Foot in the door technique 1. Tendency for people who have first agreed to a small  request to comply later with a large request. ii. Low ball technique  1. People who agree to an initial request will often still comply  when the requester ups the anti iii. One sided vs two sided appeals
background image 2 1. If the audience is unaware of the opposing arguments it is  unlikely to later consider the opposition iv. Primacy vs Recency 1. Primacy effect­ you are more likely to remember what  happens first and last 2. Recency effect­ information presented last is sometime the  most influential a. Less common than primacy effect c. The Channel of Communication i. Active participant or passive receiver 1. Active engagement strengthens attitudes 2. Repetition of a statement serves to increase its fluency and  ability ii. Personal media influence  1. Media Influence: the 2 step flow:  a. The process by which media influence often occurs  through opinion leaders, who in turn influence others. 2. Comparing media a. The more life like the medium is the more persuasive  the message d. The Audience: the person one is trying to persuade i. How old are they? 1. Younger people are easier to persuade 2. Older people have more solidified experiences and beliefs a. Life Cycle Explanation: i. Attitudes change as people grow older b. Generational Explanation: i. Attitudes do not change; older people largely  hold on to the attitudes they adopted when 
they were young
ii. What are they thinking? 1. Forewarned is forearmed, but you have to care enough to  counter argue 2. Visual images help keep us occupied so we aren’t analyzing  words. 3. The uninvolved audience uses peripheral cues
4. Ways to stimulate people’s thinking:
a. Use rhetorical questions
b. Present multiple speakers
c. Don’t make message too long
d. Repeat the message
e. Get people’s undisturbed attention
background image 3 4. How can persuasion be resisted? a. Strengthening personal commitment  i. Challenging beliefs ii. Developing counterarguments iii. Attitude inoculation 1. Expose people to weak attacks on their argument, so when  stronger attacks occur they will be ready 2. Older people have higher inoculation iv. Real life application: inoculation programs 1. Inoculate children against peer pressure to smoke and the  influence of advertisements v. Prepare others to counter persuasive appeals vi. Ineffective appeals can be worse than 0 appeals vii. A way to strengthen existing attitudes is to weakly challenge them   Chapter 8: Group Influence  1. Group Influence a. 2 or more people, who for longer than a few moments, interact with and  influence one another and perceive on another as “us”  2. The presence of others a. The mere presence of others i. Social facilitation: 1. The tendency of people to perform differently when in the  presence of others than when we are alone a. Presence of others enhances performance on a task  that is not difficult/ is well rehearsed. b. If the task is complex others can hinder performance  levels b. Crowding: The presence of many others i. Effect of others increases as their number increases ii. Reactions are either positive or negative depending on how well  rehearsed the task is. c. Why are we aroused in the presence of others/ i. We’re conscious of being evaluated 1. Evaluation apprehension  a. Concern for how others are evaluating us ii. Driven by distraction 1. We wonder how our co­actors are doing and how the  audience is reacting

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School: Louisiana State University
Department: Engineering
Course: PSYC 2040
Professor: F. Adair
Term: Fall 2015
Tags: Prejudice, Group, Influence, and persuasion
Name: PSYC 2040 Exam 3 Study Guide
Description: These notes cover Ch. 7-9 which will be on Exam 3
Uploaded: 11/12/2017
9 Pages 36 Views 28 Unlocks
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