Week 1 Lecture Notes
Week 1 Lecture Notes PSY 4390
Popular in Persuasion (Honors)
Popular in Psychlogy
This 3 page Class Notes was uploaded by Nina Goad on Sunday January 17, 2016. The Class Notes belongs to PSY 4390 at Middle Tennessee State University taught by Dr John Pennington in Winter 2016. Since its upload, it has received 28 views. For similar materials see Persuasion (Honors) in Psychlogy at Middle Tennessee State University.
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Clutch. So clutch. Thank you sooo much Nina!!! Thanks so much for your help! Needed it bad lol
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Date Created: 01/17/16
Notes from PSY 4390 – Persuasion Lecture Notes Week 1 1/19/16: Persuasion is the process of creating, strengthening, and/or converting thoughts, emotions or attitudes, and action through communication The initial research of the theories of persuasion came from the United States’ desire to change isolationist attitudes concerning World War II. This caused scientific research of Persuasion theory to occur. These theories were also used to try to make sense of the people and events involved in World War II. The isolationist attitudes of many Americans in that time and still today may have something to do with the geography of our country. We never really have to worry about direct threats from our neighbors, so therefore we focus on our internal issues in society. During World War I, isolationist attitudes were put to the test because the United States fought the war to aid their allies and had nothing to gain personal from the war except for the strengthening of the relationship with allies. During the Great Depression, Americans tended to be even more isolationist as many struggled to survive and the focused shifted inwards on the problems that American’s were facing. Persuasion theory and techniques were used during the World War II era to bolster recruiting efforts and to persuade people to ration many different goods. 1/21/16: The terrorist attacks of 9/11 sparked the United States to implement persuasion techniques to aid in military recruitment. The United States also used “Psyop” techniques to bring literature into the Middle East in order to persuade young men in those countries into not joining Hussein’s regimes. The study of Social Psychology was spearheaded by a psychologist named Carl Hovland. Hovland taught at Yale, but left his job to work for the Defense department of the United States. Hovland mainly researched the effectiveness of training and info programs that were designed to persuade U.S. soldiers. After the war, Hovland decided to return to his teaching position at Yale in order to continue his research and study. Hovland’s approach to Social Psychology was based on the phrase “Who says what to whom.” Hovland collected a large amount of data during his research and the theories he created were more of an afterthought based on his research. Hovland is considered the pioneer of the field of Social Psychology. In Hovland’s approach, “who” is defined as the characteristics of the source of the communication, “what” is defined as the characteristics of the message being communicated, and “whom” is defined as the characteristics of the recipients of the message being communicated. Hovland’s theory of source characteristics in regards to the source’s level of persuasiveness is ultimately the level of credibility found in the source which is made up of the level of the source’s honesty and expertise. The methods of increasing our expertise in the perspective of others include calling attention to training, experience, and accolades either by word of mouth or by displaying items that represent those three categories. Another method to increase expertise is to use props or trapping to create an idea of expertise in the minds of others. Another way to increase expertise is to speak 25% faster than the population’s average rate of speech. Speaking clearly and use of highlevel vocabulary can also help to increase expertise.
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