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Lecture 6.1 - Attitudes & Persuasion Part 3

by: Leslie Ogu

Lecture 6.1 - Attitudes & Persuasion Part 3 PSYC 2012

Marketplace > George Washington University > Psychlogy > PSYC 2012 > Lecture 6 1 Attitudes Persuasion Part 3
Leslie Ogu
GPA 3.01

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About this Document

Conclusion to the discussion of attitudes and persuasion and discusses topics such as subliminal messages and our reactions to being told what to do
Social Psychology
Stock, M
Class Notes
subliminal messages, reactance, social psychology, attitudes, behavior, persuasion
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This 2 page Class Notes was uploaded by Leslie Ogu on Friday February 5, 2016. The Class Notes belongs to PSYC 2012 at George Washington University taught by Stock, M in Fall 2015. Since its upload, it has received 17 views. For similar materials see Social Psychology in Psychlogy at George Washington University.


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Date Created: 02/05/16
Leslie Ogu PSYC 2012  02/03/2016 ­ ​ttitudes & Persuasion Pt. 3    Subliminal Messages  ➢ Can perceiving a message without being aware that we are (i.e., subliminally)  affect our behavior?  ○ Ex: Ad flashing a word extremely quickly on the screen about a product  (e.g., “Drink Coke”)  ➢ It hasn’t been proven that subliminal messages greatly influence behavior    Fear Appeals  ➢ Inherently fear­arousing (this is due to the risk of personal harm to a person)  ➢ Means of scaring people to act in the desired manner  ➢ Can be effective in health behavior change if used properly  ➢ Moderate fear​  appeals are most effectivas long as informatio about how to  reduce the fear (or risk) is present  ➢ Key Factors:  ○ amount of fear (THREAT)  ○ recommendations of how to change behavior (EFFICACY ­ ability to  produce desired result)  ➢ Types of Fear Messages:  ○ High Threat Message  ■ personal  ■ vivid language and pictures  ■ Desired Reaction: “It can happen to me and is a threat to my  health”  ○ High Efficacy Message  ■ describes how to carry out recommended response  ■ gives evidence that recommended response actually works  ● Response Efficacy: ​ belief that the advocated response  works  ● Self Efficacy​: perceived ability to carry out the response  ○ A balance of the two incorporates enough of each to get the message  across to the audience and provide them a means to solve the problem    Psychological Reactance  ➢ Reactance​ : when people feel that their freedom to do a certain behavior is  threatened, an unpleasant state of reactance is aroused, which they reduce by  carrying out the threatened action or behavior  ○ Depends on:  ■ Importance of the freedom to the person  ■ Number of freedoms threatened  ■ At high risk  ■ Strength of the message  ○ As a result, people may either:  ■ Ignore the message  OR  ■ Become more attracted to what they can’t have (the undesirable  behavior)  ○ Ex: Romeo and Juliet  ■ Parents disapprove of their child’s partner and as a result, they  increase the intensity of the romance  ○ Ex: Warning Labels on things like video games and certain books  ○ The way things are worded also affect how a person reacts  ■ Ex: “NO SMOKING” compared to “Please do not smoke” 


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