Persuasion
This concept involves people being more likely to comply with a request when they've already agreed to a smaller request.
What is the foot-in-the-door phenomenon?
According to McLoughlin et al. (2024), this negative emotion is exploited by misinformation to spread more effectively online and is shared 5.99 times more frequently than non-emotional content.
What is outrage?
This type of conformity happens when people change their behavior to be accepted by others and avoid rejection, often leading to public compliance without private acceptance.
What is normative conformity?
In this 1971 study by Zimbardo, participants were assigned to be "guards" or "prisoners" in a mock prison, but it was terminated early due to ethical concerns.
What is the Stanford Prison Experiment?
This apocalyptic cult led by Jim Jones ended in a mass murder-suicide of 909 people, including 304 children, by cyanide poisoning in 1978.
What is Jonestown (People's Temple)?
This route to persuasion involves careful consideration of whether the message is valid or invalid and how it relates to our own beliefs and goals.
What is the central route to persuasion (or thoughtful message processing)?
In this 1995 study, women aged 40-66 who viewed a fear-framed video about mammograms were more likely to get screened than those who saw a positively-framed message.
What is the Banks et al. study?
This type of social influence occurs when the beliefs held by the larger number of individuals in a group prevail.
What is majority influence?
This researcher's autokinetic effect experiment demonstrated how people form social norms when faced with ambiguous situations.
What is Sherif's experiment?
Members of this UFO religion committed mass suicide in 1997, believing they would board a spaceship hidden behind the Hale-Bopp comet.
What is Heaven's Gate?
This term refers to the delay in persuasion effectiveness that occurs when we remember a message but forget why we initially discounted it.
What is the sleeper effect?
This research found that having discussions with friends and family can protect people from being influenced by vaccine misinformation on social media.
What is Albarracin (2022) study?
This type of conformity occurs when people rely on others for information about what is correct, especially in ambiguous situations like Sherif's autokinetic effect study.
What is informational conformity?
In Tong et al.'s (2020) study, this positive emotion was found to increase compliance with authority figures.
What is gratitude?
This charismatic leader founded a cult that committed murders intended to start a race war by framing the Black Panthers.
Who is Charles Manson?
This principle of Cialdini's persuasion theory states that people tend to return favors and treat others as they've been treated.
What is reciprocity?
This persuasion research found that we tend to view speakers as more expert when they share opinions we already hold, rather than based on their actual credentials.
What is the Traberg & van der Linden study?
This psychological reaction occurs when freedom to choose is threatened, often resulting in the opposite behavior than what was requested.
What is psychological reactance?
This study analyzed data from 21 of Milgram's experimental conditions and found that eight factors influenced obedience, including the teacher's distance from both the experimenter and learner.
What is the Meta-Milgram study (or Haslam study)?
The three main characteristics of a cult or new religious movement include distinctive rituals, isolation from mainstream culture, and this type of leader.
What is a charismatic leader?
This technique involves exposing people to weak attacks upon their attitudes so that when stronger attacks come, they will have developed refutations.
What is attitude inoculation?
According to Albarracin (2022), this protective factor against conspiracy beliefs involves a mindset that evaluates arguments critically and can help protect against pseudo-scientific claims even when someone has high trust in science.
What is critical evaluation?
In conformity research, this factor was found to be more critical than group size for producing conformity.
What is unanimity of the majority?
This researcher's classic 1955 study found that participants would incorrectly identify the length of lines when confederates unanimously gave wrong answers, demonstrating the power of social conformity.
Who is Solomon Asch?
People often join cults because they seek this emotional need, which cult members initially provide through excessive attention and affection.
What is belonging (or acceptance)?