Theories
A Theory simply suggests that we can explain someone’s behavior by crediting either their stable, enduring traits - also known as their disposition - or the situation at hand. And we tend to attribute people’s behavior to either one or the other.
What is Attribution Theory?
Best known for their work on the Elaboration Likelihood Model (ELM), a dual-process theory of persuasion.
Who is Richard Petty and John Cacioppo?
A controversial 1971 study conducted by Philip Zimbardo, where 24 male college students were randomly assigned roles as prisoners or guards in a simulated prison. The study aimed to investigate the psychological effects of power and authority on behavior.
What is the Stanford prison experiment?
Overestimating the forces of personality while underestimating the power of the situation
What is Fundamental Attribution Error?
In the late 1970s and 80s, psychologists Richard Petty and John Cacioppo developed a theory in understanding how persuasion works, which includes Central Route Persuasion and Peripheral Route Persuasion.
What is the dual processing theory?
A humanistic psychologist suggested that the key to self-actualization was first successfully climbing a hierarchy of basic needs.
Who is Abraham Maslow?
A psychological tactic where agreeing to a small request makes someone more likely to later agree to a larger, related request
What is the foot in the door phenomenon?
Involves persuading someone by focusing on the quality of the message's content and arguments. It relies on logic, data, and facts.
What is Central Route Persuasion?
Festinger’s theory begins with the notion that we experience discomfort - or dissonance - when our thoughts, beliefs, or behaviors are inconsistent with each other. Basically, we don’t like to confuse ourselves.
What is the Theory of Cognitive Dissonance?
The Stanford psych professor that performed the Stanford Prison Experiment.
Who is Philip Zimbardo?
describes the idea of projecting confidence and positive behavior, even if you don't truly feel it, to eventually achieve a desired outcome.
What is the "fake it till you make it" phenomenon?
Relies on superficial cues rather than the content of a message to change someone's attitude or behavior. This route is often used when individuals are not highly motivated or able to process the information being presented.
What is Peripheral Route Persuasion?