Persuasion
The definition of persuasion
What is "the process by which a message induces a change in beliefs, attitudes, or behaviors"?
The definition of conformity
What is a widespread tendency to act or think like the people around us?
The definition of obedience
What is responding to an order or command from a person in a position of authority?
The current definition of cognitive dissonance
What is a drive or a feeling of discomfort caused by performing an action that is discrepant from one's customary, typically positive self-conception?
A statement or opinion, that opposes an individual's private belief or attitude, can be used to change the private belief or attitude
What is counter attitudinal advocacy?
Direct, relevant, logical messages
What is the central route of persuasion?
Partaking in the actions of the crowd due to fear of what the crowd might think
A study done where a participant (the teacher) was asked to shock another person (the student) with electricity
What is the Milgram study?
The three ways of reducing discomfort caused by cognitive dissonance
What is changing our behavior, attempting to justify our behavior by changing a dissonant cognition, attempting to justify our behavior by adding new cognitions?
Dissonance created through individuals making statements that oppose their behaviors and then reminding them of the inconsistencies
What is hypocrisy induction?
The triad of trustworthiness
What is Authority, Likeability, Honesty?
Partaking in the actions of the crowd because the crowd is a source of information
What is informational influence?
The range of volts used in the Milgram study?
What are 15 volts to 450 volts?
A reason or justification that lies outside of the individual and is used to reduce discomfort caused by cognitive dissonance
What is external justification?
The three ways to change attitudes
What is mere exposure, emotional ploys, and persuasive tactics?
Undertaking behavior of a group in a given situation. In other words, "everyone is doing it, so it must be right".
What is Social Proof?
The three variables needed for an individual to respond to social influencing
What are strength, immediacy, and number?
Percentage of the participants who continued to administer shocks in the Milgram study.
What is 65% percent?
Dissonance experienced after making a decision
What is post-decision dissonance?
The two types of behaviors
What is spontaneous behavior and deliberative behavior?
Suspicion, annoyance, and anger in response to a "pushy" or "controlling" person.
What is Psychological Reactance?
A study done where the participant gave an obviously wrong answer after hearing five other "participants" give the same wrong answer
What is the Solomon Asch study?
The major influences on disobedience/the refusal to comply
What are compassion, ethics, and recognition of the situation as problematic?
A classic cognitive dissonance study that employed one-dollar and twenty-dollar bills
What is in the Festinger and Carlsmirth study?
The three things that lead to behavior intention and therefore behavior
What are attitudes, subjective norms, and perceived behavior control?