EXAM 1 Influence Chapter 1-7

EXAM 1 Influence Chapter 1-7 - Chapter One Weapons of...

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Chapter One: Weapons of Influence Influence – Unintended Persuasion – Intended, can be enhanced when multiple techniques of influence are simultaneously used Fixed Action Patterns: intricate sequences of behavior (page 3) Where rational thought exists, fixed action patterns do not! Fixed Action Patterns are like habits and not to aware that you are doing it, no rational analysis Produce automatic compliance Work well most of time Reflect simplified thought Respond to a large number of triggers DO NOT play a role in personally significant contexts Confusion: Lack of awareness of underlying social psychological principles Characteristics: o Learned: intricate, comply, elaborate sequences of behavior o Flexible: responsive to numerous triggers o Replicable: consistent and integrated o Cognitive Elements: Non-reflective Stereotypical Perspective closure compliance Non-discriminating Automatic Contrast to Controlled Response: o Rational analysis of option/consequences Simplified: o Effective: produce desired effect o Efficient: minimal expenditure of effort Contributing Conditions: o Complicating environment o Time pressures (mange time) o Surprise/uncertainty/ambiguous Max. vulnerable to do things o Emotional arousal yelling out at a sports game o Exhaustion Contrast Effect: o Meaning of events relies on context in which its observed Show expensive house 1 st then show a house very similar for a lower price Page 15 – Letter home to mom and dad
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$25 box of candy, $1 a bar – allergic to chocolate Basically undetectable Chapter Two: Reciprocation Cognitive Dissonance: relation between two elements where one is incompatible with the other ( Big man and small voice – two elements do not fit) is emotional reaction to indebtedness/obligation o Magnitude: importance/number of related cognitions How intense? Importance comes from amount of support it receives In order to lower importance of an element and ultimately reduce dissonance, find an alternative or higher authority o Change: direction of congruity with existing frame/perspectives Daughter and cult member, which direction will you go? Depends on frame o Maximum dissonance = resistance of least stable element How long it takes for you to realize that the cult is wrong, then dissonance is gone Reciprocity: mutual and complimentary exchange o Obligation o Receipt: significant condition Discomfort – refusal of receipt of repayment o Receipt Retreat Pattern: large request receipt small request compliance Concession: significant condition combines reciprocity and contrast By-products Responsibility for final agreement Satisfaction with final agreement Chapter Three: Commitment and Consistency compliance over time Consistency: o Repetition justification Commitment: significant condition Progressive increase o Amplification
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This note was uploaded on 04/02/2008 for the course ISS 210 taught by Professor Zimmerman during the Spring '08 term at Michigan State University.

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EXAM 1 Influence Chapter 1-7 - Chapter One Weapons of...

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