ISS_210_F10_TAKE_HOME - ISS 210, FS10 Take-Home Final Dr....

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ISS 210, FS10 Name:__________________ Take-Home Final PID:____________________ Dr. Cyrus Stewart 1. It is important to recognize the way in which mechanisms of persuasion operate, for when they are visible we are able to alter their impact because the most effective mechanisms are those that are obvious. 2. As fixed action patterns, mechanisms of persuasion require the utmost concentration, problem-solving skill, and ability for abstract reasoning if they are to operate at peak efficiency and effectiveness. 3. The more an environment requires immediate decision-making in the context of numerous and complex choices, the more we will be rely on routine, habitual, non-reflexive, fixed action patterns. 4. The underlying social psychological structure of interpersonal persuasion is extremely complex such that no underlying principles or processes can be identified. 5. When we feel invulnerable, and are otherwise psychologically disarmed, is the time when we are most susceptible to the power of persuasion. 6. In contexts where notions of independence and personal power are most socio-culturally and interpersonally supported, we will typically experience the power of the situation to be weaker than that resident within the person. 7. The power of environmental forces to transform one’s expressed character is facilitated by the social support given to conformity, obedience, de-individuation, de-humanization, and moral disengagement. 8. In automatic behavior patterns, we find that because they are learned, such responses tend to be non-responsive to other than very specific and unchangeable trigger features. 9. Things that we perceive and understand are recognized by what they are, rather than being impacted by what preceded our perceptions, the context wherein the perception is experienced, and the attributes of self that are situationally activated. 10. In social comparison process, one’s expectations are referred to as “anchor points”. Such points are remarkably changeable when initial baselines are unstable or inaccurate, the situation is strange or novel, or becomes suddenly uncertain or threatening.
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11. The contrast effect, the “start small and build” tactic, and the mechanisms of dissonance creation are based on the concept “just noticeable differences” (or JND). The magnitude of the JND depends on what you are comparing and is based on the size of the increase as compared to the size of the beginning standard. 12. Fundamental to all mechanisms of persuasion is the creation of cognitive dissonance. This concept reflects the emotional experience when the implications of two cognitions are mutually incompatible. 13. Norms supportive of reciprocity are highly situational and show major cross-cultural difference. Research has shown that the least important condition for its operation is whether the “gift” was received prior to the behavior requested. 14.
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This note was uploaded on 12/09/2010 for the course ISS 210 taught by Professor Zimmerman during the Fall '08 term at Michigan State University.

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ISS_210_F10_TAKE_HOME - ISS 210, FS10 Take-Home Final Dr....

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