Attitudes Social Psych 2011-2-class

Attitudes Social Psych 2011-2-class - Persuasion Persuasion...

Info iconThis preview shows pages 1–9. Sign up to view the full content.

View Full Document Right Arrow Icon
Persuasion Persuasion An attitude change as a result of An attitude change as a result of information processing, often in response information processing, often in response to messages about the attitude object. to messages about the attitude object. Theories of persuasion can be categorised Theories of persuasion can be categorised by the amount of cognitive effort involved by the amount of cognitive effort involved in the change process: in the change process: Persuasion processes requiring little cognitive Persuasion processes requiring little cognitive effort effort Requiring effortful processing: Requiring effortful processing:
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Persuasion Persuasion Mindlessness Mindlessness Many decisions are made without Many decisions are made without careful thought. careful thought. Social influence plays an often Social influence plays an often unnoticed rule. unnoticed rule. Therefore, we can often be persuaded Therefore, we can often be persuaded by unimportant variables. by unimportant variables. E.g., photocopier study E.g., photocopier study
Background image of page 2
Langer’s compliance study Langer’s compliance study 1. May I cut in line? Most refused 2. May I cut in line, because I’m in a hurry? Most complied 3. May I cut in line, because I need to make copies? Most complied
Background image of page 3

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Reciprocity Reciprocity Norm of reciprocity – Compliance more likely if you’ve been given a gift. Supermarket samples Free gifts in mail
Background image of page 4
Reciprocity techniques Reciprocity techniques “Not-so-free” gift “Door-in-the-face” Reciprocal concessions 1. Make large request (refused) 2. Make modest request (concession) 3. Compliance (reciprocal concession)
Background image of page 5

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Reciprocation Regan (1971) Study of “art appreciation”; done in pairs IV: likable/not likable and Coke/no Coke purchased by confederate DV: # of raffle tickets purchased Coke condition bought more raffle tickets Coke condition bought more raffle tickets Liking did not matter when owed a favor Liking did not matter when owed a favor
Background image of page 6
Door-in-the-face Door-in-the-face
Background image of page 7

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
That’s not all technique That’s not all technique Start large, add details to seem smaller Offer a discount in several stages
Background image of page 8
Image of page 9
This is the end of the preview. Sign up to access the rest of the document.

This note was uploaded on 11/14/2011 for the course PSYC 2012 taught by Professor Michellestock during the Fall '11 term at GWU.

Page1 / 31

Attitudes Social Psych 2011-2-class - Persuasion Persuasion...

This preview shows document pages 1 - 9. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online