Trusted Source triad Authority likeability honesty Target no firm opinion No

Trusted source triad authority likeability honesty

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Trusted Source: triad. (Authority, likeability, honesty) Target: no firm opinion. No threat to esteem. Little experience in defending position. Message: 2 sided. Trigger self-relevant emotions, like worry. Examples and testimonials, not statistics. ELM Persuasion: attempt by a person or group to change our opinions, beliefs, or choices by explaining or arguing their position. Attitude changes that result mostly from processing issue-relevant arguments (central route) will show greater persistence, greater prediction of behavior, and greater resistance to counter persuasion. When the listener decides whether to agree with the message based on other cues (authority or attractive person), the attitude is more vulnerable to change.
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Central-Route to Persuasion: attitude change results from a person paying attention to the content of a message. Peripheral Route to Persuasion: changes to attitudes result from people processing superficial message cues only (expertise or attractiveness of the message source). Why Do They Work? Individuals like things more if they have worked for them. Working a little bit for a cause makes you like it more, called justification of effort. This could explain the foot-in-the-door and also why severe initiations cause us to like being in a group more. Reciprocity Norm: requires we match what another does. I backed down from a big request so… THE NATURE OF GROUPS Social Influence: group living is an important part of human evolutionary history. A group is 2 or more people who interact and are interdependent. Group life guides, constrains, and sustains us. Group Rejection/Exclusion: depression, confusion, aggression. Dorsal anterior cingulate will be activated in these situations. Same area as physical pain. Social Facilitation: when the mere presence of others affects our performance. Improvement on easy tasks, impairment on difficult tasks. Social Loafing: occurs when the presence of others causes individuals to relax their standards and slack off. More likely if individual effort cannot be separated from the group. CONFORMITY Social Norms: when society imposes rules about acceptable behavior by one’s cultural context. Conformity: when people adjust their behaviour to what others are doing or adhere to norms of their culture. Informational Social Influence: occurs when people conform to the behaviour of others because they view them as a source of knowledge about what they are supposed to do. (Adopt view, i.e. when a refugee moves to Canada). Motivation is to be right (Sherif’s Autokinetic effect study). Normative Social Influence: occurs when people go along with the behaviour of others in order to be accepted by them. Motivation to fit in, does not mean private acceptance (you don’t necessarily believe that it’s right). “Go along with to get along” Solomon Asch assembled several groups of 6-7 people in the lab and told them that he was researching visual acuity. He showed the participants 2 cards, one with three lines of varying length, and one with a single line. Participants had to determine which of the
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