Trusted source triad authority likeability honesty

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.

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