what are we going to focus on now?
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Psychology 001Introduction to Psychology
Christopher Gade, PhDOffice: 621 Heafey
Office hours: F 3-6 and by apt. Email: gadecj@gmail.com
Class WF 7:00-8:30 Heafey 650
What are we going to focus on now?
Attitude: an opinion that influences our behavior
Persuasion: the changing or formation of an attitude through information Central route to persuasion – presenting an
argument that seriously evaluates the evidence
Peripheral route to persuasion – presenting an argument based on unimportant factors (i.e. appearance)
When are these techniques of persuasion effective?
When the argument is… Of interest – central routes Of little interest – peripheral routes
Tuition raising experiment example Not perceived as an attempt at persuasion
Forewarning effect: the reduced effectiveness of a persuasive message due to the awareness and resistance of the purpose of the message
Note: the first argument is very important in central routes to persuasion Inoculation effect: the reduced effectiveness of
a good argument if it follows a weak one
Specific Persuasion Strategies Foot-in-door technique
Start with modest request
Door-in-the-face technique Start with an outrageous request
Bait-and-switch technique Start with a great deal and then make additional
demands
That’s-not-all technique Make an offer, then improve it before the response
What principle do most of these persuasion techniques
operate on? Most of us believe that our attitudes influence
our behaviors, however, that’s not true all of the time
Cognitive dissonance: A change in attitude due to a change in behavior
Festinger’s cog turning task Participants performed a boring task during an
experiment They were then asked to promote the task to the
next participant Some were told that they would be paid $1 for this,
others were told that they would be paid $20 Participants were then asked to identify their actual
enjoyment of the task
Conformity Why do we conform? Forms of conformity
Conformity surrounding us
Conformity in ambiguous situations
Conformity in unambiguous situations
How do we increase conformity?
Do we conform in our lack of action?
Why do we conform? Conformity – maintaining or changing one’s
behavior to match the behavior or expectations of others
But why do we conform? Uncertainty? – we don’t know what to do in most
novel situations, so we mimic the behavior of others
Norms – a set of behaviors or rules that define the proper behavior in a situations
classroom behavior Learned responses – conformity can result from the
continual presentation of appropriate responses to situations.
“Hi, how’s it going?”
Reflexes? – a lot of our conformity is uncontrollable and even unrecognized
Clapping example Smiling/laughing example
Other forms of conformity in our
environment Clothing
“Center of attention”
Material being presented
Conformity in ambiguous situations
A lot of our conformity is a result of the fact that there is no true appropriate behavior or responses in most situations
When presented with ambiguous situations, people look to others in an attempt to perceive what is best to do… we’ll get back to this later
This conformity in ambiguous situations has also been found to overlap into ambiguous stimuli as well Autokinetic effect example
But what about unambiguous situations?
We conform to ambiguous situations because we often don’t know what the right answer/response is, but we certainly don’t conform to the group in situations where there is an obvious correct answer/response… right? Solomon Asch’s line study experiments
What influences the likelihood of conformity?
The number of people in the majority The magic #3
The presence of an “ally” The social situation’s requirement to
conform Need for speed Need for unanimity
The ambiguity of the situation (sometimes)
The “collectivist”, or “individualist” nature of the individual being tested
Do we conform in our lack of action?
Kitty Genovese example
Diffusion of responsibility – we tend to feel less responsibility to act when other people nearby are equally able to act Conversation
example Pluralistic ignorance
– assumption that everyone else has a better idea of how to act in a situation. Smoke example
The end of the conformity section…
Read the text to examine a number of conformity topics that we didn’t have time to go over.
For the next class, we’re now going to look at some social psychology concepts in action, come ready to participate
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