100% de satisfacción garantizada Inmediatamente disponible después del pago Tanto en línea como en PDF No estas atado a nada
logo-home
Buscado previamente por ti
Buscado previamente por ti
logo
Summary Social Psychology theme 4 - Persuasion & cognitive dissonance $6.10
Añadir al carrito
Navegar rápidamente a
Vista previa
  2.  
  3. Erasmus Universiteit Rotterdam (EUR)
  4.  
  5. Social Psychology: People in Groups (ESSBP1010)

Resumen

Summary Social Psychology theme 4 - Persuasion & cognitive dissonance
 0 veces vendidas
  • Grado
  • Social Psychology: People in Groups (ESSBP1010)
  • Institución
  • Erasmus Universiteit Rotterdam (EUR)

This summary is about theme 4 of social psychology: Attitudes to persuasion & Cognitive dissonance. You’ll read about the different theories concerning these subjects, how they relate and differ from each other.

Vista previa 2 fuera de 12  páginas

Información del documento

  • 8 de octubre de 2023
  • 12
  • 2023/2024
  • Resumen

Temas

  • attitudes
  • yale approach
  • sleeper effect
  • primacy effect
  • recency effect
  • self monitoring
  • need for cognition
  • cognitive dissonance
  • justif
  • self affirmation
  • centralperiph
  • persuasion
  • discounting cue hypothesis

Escuela, estudio y materia

  • Erasmus Universiteit Rotterdam (EUR)
  • Psychologie
  • Social Psychology: People in Groups (ESSBP1010)
Todos documentos para esta materia (78)

Vendedor

avatar-seller
ranaaa17098

Vista previa del contenido

Thema 4 – Attitudes and persuasion

[Kassin – 224-261]
Persuasion by communication
- Persuasion: the process by which attitudes are changed.
- Central route to persuasion: the process by which a person thinks carefully about a
communication and is influenced by the strength of its arguments.
- Peripheral route to persuasion: the process by which a person does not think carefully
about a communication and is influenced instead by superficial cues.
- Elaboration: the process of thinking about and scrutinizing the arguments contained in a
persuasive communication.
- McGuire (1968) explained that a recipient’s self-esteem and intelligence are unrelated to
persuasion. These characteristics have opposite effects on reception and acceptance.
- > people who are smart or high in self-esteem are better able to learn a message but are
less likely to accept its call for a change in attitude. People who are less smart or low in
self-esteem are more willing to accept the message, but they may have trouble learning its
contents.
- Researchers found that participants spend 64% more time on articles that supported rather
than opposed their existing attitudes.
- Self-validation hypothesis: people do not only elaborate on a persuasive communication
with positive or negative attitude-relevant thoughts but also seek to assess the validity of
these thoughts.
- > those thoughts that we hold with high confidence will have a strong impact on our
attitudes, those we hold with low confidence will not have a strong impact.
- Attitude embodiment effects: shaking head yes or no while seeing if headphones could
endure physical activity - nodding: later agreed more, shaking head: later disagreed more.




Persuasive communication: message intended to change an attitude and related behaviors of an
audience.
Yale approach
Persuasive communication outcome of three factors:
- A source (who)
- A message (says what and in what context)
- An audience (to whom)

, What makes some communicators in general more effective than others?: credibility and
likability
- High-credibility sources are more persuasive than low-credibility sources.
- For communicators to be seen as credible, they must have two characteristics: competence
and trustworthiness. Competence= speakers ability, knowledgable, smart -> persuasive by
virtue of their expertise.
- Target only knows a message through the medium of communication: what a person has
to say and how that person says it.

- People scrutinize non-experts more than experts when they advocate a position we agree
with, but they scrutinize non-experts more when they advocate a position we oppose.
- Just as source similarity can spark persuasion, dissimilarity can have the opposite
inhibiting effect.
- Study attractiveness result: attractive sources were able to get 41% of respondents to sign
the petition. Whereas those who were less attractive succeeded only 32% of the time.
- Personal involvement determines the relative impact of the expertise of the source and the
quality of speech.
Sleeper effect: a delayed increase in the persuasive impact of a non-credible source. Participants do not
learn who the source is until after they have received the original message. we tend to remember the
message but forget the source.
- > Experiment 1: participants changed their immediate attitudes more in response to a
message from a high-credibility source than from a low-credibility source. When attitudes
were measured again after 3 weeks, the high-credibility source had lost impact, and the
low-credibility source had gained impact – the sleeper effect.
- Source characteristics have more impact on those who don’t care enough to take the
central route.

Los beneficios de comprar resúmenes en Stuvia estan en línea:

Garantiza la calidad de los comentarios

Garantiza la calidad de los comentarios

Compradores de Stuvia evaluaron más de 700.000 resúmenes. Así estas seguro que compras los mejores documentos!

Compra fácil y rápido

Compra fácil y rápido

Puedes pagar rápidamente y en una vez con iDeal, tarjeta de crédito o con tu crédito de Stuvia. Sin tener que hacerte miembro.

Enfócate en lo más importante

Enfócate en lo más importante

Tus compañeros escriben los resúmenes. Por eso tienes la seguridad que tienes un resumen actual y confiable. Así llegas a la conclusión rapidamente!

Preguntas frecuentes

What do I get when I buy this document?

You get a PDF, available immediately after your purchase. The purchased document is accessible anytime, anywhere and indefinitely through your profile.

100% de satisfacción garantizada: ¿Cómo funciona?

Nuestra garantía de satisfacción le asegura que siempre encontrará un documento de estudio a tu medida. Tu rellenas un formulario y nuestro equipo de atención al cliente se encarga del resto.

Who am I buying this summary from?

Stuvia is a marketplace, so you are not buying this document from us, but from seller ranaaa17098. Stuvia facilitates payment to the seller.

Will I be stuck with a subscription?

No, you only buy this summary for $6.10. You're not tied to anything after your purchase.

Can Stuvia be trusted?

4.6 stars on Google & Trustpilot (+1000 reviews)

45,681 summaries were sold in the last 30 days

Founded in 2010, the go-to place to buy summaries for 15 years now

Empieza a vender

Vistos recientemente

Examen ·

(0)

ATI - RN Mental Health Online Practice B Questions and answers

Examen ·

(0)

Portage Learning BIOD 152 A&P 2 (BIOD152)Module 2 Exam 2024

$6.10
  • (0)
Añadir al carrito
Añadido