Introduction to Influence and Persuasion
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What is one of the best ways to influence someone's behavior according to the discussed methods?

  • Make them feel guilty about their current behavior
  • Directly control their actions all the time
  • Change their attitudes about the object in question (correct)
  • Use rewards and punishments consistently

Why is directly controlling someone's behavior often ineffective for long-term influence?

  • Most people enjoy being controlled
  • It leads to compliance without understanding
  • It is legally questionable
  • It requires constant surveillance (correct)

What often motivates people to behave in ways inconsistent with their attitudes?

  • Lack of knowledge
  • Cultural pressures
  • Desire for independence
  • Peer group pressure (correct)

What are attitudes described as in relation to behavior?

<p>Potentially drivers of behavior (C)</p> Signup and view all the answers

What does the influence of attitudes allow for in behavioral change?

<p>Behavior change without direct oversight (D)</p> Signup and view all the answers

Which of the following would likely not drive someone to change their behavior?

<p>External demands from family members (C)</p> Signup and view all the answers

What is a limitation of attempting to control someone's behavior directly?

<p>It can lead to defiance and resentment (D)</p> Signup and view all the answers

In what scenario might someone act against their better judgment despite understanding the risks involved?

<p>When they are following social norms or peer pressure (A)</p> Signup and view all the answers

What is essential for a successful match between persuasion mode and influence agent?

<p>The right match between the mode and the agent (A)</p> Signup and view all the answers

From the father's perspective, which argument is NOT relevant for selecting sneakers?

<p>Do all the other guys wear them? (B)</p> Signup and view all the answers

Why do health arguments about smoking fail to persuade teenagers effectively?

<p>The arguments lack central importance to teenagers (C)</p> Signup and view all the answers

What does it mean for a receiver to be in a systematic mode?

<p>They seek logical arguments and structured reasoning (A)</p> Signup and view all the answers

Which statement best describes the role of the persuasion source?

<p>To determine what is central to the receiver (A)</p> Signup and view all the answers

What type of attitude change results from effective persuasion in the systematic mode?

<p>Persistent, resistant, and predictive attitude change (A)</p> Signup and view all the answers

Which argument would likely be more persuasive to a teenager considering sneakers?

<p>The brand's popularity and endorsements (C)</p> Signup and view all the answers

What is a key factor that influences the effectiveness of an argument in persuasion?

<p>The relevance of the argument to the receiver (D)</p> Signup and view all the answers

Why do students often fail to listen to teachers' good arguments?

<p>They are unwilling and unable to think about the arguments presented. (C)</p> Signup and view all the answers

What should teachers prioritize if their students are not ready to engage in thinking?

<p>Use cues to influence behavior. (A)</p> Signup and view all the answers

What was a major flaw in Burger King's advertising campaign featuring Herb?

<p>The character was not relatable to the target audience. (B)</p> Signup and view all the answers

What is emphasized as crucial for developing effective arguments?

<p>Listening carefully to and observing the target audience. (B)</p> Signup and view all the answers

What unintended effect did Burger King's Herb campaign have?

<p>It led to jokes and diminished the brand's reputation. (C)</p> Signup and view all the answers

How can teachers ensure that their arguments are effective?

<p>Ensure that students are willing and able to think critically. (C)</p> Signup and view all the answers

What might result from a misunderstanding of the audience in advertising, as seen in the Burger King case?

<p>Failure to connect and diminished market share. (A)</p> Signup and view all the answers

What assumption do people tend to make about persuasive arguments?

<p>Others will respond to arguments based on the speaker's perspective. (C)</p> Signup and view all the answers

What is the main principle behind the Comparison Cue?

<p>People rely on the behavior of others to guide their actions. (C)</p> Signup and view all the answers

Which of the following is an example of the Comparison Rule in action?

<p>An audience laughs more when a laugh track is used. (D)</p> Signup and view all the answers

What is the effect of 'salting the collection plate' in religious contexts?

<p>It encourages congregants to contribute by providing a visual standard. (B)</p> Signup and view all the answers

In the context of the Comparison Cue, how does social behavior influence individual actions?

<p>People adjust their behavior based on observed actions of others. (D)</p> Signup and view all the answers

Which situation best illustrates the Comparison Cue outside of entertainment?

<p>A group of people standing in a line waiting for a service. (A)</p> Signup and view all the answers

Why do TV producers add laugh tracks to sitcoms?

<p>To manipulate audience responses positively. (D)</p> Signup and view all the answers

How does the Comparison Cue relate to behavior in a group setting?

<p>It promotes conformity in response to group actions. (B)</p> Signup and view all the answers

What role do professional audience members play in theater productions according to the Comparison Rule?

<p>They prompt the audience to react at the right times. (C)</p> Signup and view all the answers

What is the primary condition needed for attitude-behavior consistency according to the ABC Model?

<p>The attitude must be both available and relevant. (C)</p> Signup and view all the answers

Which scenario illustrates the concept of activating an attitude?

<p>Asking someone if they heard about a new low fat substitute before grocery shopping. (D)</p> Signup and view all the answers

What does the MODE model emphasize in relation to attitudes and behaviors?

<p>Multiple processes guide the relationship between attitudes and behavior. (A)</p> Signup and view all the answers

According to the content, what additional step is necessary beyond attitude change?

<p>Ensuring the attitude is both available and relevant. (C)</p> Signup and view all the answers

Which aspect does the discussion highlight about influence and persuasion?

<p>Different theories and ideas about persuasion coexist without consensus. (D)</p> Signup and view all the answers

What strategy does the speaker use to engage the listener before entering the grocery store?

<p>Talking about current events related to food. (B)</p> Signup and view all the answers

Which of the following best describes the implication of the ABC Model for behavior change?

<p>One must ensure attitudes are contextually applicable to achieve desired behaviors. (C)</p> Signup and view all the answers

What is implied about the nature of social scientists' approaches to influence?

<p>There is a broad diversity of theories and methods concerning influence. (B)</p> Signup and view all the answers

What principle explains the obligation to give something back after receiving a gift?

<p>Reciprocity (C)</p> Signup and view all the answers

Why might someone refuse an initial invitation to avoid being trapped in reciprocity?

<p>They are afraid of social obligations. (B)</p> Signup and view all the answers

What is the essence of the 'Four Walls' sales technique?

<p>Forcing the customer to commit through consistency. (A)</p> Signup and view all the answers

Which method is described as illegal in most states due to its deceptive nature?

<p>Bait and switch (D)</p> Signup and view all the answers

How does the Commitment/Consistency principle affect decision-making?

<p>It promotes loyalty through consistency. (C)</p> Signup and view all the answers

What scenario illustrates the concept of reciprocity in social relationships?

<p>Inviting new neighbors to dinner with an expectation of return. (A)</p> Signup and view all the answers

Which option best describes what happens if a person fails to reciprocate a dinner invitation?

<p>The host may feel angry or disappointed. (B)</p> Signup and view all the answers

What benefit does a salesperson seek by using the technique of asking a series of questions?

<p>To compel the customer to agree based on previous claims. (A)</p> Signup and view all the answers

Flashcards

Changing Behavior

Influencing someone's actions.

Attitude

A person's feelings or beliefs about something.

Attitude Drives Behavior

People's attitudes often guide their actions.

Direct Control of Behavior

Controlling someone's actions actively.

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Inconsistency Between Attitude and Behavior

People sometimes act differently than their beliefs suggest.

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Modifying Attitude

Changing someone's feelings or perspective on an issue.

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Peer Pressure

Influence from a group of peers to engage in an action they might not normally do.

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Free Choice

The capacity of people to make their own decisions without coercion.

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Attitude-Behavior Consistency

Obtaining desired behavior change requires more than just changing attitudes; it also needs the attitude to be accessible (available) and relevant to the situation.

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ABC Model

A model suggesting that attitudes (A), behaviors (B), and cognitions (C) are linked.

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Attitude Availability

The accessibility of an attitude in a given situation; whether a person is aware of their attitude.

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Attitude Relevance

The appropriateness of an attitude to the current situation.

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Dual Process Persuasion

Describes various methods of influencing behavior change.

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Influence

The process of affecting someone's thoughts or actions.

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Behavior Change

Modifying people's actions, often through influencing their attitudes.

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Attitude Change

Modifying a person's feelings or opinions about something.

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When do arguments fail?

When people are unwilling or unable to think about the arguments, they are unlikely to be persuaded.

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What's more effective than arguments?

Cues, like a reminder or a trigger, can be more effective in influencing behavior when people are not willing or able to think about arguments.

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Why are arguments useful?

When people think carefully about persuasive arguments, the influence is likely to be long-lasting, resistant to change, and motivate behavior.

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What's a bad assumption to make when creating arguments?

Assuming your target audience will find the same arguments compelling as you do.

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How to create compelling arguments?

Observe your target audience carefully, listen to them, and understand their point of view to develop effective arguments.

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What happened to Burger King?

Their advertising campaign featuring Herb backfired because they failed to understand their target audience's preferences.

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Why is it important to understand your audience?

Developing arguments from the perspective of your audience can dramatically increase the effectiveness of your persuasion efforts.

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What's the key to persuading your audience?

Ensure your audience is willing and able to think about your arguments before presenting them to increase the likelihood of influence.

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Comparison Cue

When we observe others behaving in a certain way, we are more likely to imitate that behavior, even if we wouldn't normally do it.

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Laugh Track Effect

Adding a laugh track to a comedy program influences the audience to laugh more, even if the jokes aren't funny.

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Professional Audience

Paid actors who simulate audience reactions (e.g., clapping, crying) to influence the real audience's response.

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Salting the Collection Plate

Placing money on a collection plate before it's passed around encourages people to donate more generously.

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Cue Evaporation

When someone consciously considers their actions, they are less likely to be influenced by cues like the Comparison Cue.

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CLARCCS

An acronym representing six common social influence cues: Comparison, Liking, Authority, Reciprocity, Consistency, Scarcity,

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Heuristic Thinking

Thinking based on quick judgments and shortcuts, often influenced by cues like the Comparison Cue.

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Systematic Thinking

Thinking carefully and rationally, considering different perspectives and evidence. It reduces the impact of cues.

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Reciprocity Rule

The social norm that obligates us to return favors, gifts, or invitations. It creates a cycle of giving and receiving.

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Commitment/Consistency Rule

People tend to stick to their commitments and be consistent with their previous actions or statements.

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Bait and Switch

An illegal tactic where an attractive offer is presented to draw in customers, but then replaced with a less desirable option.

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Four Walls Technique

A sales tactic that uses a series of leading questions to force a customer into agreeing with a desired conclusion.

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Social Pressure

Influence from others that motivates an individual to conform to group norms or expectations.

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Reciprocity in Relationships

The rule of reciprocity plays a significant role in establishing and maintaining social relationships, particularly involving favors and social events.

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Avoiding Reciprocity

Some people may choose to decline initial invitations or favors to avoid the obligation of reciprocity.

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Consistency as a Tactic

The commitment/consistency rule can be used as a persuasive tactic in sales and marketing; by getting people to commit to a small step, they are more likely to agree to larger requests.

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Influence Agent

Something that tries to change someone's attitude or behavior.

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Argument List

A list of reasons used to persuade someone.

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Receiver's Perspective

Understanding what matters most to the person you're trying to persuade.

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Central Importance

The most important factor influencing someone's decision.

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Persuasion Source

The person or thing trying to persuade someone.

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Persistent Attitude Change

Change in someone's feelings or beliefs that sticks over time.

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Relative Meaning of Arguments

Arguments can have different meanings depending on who's receiving them.

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Study Notes

Table of Contents

  • Introduction to the Science of Influence and Persuasion
  • Attitude Drives Behavior
  • Dual Process Persuasion
  • The Cues of Life
  • Stages of Change
  • Attribution Theory
  • Consistency
  • Inoculation Theory
  • Social Judgement Theory
  • Reactance
  • Sequential Requests
  • Message Characteristics
  • Classical Conditioning
  • Reinforcement
  • Modeling...Monkey See, Monkey Do

Introduction to Influence and Persuasion (The Difference)

  • Influence is a broad term encompassing any attempt to change someone's thoughts, feelings, or behaviors
  • Persuasion is a specific case of influence, involving communication to change attitudes

Attitudes Drive Behavior

  • Attitudes are evaluations of objects, issues, or people
  • Attitudes often influence behavior
  • Sometimes attitudes are used to control behavior when direct influence is hard

Dual Process Persuasion

  • Systematic mode: careful, active, considered thought process
  • Heuristic mode: skimming the surface, quick, superficial thought process
  • Situational/personality factors determine which mode is used
  • Persuasion tactics will have different effects based on the mode

The Cues of Life

  • General rules (cues) of influence that work even when someone isn't thinking systematically about the situation.
  • These cues often operate as mental shortcuts

The CLARCCS Cues

  • Comparison
  • Liking
  • Authority
  • Reciprocity
  • Commitment/Consistency
  • Scarcity

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Related Documents

Steve's Primer of Practical Persuasion and Influence (Chapters 1-4) PDF

Description

This quiz explores key concepts in the science of influence and persuasion. It covers topics such as attitude-driven behavior, dual process persuasion, and various theories related to social influence. Test your understanding of how these elements interact to shape human behavior.

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