Psychology Chapter on Persuasion Techniques

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Questions and Answers

What is the primary method to determine a person's mental state in the dual process model?

Observing nonverbal behaviors (correct)

Analyzing verbal communication patterns

Calculating response times

Making assumptions based on appearance

What should be matched with the mental state of the receiver for effective persuasion?

Emotions with logic

Statistics with personal experience

Arguments or cues with mental state (correct)

Popularity with knowledge

What is a common mistake people make when trying to persuade others?

Engaging too much in verbal debates

Relying solely on emotional appeals

Assuming receivers are in systematic mode (correct)

Using heuristics regardless of the receiver's state

In most situations, people tend to be in which mode?

Heuristic mode Signup and view all the answers

If a receiver shows signs of distraction and boredom, they are likely to be in which mode?

Heuristic mode Signup and view all the answers

What can be considered a successful technique for measuring the quality of a receiver's response?

Evaluating the thoughtfulness of their responses Signup and view all the answers

What is the recommended action when unsure of a receiver's mental state during persuasion?

Switch to the peripheral route Signup and view all the answers

Which factor is essential for effective persuasion according to the dual process model?

Mental state coordination Signup and view all the answers

What are the two distinct modes of thinking highlighted in the dual process approach?

Systematic and Heuristic Signup and view all the answers

Which assumption implies that situational factors can cause a shift in thinking modes?

Assumption of Flexibility Signup and view all the answers

What is characteristic of the systematic mode of thinking?

Careful and effortful thought processes Signup and view all the answers

How does personal relevance affect an individual's mode of thinking?

It increases the likelihood of engaging in systematic thinking. Signup and view all the answers

Individuals with a high need for cognition typically exhibit which kind of thinking?

Systematic thinking with careful analysis Signup and view all the answers

Which of the following best describes the heuristic mode of thinking?

Brief and surface-level consideration of ideas Signup and view all the answers

In what situation are people likely to switch from heuristic to systematic thinking?

When they encounter unfamiliar or complex topics Signup and view all the answers

What is a common psychological effect of switching between systematic and heuristic thinking modes?

Increased confidence in decision-making regardless of analysis Signup and view all the answers

How does the systematic mode of thinking influence the longevity of behavioral changes?

It leads to persistent and resistant attitudes over time. Signup and view all the answers

Which of the following best describes the influences on heuristic thinkers as opposed to systematic thinkers?

Cues play a more significant role for heuristic thinkers due to lower cognitive effort. Signup and view all the answers

What is the primary reason that influence achieved through the systematic mode is more enduring?

Systematic thinkers analyze facts and logic more deeply. Signup and view all the answers

Which statement reflects a common misconception about the effectiveness of arguments versus cues?

Arguments always lead to greater attitude change than cues. Signup and view all the answers

In what situation might a heuristic thinker switch to a systematic mode of thinking?

When the situation demands careful analysis. Signup and view all the answers

What is likely to be less influential for someone in the heuristic mode?

In-depth reasoning and evidence. Signup and view all the answers

What impact does systematic thinking have on the processing of information compared to heuristic thinking?

Systematic thinkers engage deeply with facts and logical reasoning. Signup and view all the answers

Which statement accurately reflects the nature of influence from the heuristic mode?

It tends to be short-lived due to a lack of deep processing. Signup and view all the answers

Study Notes

Adapted From Steve's Primer of Practical Persuasion and Influence

Table of Contents includes sections on: Introduction to Influence and Persuasion, Attitude Drives Behavior, Dual Process Persuasion, 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 the general term for any time a source deliberately tries to change a receiver's thoughts, feelings, or behaviors.
Persuasion is a specialized type of influence, where communication is used to change a person's attitude.
Attitudes are a person's evaluation (good or bad) of a thing or idea.

Attitudes Drive Behavior

Attitudes often drive behavior.
Direct control over a person's behavior can be limited (people have free will).
Changing attitudes can be a more indirect but effective way to influence behavior over the long term.

The Conceptual Model of Attitude-Behavior Consistency: The ABCs

Attitude availability and attitude relevance are key factors in whether attitudes will drive behaviors.
Attitude availability means an attitude is accessible to the person and ready to impact behavior.
Attitude relevance means the attitude is useful and directly applicable to the given situation.

Assumptions of the Dual Process Approach

Two modes of thinking: systematic and heuristic (lazy thinking, relying on mental shortcuts).
Situational and personality variables influence the mode of thinking used.
Different persuasion methods will impact different modes of thinking differently. Arguments are better for systematic thinkers. Cues (e.g., attractiveness, expertise) are more influential for heuristic thinkers.
Systematic thinking leads to more persistent, resistant and predictable attitude change
People move between modes (can use systematic and heuristic thinking at the same time, given sufficient time).

The Cues of Life

Comparison: People use the behavior of others to guide their actions.
Liking: Positive feelings for the source of a message can increase influence.
Authority: Influenced by sources perceived as authoritative.
Reciprocity: Obligation to return favor for favor.
Commitment/Consistency: Need for consistency in actions and beliefs.
Scarcity: People value things that are rare or limited.

Stages of Change (Transtheoretical Model)

Five stages of change regarding a behavior: Precontemplation (no awareness of problem), Contemplation (awareness of problem and considering change), Preparation (planning change), Action (implementing change), Maintenance (maintaining change).

Attribution Theory

External attribution: assigns causality to outside factors
Internal attribution: assigns causality to the person
Changing attributions can change people's future behaviors.

Inoculation Theory

People resist persuasion better if they are first exposed to a weak attack on their beliefs. A weak attack creates the need to actively defend those beliefs, thus making them stronger..

Message Characteristics

One-sided vs. two-sided appeals: two-sided appeals can be more persuasive.
Organization of the message has a significant impact. Well-organized messages lead to more effective persuasion.
Examples vs. statistics: Examples are generally more persuasive.
Repetition and redundancy: Repetition can improve comprehension but excessively can annoy.
Rhetorical questions: Create deeper thinking; can improve persuasiveness
Fear appeals: Fear appeals can increase persuasion. However, the effective use of fear for persuasion is a balance between fear level and practical solutions offered.
Evidence: Evidence in a message improves persuasiveness.

Classical Conditioning

Learning occurs through association.
An unconditioned stimulus leads to an unconditioned response.
A conditioned stimulus becomes associated with the unconditioned response.
Repetition of pairing the conditioned stimulus with the unconditioned stimulus can cause the conditioned stimulus to produce the conditioned response.

Reinforcement Theory

Consequences influence behavior.
Rewards increase desired behavior.
Punishments decrease undesired behavior.
Ignoring behavior can extinguish it.

Modeling Theory

Observation of a model (behavior), imitation of the behavior, and the resulting consequence.
Behavior can be learned through observation.

Sequential Requests

Door in the Face: Start with large request; follow with smaller request (acceptance rate increases).
Foot in the Door: Start with small request; follow with larger request (increases acceptance rate for larger request)

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Description

Test your understanding of the dual process model in psychology. This quiz explores key concepts related to determining mental states for effective persuasion. Challenge yourself with questions about common mistakes and the importance of matching mental states in communication.