Podcast
Questions and Answers
What is the primary method to determine a person's mental state in the dual process model?
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?
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?
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?
In most situations, people tend to be in which mode?
If a receiver shows signs of distraction and boredom, they are likely to be in which mode?
If a receiver shows signs of distraction and boredom, they are likely to be in which mode?
What can be considered a successful technique for measuring the quality of a receiver's response?
What can be considered a successful technique for measuring the quality of a receiver's response?
What is the recommended action when unsure of a receiver's mental state during persuasion?
What is the recommended action when unsure of a receiver's mental state during persuasion?
Which factor is essential for effective persuasion according to the dual process model?
Which factor is essential for effective persuasion according to the dual process model?
What are the two distinct modes of thinking highlighted in the dual process approach?
What are the two distinct modes of thinking highlighted in the dual process approach?
Which assumption implies that situational factors can cause a shift in thinking modes?
Which assumption implies that situational factors can cause a shift in thinking modes?
What is characteristic of the systematic mode of thinking?
What is characteristic of the systematic mode of thinking?
How does personal relevance affect an individual's mode of thinking?
How does personal relevance affect an individual's mode of thinking?
Individuals with a high need for cognition typically exhibit which kind of thinking?
Individuals with a high need for cognition typically exhibit which kind of thinking?
Which of the following best describes the heuristic mode of thinking?
Which of the following best describes the heuristic mode of thinking?
In what situation are people likely to switch from heuristic to systematic thinking?
In what situation are people likely to switch from heuristic to systematic thinking?
What is a common psychological effect of switching between systematic and heuristic thinking modes?
What is a common psychological effect of switching between systematic and heuristic thinking modes?
How does the systematic mode of thinking influence the longevity of behavioral changes?
How does the systematic mode of thinking influence the longevity of behavioral changes?
Which of the following best describes the influences on heuristic thinkers as opposed to systematic thinkers?
Which of the following best describes the influences on heuristic thinkers as opposed to systematic thinkers?
What is the primary reason that influence achieved through the systematic mode is more enduring?
What is the primary reason that influence achieved through the systematic mode is more enduring?
Which statement reflects a common misconception about the effectiveness of arguments versus cues?
Which statement reflects a common misconception about the effectiveness of arguments versus cues?
In what situation might a heuristic thinker switch to a systematic mode of thinking?
In what situation might a heuristic thinker switch to a systematic mode of thinking?
What is likely to be less influential for someone in the heuristic mode?
What is likely to be less influential for someone in the heuristic mode?
What impact does systematic thinking have on the processing of information compared to heuristic thinking?
What impact does systematic thinking have on the processing of information compared to heuristic thinking?
Which statement accurately reflects the nature of influence from the heuristic mode?
Which statement accurately reflects the nature of influence from the heuristic mode?
Flashcards
Systematic Thinking
Systematic Thinking
A mode of thought where individuals focus on facts, evidence, reasoning, and logic when processing information.
Heuristic Thinking
Heuristic Thinking
A mode of thought where individuals rely on easily processed cues like attractiveness or expertise of the source when processing information.
Arguments
Arguments
Facts, evidence, reasoning, and logic used to persuade a systematic thinker.
Cues
Cues
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Persuasion Variables
Persuasion Variables
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Persistence of Influence
Persistence of Influence
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Magnitude of Influence
Magnitude of Influence
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Mode of Thinking
Mode of Thinking
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Dual Process Approach
Dual Process Approach
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Systematic Mode
Systematic Mode
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Heuristic Mode
Heuristic Mode
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Situational Variables
Situational Variables
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Personality Variables
Personality Variables
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High Need for Cognition
High Need for Cognition
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Low Need for Cognition
Low Need for Cognition
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Influence
Influence
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Dual Process Model implications
Dual Process Model implications
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Mental State Observation
Mental State Observation
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Nonverbal Cues
Nonverbal Cues
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Matching Influence Tools
Matching Influence Tools
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Peripheral Route
Peripheral Route
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Persuasion and Mental States
Persuasion and Mental States
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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.
