Psychology Chapter on Social Influence Techniques

A persuasion technique that involves getting someone to agree to a small request first, making them more likely to later agree to a larger, related request.

A persuasion technique where the initial offer presented is lower than the true cost or commitment, and then additional hidden costs are revealed after agreement is secured.

A persuasion technique that involves making a large, unreasonable request that will likely be refused, and then following it up with a smaller, more reasonable request (the actual desired request).

The presence of others can boost arousal and facilitate the dominant response. This can enhance performance on easy tasks, but impair performance on challenging tasks.

The tendency for individuals to exert less effort when working in a group than when working alone. This is often due to diffusion of responsibility.

A concern about being judged by others can influence performance, particularly on challenging tasks.

The impact of passive spectators on performance. Audience presence can influence performance due to increased arousal and evaluation apprehension.

The impact on performance caused by the presence of others engaged in the same task. This can enhance performance due to increased arousal and social comparison.

A combination of beliefs and feelings that shape how we react to things.

The rational thought or understanding behind an attitude.

The emotional response or feeling associated with an attitude.

How an attitude influences your actions or behaviors.

An attitude that is automatically activated based on repeated experiences and may be difficult to change.

An attitude that you can consciously report and is influenced by factors like values and social norms.

The discomfort felt when our attitudes and behaviors don't match, leading to a desire to restore consistency.

When our attitudes accurately predict our behavior.

The physiological and psychological state of being alert, activated, or stimulated.

This theory proposes that the presence of others increases arousal, enhancing performance on simple tasks but hindering performance on complex tasks.

The tendency for group discussions to shift members towards more extreme positions than their initial views.

A phenomenon where groups prioritize maintaining harmony and cohesion over critical thinking and decision-making, potentially leading to poor decisions.

The behavior expected of individuals based on their assigned social position or function.

We try to reduce the tension caused by inconsistent attitudes and behaviors by changing either our beliefs or actions.

A classic experiment where participants were paid to lie about a boring task. Those paid less experienced more dissonance and later rated the task as more enjoyable.

Involves careful consideration of evidence and arguments. It's persuasive when the message is strong and relevant.

Relies on superficial cues, such as the speaker's attractiveness or the message's length. It's less durable and easily forgotten.

Explains how people process persuasive messages, either through a central or peripheral route, depending on their motivation and ability to think critically.

Persuasion - a deliberate attempt to influence the attitudes and behavior of another.

Our motivation and ability to think deeply about the message.

A persuasive communicator is someone who appears credible, trustworthy, attractive, or similar to the audience.

A positive context increases the likelihood of persuasion. This means people are more likely to be persuaded when they are in a good mood, feeling relaxed, or in a positive environment.

People with high self-esteem and low social anxiety are more resistant to social pressure. They are less likely to be persuaded by others.

Prosocial behavior is any action that benefits others.

Altruism is a type of prosocial behavior that is motivated by a selfless desire to help others, even if it involves some personal sacrifice.

Why we help relatives: Helping relatives is adaptive because it increases the odds of successfully passing on our genes.

Why we help strangers: We are more likely to help those who have helped us or might be able to help us in the future.

Difficulty empathizing with others: We struggle to understand the suffering of others when we lack empathy.

The phenomenon where individuals are less likely to help a victim when there are other bystanders present. The larger the group, the lower the likelihood of assistance.

The tendency of bystanders to feel less personal responsibility for helping a victim when others are present. Each person assumes someone else will take action.

Strategies for encouraging bystanders to act in an emergency. Directing a request to a specific person can increase the likelihood of help.

A real-world example of the Bystander Effect. A woman was murdered while multiple bystanders witnessed the crime, but no one intervened. The case sparked extensive research on the phenomenon.

We are more likely to empathize with and help those who share similar characteristics or traits.

We are more likely to be moved by the plight of a single, innocent victim than by the suffering of large groups.

Empathy plays a vital role in motivating us to help others. We are more likely to offer assistance to those we feel connected with or understand.

The Bystander Effect illustrates how social dynamics can prevent individuals from acting in emergencies. Understanding this phenomenon is crucial for promoting prosocial behavior and encouraging people to help those in need.