Persuasion Strategies PDF

Chapter 7 - Persuasion Persuasion Changing someone's beliefs, attitudes, or behavior through a message. Example: A commercial convincing you to buy a product. Elements of Persuasion 1. Communicator - The person delivering the message. - Example: A trusted doctor in a health ad. 2....

Chapter 7 - Persuasion Persuasion Changing someone's beliefs, attitudes, or behavior through a message. Example: A commercial convincing you to buy a product. Elements of Persuasion 1. Communicator - The person delivering the message. - Example: A trusted doctor in a health ad. 2. Message - The content being communicated. - Example: "This toothpaste prevents cavities." 3. How communicated - The way the message is delivered. - Example: An ad on social media vs. face-to-face. 4. Audience - The people receiving the message. - Example: Teens targeted in a video game ad. Central Route A method of persuasion that uses logical arguments and evidence to convince people to change their attitudes or behaviors (LOGOS) Example: A candidate explains their policies with data. Peripheral Route A method of persuasion that uses superficial cues to associate (attractiveness or emotions) a message with positivity, rather than the quality of the arguments presented Example: Buying shoes because a celebrity endorses them. Perceived Expertise Belief that someone has knowledge or skills in a specific area, making them credible and trustworthy as a source of information. Example: Athletes promoting sports gear. Credibility Combination of expertise and trustworthiness. Example: A scientist speaking about climate change. Trustworthiness Belief that the communicator has good intentions. Example: A non-profit asking for donations. Sleeper Effect A delayed impact of a message where people initially discount the message due to doubts about its source but later accept the message after forgetting the reason for doubting it Example: You hear a rumor about a diet trend from an unreliable source. Initially, you dismiss it because you doubt the person’s credibility. Over time, you forget who told you but remember the information about the diet and start believing it’s valid. Attractiveness Appeal or likability of the communicator. Example: A good looking person on a commercial ad for makeup. Evoking Negative Emotions Using fear to persuade. Example: Ads showing the dangers of smoking. Foot-in-the-Door Agreeing to a small request makes you more likely to agree to a big one. Example: Signing a petition, then donating money. Lowball Technique Agreeing to a deal that later becomes more costly. Example: A car dealership lists a car for $14,000 to get the buyer to agree to buy it. Later, the dealership changed the price to $16,000. Door-in-the-Face Declining a large request makes you more likely to agree to a smaller one. Example: Saying no to $100, then agreeing to $10. Primacy Effect Information presented first is most influential. Example: Remembering the first item in a list. Recency Effect Information presented last is influential. Example: Remembering the last item in a shopping list. Channel of Communication How a message is delivered. Example: Face-to-face vs. a text. Two-Step Flow of Communication Opinion leaders spread media messages to others. Example: News influencers sharing stories on social media. Need for Cognition (NFC) A personality trait that describes how much a person enjoys and is motivated to engage in cognitive activities that require effort Example: Loving puzzles or philosophical debates. Attitude Inoculation A technique that helps people resist attempts to change their attitudes by exposing them to small arguments that oppose their position Example: Getting drunk with parent before going out to drink with friends or people you don’t know Chapter 8 - Group Influence Group Two or more people interacting and influencing each other. Example: A study group for an exam. Social Facilitation Performing better on simple tasks in front of others. Example: Running faster during a race. Social Inhibition Holding back to avoid judgment. Example: Not sharing ideas in a meeting out of fear. Evaluation Apprehension Worrying about being judged by others. Example: Feeling nervous during a presentation. Social Loafing Putting in less effort when working in a group. Example: Slacking in a group project. Free Riders People who benefit from a group but don't contribute. Example: A group member who doesn’t do their share. Deindividuation Losing self-awareness and a sense of personal responsibility that occurs in a group situation. Example: Anonymous comments online, people not knowing who you are. Self-Awareness The ability to recognize and understand your own thoughts, feelings, and emotions, and how they align with your values and actions. Example: Being honest about a mistake. Group Polarization Group discussion leads to stronger opinions. Example: Political debates making views more extreme. Group members start with similar opinions on an issue. After discussion, their views become more extreme or entrenched. New arguments and social pressure within the group reinforce existing beliefs. Informational Influence Changing your behavior or beliefs because you believe others have better information Example: Agreeing with others on the correct answer during a quiz because you think they know more than you. Normative Influence Changing your behavior to fit in and be accepted by others. Example: Example: Wearing trendy clothes to avoid being judged by your peers. Groupthink Prioritizing group harmony over critical thinking. Example: Ignoring flaws in a business plan to agree with the group. Social Comparison Judging yourself based on others. Example: Feeling smarter than classmates after a test. Pluralistic Ignorance Misjudging what others think or feel. Example: Believing no one has questions in class because they’re quiet. Illusion of Invulnerability (Overconfidence) Excessive optimism makes the group ignore potential risks. Example: A company launches a new product without testing it thoroughly, assuming their reputation guarantees success. Unquestioned Belief in Morality (Assumption) The belief that the group is so strong and capable that it is immune to failure or harm. This leads to excessive optimism and risk-taking. Example: A group justifies breaking rules because they believe they’re doing it for the “greater good.” Rationalization Dismissing warnings (ignoring the warnings being told) or criticisms by justifying decisions. Example: "Critics just don’t understand our vision." Stereotyped View of Opponents Viewing outsiders as too weak, unintelligent, or evil to challenge the group. Example: "Our competitors can’t possibly catch up to us." Conformity Pressure Silencing dissenters who challenge the group. Example: "Why can’t you just go along with the team?" Self-Censorship Members hold back doubts to avoid conflict. Example: "I won’t speak up because everyone else seems to agree." Illusion of Unanimity Silence is misinterpreted as agreement. Example: "No one said anything, so we all must agree." Mindguards Some members block information that challenges the group. Example: A leader filters out negative reports from reaching the team. Leadership The process by which certain individuals inspire, motivate, and guide the group toward achieving goals. Task Leadership Focuses on organizing work, setting goals, and ensuring productivity. Example: A project manager dividing tasks and setting deadlines for the team. Social Leadership Emphasizes teamwork, resolving conflicts, and providing support. Example: A team leader helping two coworkers resolve a disagreement. Transformational Leadership Inspires and motivates through a compelling vision and enthusiasm, often creating significant change. Example: A CEO motivating employees to embrace innovation and work toward long-term goals. Consistent and Persistent Non-Conformity Sticking to a minority position over time can influence the majority, though it’s challenging and uncomfortable. Example: An employee consistently advocating for sustainable practices eventually sways the company to adopt them. Minority Slowness Effect People with minority opinions are slower to express their views compared to the majority. Example: Someone hesitant to speak out against a popular idea in a meeting. Defection from the Majority When someone switches from agreeing with the majority to supporting a minority view, it can be highly persuasive. Example: A former supporter of a political policy publicly opposing it, causing others to reconsider their stance. Chapter 9 - Prejudice Prejudice Unfair negative attitude toward a group. Example: Believing teenagers are lazy. Stereotype Generalized belief about a group. Example: "Women are bad drivers." Stereotype Threat Fear of confirming a negative stereotype. Example: Girls performing worse in math after being reminded of stereotypes. Displaced Aggression (Scapegoating) Blaming someone else for your problems or frustrations. Example: A worker blaming immigrants for job scarcity instead of economic factors. Benevolent Sexism Stereotypes that sound positive but reinforce inequality. Example: "Women are naturally nurturing and should stay at home with children." Hostile Sexism Negative stereotypes about a gender’s abilities or roles. Example: "Men are smarter and better suited for leadership." Discrimination Acting on prejudice. Example: Not hiring someone because of their race. Unequal Status Breeds Prejudice Prejudice can arise to justify unequal treatment of groups. Example: Slave owners claiming enslaved people were inherently inferior. Social Dominance Orientation A personality trait measuring an individual's support for social hierarchy and the extent to which they desire their in-group to be superior to out-groups. Example: Supporting policies that benefit the majority group at the expense of minorities. Authoritarian Personality A personality that values obedience and is hostile to outgroups. Example: Believing strict authority is necessary and showing intolerance for differences. Realistic Group Conflict Theory Prejudice arises from competition for limited resources. Example: Tensions between native workers and immigrants over jobs. Social Identity The part of our self-concept derived from group membership. Example: Feeling pride in being part of your cultural or sports team. Ingroup "Us"—people who share a sense of belonging. Example: Your soccer team. Outgroup "Them"—people seen as different. Example: Rival sports teams. Ingroup Bias Favoring your own group. Example: Thinking your school is the best. Outgroup Homogeneity Seeing outgroup members as all the same. Example: Thinking all musicians like the same bands. Own-Race Bias Recognizing faces of your own race more accurately. Example: Better recalling faces of people from your race. Own-Age Bias Recognizing faces of people your age better. Example: A teenager more easily recognizing faces of other teens Group-Serving Bias Excusing your group’s negative actions while criticizing others. Example: Justifying a friend's bad behavior while condemning a stranger for the same act. Just-World Phenomenon Belief that people get what they deserve. Example: Blaming a victim for their misfortune. Prejudgments Are Self-Perpetuating Expectations confirm themselves. Example: Assuming a group is unhelpful and interpreting their neutral behavior as rude. Categorize Simplifying the world by grouping people. Example: Grouping people by race or profession. Distinctiveness Standing out due to being different. Example: A lone woman in an all-male workplace feeling self-conscious. Subtyping Thinking of individuals who don’t fit a stereotype as exceptions. Example: Believing an athletic girl isn’t a "typical" girl. Subgrouping Creating a new stereotype for a subset of the group. Example: "Asian Americans are good at math, but not all—creative Asians are different." Chapter 10 - Aggression Aggression Intentional physical or verbal behavior aimed at hurting someone. Example: Insulting someone during an argument. Physical Aggression Harming someone’s body. Example: Punching someone during a fight. Social Aggression Harming someone’s relationships or feelings, including relational aggression. Example: Spreading rumors about a classmate. Microaggression Subtle comments or actions that unintentionally convey prejudice toward marginalized groups. Example: A store owner following a customer of color around the store, or a White person waiting for the next elevator when a person of color is on it. Hostile Aggression Aggression driven by anger with the goal of causing harm. Example: Yelling and shoving someone out of frustration. Instrumental Aggression Aggression as a means to achieve a goal. Example: Bullying a peer to gain control of a group project. Instinctive Behavior Unlearned, innate behaviors shared across a species. Example: Reacting defensively when threatened. Frustration-Aggression Theory Frustration creates a readiness to aggress. Example: Being delayed at the airport and snapping at staff. Frustration The blocking of a goal-directed behavior. Example: A traffic jam making you late for work. Displacement Redirecting aggression to a safer target. Example: Yelling at a sibling after a bad day at school. Relative Deprivation Feeling less well-off compared to others, leading to frustration. Example: Feeling envy when seeing a coworker’s promotion. Social Learning Theory We learn social behaviors by observing, imitating, and experiencing rewards or punishments. Example: Children acting aggressively after watching violent TV shows. Prosocial Behavior Positive, helpful actions aimed at benefiting others. Example: Helping a stranger carry their groceries. Catharsis Releasing pent-up emotions to feel relief. Example: Crying after a stressful day or hitting a punching bag to let out frustration. Cyberbullying Bullying through electronic communication like texting or social media. Example: Sending hurtful messages online, leading to mental health issues. Distorted Perceptions of Sexual Violence Exposure to sexual violence increases acceptance of future violent behavior. Example: Media depictions of violence desensitizing viewers to abuse. Altered Perception Believing the world is more violent or dangerous due to repeated exposure to violent media. Example: Watching crime shows and feeling unsafe in your neighborhood. Social Contagion The spread of thoughts, emotions, or behaviors through a group. Example: Panic spreading during a fire drill. Diffusion of Responsibility Feeling less personal responsibility to act in a group. Example: Not helping a person in need because others are present. Chapter 11 - Attraction and Intimacy Propinquity Liking those who are near us due to frequent interaction. Example: Becoming friends with a neighbor because you see them often. Attractiveness Liking those who are physically appealing. Example: Being drawn to someone with symmetrical features. Similarity Liking those who are like us in interests, values, or backgrounds. Example: Connecting with a classmate who shares your love for hiking. Social Exchange Theory Relationships are based on a cost-benefit analysis. Example: Staying friends with someone because their support outweighs occasional disagreements. Need to Belong Motivation to form lasting, positive relationships. Example: Seeking new friends after moving to a new city. Ostracism Being excluded or ignored by others, which can lead to feelings of isolation. Example: Being left out of group plans. Proximity Geographical closeness that predicts attraction. Example: Dating someone you met at your workplace. Mere-Exposure Effect Repeated exposure to someone increases liking. Example: Liking a new coworker more after seeing them every day. Matching Phenomenon People pair up with others who are similar in physical attractiveness or traits. Example: A couple with similar levels of physical appeal. Physical-Attractiveness Stereotype Assuming attractive people have other desirable qualities. Example: Believing a good-looking person is also kind or intelligent. Reciprocal Affection Liking someone who likes us. Example: Developing a crush on someone who shows interest in you. Complementarity Attraction to someone who complements what we lack. Example: An introverted person enjoying the company of an extrovert. Ingratiation Using flattery or charm to gain favor. Example: Complimenting a friend’s outfit to strengthen your bond. Reward Theory of Attraction We like those whose behavior is rewarding to us. Example: Staying in a relationship that brings joy and support. Passionate Love An intense longing for union with another, often with strong emotions and physical attraction. Example: Feeling ecstatic when spending time with your partner. Two-Factor Theory of Emotion Emotion arises from physical arousal and a cognitive label. Example: Feeling excited on a date and labeling it as love. Companionate Love Deep affection and attachment to someone with whom your life is intertwined. Example: A couple who feels close and supportive after many years of marriage. Secure Attachment Relationships rooted in trust and marked by intimacy. Example: Feeling comfortable relying on your partner. Avoidant Attachment Discomfort with closeness and a tendency to pull away. Example: Preferring emotional distance in relationships. Anxious Attachment Worrying about being abandoned or unloved. Example: Constantly seeking reassurance from a partner. Equity Fairness in a relationship where rewards and contributions are proportional. Example: Splitting household chores evenly with a partner. Self-Disclosure Revealing personal, intimate details to build trust. Example: Sharing childhood memories with a friend. Disclosure Reciprocity Matching the level of personal sharing in a conversation. Example: Opening up about your struggles after someone shares theirs. Chapter 12 - Helping Altruism Helping others without expecting anything in return. Example: Donating anonymously to charity. Social-Exchange Theory Helping is based on a cost-benefit analysis: maximize rewards and minimize costs. Example: Helping a neighbor because you believe they’ll return the favor in the future. Reciprocity Norm Expectation that people will help those who have helped them. Example: Helping a friend who previously helped you move. Social Responsibility Norm Expectation to help those in need, regardless of personal gain. Example: Helping an elderly person cross the street. Kin Selection Helping relatives to ensure the survival of shared genes. Example: Saving a sibling from danger at personal risk. Reciprocity Helping others with the expectation they will help you in the future. Example: Sharing food with a neighbor during a storm, expecting help later. Group Selection Groups with cooperative members are more likely to survive and thrive. Example: A team working together effectively to achieve a shared goal. Empathy Feeling and understanding someone else’s emotions. Example: Comforting a friend who is grieving because you feel their pain. Bystander Effect The more people present, the less likely any one person will help. Example: Ignoring someone in need during a crowded event because you assume others will assist. Moral Exclusion Perceiving some individuals or groups as outside the scope of moral concern. Example: Ignoring the struggles of people in a distant country because they seem unrelated to your life. Prosocial Modeling Seeing others help encourages helping behavior. Example: Donating to charity after watching a coworker do the same. Social Capital The mutual support and trust within a community. Example: Borrowing tools from a neighbor and helping them with yard work in return. Chapter 13 - Conflict and Peacemaking Conflict A disagreement or perceived incompatibility of actions, goals, or ideas. Example: A dispute between coworkers over how to complete a project. Peace A state of low hostility and mutually beneficial relationships. Example: Two rival countries signing a treaty to end a war. Social Dilemmas Situations where individual interests conflict with the group’s well-being. Example: Choosing to overuse a shared resource even though it harms the group in the long term. Social Trap When individuals or groups pursuing their own interests harm the collective in the long run. Example: Overfishing leading to depletion of fish stocks. Tragedy of the Commons The overuse of shared resources, resulting in their collapse. Example: Farmers overgrazing a shared pasture, destroying it for everyone. Prisoner's Dilemma Prisoners choosing to cause more harm with the other person instead of having them both at peace Non-Zero-Sum Games Situations where both parties can win or lose depending on cooperation (win-win or lose-lose). Example: Two businesses collaborating to expand their markets, benefiting both. Principle of Equity Rewards should be proportional to contributions. Example: In a group project, credit should reflect each member’s effort. Mirror-Image Perceptions Conflicting groups see each other in similar, opposing ways. Example: Two countries viewing themselves as peace-loving and the other as aggressive. Four Peacemaking Strategies 1. Contact - Increased interaction can reduce prejudice. Example: Student exchange programs fostering mutual understanding. 2. Cooperation - Working together on shared goals. Example: Two rival teams uniting to clean their community. 3. Communication - Discussing conflicts to reach mutual understanding. Example: Mediation between two parties in a dispute. 4. Conciliation - Small acts of goodwill to ease tensions. Example: Apologizing to begin repairing a relationship. Superordinate Goal A shared goal that requires cooperation, overriding individual differences. Example: Opposing teams joining forces to win a championship. Bargaining Direct negotiation between parties to reach an agreement. Example: Haggling over the price of a car. Mediation A neutral third party helps facilitate communication and suggests solutions. Example: A counselor helping a divorcing couple agree on custody arrangements. Arbitration A neutral third party listens to both sides and imposes a decision. Example: A judge resolving a workplace dispute. Integrative Agreements Win-win solutions that satisfy both parties. Example: Splitting time for shared custody so both parents benefit. GRIT (look back to reading notes) Small steps to reduce conflict and build trust. Example: Offering a peaceful gesture during a disagreement.