Social Psychology

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Anonymous
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112103
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Social Psychology
Updated:
2011-10-25 15:50:01
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Persuasion
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  1. persuasion
    the process by which a message induces change in beliefs, attitudes, or behaviors.
  2. central route to persuasion
    occurs when interested people focus on the arguments and respond with favorable thoughts.
  3. peripheral route to persuasion
    occurs when people are influenced by incidental cues, such as a speaker's attractiveness.
  4. credibility
    believability. a credible communicator is perceived as both expert and trustworthy.
  5. sleeper effect
    a delayed impact of a message that occurs when an initially discounted message becomes effective, as we remember the message but forget the reason for discounting it.
  6. attractiveness
    having qualities that appeal to an audience. an appealing communicator (often someone similar to the audience) is most persuasive on matters of subjective preference.
  7. "hidden camera effect"
  8. primacy effect
    other things being equal, information presented first usually has the most influence.
  9. recency effect
    information presented last sometimes has the most influence. recency effects are less common than primacy effects.
  10. channel of communication
    the way the message is delivered--whether face-to-face, in writing, on film, or in some other way.
  11. two-step flow of communication
    the process by which media influence often occurs through opinion leaders, who in turn influence others.
  12. need for cognition
    the motivation to think and analyze. assessed by agreement with items such as "the notion of thinking abstractly is appealing to me" and disagreement with items such as "i only think as hard as i have to"
  13. cult (NRM)
    a group typically characterized by (1) distinctive ritual and beliefs related to its devotion to a god or a person, (2) isolation from the surrounding "evil" clutlre, and (3) a charismatic leader. (a sect, by contrast, is a spinoff from a major religion)
  14. attitude inoculation
    exposing people to weak attacksw upon their attitudes so that when stronger attacks come, they will have refutations available.
  15. poison parasite
    one that combines a strong counterargument with retrieval cues that bring those arguments to mind when seeing the opponent's ads.

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