Illusory Correlation Effect
We see correlations between social traits that really aren’t there, because our expectations distort our memories. Believing that wearing a “lucky” jersey affects a sports team’s performance, even though outcomes are independent.
Based on the research into factors that influence persuasion, what will make your arguments most persuasive?
Presenting both advantages and disadvantages associated with the proposed change because it appeals to the audience’s cognitive and emotional processes.
Individualism
- personal freedom
- self reliance
- independence
- internal attributions
- social loafing MORE likely
Collectivism
- interconnectedness
- conformity and loyalty
- consensus
- low self-serving bias
Cognitive dissonance
- often reduced by changing their cognitions
Social Loafing
People reduce their effort in a group task because they perceive their contribution as less identifiable or less crucial to overall outcome.
Self perception theory
Anxious-ambivalent attachment
Door in the face technique
Ambivalent attitude
A state of having simultaneous, conflicting feelings or thoughts about something, resulting in uncertainty or mixed emotions
Elaboration Likelihood Method
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Attribution theory
Locus of Causality → Internal vs external causes.
Stability → Whether cause persists over time.
Controllability → Whether cause is controllable.
Globality → Broad vs specific influence across situations.
Intentionality → Whether behavior was intentional.
Self-serving bias
Success = internal, failure = external.
Actor-observer effect
Own behavior = situational, others = dispositional
Fundamental attribution effect
Overemphasize personality traits and underestimate situational factors when explaining other people’s behavior
Jones and Harris Castro Study
Participants attributed the essayist’s position to personal disposition even when they knew the essayist had no choice in the matter
Belief in a just world
Defensive attribution. The belief that people get what they deserve. Leads to victim derogation
Social comparison theory
Evaluating oneself by comparing to others. Downward comparison is comparing yourself to worse-off people to boost your self esteem
Self-presentation
Managing how others perceive you
Impression management
Strategies to control social image
Ingratiation
Flattery to be liked
Self promotion
Demonstrating competence to be respected
Role-playing
Adapting your behaviour to the context
False modesty
Downplaying your achievements to manipulate or gain more flattery
