L6 - Group Persuasion Flashcards

(21 cards)

1
Q

Why do people conform?

A
  • Tied to people and categories e.g gender and group membership
  • System 1 = 1 looking at others to see what we are supposed to do
  • Informational influence: Desire to be right changes our minds
  • Normative influence: Desire to be liked changes public behaviour not private opinions = protective
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2
Q

When is conformity higher?

A
  • Informational influence more likely to occur when tasks are ambiguous
  • Normative: When people depend on the group for rewards or will interact with them in the future
  • Normative: Deviants in a group expect and receive more negative evaluations from others.
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3
Q

When does conformity first happen and how does this evolve?

A
  • Occurs first for public behaviour, but this behaviour may cause people to change their private beliefs
  • ” we are what we pretend to be”
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4
Q

When do people conform? (Conditions)

A
  • Commitment to the group: greater commitment leads to greater pressure for conformity
  • Group unanimity: one dissenter can reduce the amount of conformity, you don’t like people in your group who support other ideas
  • Group size: Other people hold the same view = upto 7 people
  • Desire for individualisation: spite/creative dissent
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5
Q

What did Moscovici do?

A
  • Six people groups rated colour of slides either blue/green
  • 2 people were confederates, and said green consistently
  • 1/3 reported seeing at least one green slide
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6
Q

What affects minority influence?

A
  • Consistent: not rigid, you have put thought into it
  • Effective refutation: speaking directly to an opposing argument
  • How similar minority is to majority: people sound/look like you
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7
Q

Why is minority effective?

A
  • Dual process theory: minorities elicit conversion/innovation and majorities elicit conformity.
  • Someone ingroup supporting outgroup theory causes Arousal = anxiety = system 2
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8
Q

What is a study looking at media?

A
  • It is more than face to face interactions with people
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9
Q

How effective is media in persuasion?

A
  • Scope of message dissemination
  • Others are watching e.g someone goes missing = uniquely important about this person because so many people are watching it.
  • When aware that others are watching the same event = starts shared attention effect where deeper processing occurs
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10
Q

How is the media effective?

A
  • People that want to convince you are people who make money doing it e.g ads
  • Comparison of attitudes held to those who consume different ads and media
  • Retrospective self-report is fallible & self-presentation biases
  • Self-selection because we do not watch passively
  • Seek out what we already believe
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11
Q

What was a study showing how effective media is?

A
  • Politically motivated people are more likely to consume congruent political media than less motivated
  • People look at opposing arguments to bolster their own view
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12
Q

How is social media affecting persuasion?

A
  • More than entertainment and social networking
  • Becomes primary source for disseminating others opinions
  • Facebook does not police political content, and instead algorithms focus on super users (3% of users)
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13
Q

What is naïve realism in persuasion?

A
  • Associations between consumed content, attitudes and behaviour
  • When exposed to both sides, the other side is biased
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14
Q

How does media shape reality?

A
  • Impacted by something being a major issues e.g media gets you talking about things
  • Decides what is important
  • More males than females, Speaking roles of minorities etc.
  • TV overrepresents crime and heavy viewers endorse more prejudice views
  • Cause effect issue
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15
Q

How does media cause resistance?

A
  • Bolsters and shapes worldview
  • System 1: Motivation, Attention, Cognition, Emotion
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16
Q

Study of resistance in media?

A
  • Surgeon links smoking and cancer
  • 40% of smokers found the document flawed and 10% of non-smokers
  • Danger should be salient but brains respond selectively to info that maintains worldview
  • Consistency motivation, selective attention, biased evaluation to avoid anxiety.
17
Q

What is attitude inoculation:

A
  • Weakened version of an idea of a worldview that makes you think other ideas are stupid
  • Attacks beliefs engages background knowledge to counteract a larger attack
  • Bolsters world view = hinders system 2 & cognitive conflict
  • Done via Strawman Phrases so next time you hear them you disregard them
18
Q

What is persuasive reactance?

A
  • People feel their freedom to perform behaviour is threatened = resistance aroused = reduced by performing prohibited behaviour
  • Asserting agency and reactance theory: don’t do it because that is demanded
  • Causes cognitive conflict
19
Q

Study of persuasive reactance:

A
  • Campus bathroom with graffiti
  • Either please do not write, or do not do it.
  • Please got less graffiti
20
Q

What is knowledge defence?

A
  • Know something so well that it is system 1 = 1 motivated to defend
  • Study showed environmental pro-preservation students split into 2: high/low knowledge
  • Presented groups with arguments that preservation was not necessary
  • High knowledge reissted message and generated a high number of counter arguments
  • Low knowledge shifted attitudes
21
Q

What are public commitments?

A
  • Plays on hypocrisy, powerful resistance to chaning attitudes later on
  • Study shows that when reporting attitudes on social issues in casual setting with classmates and friends = more resistant to counter-attitudinal messages than control
  • Hypocrisy works because you want to avoid it
  • Leads to cognitive conflict and ego defence: we can be trusted