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24 Cards in this Set
- Front
- Back
Central route to persuasion |
Occurs when interested people focus on the arguments and respond with favorable thoughts |
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Peripheral route to persuasion |
Occurs when people are influenced by incidental cues, like a speaker's attractiveness |
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Sleeper Effect |
A delayed impact of a message that occurs when an initially discounted message becomes effective, such as we remember the message but forget the reason for discounting it |
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Reason vs. emotion |
Well-educated audience more likely to be moved by reason, uninterested audience, emotion |
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Fear |
The more fear invoked, the more persuasive |
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Primacy effect |
Other things being equal, information presented first usually has the most influence |
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Two step flow of communication |
The process by which media influence often occurs through opinion leaders who in turn influence others |
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Attitude inoculation |
Exposing people to weak attacks on their attitudes so that when stronger attacks come they will have refutations available |
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Normative influence |
Conformity based on desire to fulfill expectations, often to gain acceptance |
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Informational influence |
Conformity occurring when people accept evidence about reality presented by other people |
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Co-actors |
Co-participants working individually on a non-competitive activity |
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Social facilitation |
The strengthening of dominant responses in the presence of others |
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Social loafing |
The tendency for people to exert less effort when they pool their efforts towards a common goal than when they are individually accountable |
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Deindividuation |
Loss of self awareness and evaluation apprehension; occurs in group situations that that foster responsiveness to group norms, good or bad |
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Group polarization |
Group produced enhancements of members' preexisting tendencies; a strengthening of members' average tendency, not split within the group |
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Pluralistic ignorance |
A false impression of what most other people are thinking or feeling, or how they are responding |
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Groupthink |
The mode of thinking that persons engage in when concurrence-seeking becomes so dominant in a cohesive in group that it tends to override realistic appraisal of alternative courses of action |
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Task leadership |
Leadership that sets standards, organizes work, and focuses on goals |
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Social leadership |
Leadership that builds teamwork, mediates conflict, and offers support |
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Transformational leadership |
Leadership that, enabled by a leader's vision and inspiration, exerts significant influence |
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Information processing theory |
We are persuaded by the information to which we are exposed, but we go through several steps whose probabilities multiply to determine likelihood of final outcome, McGuire |
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Elaboration likelihood model |
We are persuaded not so much by the message or the source, but by our responses to the message |
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Motivational effects of ostracism |
Reduced impulse control, lower self-efficacy, risky sex and drugs, attraction to extreme groups |
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Physiological effects of ostracism |
Activates pain region of the brain, increased stress hormones, causes heart to skip a beat, makes people colder |