Explain the central route to persuasion.
Involves critical thinking and evaluating arguments, leading to lasting attitude changes.
Explain the peripheral route to persuasion.
Relies on superficial cues and emotional appeals for persuasion.
What is the foot-in-the-door technique?
Start with a small request, then make a bigger one; people are more likely to agree to the big request if they've already agreed to the small one.
What is the door-in-the-face technique?
Start with a huge request that you know will be rejected, then make a more reasonable one.
Describe individualistic cultures.
Emphasize personal goals and independence.
Describe collectivistic cultures.
Prioritize group harmony and interdependence.
Explain the bystander effect.
The more people present in an emergency, the less likely anyone is to help.
What are superordinate goals?
Shared objectives that require cooperation, reducing conflict.
What are social traps?
Prioritizing short-term self-interest over long-term collective well-being.
Explain the social reciprocity norm.
We help others with the expectation that they'll help us in the future.
What are the causes and effects of normative influence?
Cause: Desire to fit in. Effect: Conformity to group norms and behaviors.
What are the causes and effects of informational influence?
Cause: Ambiguous situation and belief that others know more. Effect: Following the lead of others for guidance.
What are the causes and effects of group polarization?
Cause: Discussion among like-minded individuals. Effect: More extreme views on the topic.
What are the causes and effects of the bystander effect?
Cause: Diffusion of responsibility and pluralistic ignorance. Effect: Reduced likelihood of individuals helping in an emergency.
What are the causes and effects of social loafing?
Cause: Reduced individual accountability in a group. Effect: Decreased individual effort towards a common goal.
What are the causes and effects of deindividuation?
Cause: Anonymity and reduced self-awareness in a group. Effect: Impulsive and sometimes antisocial behavior.
What are the causes and effects of superordinate goals?
Cause: Shared objectives requiring cooperation. Effect: Reduced conflict and increased group cohesion.
What are the causes and effects of social traps?
Cause: Prioritizing short-term self-interest. Effect: Depletion of resources and long-term collective harm.
What are the causes and effects of the foot-in-the-door technique?
Cause: Agreement to a small initial request. Effect: Increased likelihood of agreeing to a larger subsequent request.
What are the causes and effects of the door-in-the-face technique?
Cause: Initial rejection of a large request. Effect: Increased likelihood of agreeing to a smaller, more reasonable request.
Compare normative and informational influence.
Normative: Conform to fit in. Informational: Conform because you believe others are correct.
Compare individualistic and collectivistic cultures.
Individualistic: Emphasize personal goals. Collectivistic: Emphasize group harmony.
Compare social loafing and social facilitation.
Social Loafing: Reduced effort in groups. Social Facilitation: Improved performance on simple tasks in the presence of others.
Compare the central and peripheral routes to persuasion.
Central: Logic-based, lasting change. Peripheral: Emotion-based, temporary change.
Compare obedience and conformity.
Obedience: Following direct orders. Conformity: Adjusting behavior to fit in with a group.
Compare altruism and the social reciprocity norm.
Altruism: Helping with no expectation of return. Social Reciprocity: Helping with the expectation of future help.
Compare diffusion of responsibility and pluralistic ignorance.
Diffusion of Responsibility: Feeling less responsible in a group. Pluralistic Ignorance: Assuming others interpret a situation differently.
Compare superordinate goals and social traps.
Superordinate Goals: Promote cooperation. Social Traps: Lead to collective harm.
Compare the foot-in-the-door and door-in-the-face techniques.
Foot-in-the-Door: Start small, then go big. Door-in-the-Face: Start big, then go smaller.
Compare job satisfaction and burnout.
Job Satisfaction: Happiness with work. Burnout: Exhaustion from work stress.
