exam 2 review dr. sanchez. theme: social influence attitudes & behavior persuasion &...

Exam 2 ReviewExam 2 Review

Dr. SanchezDr. Sanchez

Theme: Social InfluenceTheme: Social Influence

Attitudes & BehaviorAttitudes & Behavior

Persuasion & AttitudesPersuasion & Attitudes

Compliance, Conformity, ObedienceCompliance, Conformity, Obedience

Gender & The BodyGender & The Body

1. Attitudes & Behavior1. Attitudes & Behavior

What is an attitude?What is an attitude?

What is the tripartite view of attitudes?What is the tripartite view of attitudes?

Understand different methods of Understand different methods of measuring attitudesmeasuring attitudes– WhatWhat’’s the IAT?s the IAT?

Attitudes & BehaviorAttitudes & BehaviorUnderstand the different sources of Understand the different sources of attitudes and how they work:attitudes and how they work:– GenesGenes– Social experiences – for affectively (e.g., Social experiences – for affectively (e.g.,

classical conditioning) vs. behaviorally (e.g., classical conditioning) vs. behaviorally (e.g., operant conditioning) based attitudesoperant conditioning) based attitudes

Attitudes & BehaviorAttitudes & BehaviorRelationship between attitudes and Relationship between attitudes and behaviorbehavior– Specificity CorrespondenceSpecificity Correspondence– Theory of planned behaviorTheory of planned behavior

What are the variables and how do they affect What are the variables and how do they affect whether an attitude will predict a behavior?whether an attitude will predict a behavior?

– Attitude strength and accessibilityAttitude strength and accessibility– Measurement of attitudesMeasurement of attitudes

2. Persuasion & Attitudes 2. Persuasion & Attitudes (Advertising)(Advertising)

What is persuasion?What is persuasion?

Know the Elaboration likelihood model!Know the Elaboration likelihood model!– Different routes to persuasionDifferent routes to persuasion– When does attitude change occur through each When does attitude change occur through each

of the routes?of the routes?

Understand persuasive cues/sources in a Understand persuasive cues/sources in a messagemessage

Be able to identify different sources in a Be able to identify different sources in a print adprint ad

Persuasion & Attitudes Persuasion & Attitudes (Advertising)(Advertising)

Understand persuasive cues/sources in a Understand persuasive cues/sources in a messagemessage

How does mood affect persuasion?How does mood affect persuasion?– Classical conditioningClassical conditioning– MisattributionMisattribution– Non-conscious mimicryNon-conscious mimicry

Be able to identify different persuasive Be able to identify different persuasive cues in a print adcues in a print ad

Persuasion & Attitudes Persuasion & Attitudes (Advertising)(Advertising)

Inconsistencies and persuasion:Inconsistencies and persuasion:– Balance theoryBalance theory– Cognitive dissonance theoryCognitive dissonance theory

Persuasion & culturePersuasion & culture

3. Compliance, Conformity, 3. Compliance, Conformity, ObedienceObedience

How do they differ?How do they differ?

How can language induce compliance?How can language induce compliance?– Langer studyLanger study

WhatWhat’’s the norm of reciprocity?s the norm of reciprocity?

3. Compliance, Conformity, 3. Compliance, Conformity, ObedienceObedience

Sequential Request Strategies to induce Sequential Request Strategies to induce compliance: Compare and contrast and compliance: Compare and contrast and know studiesknow studies– Foot-in-the-doorFoot-in-the-door– Low-ballingLow-balling– Door-in-the-faceDoor-in-the-face– ThatThat’’s not all, folkss not all, folks

3. Compliance, Conformity, 3. Compliance, Conformity, ObedienceObedience

ConformityConformity– Types: Public vs. PrivateTypes: Public vs. Private– Why: Informational vs. Normative InfluenceWhy: Informational vs. Normative Influence– Understand Asch and Sherif studiesUnderstand Asch and Sherif studies– Majority vs. Minority InfluenceMajority vs. Minority Influence– What factors decrease/increase conformity?What factors decrease/increase conformity?

3. Compliance, Conformity, 3. Compliance, Conformity, ObedienceObedience

ObedienceObedience

Know the Milgram experiments!!!Know the Milgram experiments!!!– What were the prods?What were the prods?– What factors influenced obedience?What factors influenced obedience?– How many people obeyed? How many people obeyed? – How many people did experts think would How many people did experts think would

obey? obey? – Authoritarian PersonalityAuthoritarian Personality– How does original milgram differ from videoHow does original milgram differ from video

GenderGender

What is self-objectification?What is self-objectification?

What are the consequences of self-What are the consequences of self-objectification?objectification?

Know experiments manipulating self-Know experiments manipulating self-objectification and resultsobjectification and results– Gender differences?Gender differences?

Know BemKnow Bem’’s work on gender identitys work on gender identity

GenderGender

What is backlash?What is backlash?– Know experimentsKnow experiments

What is identity misclassification?What is identity misclassification?– Know experimentsKnow experiments

4. Group Influence4. Group Influence

Group vs. Collective?Group vs. Collective?

Collective processes (presence of others)Collective processes (presence of others)– Social facilitation Social facilitation

know studiesknow studies

Why does it occur? What are the main variables?Why does it occur? What are the main variables?

– Social loafingSocial loafingWhen do you get this instead of facilitation?When do you get this instead of facilitation?

– DeindividuationDeindividuation– Collective Effort ModelCollective Effort Model

4. Group Influence4. Group InfluenceGroup processesGroup processes– Why join?Why join?– Types of group rolesTypes of group roles– Group normsGroup norms– Group cohesivenessGroup cohesiveness

BrainstormingBrainstorming

Diversity and GroupsDiversity and Groups

Group polarization – understand thisGroup polarization – understand this

GroupthinkGroupthink– Causes and consequencesCauses and consequences

Films and ReadingsFilms and Readings

All fair game All fair game

Style of ExamStyle of Exam

It is not enough to know definition of It is not enough to know definition of concepts and theoriesconcepts and theories– Must be able to apply the theories Must be able to apply the theories – Must be able to distinguish one theory from Must be able to distinguish one theory from

anotheranother– This exam has roughly 50-60 questions, all This exam has roughly 50-60 questions, all

multiple choice A-Dmultiple choice A-D